The Revenue Engine Approach

Hello everyone! I’m John Golden, your host from Sales POP! Online Sales Magazine and Pipeline CRM. I recently had the pleasure of having a fascinating conversation with Julie Thomas, President and CEO of Value Selling Associates. We delved into the concept of a revenue engine and its implications for sales organizations. I’m excited to share the insights from our discussion with you.

The Revenue Engine: A New Paradigm

Julie and I started our conversation by discussing the concept of a revenue engine. It’s a term that’s been gaining traction in the business world and for a good reason. The revenue engine is not just about the sales organization anymore. It encompasses finding and attracting ideal customers, engaging them, selling to them, and retaining and expanding the relationship over time.

The key to a successful revenue engine? A seamless and frictionless customer experience. Every department within an organization plays a crucial role in this. It’s a shift in perspective that can revolutionize how businesses operate.

The Challenges of Sales and Marketing Alignment

We also touched on the challenge of aligning sales and marketing. Many organizations struggle with changing their processes and measurements. Julie suggested that altering the measurements and expectations could lead to more collaborative working environments.

However, this is easier said than done. The difficulty of measuring leading indicators and the need for simplicity in execution can be stumbling blocks. But as Julie pointed out, the challenge often lies in changing people’s mindsets and processes.

The Surprises of Transitioning to a Revenue Engine Approach

When I asked Julie about her experience working with organizations transitioning to a revenue engine approach, she shared some interesting insights. The surprises they encountered often revolved around the abundance of data available. The key, according to Julie, is to focus on relevant data rather than trying to measure everything.

The Value Selling Associates Client

Julie also gave us a glimpse into the typical client they work with at Value Selling Associates. These are B2B sales organizations selling products or services that require both a business decision and a procurement decision. Many of their clients come to them because their sales teams don’t understand the value proposition and how to effectively communicate it to their clients.

The Key to Successful Sales Conversations

One of the most significant takeaways from our conversation was the importance of understanding the customer’s business. Julie emphasized that successful sales conversations are not just about showcasing products or services. High-performing sales reps understand the importance of developing the context to make their product relevant to the customer.

Building Trust and Understanding Buyer Motivations

We also discussed the importance of building trust and understanding the motivations of each individual buyer. Julie mentioned that sales is a communication framework, and high-performing sales reps ensure that their prospects feel seen.

A Word from Julie Thomas

Julie was kind enough to introduce herself to our listeners and express her excitement and gratitude for the opportunity to speak. She also announced the upcoming publication of her book, “Value Selling,” on September 20th. I encourage everyone to pick up a copy and share their feedback with Julie.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

From Salesperson to Sales Leader

Hello everyone, I’m John, your host, and today I’m excited to share with you a fascinating conversation I had with Matt Phillips, a leadership coach and host of the Matt Phillips podcast. Matt, who is based in Denver, has a wealth of experience in sales operations and accounting, having worked with big names like Western Union, Marsh, and Robert Half. Our discussion revolved around sales archetypes and the challenges of transitioning from a salesperson to a sales leader.

The Challenge of Transitioning from Salesperson to Sales Leader

Matt and I delved into the common practice of promoting top-performing salespeople to sales leaders. We both agreed that this approach isn’t always successful. Being a successful salesperson doesn’t automatically translate to being a successful leader. As Matt explained, leadership requires a different skill set and mindset.

Understanding Sales Archetypes

We then moved on to discuss sales archetypes, which Matt describes as different ways individuals show up and interact with others in the sales field. He emphasized that there’s no right or wrong archetype, but it’s crucial for sales leaders to be self-aware and understand how they’re perceived by others. I couldn’t agree more that self-awareness is vital for career success.

Developing Self-Awareness

When I asked Matt for advice on developing self-awareness, he suggested paying attention to the words and phrases we use and capturing our thoughts on paper. He also highlighted the importance of understanding how different individuals prefer to be approached and adapting our leadership style accordingly.

