Home Insurance Tulsa:

Okay. Perfect. Is it too loud? Your headphones? It’s good. Alright, read another podcast. If you’ll notice Amanda, I have two sheets. You only have one because there are some questions you can’t see in the past. Good deal. I’m here with Amanda vials with farmer’s insurance. She’s a brand new agent and Amanda and I met volunteering for the American cancer society. What brought you to the cancer site?

Amanda:

Well, actually Carrie, who I had known, she, my mom used to play tennis together and I, Carrie and I had mutual friends and she asked me if I would be interested in doing it. And I’d always heard about cattle barons in a very positive way. And it was an exciting thing to do. So I jumped on it. Yeah. I love doing community stuff. So I wish we weren’t dealing with code stuff and everything now. And I wish it could be in a, you know, I would have liked to seen past cattle barons.

Mark:

Well, you’ll see. Next year

Amanda:

It is. That’s true.

Home Insurance Tulsa:

Becoming an insurance agent, you were at sex for some reason. Okay. You were exact and you were vice president of,

Amanda:

Well, I wasn’t, I was the senior manager, so I oversaw all the salespeople in the store that had books over 500,000 a year where you specialized in higher net worth clients. Yes. Yes. Well, because my team typically was serving our, like our top 25 clients. So I dealt with them and I was in a program kind of like a fast track program to become a general manager of a store. And which meant that I would’ve had to move three times.

Mark:

That’s right. You explained that to me.

Amanda:

So yeah, I was at Saxon before that I was, if you kind of wanted to lump it all together, I’d say I have about 25 years and marketing development in terms of fundraising, business people in oil and gas, some real estate auction, but that was really more, I was doing their trade shows and things like that. Philanthropy and then ended up in in luxury retail.

Home Insurance Tulsa:

Okay. And one true retail you got there because you like fashion or you’re good at it.

Amanda:

Yeah, because my very first job at Saks was at the time the CEO, Steve stayed off, he was a true marketer at heart. This is before Hudson Bay acquired sacks for that. I mean he was a big marketer and you wanted to put a marketing director in every store to develop a local business plan, to develop relationships with top clients and community partners. And that was my first job at Saks fifth. So I wasn’t managing salespeople. I was truly an ambassador for the store adult. A lot more with clients, did a lot more events and philanthropy and PR and stuff like that. So I did a lot more of that, but when SACS was purchased by Hudson Bay, there were a lot of reorgs that position went away except for the top 10 doors within Saks fifth Avenue. So I left and I did nonprofit development for a couple of years and then Sachs recruited me back in more of a management position. So that’s how I ended up. So I, I went to Sachs originally for the nature of the job, but yes, I do really like style. I like luxury, you know, I mean, it’s a fun playground to be in.

Mark:

No. So we’ve known each other for eight months, maybe a month. And you’ve seen me on Facebook. Yes. No matter how good you are, how long would it take you to make this presentable? It wouldn’t take too long. First. The diet

Amanda:

Not take that long. Not at all. You have great style, great charisma to do zero style. Alright, so let’s get into sure.

Home Insurance Tulsa:

You live in Jenks with your daughter, correct

Amanda:

Tulsa, but yes, she goes to Jake’s. Yeah, she’s a senior. Yeah. Next year. She is definitely going to college. We’re focused more on instate just because of the reality of tuition. And she likes, Ooh right now a little bit more so than OSU. But she also has some out of state place that she’s looking at. So we’re just, I just did my FASFA, you know, started that whole process. And she’s taken the act at the end of the month. I mean, sorry, the sat at the end of the month and the act again in October, so she’s already taken it once. Yeah. Yeah. And she did pretty well. So, but you know, always want to see if we can do it.

Home Insurance Tulsa:

Yeah. My son had a goal to reach and didn’t reach it the first time. So he took a class or some private tutoring and it was basically how to take the test at that point. You’re not going to get smarter. You can totally take the test. Yeah. Okay. Now this is exciting. Amanda has started with farmer’s insurance. I have Ricard in front of me. I love that farmers puts on there, the vials insurance agencies, other captive companies don’t do things like that. They don’t let you identify as your own. I really liked that. I liked the way farmers. I liked their whole new agent program. Yes I do too. So I hope so. Well, that’s the second question. Why did you pick farmers? But the first one is why didn’t you,

Amanda:

Right? No, no, I did it well. I brought exciting. True. And when I, when a lot of my friends have asked me that you know, and I’m honest with them, I say I never woke up and was like, Oh my God, I don’t want to do insurance. It’s never, yeah. It was never

Home Insurance Tulsa:

Like that. I will, I will say that

Amanda:

My, my grandfather, my dad’s father in Claremore had his own life insurance brokerage agency for his whole life. So I knew a little bit about it. I knew that you, you know, but I didn’t really know that much about it, but I think what got me interested in it is Rob or when my district manager, who I actually had first met in the early two thousands when I was at Williams company and he was just starting his thriving agency. So I knew him socially and he contacted me, I’d say around Thanksgiving last year, over LinkedIn. And you know, and that happens a lot. You know, people recruit a lot over LinkedIn, but since I knew him, I read it and I was like, huh. You know? And at that point in my head, I was starting to think about the future.

