I recently had the pleasure to sit down with Brandon Clay, CEO of Senior Market Advisors (SMA) out of Nashville to discuss his new release of SMA Sales Crumbs, a video training series spawned from his successful series of Sales Crumbs books which educates senior market insurance agents on how to build a six-figure residual income. I’ve personally read all of Brandon’s books and excited to see it come to life in the new video series.
Below is a snap shot of our conversation as well as some insight from Brandon on “what’s in it for you” after going through his training.
Who is Brandon Clay?
“I’m just a normal guy who loves serving others and I’ve been able to deliver on that using the insurance industry as my platform. I’ve been in sales for over 30 years, 26 of those in the senior insurance market. I have trained over 35,000 Medicare agents on becoming six-figure senior market advisors and it’s been incredible to witness many of those build their business from the ground up, becoming some of the biggest players in the Medicare space.
I’m extremely humbled to have recently joined SMA as CEO and work with an incredible team of talented professionals who share the same belief of living a life of serving others.”
What’s your elevator speech for SMA Sales Crumbs?
“It’s pretty simple, through this video series, I will teach you how to leverage your existing distribution channels to maximize revenue streams and get you on track to become a 6-figure Senior Market Advisor. These aren’t ideas, they are proven concepts that I’ve implemented consistently in the last 26 years with great success.”
How did you come up with SMA Sales Crumbs?
“I’ve spent nearly 3 decades in the Medicare business failing forward and all along felt compelled to share my failures and successes in a bigger way. Fast forward to now, I have authored six books that serve as the foundation to the new video series we’re doing at Senior Market Advisors. Looking back it’s incredibly rewarding to see how far we have all come by implementing these sales fundamentals at scale. I never imagined we would get this far, and frankly I feel like we’re just getting started. Certainly excited for what’s to come!”
What’s covered in your sales training videos?
“Oh man, it’s a work in progress as there are so many great tidbits of sales training and sales psychology to share. The most important item I would highlight would be the sales fundamentals that should serve as the foundation of every advisor’s sales strategy. I’m really excited about two main topics that will be two of the first videos released.
- The Science of Selling: Part Two (Drew’s favorite)
- The Science of Selling: Part One
I always push on sales fundamentals and these two parts will dive into what I’ve learned to be the most impactful lessons a producer can learn to master. We’re never finished learning, but these are the two core components I think will be most impactful to whoever watches the series.”
What’s one thing you would tell agency owners about Sales Crumbs?
“Life is about learning and giving back to others.
“Sales Crumbs is a great platform to share with your team to help give them the edge they need to increase their sales productivity and provide a bigger impact to their customers. If you focus on training your team to deliver an amazing customer experience and you hold yourself accountable to the daily tactics required to maintain those relationships, you’ll be amazed at the impact it has on your business.
Not only will the compound effect of these lessons drive more sales, it will certainly help you reduce your customer acquisition costs as well as strengthen relationships and develop longevity with customer referrals. In a nut shell it will help you create a rounded product portfolio“.
What other training topics are covered in Sales Crumbs?
“Sales crumbs is an ongoing campaign offered exclusively through SMA and will bring together the senior market insurance training lessons I’ve used for nearly the last 3 decades.”
Drew’s Comment: Below are the current topics and sales training episodes available and some of my recommendations.
- Who is Senior Market Advisors (SMA) from the heart of the CEO.
- 3 reasons SMA is different from other FMOs
- The science of selling: Part 1
- The science of selling: Part 2
- The ultimate salesperson’s brain and mindset
- How listening will make you a better salesperson
- Become the ultimate sales machine
- Reignite your passion for sales: part one
- Reignite your passion for sales: part two
- 50 ways to get your mojo back: 1-10
- 50 ways to get your mojo back: 11-20
Who is Senior Market Advisors?
“Senior Market Advisors (SMA) is one of the nation’s fastest-growing FMO’s in the senior market. What really attracted me to them was their infectious energy and drive to revolutionize the Medicare industry through innovative approaches to technology. I’ve worked with a lot of large organizations and I’ve never seen or experienced anything like what’s happening at SMA. It’s an incredible opportunity and every day we’re partnering with like minded agency owners who have been seeking a competitive edge.”
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