The Importance of Consistency

We both agreed that successful salespeople are consistently consistent in their actions and behaviors throughout the day, regardless of the time. Matt suggested that leaders should also strive for consistency in their own actions and energy, but acknowledged that leadership consistency may look different from sales consistency. We discussed the challenge of teaching consistency and intentionality to team members and how to elevate them to the next level.

The Power of Coaching in Sales Leadership

Matt shared an example of a client who was surprised by her own success when they put together a formula for her achievements. This realization led to a shift in mindset and a desire to scale her success. We discussed the importance of coaching in sales leadership and how it differs from coaching in other fields. Matt, drawing from his experience working with athletes, emphasized the need for leaders to define their own leadership philosophy and style.

Clear Expectations and Communication in Leadership

We also touched on the importance of clear expectations and communication in leadership. We discussed the common cliché answers leaders give when asked about their leadership style and the need to go beyond those generic responses. Matt emphasized the importance of asking the right questions as a leader and how the quality of questions correlates with the quality of leadership.

The Power of Beliefs

Matt talked about the power of our beliefs and how they can influence our experiences. He shared a saying he grew up with in Colorado, “bad things happen in threes.” He explained that if he believes this to be true, then when something bad happens, he starts to anticipate two more bad things happening. He questioned why bad things don’t happen in fours or fives, and realized that it’s simply because that’s not the belief.

Shifting Our Perspective

Matt believes that understanding how our brain works and shifting our perspective can be a game changer in all areas of life. He shared a personal experience where he needed a new marketing firm and instead of dwelling on the difficulty of finding one, he told himself to find someone who has a connection to a good marketing firm. Within 60 seconds, a name popped into his head, and it turned out to be the CEO of an advertising company.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Bridging the Generational Gap

We recently had the pleasure of interviewing Kira Wissman, a seasoned manager with a diverse team. Our conversation revolved around the challenges of motivating employees and achieving engagement and loyalty across different generations in the workforce. Here are some of the key insights from our discussion.

The Challenge of Generational Differences

One of the main topics we delved into was the challenge of engaging employees from different generations. With five generations currently in the workforce, finding common ground and effectively communicating with each age group can be a daunting task. Kira pointed out that even within families, it can be challenging to connect with people from different generations.

We discussed the stark differences between the older generation (boomers) and the younger generation (Gen Z) in terms of their working conditions and expectations. Boomers are accustomed to a more structured and less friendly work environment, while Gen Z prefers a more relaxed and flexible approach to work. This clash of working styles and expectations can create significant challenges for managers.

The Importance of Listening and Compassion

We both agreed on the importance of stepping back and listening to both sides, regardless of age. Managers need to understand what each employee wants out of their day and find common ground. We also touched on the impact of social media on human interaction and the need for compassion in the workplace.

Flexibility and Accountability

We concurred that flexibility is key in engaging younger employees. If organizations can offer flexible working arrangements, they can attract and retain younger talent. However, accountability is also important, as younger generations may have grown up with a mentality of unlimited chances.

The Power of Authenticity and Positive Reinforcement

Kira emphasized the importance of authenticity, humility, and giving credit to team members. She believes in providing positive reinforcement and acknowledging when someone does something well. By patting her team members on the back and fostering open communication, she has successfully brought together a group of people with different backgrounds and cultures.

We discussed the tendency to focus on mistakes rather than recognizing and praising accomplishments. Kira shared her approach of looking for what’s right and framing feedback in a constructive manner, rather than simply pointing out errors. She believes in positive reinforcement and giving compliments, as it creates a better response and fosters collaboration.

The Role of Coaching Skills in Leadership

Kira touched upon the importance of coaching skills in leadership. She pursued a psychology degree to better understand the social aspect of the workforce. She acknowledges the lack of managerial training in people skills and the need for effective coaching.