Amanda:

And you know, my parents are here, they’re both in their seventies. My two younger brothers are here. Tia, my daughter’s the only grandchild probably going to go in state. And I was just, you know, and I’m going to be 48 this year. And I was like, I don’t know if I want to be moving around so much, you know, and, you know, things were becoming more important to me than other things, you know? And so I have kind of was thinking, well, what, you know, what would I do if I got out of retail? And since I knew Rob, I was like, Oh, what the heck? I’ll meet with them? You know, so we got a coffee at Starbucks and you know, he had some retail experience. And from when he was in college, he worked at [inaudible], which was a, I don’t know if you ever family owned a department store here in Tulsa.

Amanda:

So he was real familiar with the retail life and how that works. And we just, we really vibed well off of each other and, you know, I, I really respected his experience and things he had to say. And I, I thought about it and he presented this new plan I have for agency owners. That’s, that’s great. That’s very rewarding. And I thought about it and I asked him a few questions. I had him talk to, I asked him if I could talk to someone he had recruited to had changed later in life. You know, I didn’t want to talk to someone that had been doing this since college. I wanted to talk to someone who made the decision to change their career path, you know, in their forties, which I did, and that was helpful. And then I did way too much research online, you know,

Home Insurance Tulsa:

But yeah, but no, but I mean, but the big takeaway I got from my

Amanda:

And talking to him was that the skillset was really very similar to all my other career choices. And that I had a pretty good network to start with and that it was really about people helping people. You know, if anything, I thought where I was short on the skillset was maybe the, the, you know, relentless selling and the thicker skin that you have to have when it comes to the selling. But, and then Christmas rolled around and I was up to my eyeballs at work. Right. And then COVID stuff kind of crept in and Rob just stayed in touch. And I, you know, I continue to kind of do research and I did some training and stuff like that on my own. And it was kind of in the back of my mind, but what really made me change, change my mind and it gets serious about it was COVID.

Amanda:

We, you know, Saks close to all of its stores, we were furloughed. And thank goodness I was, I was able to get on unemployment and everyone on my team was able to get unemployment. But I had some time off, you know, I had some time to, we all did right to be home, kind of get off the hamster wheel and think about stuff. And I was like, you know, I really want to explore this more because I think there’s a big opportunity for me. You know, I think this will be, it will be a scary and tight couple of years, but I think there’s much more opportunity for me in this business than staying in luxury retail and moving. And, you know, Tulsa is the cheapest city that SACS is in by far you know, and being away from my family and not getting to be home to see any of my family during the holidays or CTS or, you know, I just not appealing.

Amanda:

And one of the things that Rob had continued to talk to me about too, was that, you know, I could continue to be at Sachs and, and do this on the side. You, you really can, in my situation, it turned out I really, I, it was harder for me because once the store opened and we came back, if I had gone out on social media and made this big declaration, you know, that I was, I don’t think would have liked that very much. And even though it’s not a conflict of interest, I think it would have been a problem. So but I got, so I’m really going, answering way more than,

Mark:

So it gave you the opportunity to explore. Yeah. I wouldn’t want to do is keep insurance and farmers separate. Okay. So when you first got insurance, what sold you on it? What’s the dream? What does it look like?

Amanda:

Well, I knew some people that had their own agencies, not really well. But I knew they were fairly happy with what they were doing and they were really smart people, good people. And just from, from talking, I know you want me to separate them, but from talking to the agents, I did talk to, I could see there was really a lot of potential and, and I could see that a lot of it had to do with building a team, you know, and that was a big part of it. And that really appealed to me too. So

Home Insurance Tulsa:

No interject, there’s huge potential, but the failure rate in insurance is tremendous. You know, everyone, not everyone, anyone who gets into this industry has the same opportunity you can be with farmers or state, farm, or country or Allstate. It’s the same opportunity. It’s what you do with it. Right. Everyone wants, everyone wants to be the person at the country club or the tennis club have three people working for them and, you know, going on great trips, but most people don’t want to do what it has to take to get there. Right.

