Jason White – Building a $130M Book of Business in Insurance Sales Through Consistent Persistence
Success lies in repeatable actions performed consistently, every day.
Jason White is the Managing Director of the Professional Executive Group at CRC Swett, a wholesale insurance brokerage firm which provides different services to retail insurance brokers. He and his team deal with technical sales of specialty insurance, and he has 26 years of experience at the firm. On this episode, he talks about the importance of repeatable actions, performed consistently over time, in ensuring success and provides some fascinating insight about goal-setting. Tune in to find out more!
Shareable Clips & Quotes:
Top 3 Keys to Insurance Sales Success
Service & Relationships – Be More Responsive
Going beyond weather reporting
“You’re never going to make more than what you think you can make”
Being consistent and persistent “anything worth having has to be paid for”
Advice for someone wanting to start in insurance sales
Respond quickly, even when you don’t have the answer
When to pick up the phone instead of sending an email
Sales Philosophy = Persistence
“The biggest reason for my success… Is just being consistent about what I do”
There’s nothing secret about it. It’s about execution
[:26] Scott introduces his guest for this episode — Jason White.
[:42] Scott gives a shout out to Steve Harville — stand a chance to get a copy of his book by joining the Sales Success Community at top1.fm, or text ‘top1’ to 444999 in the U.S.
[1:37] What does Jason believe are the top three things that have allowed him to get to the top in his industry?
[2:21] What are some examples of repeatable actions?
[4:54] What does it mean to give meaning to what Jason does for his customers?
[7:39] Jason explains how he changed how he thought about what he wants for himself and his career.
[10:37] What are Jason’s role and his industry?
[13:28] How did Jason get started in sales?
[14:28] What advice would Jason give someone who wants to start a career in insurance?
[16:00] From an accomplishment perspective, what is Jason most proud of?
[18:15] What has been the biggest challenge Jason has had to face?
[22:31] What is Jason’s rule of thumb for when an issue should be discussed over the phone, rather than over email or text?
[23:19] Jason is a morning person. What does his morning routine look like? How does he structure his day?
[26:31] What are some habits that are central to Jason’s success?
[27:18] What does Jason’s information diet look like? What apps and technologies does he use?
[29:39] Which sales philosophy does Jason subscribe to?
[31:27] What motivates Jason? Jason discusses his motivations and goal setting.
[35:52] What is something that the average producer believes that Jason thinks is nuts?
[38:18] What are some of the most important decisions Jason has made or lessons he’s learned to get to where he is today?
[40:13] Jason shares some advice for those starting out on their sales careers, as well as those looking to get to the next level in their careers.
[43:05] Jason would like to find out what other top sellers in other organizations are doing on a day-to-day basis.
[44:34] Jason challenges you to ask yourself what the most important element of what you do for your customers is, and focus on delivering that consistently.
[46:04] Join Scott and other top sellers at the Sales Success Summit 2018. Reserve your spot to get a chance to learn from the very best salespeople today!
Mentioned in This Episode:
Jason White on LinkedIn
21 Secrets of Million-Dollar Sellers: America’s Top Earners Reveal the Keys to Sales Success, by Stephen J. Harvill
“Why We Do What We Do,” by Tony Robbins at TED 2006
Sales Success Stories Podcast Episode — Sales Success Summit 2018
Sales Success Summit (Promo Code: SSS)