The Dynamics of Virtual and In-Person Meetings

Kira shared her insights on the differences between virtual and in-person meetings. She highlighted how shy individuals tend to feel more comfortable in face-to-face interactions, as they don’t have the added pressure of seeing themselves on screen. She humorously mentioned the surge in the botox industry due to people scrutinizing their appearances during virtual meetings.

She discussed the dynamics that change when remote employees come together for in-person meetings. Kira’s company makes an effort to bring their remote team together a few times a year. She observes that some individuals who are outgoing online may become more reserved in person, while others who are shy online may become more engaged and outgoing.

The Importance of Inclusion

Kira concluded by mentioning that it’s essential for leaders to encourage participation and prevent anyone from feeling isolated during in-person meetings. She believes that a successful meeting is one where everyone feels included and connected.

I want to extend my thanks to Kira for her insightful contributions to this important conversation. Her experiences and insights provide valuable lessons for leaders navigating the complexities of a multi-generational workforce.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Achieving Financial Independence through Passive Income Investing

The Journey from Sales to Investing

As the host of this enlightening podcast, I had the pleasure of interviewing Justin Moy. A seasoned expert in passive income investing for salespeople. Justin’s journey from a background in sales to becoming a beacon of financial guidance for salespeople is nothing short of inspiring. He found his calling in addressing the prevalent issue of burnout among salespeople. He realized that traditional investment strategies didn’t align with his goals. His mission? To replace his income with passive income within a decade.

Embracing the FIRE Movement

During our conversation, Justin introduced the concept of the FIRE (Financial Independence, Retire Early) movement. This movement is all about investing for passive income streams with the ultimate goal of retiring as early as possible. It’s a concept that resonates with many, especially those seeking to escape the rat race and achieve financial freedom.

The Power of Syndications and Commercial Real Estate

We delved into the different investment options available, with Justin highlighting the strategy of syndications. This involves investors pooling their money to invest in commercial properties. The investors provide the down payment and working capital, while Justin’s team handles the rest. This strategy offers advantages over the stock market, such as higher returns and tax benefits.

Justin emphasized that commercial real estate, particularly multifamily apartment buildings, self-storage, and short-term rentals, are performing well in the current market. He believes that now is a great time to invest due to the transitional market and the potential for wealth transfer.

The Nitty-Gritty of Real Estate Investments

When I asked Justin about the minimum investment amount for private placement real estate, he suggested a minimum investment of $25,000 due to the illiquid nature of these investments. He also mentioned the tax benefits associated with real estate investments and advised individuals who pay a lot of taxes to consider tax-advantaged investing strategies.

Justin emphasized the importance of doing due diligence and finding a business plan that aligns with one’s investing goals. He mentioned that returns can vary depending on the investment strategy, with cash flow-focused investments typically offering around 10% annual returns, while projects requiring more effort can yield returns ranging from 15% to 25% per year.

The Future of Commercial Real Estate

Justin also discussed the future of commercial real estate, highlighting the growing demand for data centers and warehousing/logistics centers near the southern border. He suggested that there may be affordable warehouses in San Diego that could be converted into data centers, indicating a promising investment opportunity.

Justin’s Mission to Help Salespeople

Justin’s passion for helping salespeople achieve financial independence is evident. He understands the lack of investment strategies available to them compared to other professions. He emphasizes the importance of investing in oneself but also provides strategies to avoid burnout, generate passive income, and reduce dependency on a W-2 job. His mission is to help salespeople find a way out and achieve financial independence.

The Best Time to Start Investing

As we concluded our conversation, I asked Justin about the best time to start investing. His response was simple yet profound: “The best time was ten years ago, but the second best time is now.”