Amanda:

Yeah, there are, I mean, there is. And you know, and I, I also talked to some of my friends that had started their own businesses and all different fields. This is perfect. Go ahead and ask them more for advice and how they got started. And I got a lot of good things, but one of my favorite things that my friend Dustin, James told me who owns own Tulsa, he’s a real estate broker, is when there’s no plan B, your plan is great. You know what I needed. So that’s kind of, you know, and, and that’s sort of how I felt with this. I was like, you know what, I’m gonna, I’m gonna take on a big risk here. And there is no backup plan. You know, there is no, I mean, I am, you know, I am, I am not married. You know what I mean? Like, this is, this is all me. This is going to be, yeah. And it’s, it’s exhilarating and terrifying at the same time, but I know that I am in control somewhat of, of how much I’m going. You know, how hard I’m going to work, how hard I’m going to burn to get there. And you know, and every now and then I’ll tell myself to, you know, if three years from now, this is just a disaster, you know, I can always start over. But I am refusing to think that that’s what

Home Insurance Tulsa:

Right. You won’t, if you’re three years in you won’t, let me tell you why insurance is the best job business you can have. Okay. All businesses. So if you are going to look at insurance or opening a Jersey Mike’s, or like a franchise, every one of them has the same things. They all have sales and marketing, right? No business doesn’t have sales and marketing. Excuse me. They all have accounting advertising, cost of goods, sold inventory and accounts receivable. Well, you have a business with none of that. All you have is sales and marketing. You don’t have a conference eval. You don’t have costs of goods sold. You don’t have inventory. You don’t even have a count. I mean, you’d have your own personal account, but farmer says, okay, this is what it was. This is the commission here to go. This is what your expenses were. They do all of that for you. They collect the premium for you. They bill for you. If someone’s outstanding, they send them to collections for you. This is the best business you can be there. You never run out of product. True. You never backlog.

Amanda:

I liked about it too. When you said, why insurance is that? You have to have it, right. You know, so I’m not trying to sell you an $800 pair of shoes, right? I’m trying to sell you something that you have to have. And after I did my first few policies with families you know, I really liked, especially young families, you know, that are moving into like their forever homes. And this is what big stretch for, you know what I mean, big stretch for it, you know? And I’m like, God, this is awesome. Like, you know this is a great family and I’m able to help them protect what they have. And that’s, that’s a nice Knute Jeezy feeling, but it’s nice.

Home Insurance Tulsa:

Well, the fact is, well, the fact is you’re not here to just help people cause you wouldn’t do it for free. And even if it was half of what they’re going to pay, you, you might not do it. You’re here to make money and build something. But the more you help people, the better you did a trip.

Amanda:

Well, if yeah, it feels better and it makes you happier. And then I think they feel it too, you know?

Mark:

Sure. But you’re selling someone an $800 pair of shoes might make them feel good, but you’re not helping them to trail this. You know, we had a client today, call it five o’clock Eric, her car was totaled just on Monday in Oklahoma city. And they just got the news today was totaled and wanted to know what to do. When did you say you’re going to be fine? Just get a new car.

Amanda:

Yeah, yeah, yeah.

Home Insurance Tulsa:

So now, now why folks? That’s, I’m very interested in that.

Amanda:

Well like I said, a lot of it had to do with Rob. I mean, I, you know, he’s a huge inspiration to me and he is a fantastic mentor and supporter. And I think he does a really fabulous job of helping his new agents have early success and prosper so that they can get on, on their own and do their own thing. I mean, he wants everyone to succeed and I understand why, you know, I get that. He, it, it benefits him of course, to have that happen, but I feel like he’s just a great mentor. I know I can get ahold of him at any time. So he had a lot to do with it. And then farmers, it’s just a, it’s such a well-known name. I feel like it has a great reputation. I think everyone sees it as a solid good company. I wasn’t interested in working for the place with the cheapest rates. You know, I mean, obviously I want to be someplace and competitive

Home Insurance Tulsa:

It’s what is it? 61St and Memorial cheapest insurance.

Amanda:

There’s now one at 41st in Yale. I used to be the shell gas station. I don’t know what it’s the same thing. Okay.

Home Insurance Tulsa:

I changed my SEO search in my Google SEO, the, my Google keywords and I put it in their best insurance maybe. And we got the worst calls you can imagine. Cause there’s an agency in town called best insurance. And it’s, what’s known in the industry as a bucket shop. People come in, had insurance to get my tags, or I got pulled over or whatever, and they charge them a $25 application fee, give him insurance for the day, have him give him a Google review that people drop it within six months. It’s a terrible really, except they get all this cash in these applications.

Amanda:

Yeah. So I think the farmers brand, I mean, I’ve always been someone who pays attention to brands. I think brand identity is really important. And unlike the idea of aligning myself with something like a, like a farmer’s brand.

Home Insurance Tulsa:

Okay, good. So I want to jump down to another question here. Number four, unique value proposition. Why you, why Amanda vials? Why do I come to you instead of any other agency in town?

Amanda:

Well, I’m still working on developing my value proposition, but what I think, and just from talking to people and I think in the areas that I do well at in terms of like where I’m getting my clients referrals are definitely the strongest place for me.

