Tough Love, Every Insurance Agency Leader, Needs to Hear!
In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Dr. Billy Williams, Ph.D., CEO of the Williams Family Investment Group, and the President of Inspire a Nation Business Mentoring. Dr. Billy talks about how to successfully grow your agency and the three emotions that stop agencies from growing, the four types of discipline, and the significance of understanding the S4TS model.
- Katlyn introduces Dr. Billy Williams. (1:19)
- Billy shares that he’s a retired army, and 21 years after serving in the military, he took a Ph.D. in finance. (2:18)
- Billy mentions what made him leave Allstate after 4 years, was because they were not allowed inside to open an agency, and they were only selling outside. (04:07)
- Billy shares that he opened his first independent agency in April 2008, and today, they have more than 160 agencies under the Williams Family Investment Group, $1.2 billion in premium, and more than 2,000 members at Inspire a Nation Business Mentoring. (05:06)
- Billy mentions that when you’re getting ready to grow, they have a mentor that you can attend and they are not part of your ownership, but they will teach you how to grow. But if you decide to grow bigger and you want a team of people to help you in growing bigger, take a look at investing. (11:34)
- Billy mentions the main issue that stops agencies from growing is unmanaged emotions. (12:50)
- Billy shares the three types of unmanaged emotions and those are mental, physical, and purely emotional. (13:04)
- Billy mentions that ego is what we do, arrogance is what we refuse to do, and our insecurities are based on our history. (14:05)
- Billy shares the four types of discipline and those are self-discipline, accountability, automation and technology, and outsourcing. (16:23)
- Billy explains the S4TS model that they teach and live by, at Williams Family Investment Group and Inspire a Nation Business Mentoring. (20:13)
- Billy shares that there are only 14 tasks, every week in an agency. (24:47)
- Billy mentions that you shouldn’t implement a process in your agency unless you’ve placed the tools and automation in place before, bringing it to your people. (26:56)
- Billy shares that he finished his Ph.D. in 2002. Therefore, it took him 20 years to become Dr. Williams. (34:57)
- Billy mentions that KPIs are not results. Because KPIs produce results. (36:21)
- Billy shares that as an insurance agency owner, they only have three jobs. It’s hiring, training, and accountability. (40:32)
- “I always knew insurance was viable. Once I started doing my deep research, I realized nothing in this country moves without insurance. So, it was almost a recession-proof industry. So I took the processes, the training, and everything that I’ve done in the military. And I said how do I convert this over into the insurance world.” – Dr. Billy Williams
- “You don’t take the time to create wealth, then all of your time is spent fighting off poverty, and there are a lot of agents that are like I said, they’re decaying on the inside, they look great on the outside. And that’s because they’re fighting off poverty every day, they’re not actually creating wealth, because they never set aside time.” – Dr. Billy Williams
- “No one cares how long it takes you to become good at what you do. You just have to always work toward being good. The problem is they focus on the outcome more than the process.” – Dr. Billy Williams
“What does real success in the insurance industry look like? It’s like a freedom thing. So, you can be making a lot of money. But if you don’t even have an hour to spend with your family, you’re not really as successful as you could be.” – Dr. Billy Williams
Nine years ago my insurance career took off as I built a top performing scratch agency brick-by-brick within the captive ecosystem. The initial growing pains of learning insurance for the first time still mark my passion for sales coaching and taking the mystery out of how to succeed in today’s modern insurance market. Today, my experiences as a high performing, “Best in Region” captive agency owner and then an independent agency owner of a Mega-Startup, enable me to create game-plans for agents who want to transform their insurance office into a high performing sales operation that can compete for the long term.
At Quantum, my team and I help develop the strategic programs and processes that lead the direct channel and agency channel to scale and grow, redefining what agency owners expect out of their insurance opportunity. My success proves that you too can compete in the modern market without losing the heart and soul of your agency. Quality and care can coexist with a high- volume environment when we approach sales and growth with purpose.
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