Ryan Hanley

And not all of them were sales videos, not pitch videos, educational videos where we weren't trying to sell our customers.

We were trying to help them solve a problem.

They watched the videos, they got educated, and if they want, they could solve that problem on their own because they now understood their options.

And by the time they called us, they were already sold.

All we had to do was connect their problem to the right product.

This was wholly different from the way the rest of the insurance industry operated.

Was I braver than every other insurance agency owner in America?

No, it had nothing to do with bravery.

Was I smarter?

Certainly not.

Was I operating from my easy mode?

Was I creating?

Was I educating?

Was I building frameworks and systems while everyone else was operating from fear, trying to wedge analog into digital?

I was in my zone.

All three wheels of the triangle were turning automatically in that moment.

I was figuring it out.

I was absolutely willing to be misunderstood.

People thought I was insane for making YouTube videos about commercial insurance.

Those people will never buy from you, they would say.