Home Insurance Tulsa:

Leads are the punishment for knocking getting

Amanda:

Yeah. Agreed. but you know, I mean, I think anyone could sit here and sit there and say, well, I not really care. I’m really friendly, but I, I, I feel like people feel comfortable around me. I feel like they are able to loosen up and feel safe with me. I, I’m easy to be around I’m available. I, I have a very high sense of urgency and that’s one thing that’s been really frustrating for me as I’m learning these new processes and some of them are farmers and some of them are but I have a very high level of how I expect things to go. So kind of like a dog with a bone kind of thing until it gets done. So I think my, my dedication to getting done in a timely manner and getting it done, right. The invest, the personal investment that I put into the job we do. I think those are things that I like to think set me apart.

Home Insurance Tulsa:

No, no, no. I’m going to help you in a minute. Okay. Number five, Brandon, Amanda vials versus farmers. Okay. So I know you like the brand. Yes. But you need to promote, you. People want to buy from you. Otherwise farmers could be direct, right. But they’re not because they value the agent to what the agent brings and you bring a lot. So when, well, first of all, don’t ever dice and don’t advertise farmers because every time you do all people see as that great logo, like you said, you know, the brand and you’re advertising for everyone else and town. Yeah. It’s always gotta be man Manda vibe and you do a good job on social media with that, Hey, your value proposition, you’re wrong. You need to tell the story. And the story is, I was at Sachs and I wanted to move up and they were fast tracking me, but my daughter’s a senior in high school and she’s going to go to college in state. And my parents live here and I have roots here and I love Tulsa and I want to build a business in Tulsa. And that’s what people want

Amanda:

And think about that because I don’t know if you, I know you saw the post that I did when I announced my agent and that’s pretty much what I put in there. Sorry, I just need to go back. Because one of the things that I was really worried about, and this has to do with the brand, you know, my brand versus farmers in making this move is because my network in town and, you know, these are acquaintances and my good friends associate me with Saks fifth Avenue and fashion and style. And I was really worried that I wasn’t going to be able to take them along with me to this church. So when I did that post you know, which I put on my LinkedIn and Instagram, and I think I, I wanted to guide people with me. And that was what it was. You know, I learned that when I did, I just, I want to be here. I want to build something here. And, and I think what I figured out too, was that what has made me successful in my other successful for me and my other roles is Tulsa. So, you know,

Home Insurance Tulsa:

Amazing too, when I get online and I see how many mutual acquaintances we had and, and ones that I wouldn’t even imagine than others,

Amanda:

But, you know, I was good at one thing too, that the same that one of my friends business owners that I met with when I was making this decision told me was everybody knows you for style and fashion, and you have to make sure you keep doing that. So, I have tried to rap to my, you know, into my business page. And I recently signed up for a hearsay. It’s a thing that, yeah. And it’s a part of my agency services package every month. And, you know, it’s automatic posts that are farmers posts. And I signed up for that. Cause that helps you get something on there every day. But, but I am thinking

Home Insurance Tulsa:

That’s farmers and not a man with you

Amanda:

Down a little bit, because it’s like three posts every day, you know, for life auto home. And I’m like, and they’re beautiful pictures and everything, but it’s not, you know, so when I got my I just got my first big girl life policy solidified the other day. Yeah. I got the big, you know, the pretty folder and everything. So in its life shirt insurance awareness month. So I was like, I need to do something on this instead of, you know, the farmer’s thing. So I’m thinking I want to keep, cause I find myself scrolling through everything.

Home Insurance Tulsa:

The company has something about life insurance, where in smoke.

Amanda:

And I think there’s a nice balance because some of that stuff’s great. Cause I might not really know how to do a great post on specialty insurance or, you know, so some of those are nice. There was a story on farmers about a couple that had an RV and how they have like during COVID, they’ve just lived in their Ivy and driven and made it into this trip. Well, I have some good friends that have an RV and it reminded me of them. So I posted that and tag person, you know, so yeah. So I think that’s a lesson I learned just in the past couple of weeks is that I, I do want to keep it me and I do want to keep it what people like about me and know me for, but try,

Home Insurance Tulsa:

They act like, so people, your goal is that when someone asks your clients kind of just got my auto insurance and the rates were not, who do you have yours with? The goal is that they say Amanda vials, not farmers, but okay. See all these companies around here, these are all the companies that we represent. Right. Okay. They all have their own social media that they want us to push for. They don’t care about us. They care about Safeco and most in gains come or whatever. So it needs to be about you and your, and your story’s perfect. That’s good. Stick with that.

Amanda:

Okay. I need to remember that for my, my value proposition. That’s good.

Home Insurance Tulsa:

You do, you do a good job of posting you did the one at the eyeglasses place. Yeah. And things like that. That’s good. But also throw things out there, like, you know, the weekend’s coming up who has big plans for the last day of summer and it’s not insurance related, but yours is even better. Like you said, fashion.

