Becoming a solutions provider - with Michael Hart

This episode of the #RockstarsRocking podcast features my good friend, rockstar Michael Hart, Employee Benefits Consultant with Dillingham Benefits, out of the Oklahoma City area.

Our discussion with Michael jumps into the deep end of taking a ‘leap of faith’, which was Michael’s decision to leave the benefits carrier he’d been with for 15 years and become an advisor for medical insurance right at the beginning of the pandemic. We dig into why he changed his focus instead of joining another benefits carrier, how he had learned to be a good advisor long before he joined his current firm, and what drives him to keep moving forward.

The second half of our interview takes a step back to focus on what makes someone a good advisor and a good salesman. We get into the pros and cons of making your ‘riches in the niches’ with single channel books of business vs. having a varied book of business. We also talk about Michel’s love of hunting and how being a good huntsman parallels being a good salesman in many ways. We round out our interview with some lessons that he’s learned through his failures and how he’s used them to get better.