In conclusion, our conversation highlighted the potential investment opportunities in commercial real estate and Justin’s passion for helping salespeople achieve financial independence. It was a reminder that it’s never too late to start investing and that financial freedom is within reach for those willing to take the leap.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Embracing Curiosity: Discovering Your Superpower

Hello everyone! I recently had the pleasure of hosting an enlightening podcast episode with Karen Roy, an acclaimed author, leadership expert, and the creator of the online book course, Author FastTrack. Karen is also the founder of Karen Roy and Associates, a boutique retail consulting firm specializing in sales training, marketing, and operations. Our conversation revolved around the power of curiosity and how it can be a superpower in both personal and professional life.

The Power of Curiosity

Our conversation kicked off with a discussion on how distractions and the need for instant gratification can often hinder our natural curiosity. Karen and I agreed on the importance of asking questions and learning from others. We delved into the role of curiosity in sales and how it helps build relationships with customers. Karen shared her corporate world experiences, highlighting how curiosity helped her understand her clients’ businesses and problem-solve for them.

Curiosity and Purpose: A Connection

We then explored the connection between curiosity and purpose. We emphasized the importance of self-discovery and being true to oneself. Karen shared her personal journey of embracing curiosity and pursuing different interests. We concluded this section by discussing the value of curiosity in conversations and the need to be present and attentive. Karen made a profound statement that curiosity and fear cannot coexist, encouraging listeners to overcome their fears and embrace curiosity.

The Challenges and Triumphs of Entrepreneurship

Our conversation took a turn towards entrepreneurship as Karen shared the challenges she faced when starting her own business. She had to make a decision between staying as a consultant or becoming an employee. Karen emphasized the need for lifelong learning and how it keeps the mind fresh and aids in problem-solving.

The Art of Conversation

We also discussed the importance of asking the right questions and the art of engaging in a conversation. Karen mentioned that sometimes people may not initially react positively to curiosity, but with trust and articulating the purpose of the questions, they can open up. We also talked about the significance of validation and how it shows genuine interest in understanding others.

Breaking Through Indifference

I highlighted the current need for personal contact and engagement, especially in virtual settings, and how curiosity can help break through people’s indifference. Karen shared information about her business, the Book Coaching Academy, which offers an online course called Author FastTrack to help entrepreneurs write and publish their first book.

Wrapping Up

I encouraged viewers to check out Karen’s work, emphasizing that writing a book is not easy and getting help can make the process smoother. We ended our conversation with gratitude and a farewell.

In conclusion, our podcast episode was a deep dive into the power of curiosity and its role in personal and professional development. It was a reminder that curiosity is not just about asking questions, but about seeking to understand, learn, and grow. So, let’s embrace our curiosity and discover our superpowers!

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Revolutionizing the Energy Drink Market

As a podcaster, I have the privilege of engaging with some of the most innovative minds in various industries. In one of my recent episodes, I had the pleasure of interviewing Daniel Solomons, CEO of Update Energy Drink, and Shawn Wells, an ingredient scientist and formulator. We delved into the creation of Update Energy Drink and the revolutionary ingredient, para zanten.

The Need for a Caffeine-Free Energy Drink

Daniel Solomons, the CEO of Update Energy Drink, and I discussed the traditional energy drink market’s focus on caffeine and sugar. We both agreed that this approach was unhealthy and that there was a need for an energy drink without caffeine. The goal was to provide the desired energy without the negative side effects associated with caffeine. However, creating such a product required scientific knowledge and expertise, which is where Shawn Wells came in.

The Role of Shawn Wells

Shawn Wells, a highly regarded ingredient scientist and formulator, had been researching the properties of caffeine and its effects on the body. He had developed a metabolite of caffeine that could provide the benefits of caffeine without the side effects. This marked the beginning of their journey to create Update Energy Drink.

The Prevalence of Caffeine Addiction

During our discussion, I mentioned the prevalence of caffeine addiction and how different people metabolize caffeine at different rates. Shawn explained that about 90% of the population consumes caffeine daily, but many people want to consume less. He discussed the different metabolisms of caffeine and how slow metabolizers can experience negative side effects from consuming caffeine.

