We The Difference-Maker
By Kyle Lingscheit
I still remember the first day of my insurance career. I knew insurance could potentially provide me with a great career opportunity, but had no idea where it would take me. It was February 13th, 1986, that I passed the state insurance exam. In fact, it was a Friday the 13th that would be my first day. I went to work to start an insurance agency from scratch with Farmers Insurance. In order to qualify to be hired full time, I needed to build a pool of over 1,500 prospects and hit a targeted sales goal. My only compensation at this time was the commissions from the sales that I would make. I had no renewal book, but I did have rent and office expenses. The only way to make ends meet was for me to take an evening bartending job and work at a hotel in the mornings. This would give me from 12 p.m. until 6 p.m. every day to focus on hitting my insurance goals. It also left very little time for sleep, since I had to close the bar down at 2:00 a.m. every morning. As I started to grow my book of business, I eventually dropped the hotel job and then after several more months I quit bartending and focused solely on insurance. Over my first few years I took on some debt just to get things going, but eventually I was able to pay back the debt. As I look back at what it took to get started in this business, I am very thankful that I persevered and did not give up and here is why.
It was a few years into my career on a sunny Saturday morning. I had an appointment with a personal lines client to talk about life insurance. I had been pushing this client to meet with me for several months. He had a wife and two young children and was the sole breadwinner. He agreed to meet with me, but I could not convince him to apply for a life insurance policy that morning. He was very interested, but wanted to think about it. Later that afternoon he had a horrible accident. He drove his car right into the rear end of a semi. He was killed instantly. I found out about the accident when his wife called me Monday morning to ask if he had applied for the life insurance. That was the hardest “no” I ever had to share with someone, but it made me a believer in our business. Whether it’s life insurance or any of the other products that we sell, we are a difference maker when people have a loss. To this day, I wish I could have told her that her husband did apply for the life insurance and regret that I had not done a better job of closing the sale. However, over the years I have been involved in many, many situations where our products have saved peoples financial lives. So as much as we focus on our business from day to day, we should never lose sight of what exactly we do for a living. I’m proud of our industry and so happy that I committed myself to the insurance business. I hope each of you are too.
By Ryan Stieg
May I borrow a couple minutes of your day to chat with you about an important topic to PayneWest’s overall success? I’m talking about cross-selling. Opening doors to opportunities that are already halfway open. More specifically, I’d like to talk a little about cross-selling opportunities with the Stieg Insurance team.
First, there is the opportunity to team with a Stieg colleague on a transportation prospect or client…a self-serving start, right? I’m sure that many of you have looked at a trucking account and thought, what do I do with this? Well, now you have a whole team of people ready to join up with you to find the right market and to bring the expertise to finally get that prospect turned into a client. Maybe you already have a trucking client, but were limited in your options because you didn’t have the right carrier partner to place them with. Here again, let us know and we’ll work together on it.
What about you, right? All that we’ve ever written is truck insurance. We’ve written the occasional related lines, but really only dabbled. We all want to round our accounts out to further protect us from the competition. So, we need your help to write the property, home and personal autos, life and health (both individual and group), and surety products. You know it best, we don’t. We’ve reached out a number of times over the last eleven months and you’ve helped us write the business and protect our mutual client.
The biggest connection here, just like it is outside of our collective walls, is built on the relationship. Once we’ve worked together, or gotten to know each other, this becomes easier with each client we handle together. Until then, you’re welcome to reach out to me or Kent Dreessen to help make an introduction to the best Stieg colleague best suited to help you through your situation. We’ve also been in contact with your sales and service directors to help us find a colleague when we need them. You’re always welcome to come through our offices in Billings, Missoula, or Great Falls locations to help build those relationships a little faster. Hopefully you find a “go-to” colleague for all of your trucking needs, and we hope to find the same in reverse.
Thanks for lending me a minute! Reach out to a Stieg colleague today.
Our last Live It event in Spokane was a success! We welcomed new colleagues from all around our footprint to enjoy networking, down time, and learning all about PayneWest. Colleagues were also given time to go out into the Spokane community and perform random acts of kindness (RAK). These included activities ranging from picking up litter, to writing thank you notes, and even buying new clothing items for the less fortunate. Our next Live It will take place in Spokane over October 23rd – 25th.
Marketing is excited to announce the new Seismic Catalog is now available on CARL! The detailed catalog allows you to preview all the documents available on Seismic so you can pick out exactly what you want or need. You can then reach out to a local Seismic power user to customize and download the document(s). Click here for a list of Seismic power users.
Earned Designations and Completed Programs
- Jenna Banks, Commercial Lines Coverage Specialist (CLCS)
- Janice Boland, Chartered Property Casualty Underwriter (CPCU)
- Thomas Denison, Commercial Lines Coverage Specialist (CLCS)
- Brianna Dudley, Accredited Customer Service Representative (ACSR)
- Tina Estill, Specialist in Transportation and Risk (STAR)
- Renae Goodwin, Chartered Private Risk and Insurance Advisor (CPRIA)
- Debbie Hall, Certified Self-Funding Specialist (CSFS)
- Molly Howe, Professional Lines Coverage Specialist (PLCS)
- Mac Kirk, Construction Risk Coverage Specialist (CRIS)
- Alex Lundquist, Commercial Lines Coverage Specialist (CLCS)
- Sam Pariani, Small Business Coverage Specialist (SBCS)
- Trish Quarles, Certified Pharmacy Benefits Specialist (CPBS)
- Kaylee Rabson, Accredited Customer Service Representative (ACSR)
- Matt Salvi, Accredited Customer Service Representative (ACSR)