Amanda:

Yeah. But even like, I remember there was one day, you know, how you could wake up and be on Instagram and it’s like national Popsicle day or something like that. And it was a puppy day or something like that. Or so I posted a picture of my dogs on my business page and asked people to comment, you know? Okay. You know, we just had Tulsa just had nine one eight day. So I posted something about that and ask people what they loved about Tulsa. And I don’t have big of an audience, no one interacted with it, which is okay. People liked it. But I was trying to,

Home Insurance Tulsa:

Obviously I’m still friends on social media with a lot of people from country and when they subscribe to the country posts like you’re talking about yeah. I see the exact same thing for them.

Amanda:

I know. I know that. Yeah.

Home Insurance Tulsa:

Be Amanda. Yeah. Okay. So let’s talk about how you’re marketing. Okay. I I’ve written down. I always recommend as a three legged stool in marketing because if one, thing’s not working something a little bit. So we have leads. Have you bought leads yet? Yes. And what were the other two? They awful.

Amanda:

Yeah. I am doing leads because when I started, you know, farmers does have a great market share, you know, they will pay for 50%. Yeah. Yeah. When I first started, they were paying for 75%. So I am doing internet leads on home and auto and then warm transfers. I’m doing very few. I only do one more transfer a day. So sometimes I won’t get one at all just because there are pretty.

Home Insurance Tulsa:

So that is someone calls into farmers. I need insurance in Tulsa

Amanda:

Through EverQuest. Yeah. It’s Evercoat is so it’s a third party vendor that does it. So they’re expensive. They’re not thinking about farmers. They just, they call in and then they, it goes out to three different agents for three different and same with the internet leads. So I mostly get auto. I get four for a day. Well, I’m signed up for home, but I just don’t get as many home. But you know, you can always, I’m signed up for the premium motto, which is they’re supposed to own a home. So you can always wrap that in there. Which I had done. So I have a hundred leads so far in my Evercoat mailbox and I have gotten four policies out of it, which, from what I understand is not too bad. But I do not like them. The leads, I feel like a lot of times I get elderly people that I don’t feel like they understand what they’ve done, you know, by filling out a form and they can’t understand why I’m calling.

Amanda:

I’ve gotten some people that say, can you, can you make everyone stop calling me? You know, or they just never answer their phone, you know? And at first I was doing it wrong. I, I would, you know, I get the texts that I had one and I would immediately go to Sims, which is our kind of lead management tool. Cause it would, pre-populate in there. And I would get like halfway through the, tried to speed through the quote so that I could call them with some kind of number, which is the wrong way to do it. So now and now I’m less nervous about it too. So I’ve also gotten like, I paused it for today cause I have them from four to seven. And I paused it, you know, which is, you know, so I’m not out any money today. So it’s, I mean, but then I hear, you know, we, we hear from a lot of really successful agents and that’s what some of their producers will do all day long.

Home Insurance Tulsa:

Well, I’ll tell you why they do is because it’s predictable. You can get a hundred leads, you know, you’re going to close four and you can you come back, you come back through the revenue and you can, they’re predictable numbers. So, you know, they’re going to make money, here’s hire someone to do it. One of the most successful or the first person I hired when I moved to Tulsa, he now took over my job as the agency manager here for about his first six months. He every day locked himself in a small window of this office and made cold calls for three or two or three hours a day. Just because like you said, you have to get fixed skin and you have to be able to take rejection. And someone told them, if you can do that, you will make it in this business. You’ll be successful. And you will.

Amanda:

Well robber when my district manager told me that when he started, cause this is, you know, there weren’t internet leads and stuff like that. He was phone book and he would call and he I mean, he got like a thousand auto policies in his first year, insane like that, you know? And he, and he even still has the script memorized, you know, and he doesn’t do that anymore. Right.

Home Insurance Tulsa:

So I started in 1991 and I was sitting at my desk one day. It was an office about this size. And then we had two cubicles in. So actually, you know, it was one big cubicle. So I shared a cubicle with someone else and I was sitting there reading a book. I can tell you the book was, I think it was the sun also rises by Ernest Hemingway. Anyway, this agent who’s just a couple years older than me turned around the corner goes, what the hell are you doing here? Well, you know, I don’t really have much to do. And he goes, give me your phone, flops it open. He points to a name. And he calls and he talks his lady and he goes, tell me, Mrs. Smith, am I too early or too late to quote your auto insurance today? Oh, too late. Okay. Well listen, when does it come due? And he got all the information on a piece of paper and he just looked at me and I reached my on, I thought he was going to give it to me. He’s like, no, no, no, you call it. Yeah. Yeah.

Amanda:

Well, I got to tell him because it’s I know you’re going to ask me about training, but I just finished that up and that took a lot of time. And so I have like, like I said, I have a hundred names and contact information. I could quote a hundred people right now. Right. And so one of my goals that I have pushed back a couple days, but it’s just a hunker down for two days. And you know, I’m not looking forward to it.

