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The official podcast of Shoemaker Films. Every week we share content related to digital marketing, video production, and brand building; and frequently meet with local creatives, entrepreneurs, and business owners for in-depth conversations. Get to know local heavy hitters and influencers in the Greater Philadelphia region while picking up some tactical advice and tips on starting and running a business, being productive, creating content, and everything in between.
Hi, everyone. This is Dane Schumacher. Welcome to the Schumacher Films podcast. I'm here with Glenn Amaril, Glenn, of, your Connick Agency. Glenn,
Speaker 2:how are
Speaker 1:you today?
Speaker 2:I'm doing great, Dane. Thanks for having me. I appreciate it. And, you know, here at the Willows, who can, you know Yeah. Pass this up for sure?
Speaker 1:Willows Park Reserve, Willows Mansion in Radnor. It's beautiful.
Speaker 2:Awesome.
Speaker 1:Yeah. So, you know, we're, we've been trying to get this on the books for a long time. I know. Absolutely. I'm coming out of here right now.
Speaker 2:Yeah. Fantastic.
Speaker 1:This is great. So thanks for thanks for joining. So excited to dive into, the world of commercial insurance, learn a little bit more. It's definitely an area that I need to brush up on. I know a lot of people typically, it's one of those things that maybe they're not too excited to jump into.
Speaker 2:Yeah. It's not too exciting Yeah. But
Speaker 1:it's for,
Speaker 2:people like me, I guess.
Speaker 1:But it's, it's critical, obviously. Oh, absolutely. It's required and, it can really save your save your business.
Speaker 2:So Absolutely. I mean, that's your biggest investment.
Speaker 1:So why don't you tell us tell us just a little bit about yourself.
Speaker 2:Okay. Tell
Speaker 1:us about your iconic agency.
Speaker 2:Well, I'm with the your iconic agency, which is, part of the Keystone, Agency Partners
Speaker 1:Okay.
Speaker 2:Which essentially what that does is, that gives us bigger buying power. Right? So, you know, it gets us to more markets. We're able to do, you know, captive insurance for larger businesses. You know, it just gives you a a larger infrastructure.
Speaker 2:So but we still have the, you know, the small feel, which is great. You know, sometimes I have to, you know, remember that I have those resources, which are awesome. So, I've been with the agency about 10 years.
Speaker 1:Okay.
Speaker 2:It's a a great company. And if you're in the Lehigh Valley, you know the Yirconic Agency. So I'm trying to help develop that a little bit more out here in the mainline.
Speaker 1:Okay.
Speaker 2:You know, that's where I met you in the mainline chamber, which has been a fantastic resource for me to get to to know the community and the businesses and the people. You know? So some great relationships.
Speaker 1:Yeah. Absolutely.
Speaker 2:Yeah. That's, you know, tried to stay involved in the community. Like I said, meeting you in the, mainline chamber, you know, being part of Rotary and just really trying to give back to the community.
Speaker 1:Yep. Yep.
Speaker 2:So that's it's been awesome.
Speaker 1:Yeah. I agree. And just kind of a just kind of like a quick commercial for mainline chamber Commerce. They've been awesome. I've been a member for maybe 2 years now coming on year and a half or so.
Speaker 1:But, yeah, you you kinda got us to got us to join. I think we came to a networking event. We had just joined, but then you you introduced us to the ChamberConnect group and, you know a lot of the members there. So I've made some introductions. So it's been really great.
Speaker 2:Yeah. I mean, it's it's I look at it like a bank account. In the beginning, I was just making deposits. In other words, I was going to everything, every meeting, everything out there. And now I can take the withdrawal.
Speaker 2:So if I'm not around for a month and I go to a meeting, I still know people, which has been tremendous. You know? And, you know, and some of the relationships, even some that that aren't business have been been great, you know, because it's it's a balance, you know, a work life balance. So you have to enjoy yourself along the way as well.
Speaker 1:Yeah. Absolutely. I love that analogy of making making deposits and, you know, it's like anything in in business. You gotta put in some work in order to get something out of it.
Speaker 2:You know, I'm part of the, you know, ambassador committee, and I'll talk to somebody and, you know, they'll be talking ROI. And sometimes when you're talking ROI, it's like you have your blinders on. Yeah. It's like, first off, how often have you gone to meetings? The mainline chamber, you know, BNI, no matter what it is, is not gonna work if you don't go.