The Creation of Update Energy Drink

Daniel and Shawn shared the process of creating Update Energy Drink. They wanted to create a smaller-sized can with natural, non-caloric sweeteners like stevia and monk fruit, avoiding artificial sweeteners like sucralose. They also aimed to include the highest level of para zanten, a cognitive enhancer, at its study-based dose. The goal was to create a clean-tasting drink without the usual ingredients found in energy drinks like sugars, colors, and excessive caffeine.

The Role of Nootropics

Shawn explained that nootropics are ingredients that boost cognition and enhance focus. They can be drugs, supplements, or herbs. Some well-known nootropics include Adderall and Concerta, as well as herbal supplements like alpha GPC and 5-HTP. These ingredients help achieve a flow state, where focus is optimal without feeling jittery or overstimulated.

The Market Response to Update Energy Drink

When Update Energy Drink was introduced to the market, they received positive feedback from people looking to cut down on caffeine consumption. The drink provided a different type of energy without the jitters or crashes associated with caffeine. It was particularly beneficial for those who metabolize caffeine slowly.

The Future of Energy Drinks

I expressed my excitement about the caffeine-free energy drink, Zero Zero Jitters, created by Daniel Solomons and Shawn Wells. I believe it will be revolutionary in the market, which is currently dissatisfying. Daniel agreed, mentioning that people often drink energy drinks for a purpose but don’t feel fantastic about it.

As a long-time consumer of energy drinks, I invited my audience to try out Zero Zero Jitters and share their experiences. I promised to pass on the feedback to the company. Daniel added that the link to the product would be provided below the video.

In conclusion, I thanked my guests and the audience, and looked forward to future episodes. The creation of Update Energy Drink is a testament to the power of innovation and the potential for healthier alternatives in the energy drink market.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Affordable Housing in Silicon Valley:

A Conversation with Franco Perez

As the host of Sales POP Online Sales Magazine and Pipeline CRM, I recently had the pleasure of interviewing Franco Perez, a visionary entrepreneur dedicated to creating affordable housing in Silicon Valley. Franco’s unique approach to the housing crisis, his personal journey, and his innovative solutions offer valuable insights for anyone interested in real estate, entrepreneurship, or social impact.

Franco Perez: A Personal Journey to Affordable Housing

Franco Perez’s journey into affordable housing was born out of personal experience. Growing up in an immigrant family from the Philippines, Franco experienced firsthand the struggles of unstable housing. After his parents divorced, he dropped out of school and started working full-time to support his single mother. Despite his hard work, he found himself borrowing money from his boss every month just to make ends meet.

This struggle led Franco to question why good people like his family couldn’t afford real estate while the wealthy could. He became a real estate agent but quickly realized that the industry mainly served the richest clients and didn’t make a difference for people like him. This realization sparked his exploration into alternative housing options and eventually led him to discover the untapped potential of mobile home parks.

Mobile Homes: A Solution to the Housing Crisis

Franco’s company is not just about providing affordable housing; it’s about understanding the needs and preferences of younger generations and designing modern, contemporary mobile homes that appeal to them. Franco emphasizes the importance of visuals and video in showcasing the true potential of mobile homes and dispelling the stigma associated with them. His company uses both long and short-form videos, including comedic ones, to bring attention to mobile homes and highlight their value.

The Growth Potential of Mobile Homes

When asked about the growth potential of the market, Franco expressed his belief that mobile homes are the last stand for affordable housing and homeownership. While other housing options may offer reduced rents, they do not provide the opportunity for individuals to build wealth. Mobile homes, on the other hand, allow people to embark on an ownership journey and boost their financial stability when they eventually sell.

Innovation in Construction Techniques

Franco also discussed the advancements in construction techniques that make mobile homes more affordable. By building these homes in factories on assembly lines, the cost of construction is significantly lower compared to traditional methods. Franco emphasizes the need for innovation in the housing industry to address the rising costs of construction and housing prices, as well as the importance of homeownership in achieving financial freedom.