Home Insurance Tulsa:

No, it sucks. But you gotta, you gotta call text, email, you gotta do anything until they tell you, just stop calling me or they change their phone number. So you really do have to do that. Absolutely. It’s just yeah. Cause all your leads. Yeah, absolutely. Okay. So the next on air COI is how have you done developing centers of influence?

Amanda:

Well right now I’m working with some of my realtor friends that have been really helpful in introducing me to people. But I’ve one in particular that I’ve a really, really tight relationship with and he’s fabulous. And he has sent me many, many people. And so I do everything I can to share their open houses to, you know, do you know, promote them and everything, you know, I actually will. No, they don’t this particular guy doesn’t do a lot of brokers opens and you know, they’re still kind of just getting back off the ground with some of those, you know, but eventually, hopefully, yes. So with that, and then I’m also looking for people that I know that are business owners. I have one thing right now that it actually would turn out to happen on accident, but it was a girlfriend of mine.

Amanda:

That was very complimentary when I announced my you know, agency and everything. And I had contacted her for her own insurance and she said, you know, I’m good. What, I’m the leasing agent for this building? And it’s for young entrepreneurs, a lot of artistic, you know, more people just starting their business and they have to have, she didn’t know, but they have to have a business owner or step off to be in here. We want them to have liability and I would love to work with you on that. I’d love for you to be our go to person on that. So, yeah. And it’s something that I’m passionate about. Cause it’s, you know, it’s young entrepreneurs, it’s, it’s off Charles Page of West of downtown. It’s, it’s a renovated building. You know, it’s just, it’s really awesome for Tulsa. And so just last night, actually, they had an open house for people that had signed polices and knew people that were looking. And so I invited a couple of realtor friends. I had to, that I had just done my first commercial policy for one of the guys that was going to be off sitting there. So I got to meet him. So I’m trying to do more things like that. I’m as I work with more bankers and like just one woman, I’ve worked with a couple of policies on, so I’ve asked her out to watch, you know, so I think right now I’m just being a lot more aware and really looking at my network. Yeah.

Home Insurance Tulsa:

So have you gone to any quote unquote networking meetings

Amanda:

There haven’t been a whole lot. I did. I did reach out to a really neat guy named Orlando. He has his own real estate brokerage firm and at the suggestion of one of my Sachs employees actually, who had been real estate for a while. So I met with him after I had started at farmers for referrals and just to get his advice and he has some networking groups. They’re small, but I, he has a fun one on Fridays where they go eat sushi. So, I went to that end, and actually met another life insurance only agent. But you know, so I, I think I’m just taking a, a more strategic look at my network and who I know and who I could

Home Insurance Tulsa:

Because networking groups are, it’s like networking with training wheels on it. It’s, it’s the lowest level of networking.

Amanda:

Well, there’s some things I want to join. I just want them, I’m trying to be mindful of my budget right now and I want to be doing it when people are actually meeting, you know?

Home Insurance Tulsa:

Okay. So let’s see our friends in common, doesn’t say, well, if you go to friends that should tell you, okay. I thought that those would all be your purses.

Amanda:

Those are not my math.

Home Insurance Tulsa:

Yeah. So you look at all the people. Yeah. You know, we know a ton of people that are sick. We do,

Amanda:

We sure do. Yeah. So, yeah. So I think I’m just figuring out who those people could be. And I feel like sometimes they’re not the most obvious. Right. I don’t think it has to be.

Home Insurance Tulsa:

No, it doesn’t, but you, you need to find the centers of influence that, you know, can send you, you know, I told her we were in here, the mortgage broker, we get 15 a month from them.

Amanda:

Yeah, yeah, yeah.

Home Insurance Tulsa:

And we haven’t done a mortgage broker. We do too, but you know what, in the beginning, the first couple of months we bought leads, first four months, we had to do it social media. We don’t have to go into that. You’re great at that. How do you plan your week?

Amanda:

Well, this is an area that I’m struggling in right now. And I think part of that is because I mentioned before we started the podcast, I just finished up a five week training program with farmers called agency launchpad. And that was pretty intense. So lots of online modules of webinars. And we actually had like a capstone group, we had to do a presentation and everything. So I’m kind of coming off that and, and scrambling to, to get some of these policies.

Home Insurance Tulsa:

Yeah. Are you working from home?

Amanda:

No. I go into the office. That’s best for me.