Speaker 1:Right? Right. Right.
Speaker 2:So first off, you have to do that. And and sometimes I sit sit back and realize, like, oh my gosh. This really great, you know, contact that I met wasn't through the chamber, but it was through somebody at the chamber. And sometimes you really have to to think about that and how valuable those relationships are. Yep.
Speaker 2:And sometimes, like, with the Society of Professional Women
Speaker 1:Yeah.
Speaker 2:You walk out of there and it's just you know, you're inspired to to do more.
Speaker 1:Yeah. That's a great organization.
Speaker 2:Value. So that's what I'm talking about by taking the blinders out often, really realizing everything that you can get out of the the chamber.
Speaker 1:Yeah. Absolutely. Yeah. And and just networking is such a huge part of business, referrals, building relationships.
Speaker 2:Absolutely. Yeah. Yes. And and just coming up with ideas. You know, brainstorming like our Chamber Connect group.
Speaker 2:Right? It's it's kind of a mastermind, so you don't feel that pressure to give leads.
Speaker 1:Right. Right.
Speaker 2:You can come in there and say, hey. This last quarter has been tough. You know? This is what I'm seeing, and, you know, has anybody else seen this, and and and what have you done to overcome that?
Speaker 1:So Right.
Speaker 2:It's kinda like a support group. We all need them from time to time.
Speaker 1:I agree. Yeah. And I love the, you know, David Wyman who runs the ChamberConnect Group does such a good job at bringing people in. You know, we just kinda share what's going on and, you know, get help with different business issues. So I found that to be a really
Speaker 2:Oh my gosh. Yeah. He has a wealth of knowledge in, you know, working with larger companies, and we get the value of that. Yeah. Again, you know, it's like if you're looking at your spreadsheet, you're not seeing dollars and cents directly.
Speaker 2:But indirectly, I'm sure you're seeing a lot.
Speaker 1:Yeah. Absolutely. Yep. So it went on a little bit of a tangent there
Speaker 2:on main
Speaker 1:on mainline chamber. So hopefully welcome.
Speaker 2:Yeah. Right?
Speaker 1:But, yeah. Talk to us a little bit about what's going on in in, insurance industry.
Speaker 2:Well, it it's been a a hard market, which, has been challenging. And, you know, most of my customers, you know, they may not call it a hard market, but they know that they've been paying more in premiums. Yeah. We've had to move to different carriers because, you know, the capacity in the market has shrunk. So in other words, you know, some of these carriers are not putting the capital into certain market segments.
Speaker 1:Okay.
Speaker 2:And, basically, it's caused by economic conditions, inflation Yeah. You know, cost of, you know, cost of goods, you know, increases your property cost, which increases your premium, and catastrophic losses, you know, with, you know, all these natural disasters because it's spread across, you know Okay. You know, you're helping pay essentially for other people's losses. So, you know, there every insurance company purchases reinsurance.
Speaker 1:Right. Right.
Speaker 2:So the reinsurance market has been getting hit a lot with these catastrophic losses so that in turn, increases their premiums, and it just trickles all all the way down to, you know, the the consumer, which would be my, my customers.
Speaker 1:Yeah. Do you have a, like, do you have a specific clientele that you focus on? Maybe the agency overall or maybe your segment specifically?
Speaker 2:Or I'm kind of a generalist. You know? I like to work with, you know, contractors. I like, you know, every even if they're in the same industry, every company has different needs. And, you know, whether it's pollution and things like that to to really dig into their policy.
Speaker 2:I mean, I'm not just there to transact the you know, like, hey. Here's your quote. Yeah. I'm here to take a look at at, your current policy, analyze that, and, you know, see if there's any gaps in coverages and, you know, and, you know, inform the customer of what what they're missing out on and, you know, you know, putting together recommendations.
Speaker 1:You know, why is it so important for a business to pick a particular broker? I mean, I know there's a lot of there's a lot of options out there. I mean, why you know, what makes brokers different from each other, and and why would they go with you?
Speaker 2:Well, broker selection, which is it took a while. I mean Yeah. When when you're starting out in the business, you're so desperate to to get business. You go into situations where if you were to see the red lights going in, you would have stopped immediately. But, broker selection so if you have a you know, everybody has insurance.
Speaker 2:Right?
