00:00So tell us a little bit about what that expansion looks like when somebody's maybe gone through, you know, and
00:06kind of learned everything and has gone to the next level.
00:09You know, what does that look like? Do you guys still stay involved?
00:11Are you guys investors into some of these things with people maybe going on next level?
00:15What does that look like?
00:17Well, you're always investing in their momentum.
00:20I just want to take one step back for a second in regards to these quality insurance calls that you're
00:24talking about.
00:25I think individuals should take another 30 seconds to a minute to do some due diligence, maybe look up a
00:31website, maybe look up a LinkedIn profile.
00:34So instead of just calling you, sir, we can talk about the 17 years you had in the center or
00:39where you are.
00:42We live in the United States and have those things in common.
00:44And so today, since a lot of people are not answering the phones or people are downsizing or working from
00:51home, a lot of the strategies we use in some of the verticals that we have is by sending emails
00:57and leaving voicemails.
00:58Because a lot of the calls, you're just catching people that contact ratio is a lot lower.
01:02So my suggestion is instead of blasting out 150 emails a day, why don't you do 120 and take a
01:09little bit of extra time to congratulate somebody on a promotion or do something in regards to the company culture?
01:15And so I have seen an increased ratio of responses in regards to these custom-made voicemails and emails.
01:23And if you're even talking insurance, why don't you Google map where they live and talk about the beautiful white
01:29porch and how they spent the last 50 years in that house?
01:31And so those are the sort of things.
01:34And I couldn't agree with you more.
01:36I almost tell them to put the checkbook away.
01:38And I just want to talk to you.
01:41At the end of the call, you know, after I've lasted 15 rounds and you've given me some country time
01:46lemonade, then we can talk about the other steps.
01:50But I love asking follow-up questions and looking at photographs and finding out people's histories because those are excellent
01:57ways to find tons of things in common.
02:00Absolutely.
02:00But it's a beautiful thing, especially coming from somebody in a position like you, Richard, that CEO position, actually taking
02:10the humanistic approach when you're working with individuals,
02:13when you're working with your workforce, your agents that are there to help with the business, to grow the business.
02:22But your approach and your view is really getting to that human level and taking an interest in who they
02:31are as an individual.
02:32And I think that's one thing that a lot of people have lost in today's society is taking the time
02:38to get to know somebody at a human level.
02:41And so I think, like, with our initial call, that vulnerability piece, that transparency piece for somebody in your position,
02:50what you're doing really does set the standards for somebody that is, if you're trying to grow, build, take the
02:58time and look at where you're at and say,
03:00is there something else that I need to do?
03:02Do I need to adjust?
03:03Do I need to get at a different level that maybe I'm overlooking?
03:07Because we've got it so quick in society where it's the microwave, the instant gratification, Amazon, two-day prime.
03:14You get it right away and we miss out on that humanistic aspect, which is the sad part because we're
03:21missing the core piece of the person.
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