Combating the "Good Ol' Boys" Ideology !

[Scottyj]

So a quick run down... I am from Sacramento Ca and am in my first year of P&C specifically Comercial lines within the Contractors, Hotels, Auto Garage markets.

I work for My family owned Agency Based out of Sacramento Ca, and am Running our Salt Lake Office.

On to the main point having been raised in California I was never exposed to the "SMALL TOWN GOOD OL' BOYS" mentality until I moved to Salt Lake City. Being I am in my first year and in a bad economy I do not have false expectations... I know it is sporatic and will take me a bit longer to get a decent sized book when compared to my bro who started over 18 years ago.

This mentality I am coming accross seems to exist within many of established business's I prospect and believe me the "Good ol Boys" dont take to kindly to a young wipersnapper such as I trying to steal their policy away from their best buddies brothers, mothers, aunts, cousin.... You get my drift.

I am from Sacramento Ca and while it is no major metropolis the city proper has more population than Utah as an entire state... Any ideas on how to break the walls down. I mean back home there was always a gate keeper but they never seemed to display outright offense to you when approached. It is like they do not like outsiders... I would say for the most part I have pretty thick skin and just keep plugging along but my prospects to calls ratio is way lower here than it was in Ca.

I know my laid back Ca ways could be a hinderence but really... Any ideas oh wise ones. Anyone in the same boat or have experianced similar? What are you doing or have you done to combat this and WIN business?

 

[VolAgent]

Become a Good Ol' Boy.

Seriously, attend events that these people go to. Participate in the events they go to. Get your name going around town. Make a splash.

Also, find a mentor in town. Not necessarily in insurance, just someone who identifies with you and likes you. Someone to take you under his wing, introduce you in town and give you instant credibility.

Or continue being the young whippersnapper from the left coast and continue getting frozen out.

 

[Scottyj]

That is a good suggestion. I could look into the local BNI. I guess I am just used to the opposite... We had an agent in our CA office who would go to local chamber meetings and BNI stuff and it never got him anywhere... but that was in Ca and things are different there. I guess for the most part I have looked at it in a bad way ( I have always heard about all the adverse effects it can have on a local economy in the long run) must I convert for the time being in order to get my slice...? I guess so until Ut decides to join modern day business...

 

[jhuang]

Being a good ole boy isn't bad...just learn how to be like them.

Here's a video of a good ole Former District Manager from Farmers, he teaches to sell the policy and yourself, not the company (even though it's a Farmers District meeting).

Part 1 MVC VIDEO PART 1.mov - YouTube

Part 2 MVC VIDEO PART 2.mov - YouTube

Always be marketing yourself and provide a service for people.

 

[VolAgent]

That is a good suggestion. I could look into the local BNI. I guess I am just used to the opposite... We had an agent in our CA office who would go to local chamber meetings and BNI stuff and it never got him anywhere... but that was in Ca and things are different there. I guess for the most part I have looked at it in a bad way ( I have always heard about all the adverse effects it can have on a local economy in the long run) must I convert for the time being in order to get my slice...? I guess so until Ut decides to join modern day business...

Good Ol' Boys don't go to BNI... They go to the golf course, hunting lodge, Rotary, Elk Lodge, etc.

Stop thinking like a whippersnapper from Sacramento.

 

[AgentJP]

Being a good ole boy isn't bad...just learn how to be like them.

Here's a video of a good ole Former District Manager from Farmers, he teaches to sell the policy and yourself, not the company (even though it's a Farmers District meeting).

Part 1 MVC VIDEO PART 1.mov - YouTube

Part 2 MVC VIDEO PART 2.mov - YouTube

Always be marketing yourself and provide a service for people.

Awesome videos! Thanks

 

[bluemarlin08]

I will have to agree with Volagent. Early in my career I would target smaller towns, overwhelmed them with helpful information. Played golf with them, went fishing and hunting, went drinking with them, became friends. They liked my company and I liked theirs. Wrote lots of business.

 

[VolAgent]

I will have to agree with Volagent. Early in my career I would target smaller towns, overwhelmed them with helpful information. Played golf with them, went fishing and hunting, went drinking with them, became friends. They liked my company and I liked theirs. Wrote lots of business.

Exactly, good ol' boys are the same where ever they are. They operate completely on trust. Either their dad went to school with their agent, they did, or their son did. They'll take the devil they know any day of the week. That said, I probably wouldn't talk about drinking with the Utah boys, probably won't go over too well. I hear Utah is drier than Mississippi.

I hope you like hunting, skiing and snowmobiles. Sometime tells me they are big out there.

 

[b61mack]

I would hang a surf board on the wall. play up the cailfornia angle.

 

[isgutah]

I understand what you are saying, being here in Utah. I don't think it is an outsider thing as much as it is that Utah is a small place and everyone seems to have an uncle, brother-in-law, cousin, old high school buddy who is doing their insurance. 90% of my commercial clients I only know because I do there insurance. The only way to break through it is to keep working, cold calling and try to drive referrals after I convert them to customers. It has worked well so far, but it has been a challenge.







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