Speaker 1:Yeah.
Speaker 2:And if they're looking to, look at alternatives, you don't wanna have 2 or 3 other agents quoting because they're all just stepping over each other. So what you wanna do is interview those agents and see what resources can really, you know, benefit you as a customer. So that could be, you know, claims management, risk control, and, you know, helping set up a safety committee. All those various things are are resources and access to the market. Right?
Speaker 2:Yeah. So that's where I've been fortunate with, you know, KAP being part of the Yaconic agency that that I have access to, markets that, you know, other carriers or agents may not. So Okay. It's been helpful. Yeah.
Speaker 2:But I'll tell you, it's no matter how much you know, it's really hard to walk away from business. But, you know, when you keep losing because it wasn't the right right situation you learned. Yeah. Yeah. I mean, I'm not in the business of, you know, just giving a price.
Speaker 1:Sure. Yeah. Do you have a particular, like, an ideal client? You know, like, what would be a what would be with the best case scenario for a client?
Speaker 2:The best ideal client would be somebody that understands that they have these needs
Speaker 1:Yeah.
Speaker 2:And they don't feel that they're getting them.
Speaker 1:Okay.
Speaker 2:So there's there's a problem. Because I've I've learned going in, you know, I've talked to people. It's like, yeah. Sure. Yeah.
Speaker 2:I'll take a look and see what you got. Right? Yeah. Yeah. Well, that that's not a good opportunity because you start asking questions, and I've done this where I say, hey.
Speaker 2:You know, when your agent does this, you know, how's that worked out for you? And you go through all those questions, and it seems like they're doing a good job. Yeah. So at that point, yes. It's like
Speaker 1:Yeah. You know, they probably
Speaker 2:shop you out. Yeah. And you don't need me to do that because chances are you wouldn't move anyway.
Speaker 1:Right. Right.
Speaker 2:You're just seeing what what's out there because Yeah. You think, like, when you're doing your deck and it's just a different Yeah. Different situation.
Speaker 1:Right. Are there are there typical things that, or common things, I guess, you you you identify where where people have gaps in their current policies or, anything like that?
Speaker 2:Yeah. I mean, it could be from pollution to cyber coverage. And I mean Yeah. All businesses are starting to understand cyber. Yeah.
Speaker 2:Yeah. Because a lot of the business owners policy, pack package policies have, like, data compromise.
Speaker 1:Okay.
Speaker 2:And I talked to my cyber liability expert, and he's like, that's kinda like, you have a $600,000 house and you insure the door. Right? Right.
Speaker 1:Right.
Speaker 2:So you need 1st party, 3rd party, and you need somebody that that understands that. And the most important thing I've learned about, like, cyber, for example Yeah. Is that's like having a 911. Yeah. Because if you were to if I were to get hacked right now, I'd be like, I don't know.
Speaker 2:Yeah. I have no idea. Where they have the resources, they know how to negotiate with the bad actors, you know, and they even know them, which is crazy. So, you just make that call and they take care of that for you.
Speaker 1:That's that's interesting. Yeah. I'm sure that's a a rising, you know, issue. Oh. So how does that work?
Speaker 1:So if I'm a business, I mean, are there's, like, the IT side of things where you actually, you know, your your data protection and malware, you know, threat detection stuff, but then you also have the insurance side of things.
Speaker 2:That is, you know Okay. Very insightful of you, Dan. Okay. Because, You know, first off, you know, I I I like to surround myself with people that are, smarter in certain areas than me, and, you know, cybersecurity is one of them.
Speaker 1:Yeah. Okay.
Speaker 2:So somebody doesn't have that situation going on right now, I say, hey. You need to talk to you know, here's somebody in cybersecurity. You know, they can, either make sure that you're not just putting a Band Aid on something that needs stitches.
Speaker 1:Right. Right.
Speaker 2:But now a lot of the stand alone cyber liability carriers are requiring that you have certain things in place like the multifactor authentication Okay. And things like that.
Speaker 1:Yeah. Okay. So I had, like, a background in security, but, like, I'm not too familiar with the insurance side of things. So the the insurance is kind of set up in the event that you do have a data loss or a breach or
Speaker 2:Data breach, data
Speaker 1:loss, rates, and The company might have to pay fines or something and then insurance. Yep. Yep. Got it. Wow.
