In this episode, James talks with Elliot Bassett, host of the Getting Past the Premium podcast. Elliott is also the co-founder of Launch, a sales process management software platform. To learn more about Launch, visit www.getlaunch.io Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at [email protected] with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Elliot discusses how Ellerbrock-Norris got started, and what prompted them to build out three separate divisions of the company to answer client needs. (3:29) Elliot shares that Ellerbrock-Norris has about 65 team members located across four Nebraska sites and that they are working to get more niche. (6:12) Elliot mentions that Ellerbrock-Norris operates in a highly team-oriented environment, with each team member playing a specific role within the team structure. (10:04) Elliot shares the idea behind Getting Past the Premium podcast and discusses its sales process series. (14:20) Elliot mentions the need to educate customers and prospects since they are unfamiliar with the industry. (21:48) Elliot explains why they created the Launch software platform and how it fills a significant industry need. (26:26) Elliot discusses how Launch can be utilized in the sales process to give clients an objective risk score and show them visually their deficiencies so that you can easily build out a client plan. (29:12) Elliot shares that people can learn more about the Launch platform at getlaunch.io. (31:23) Elliot explains that soft markets may hide a lot of faults in agencies, but hard markets require you to show value since you can't control the insurance price. (38:52) Elliot discusses ownership and obligation in carrying on a family-owned company legacy. (45:55) Key Quotes: “Launch digitizes that entire process that we've been talking about, the sales process series that you discussed and it's taking that assessment-based model, putting it into a software system that makes it super easy to walk through, it gives you an objective risk score. So when you go through that assessment with your client, you're asking all these questions, and they're actually going to get a score on a scale from zero to 1000.” - Elliott Bassett “Soft markets can hide a lot of deficiencies when it comes to agencies because you know, it can be easy, the clients are saving money or they're not spending any more money and you know, that can be easy to hide behind. Hard markets are much different, you have to be showing value, because you can't control what that insurance price is going to do. So the client has to be able to see value in your relationship.” - Elliott Bassett “The worst thing you can do is bring a prospect on as a client that doesn't align with your process, your relationship, your value prop, because you're gonna be upside down that client from day one.” - Elliott Bassett

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