Customization and Personalization

While there are some limitations to customization due to the need for standardized units to keep costs low, Franco’s company still offers customers the opportunity to personalize their mobile homes. Choices in flooring, granite or quartz countertops, and other design elements allow homeowners to make their space truly their own.

Conclusion

Franco Perez’s journey from struggling immigrant to innovative entrepreneur is a testament to the power of perseverance and vision. His company’s focus on affordable housing through mobile homes offers a unique solution to the housing crisis in Silicon Valley and beyond. As we continue to grapple with issues of affordability and homeownership, Franco’s insights and innovations provide a beacon of hope for a more equitable future in housing.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

Unveiling the World of Public Adjusting:

Hello everyone, I’m John Golden, the CEO of Sales POP! Online Sales Magazine and Pipeline CRM. In one of our recent podcast episodes, I had the pleasure of hosting Andy Gurczak, the CEO of All City Adjusting. Andy, an immigrant who moved to the US at the age of nine, has always been driven by a passion for helping others and an entrepreneurial spirit. Today, I’d like to share some of the insights from our enlightening conversation.

From Roofing to Public Adjusting: Andy Gurczak’s Journey

Andy’s journey began in the roofing industry as a teenager. His path eventually led him to the world of public adjusting, where he now assists individuals, families, and companies in negotiating with insurance companies for higher settlements and claim payouts.

What is Public Adjusting?

For those unfamiliar with the term, Andy provided a succinct definition of public adjusting. A public adjuster, as he explained, is a state-licensed advocate for the insured. Their role is to represent and negotiate the insured’s claim with the insurance company.

Andy pointed out that many people are unaware of public adjusters, mainly because they may only have a claim once in their lifetime of owning a home or property. However, he emphasized the importance of educating people about the availability of public adjusters when they do have a claim.

The Connection Between Public Adjusting and Real Estate

I was curious about the connection between public adjusting and real estate. Andy explained that the majority of their clients are investors, landlords, and real estate owners who benefit from having their own contractors and teams.

Common Mistakes Insured People Make

Andy also discussed some common mistakes insured people make and how his company, All City Adjusting, helps them. He mentioned that insured individuals often assume their coverage or think that their claims are guaranteed. Andy advises these individuals and provides insight into the claims process. He pointed out that some people mistakenly believe that their agent, who sold them the policy, can assist with the claims process. However, Andy clarified that agents are salespeople and have no involvement in the claims process.

The Cost of Public Adjusting

All City Adjusting charges a contingency fee, which is paid once the claim is settled. The fee ranges from 10% to 25%, depending on the claim. Andy emphasized that even with a 10% fee, the headache and hassle-free experience, as well as the amount of money recovered, make it a worthwhile investment.

The Complexity of the Insurance Industry

Our conversation then shifted to the complexity of the insurance industry. Andy acknowledged that insurance companies are pulling out of certain states while reporting high earnings. He attributed this complexity to state laws and regulations, which vary from state to state. He mentioned that insurance companies in California, for example, have to be cautious due to strict laws and statutes. As a result, policies are becoming more difficult for insured individuals to recover from.

The Emergence of Online Insurance Companies

Andy also touched on the emergence of new insurance companies that operate online, such as Lemonade. This shift towards digital platforms is another aspect of the ever-evolving insurance industry that insured individuals need to be aware of.

In conclusion, our conversation with Andy Gurczak provided a wealth of information about the world of public adjusting. It’s clear that having a public adjuster on your side can make a significant difference in the claims process. Whether you’re a homeowner, a real estate investor, or simply someone looking to understand more about insurance, I hope you found this discussion as enlightening as I did.

Our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist, he has conducted over 1500 video interviews of thought leaders for Sales POP! online sales magazine & YouTube Channel and for audio podcast channels where Sales POP! is rated in the top 2% of most popular shows out of 3,320,580 podcasts globally, ranked by Listen Score. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.