Speaker 2:Yeah. So I have a guy that does cyber liability for us. So
Speaker 1:Yeah.
Speaker 2:Even if you have a stand alone policy, I'll take it, send it to him. I'm like, tear it apart. And he'll come back and say, it's missing this. It doesn't have the 3rd party coverage. It has a sublimit Yeah.
Speaker 2:Where they think they're covered for 2,000,000, but they're only covered for 250 Yeah. 1,000. So I've seen that. So I rely on somebody that knows does that every single day. Yeah.
Speaker 2:So, yeah, you you find, you know, even within the coverage, you find gaps of coverage. Sure.
Speaker 1:Yeah. And I'm sure most people or a lot of businesses are gonna have kind of the bare minimum starting out, or at least I know that I I know for a fact I have, like, the bare minimum. So I think we need to talk at some point.
Speaker 2:But Well, yeah. You know, it's different now. It's not as expensive as you think. Yeah. Right.
Speaker 2:And it's easy enough to come up with, an idea how much it costs. Yeah. Number of employees, you know, your sales number, boom. There you go. This is around where it'll be, and then we can if you decide, yeah, I'm I'm interested, then we go deeper.
Speaker 1:Right. Right. Okay.
Speaker 2:And, you know, then you get a you know, your IT people, they like it too. It helps protect them as well. Yeah. I mean, they don't they work together very well with, you know, cybersecurity. They wanna keep everything working because it's a bread and butter.
Speaker 1:Sure. Sure. Is that usually are you working with the IT teams on that usually or is it more on the legal?
Speaker 2:That would be like, if I bring in a cybersecurity professional, they would work with the IT IT people. And then cyber liability, when those applications come out, the IT people are gonna need to help.
Speaker 1:Yeah. Right.
Speaker 2:You know? Because it's beyond me. I mean Yep. I'm not a cyber liability expert. Again, that's why
Speaker 1:That's why you have the experts.
Speaker 2:Yeah. Right. Like, I'm not a media expert. That's why this guy right here. Right?
Speaker 2:I mean, truly. Yeah. Because I don't know. You know? So I know what I don't know and try to stick in my lane.
Speaker 1:So you had mentioned something before, a term I've not heard before. So hard markets versus soft markets.
Speaker 2:Mhmm.
Speaker 1:You know, to, you know, the layperson. What what are what explain those terms and then what are we in right now?
Speaker 2:We're in a hard market, but it may be coming to the end of the hard market. Yeah. So there's been some indicators, but that a hard market is the increase in premiums, you know, the lack of you know, the lower capacity to write the business. And, I mean, I've certainly had some challenges, especially on property. Yeah.
Speaker 2:Property has gotten very difficult because, you know, if it doesn't have, you know, mean to be gross, it's not a, you know, a perfect risk. A lot of carriers are saying, no. I'm not writing that.
Speaker 1:Really?
Speaker 2:You know, in the sprinkler system. So it's it's it's a challenge.
Speaker 1:Sure. Sure. And the soft market is just when things kinda ease up.
Speaker 2:When it eases up. Because I think some of the hard mark you know, like, I think maybe in the soft market, things are priced just to get business because right now, the workers' compensation is pretty easy.
Speaker 1:Okay.
Speaker 2:Yeah. You know, so 8 years ago, that was the problem. We're a cop. Rates were going up, and it was just, it was a challenge.
Speaker 1:Yeah. Our insurance and this might be a dumb question. Are insurance rates tied closely to the fed and the interest rates?
Speaker 2:Yeah. They you know, they're they're tied to the market. Yep.
Speaker 1:Yeah. Okay. Yep.
Speaker 2:Yeah. I mean, hopefully how that's, you know, how their investments are are working for sure. There's definitely some economic indicators there that that, drive drive a hard market.
Speaker 1:And what do you see for the next, you know, couple years? I mean
Speaker 2:Well, what I I don't know what's gonna happen with AI. I mean
Speaker 1:Okay.
Speaker 2:Either even from, like, now people can clone your voice. So if your wife calls you, I mean, you're gonna need a safe word. Right? It's like she says, hey. You need to wire, you know, to such and such media be for you know, pay this bill.
Speaker 2:And you're like, okay. Yeah. But that wasn't her. It was somebody that cloned her voice. I mean, those are things that I'm like, what's gonna happen?
