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Broker Unplugged: Candid Conversation With PrimeService’s Top Performing Brokers- Jay Shears
Broker Unplugged: Candid Conversation With PrimeService’s Top Performing Brokers- Jay Shears
Broker Unplugged: Candid Conversation With PrimeService’s Top Performing Brokers- Jay Shears
‘Building lasting client relationships is not an option; it’s the foundation of the insurance business.’ This principle deeply resonates with Jay Shears, who firmly embraces it in his business.
Jay began his career in insurance in 1985, taking a leap of faith founded on a belief in his own abilities & total support of his wife’s belief in him. With an impressive 38 years of experience in the industry, Jay is a key member of the PrimeService team.
His career path was not without its fair share of challenges. Initially, he worked on a fixed salary at a prominent brokerage. Driven by a desire for independence, he made the courageous decision to leave that job and become an independent broker. This transition, right as he was starting a family, was a leap of faith – founded on a belief in his abilities. Despite the initial challenges, Jay’s motivation and unwavering enthusiasm propelled him forward.
Prioritizing People
Prioritizing People
According to Jay, the driving force for success lies in prioritizing people over premiums. Instead of solely focusing on financial aspects, Jay emphasizes the value of building relationships and the opportunity it provides to meet new people and form friendships. He believes that genuine connections with individuals can lead to long-term success. Every interaction is a chance to expand his network and establish meaningful relationships that go beyond business.
The Portofolio Advantage
The Portofolio Advantage
When asked how he acquires clients, Jay explained, “My lead generation is referral and word-of-mouth.” He gives importance to nurturing client relationships over an extended period. He believes in establishing a solid reputation and credibility with his existing clients, which can lead to new leads and business opportunities. For instance, Jay has been John’s broker for 20 years. When John’s son needed insurance as an adult, he chose to work with Jay. This example showcases the influence of long-term relationships in business. Through years of maintaining a connection with John’s family, a strong sense of trust and familiarity has developed. When John’s son required insurance, he chose Jay, which shows the importance of trust and reputation in the client’s decision-making process.
Going Beyond Business
Going Beyond Business
When we asked Jay about his approach to building and maintaining relationships with clients, he highlighted the importance of establishing long-lasting connections with them. One should have meaningful interactions, stay in touch with them, try to know them personally, provide exceptional service and build trust. Jay mentioned, “I am involved with my clients on a personal level. It’s not a business relationship. I might have a business relationship with some of them, but that’s only because they choose that. Those that I have success with are the ones that I have personal relationships with.”
Leaving A Lasting Impression
Leaving A Lasting Impression
Based on his personal experience, Jay has valuable advice to offer his fellow brokers; who strive for success: “Don’t focus on the money. Focus on the relationships.” While it is common for brokers to prioritize ownership and sales, Jay believes in approaching interactions with people not solely for monetary benefit; but to leave a lasting impression. Jay says, “It’s the good energy that propels us.” By fostering an atmosphere of positivity, empathy, and genuine care, brokers can enhance their professional reputation and attract more opportunities and referrals.
Jay’s journey is an inspiration for all insurance professionals, reminding them of the importance of genuine connections, personal interaction and the value of prioritizing people in the insurance business.
