Episode description

Guest, Brian William Burgess: https://www.swainwoodham.co.nz/

Chapters

00:00 Starting a Company in 1996

02:55 Referrals and Building Relationships

05:01 The Value of Insurance and What Clients Buy

07:58 Developing Financial Advisors

11:47 Dealing with Emotional Situations

15:52 The Role of Insurance in Healthcare

19:56 Understanding the Client and Product Features

21:47 Understanding Clients' Concerns

22:15 Simplifying Complex Concepts

23:01 The Power of Storytelling

24:04 The Impact of Storytelling

25:30 Using Stories to Educate Clients

26:10 The Role of Intuition in Storytelling

27:29 The Importance of Claims

28:21 The Power of Personal Stories

29:19 The Significance of Trust and Honesty

29:58 Creating Compelling Offers

32:16 Changing the Perception of Insurance

35:36 Expanding Beyond Insurance

38:11 Adding Value to Clients' Lives

41:18 Understanding Clients' Needs

42:58 Having Hard Conversations

44:04 The Bell Curve of Insurance