Speaker 1:I mean, AI is touching every part of of the business, you know, our business too. I mean, you know, you're gonna be able to
Speaker 2:Oh, yeah.
Speaker 1:You know, we're we're you and I are gonna be able to, like, just do this virtually and make it look like we're in person or something. You know?
Speaker 2:Literally, you know, I was thinking before I came here, just went on to AI and like, hey. What Yeah. What's going on? What are the, you know, the hot topics right now in in the insurance industry? You know?
Speaker 2:So Yeah. It's so easy. It's it's really Right.
Speaker 1:The tools that are out there. I mean, if things get progressively more advanced too, I mean, a year from now, who knows what it's gonna look like? It's crazy.
Speaker 2:So Oh, I've
Speaker 1:Yeah.
Speaker 2:I I can't imagine. But, you know, my that and my biggest concern is these catastrophic losses. I mean, are they gonna continue to be Yeah. Natural disasters?
Speaker 1:Okay.
Speaker 2:I can't imagine my counterparts working in Florida Yeah. Or along the coast anywhere. I mean, it just really depends
Speaker 1:on about climate change or, you know, weather or
Speaker 2:Climate change or Yeah. You know, whatever Yeah. Is causing it. It's definitely you know? So far, knock on wood.
Speaker 2:I don't know what I would around here, but the hurricane season's been kinda kinda good.
Speaker 1:This Yeah. Yeah. I would I would say it's a little tamer than it has been in
Speaker 2:the past. A little cool waters off Africa. Yeah. I saw that this morning in the news.
Speaker 1:Atlantic, Nina, or something like that. Have you seen that? Yeah. I don't know. Yeah.
Speaker 1:I mean, what else? I mean, do you, you know, what do you what are your clients coming to to you asking about? What are some common questions?
Speaker 2:I mean, a lot of the questions are, you know, centered around, like, I have some renewals coming up, and I know the current carrier is not going to renew them.
Speaker 1:Really?
Speaker 2:So whether it's certain aspects of their business, they decide they don't wanna do anymore. Yeah. So now I gotta scramble to find another carrier. So at a comparable rate.
Speaker 1:So Just because they've done some kind of risk analysis or would like?
Speaker 2:Yeah. They said, like, they'll do a risk analysis of their whole book. Like, it could be, carrier decide, well, we've had a lot of losses in the HVAC, so we're not we're gonna put a pause on it. That's the word that is
Speaker 1:Yeah. Yeah.
Speaker 2:For now.
Speaker 1:Okay.
Speaker 2:And we're not gonna write any more, heating and air conditioning contractors for an example.
Speaker 1:Oh, wow. Just because it's, yeah, just because it's not profitable for them or there's too much risk or yeah.
Speaker 2:Yeah. Yeah. Because they look at the data.
Speaker 1:Yeah. Right.
Speaker 2:And the data says, hey. You know, we're we're taking a beating on this. It's all about the the loss ratio. Mhmm. I mean, I think, you know, a lot of these carriers, if they were to have, for every dollar they took in Mhmm.
Speaker 2:They put out 97. They'd be having a party. Yeah. I mean, that's great. You know?
Speaker 2:So, you know and I know a lot of people are like, ah, insurance companies. Right? So, yeah, it could be a challenge. I mean, there's a lot of insurance companies going out of business in Florida. You know?
Speaker 2:It Sure. Because of what happened, you know, the you know, some of these disasters. So I think it's, yeah, it's gonna be interesting interesting times for sure.
Speaker 1:We're we're probably lucky being up here kind of mid Atlantic. Mhmm. You know, Pennsylvania. It's pretty pretty temperate climate, I would say. I mean, it's not not too hot, too cold unless I I don't know.
Speaker 2:Right. Well, you know
Speaker 1:We haven't got a whole lot snow in the last couple of years. So
Speaker 2:A glass half full.
Speaker 1:Okay.
Speaker 2:So
Speaker 1:Yeah.
Speaker 2:Whether it's a hard market, soft market, whatever market, you know, we could all complain about it. Or we could look at it. Hey. Here's an opportunity.
Speaker 1:Sure.
Speaker 2:Right? Because everybody else is having the same problem. So I could come in and say, hey. I can solve your problem that you're not getting solved right now.
Speaker 1:Yeah.
Speaker 2:So it's about solving a problem. And why would I wanna go if somebody's doing a good job, I don't really wanna come in and take their business unless, you know, their premium, I could tell, is way out of line.