Home Insurance Tulsa:

And that’s best for everyone

Amanda:

Missing out of my district. Manager’s office now, 91st to New York right across the street. Oh, you’re live. Yeah. So but there are some times like when I was doing that training, like the morning webinars, I would maybe just stay home, but I do better out. I don’t, I don’t have an office set up in my house, so it’s the kitchen table. So I like to get out. I like to get up, get dressed, get out,

Home Insurance Tulsa:

Go back to the training that farmers is giving you. Is there anything that I don’t want to say lacking, but is there anything that you expected that you didn’t get besides the magic button that brings leads in like

Amanda:

No, I, their training is extremely thorough and extremely helpful. I, I really wish it could have been in person. And I wish I had more time to like the agency launchpad training. We’ve got so many great documents. Like you actually got a document to help you like build an operations manager manual. You know, how to, how to back into your numbers. We heard from lots of successful agents from all over. I mean, it’s fabulous.

Home Insurance Tulsa:

Now, when you say it back in your numbers, are you talking about revenue?

Amanda:

Yeah. Yeah. Like if you want to make this, you know, and, and they had us start with don’t think about your long-term goals. Think about like, what do I need to survive? What do I need to pay myself to survive then where do I want to be? And then

Home Insurance Tulsa:

If companies want to measure anything about revenue, policies, contest this contest, that that’s not what you’re there for. Yeah. I mean, if you’ve got a trip to Hawaii, it’d be fun, but you know, so it’s an extra $10,000. Right. So good, good. That,

Amanda:

And, and, you know, I just, like, after we finally finished the training, I felt like I needed to go like lock myself in a cabin somewhere with all the paperwork, you know what I mean? And like churn out my plan. Cause it was so fresh on my mind, but it was, there was just so much information at once. You know, and they started with the whole like finding out your why and all that stuff. Well, you can’t do that in 10 minutes, you know, you have to really think about that stuff. So, in terms of planning, like just Sunday night, I a big write stuff down kind of person. And so I have like seven people that I’m, they have policies I’m working with them. Just need to figure out if they’re going to go with me or not. You know?

Amanda:

So I actually have all their names on a post it, so I can kind of move it through the week and cross things off. I had that on another variable squad, another post it I had, I wrote down 15 ever quotes. So this week I really want to not new ones, but go back and those old ones. And then I have another area of like prospects that I know, like, who can I work on and who can I approach if it’s for a policy or if it’s for a referral or if it’s just, let’s go out to lunch. Cause you never know, you know, I’m trying to get away from the Hey Sally.

Home Insurance Tulsa:

Right. That’ll save us some money

Amanda:

Trying to do instead is like connect with people. And it’s actually been really nice for me to like, like people that I’ve always wanted to spend more time with, but haven’t been able to, because I couldn’t leave the store. Right. So now I can go make bigger connections with somebody and they might not have something for me, but they might know someone who does, you know, so I’m trying to, you know, I’m trying to split my week up into what can I close? Who can I prospect to something with every quote. And now actually what I’ve tried to do too this week, as I actually wrote down things that I needed to do that I had put off because I felt like I didn’t have time, like stupid things, like get my I needed to call the farmer’s help desk to get the app on my phone so that I could access my calendar, you know, like stuff like that. That’s important that you feel like you don’t have time to do, but you know, so but I, I definitely am looking for a better way and a better method to plan. Oh, very much so.

Home Insurance Tulsa:

I mean, you’re, you’re growing into the point.

Amanda:

I mean, it hasn’t even been a while. I started full time, July 31st.

Home Insurance Tulsa:

Oh yeah. Okay. Right in the middle of a pandemic.

Amanda:

Yeah. So, but I am, you know, and I’m just, and I am a person that does better with organization and structure. And I think, you know, one of the things that’s driving me a little bit crazy right now is, you know, I don’t have a formal office. I just kind of have like my file folders on a desk and you know, I take my computer home every night, which is fine. I take home the files that I think I might need. I’m kind of struggling to find a rhythm, but I’m also trying to let myself relax too, because

Home Insurance Tulsa:

Rhythm’s going to change because you don’t have clients to service now either

Amanda:

Actually I had my first call this

Home Insurance Tulsa:

New car or claim or

Amanda:

Basement flooded.

Home Insurance Tulsa:

Yeah. Why does someone have a basement in Tulsa?

Amanda:

It’s an older house. Yeah. So

Home Insurance Tulsa:

I mean the last two years of 21 pages of prospects that we didn’t close. So you’re eventually gonna get there with all these prospects. You never throw them away.

Amanda:

Right. Well, let’s see. That’s the thing in terms of planning that I need to, there’s just so much, there’s so much information. Like I need to,

Home Insurance Tulsa:

We have farmers who’s been there before. They know what to do. They know how to help them for me. I have to subscribe to this program by this download. So farmers does a great job with that.

Amanda:

I really do. And what I love officing out of my district manager’s office is that there’s a whole team of people there to help me and to answer questions. And you know, as I get more confident on our systems too, I’m able to find my own answers to things. And so it’s, but the planning and the it’s a little overwhelming, just because there’s so much information and there’s so many places to go. And the other thing that I try not to do too, is I’m trying not to compare myself to other agents that are nearby.