Speaker 1:Yeah. If they're doing
Speaker 2:it, then somebody's gonna come do it to me. So somebody's doing their good a good job. There's plenty out there that aren't getting the service that they need.
Speaker 1:Yeah.
Speaker 2:And that's who my ideal market is.
Speaker 1:Yeah. Yeah. And I can you know? I mean, you just have you're very personal in the way, you know.
Speaker 2:Oh, yeah. You're too kind.
Speaker 1:Yeah. Yeah. I can I can see where, like, you know, a lot of it comes down to relationships
Speaker 2:Mhmm?
Speaker 1:And that trust. Like, delivering on what you on what you
Speaker 2:And going back. You know? And it's like I I told a guy in the office, I had this epiphany. I'm like, you know, sometimes when you, walk into the fire, you get less burned. Yeah.
Speaker 2:It's the truth because so many of us, I don't wanna deal with that situation. Right? Mhmm. You know, you just keep calling. You know?
Speaker 2:And sometimes things like, if you have a a disaster like a I had an account, you know, 5 years ago, and they just had a disaster. A tornado ripped through, knocked down a 150 trees.
Speaker 1:Yeah.
Speaker 2:It's just they're mad.
Speaker 1:Right. Right.
Speaker 2:I didn't do anything wrong, but they're mad.
Speaker 1:Sure.
Speaker 2:Then you just have to keep going to the plate and saying, here I am. Yeah. I will always answer your phone call, and I will always go to bat for you. And, you know, it it eases the pain a little bit because it's no fun, but you know? And I think you see that in lots of walks of life where when when it gets tough, people kinda shy away.
Speaker 2:I don't feel like dealing with that.
Speaker 1:Yeah. And I especially in your business, I mean, I feel like, you know, everyone has it, insurance. Mhmm. But when you have an issue, that's when it really counts. Right?
Speaker 2:Correct. Right. And you want somebody that's gonna, you know, go to bat, advocate for you, and, you know, do do what it takes. Yep. Sometimes it just takes answering the phone.
Speaker 2:Yep. Right? I've answered the phone and let somebody just talk about it. It's like, I can't believe this happened, and it's like, you know, how can we deal with this? And you just listen.
Speaker 2:Sometimes it's just as simple as listening. Right? I mean, there's nothing you can do right at that moment, but just listen. Yep. Yep.
Speaker 2:And if you didn't answer that phone call, then it just starts to So it's
Speaker 1:a bad domino effect there.
Speaker 2:Right. Right. We don't want that.
Speaker 1:Yeah. Yeah.
Speaker 2:It's like you. Like, if if you were you know, we're supposed to deliver something by 1 o'clock and it's 2 o'clock, somebody calls, you gotta answer the phone. Right? And say, hey. I'm This is the issue that I'm dealing with, and I will get to see you or whatever.
Speaker 2:Right. Not that that would ever happen with Dang.
Speaker 1:Yeah. It happens sometimes. Yeah.
Speaker 2:We're all humans.
Speaker 1:Sure.
Speaker 2:Every one of us and I mean, other than the AI, if we're we're gonna have challenges. Right?
Speaker 1:Yeah. It's
Speaker 2:just how we handle them.
Speaker 1:Yep. Yep. Last question you had spent on here about board of advisers.
Speaker 2:I mean, board of advisers yeah. I mean, yeah. It does
Speaker 1:Relevant to, like, a business? Or,
Speaker 2:Well, board of advisers, you know, I learned this from, you know, another, like, very successful agent Yeah. That said it's really important to have a board of advisers, and he's right. In your in your my industry. In in any industry.
Speaker 1:It's
Speaker 2:probably good in your industry. Right?
Speaker 1:Like Yeah.
Speaker 2:There's satellite industries that relate to you. Right? So if, like, a board of advisors would be if there's anything media related, you're on my board of advisers. Right? I'll call you.
Speaker 1:Yeah. Absolutely.
Speaker 2:If somebody needs a commercial loan, I have somebody there that I I've kinda vetted to a degree. Right? You know, I have somebody that I work with that's a, you know, fractional CFO. Yeah. So if you need those services, I could say, hey.
Speaker 2:You know? Mhmm. This is your guy.
Speaker 1:Yep. You
Speaker 2:know? Give him a call. Right? So people that do things that I don't do Right. And, you know, can make me more valuable.
Speaker 2:You know, somebody can call up, say, hey, Glenn. Do you know anybody that does this? Yep. And I say, yes. I do.
Speaker 2:Right? Yep. You know, I had a customer just yesterday, h HVAC customer. They they wanted somebody who does heat calculations through the chamber mainline chamber membership. I reached out to, you know, somebody at Barry Isaac and said, hey.
Speaker 2:Do you know anybody? And, you know, Aaron gave me somebody that they could call.
Speaker 1:Yep. You
Speaker 2:know? So it's it's important to have people surround you that, you know, do things that you don't do.
Speaker 1:So you had mentioned something to me, earlier when we were talking before the show about really having a board of advisors, you know, whether you're a business owner or you're, you know, an independent contractor, whatever it is, right, having being surrounded by the right kinds of people you know, to help you with your business, it really makes a lot of sense. And we're we're as a business owner, I'm trying to do that now
Speaker 2:Yeah. Absolutely.
Speaker 1:As well. Right. And you've been a big help with that, actually, with connecting people within the Chamber and other other groups as well. How do you act as, like, an adviser to to to business owners? And can you talk a little bit about that?
Speaker 2:How I would act as an adviser to somebody? So you came to me and you said I'm working with ABC Company.
Speaker 1:Yeah.
Speaker 2:And, you know, they're having some issues, would you be willing to review their policies? Absolutely. Yeah. No strings attached. No I'm gonna try to sell them anything Yeah.
Speaker 2:Because nobody wants that. When they want information, they want information. And when you give information, it's like that book, The Go Giver. Yeah. At some point, it comes back to you.
Speaker 2:I mean, whether it comes back to you then or some other time, it really doesn't matter.
Speaker 1:Mhmm.
Speaker 2:Just gotta do the right thing. You know? And, because as as you know, sales can be come off as dirty. Right?
Speaker 1:Yeah. Yeah. That's the stigma sometimes. I mean, a lot of times. But yeah.
Speaker 2:I just wanna be a resource, help people. And, so that's how I would act, you know, as somebody, you know, the go to person in insurance. Right? Right. And people call me up and say, hey.
Speaker 2:My home my home auto. I'm like, let me connect you with somebody. Because funny enough, it's like, I don't do home and auto every day. I said, I don't know. Yeah.
Speaker 2:You know? There might be some some nuance that I I'm not aware of. So here you go. Here's somebody in my office. Talk to them.
Speaker 2:They'll know better than me. Yep.
Speaker 1:So you can That's great.
Speaker 2:So yeah. So yeah. I mean, and if I have like, I talked to you before this. I'm like, what if I wanted to do a podcast? How would I go about it?
Speaker 2:Right? Mhmm. I you're the person to ask, right, when you have these these relationships, and it's super valuable.
Speaker 1:Sure. Absolutely. Kinda build, like, your own, like, kinda network of people. Mhmm. Yep.
Speaker 1:And it all comes down to relationships and, you know, so critical for business. Yeah.
Speaker 2:You know? And good strong relationships for sure.
Speaker 1:Yep. Well, Glenn, this is really insightful. A lot of fun. How can people, you know, get in touch with you, get in touch with your your Conic agency? You know?
Speaker 2:Well, anybody could email me at, g amarell@yorkonic.com, or they can call me at 610-952-7145.
Speaker 1:Cool. Alright. We'll put a link to the website also.
Speaker 2:That'd be awesome. Yeah. Appreciate it.
Speaker 1:Any closing thoughts or anything?
Speaker 2:So what do you think opening day on Friday in Brazil, Eagles versus the Green Bay Packers, who's gonna win?
Speaker 1:That's gonna be fun. Yeah. Yeah. Definitely, I mean, I gotta I think Eagles have a pretty good shot. I mean, I you know?
Speaker 2:Yeah. I hope it did. We don't have the same problem after the Phillies went to, England there. No. Because they went downhill after that.
Speaker 1:Yeah. Yeah. Yeah.
Speaker 2:Yeah. So it's I can't believe it's gonna be fall, but thank you for for having me. And, you know, it was a lot of fun.
Speaker 1:Yeah. Absolutely. Thanks, Glenn. Appreciate it.
Speaker 2:Appreciate it. Take care.