Home Insurance Tulsa:

Well, I had on here, number three, that we didn’t go through revenue goals, clients hours. We talked a little about the hours, but you need to have your own revenue goals and work toward those. And I’ll tell you that nine times out of 10, it’ll be higher than what the company wants you to do, because what the company wants you to do is not lose that money. And if you can make them money, that’s great. They know when you have to do for the company to be profitable, well don’t ever sell it for their number. So for your own. Yeah.

Amanda:

Well, and I’ll be honest, that’s an area that I, I need to spend more time in is backing into my numbers. I think I’ve just been with the training and the just trying to sell, you know, and they actually told us that. And they’re like, if you think you can just sell and that’s all you’re going to do, you’re wrong. Everything. Yeah. And you have to be business minded. Yeah. I’m good at Excel. It just, I just need to find the right way to put what information needs, because there’s so much information constantly. Yeah.

Home Insurance Tulsa:

But whenever you measure improvement, yes, yes. Okay. My last question is five or 10 years from now, but I know where you’re going to be. You’re going to be successful. These are excellent answers. My feedback would be your story is your value proposition. Okay. Are you ready for lightning round questions?

Amanda:

Sure. Yeah. Are these the ones I didn’t get to seat? That’s right. Okay.

Home Insurance Tulsa:

And they’re not as subjective as you may think they are. There are right or wrong answers. Okay. Cake or pie? No, that’s wrong. Yeah.

Amanda:

No, that’s not the wrong answer. Yes. I love cake. Yes. I sing and cake and the bready stuff.

Mark:

But when we have, when do you pop Thanksgiving? Easter trail? Well, my, I do

Amanda:

Brush mom. Yeah. That’s true. My mom makes a, an amazing lemon meringue pie. It’s like my absolute favorite with the heat, what the Graham Cracker crest. And she always makes that for me, but I, but I didn’t do like,

Home Insurance Tulsa:

Alright. If you had to choose the ability to fly or x-ray vision, which would fly. Yeah. Right. That’s the right answer because x-ray vision, you would just go around disgusted all day. Is it wrong for vegetarian animal crackers?

Amanda:

No. Okay.

Home Insurance Tulsa:

Night owl or morning person. I would say morning person.

Amanda:

That’s kind of changed a little bit coming off COVID you know, I think everyone’s schedules changed a little bit. And then I will say just to go back, like this has just been a big change for me. So my sleep patterns and stuff for a little screen right now. I’m hoping that they even out eventually, but yeah.

Home Insurance Tulsa:

Michael Jackson or Prince, boy. You’re sure about that one. Yes. Name one of the seven doors sleepy. Huh? Just cause we were talking to him. Cause that’s kind of my worst check right there.

Amanda:

Okay. But now I can think of it.

Home Insurance Tulsa:

At least you can say grumpy, grumpy, happy

Amanda:

Sleepy. Was there a dopey? Yeah. There was a dopey Kanye West brilliant or crazy. Oh God.

Home Insurance Tulsa:

That’s crazy. Okay. Favorite card? Favorite card? Yes.

Amanda:

Sourdough bread.

Mark:

Was it dip in it or just like on the side of the soup? What do you mean with the dip in it? What do you mean dip in there? People Hollowell real fancy.

Amanda:

Something like the dividend is something I really love like toasted sourdough bread with butter and a little bit of salt is really good if you’re going to San Francisco. Yes.

Home Insurance Tulsa:

Yeah. Would you rather be friends with Beyonce or Rihanna? Beyonce? No, that’s wrong. Okay. I mean, Beyonce would be fine with that Rihanna,

Amanda:

But I feel like Beyonce is much more business, you know, mobily.

Home Insurance Tulsa:

Oh, definitely. Yeah, yeah, yeah.

Amanda:

Yeah. She would be fine. Yeah.

Home Insurance Tulsa:

Avocados are, they’ve been around toaster and guacamole.

Amanda:

Well, I’ll say guacamole because it’s usually guacamole. That is on the toast. Yeah. I mean I usually mix it up.

Home Insurance Tulsa:

Yeah. Them only for sure. I’ve never had it on there. Okay. Okay. If you could make a law of dictating the minimum age to get married, what age would that be? 35. Oh right. I’ll give you an a plus on that one. That’s the right answer. Okay. My dad told me.

Amanda:

Okay. Yeah. Okay. Well that was good. That’s not what they, that’s not what was happening. No, no. Yeah. And my brother,

Home Insurance Tulsa:

Neither, my brother nor I listened to. So what would thank you for coming in? Are you going to listen to this? You think?

Amanda:

Yeah. For sure. Yeah. I want to listen to the transcript. Okay, good.

Home Insurance Tulsa:

And I’ll get some pictures of you now to see. Holy cow. That was 51. That was fun.