Jan. 13, 2025

Katherine Dustin, President of J.E.D. Insurance and Financial Service Agency, Inc.

Katherine Dustin, President of J.E.D. Insurance and Financial Service Agency, Inc.

Katie Dustin, President of J.E.D. Insurance, specializes in assisting businesses stay solvent and profitable through the application of risk management programs.

She earned her Bachelor of Business Administration at Bryant University, and is nearing...

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Katie Dustin, President of J.E.D. Insurance, specializes in assisting businesses stay solvent and profitable through the application of risk management programs.

She earned her Bachelor of Business Administration at Bryant University, and is nearing completion of her MBA.

Katie began her professional career at J.E.D. working for her Dad, John. Over the years, through hard work and dedication, she has excelled in her career and in 2022 was given the opportunity to help lead the company.

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WEBVTT

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The topics and opinions expressed in the following show are

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solely those of the hosts and their guests, and not

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those of W FOURCY Radio. It's employees are affiliates. We

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make no recommendations or endorsements for radio show programs, services,

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or products mentioned on air or on our web. No

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liability explicit or implies shall be extended to W four

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CY Radio or it's employees are affiliates. Any questions or

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comments should be directed to those show hosts. Thank you

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for choosing W four CY Radio.

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Churchill said, those who failed to learn from history are

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condemned to repeat it. Kevin Helen n believes that certainly

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applies to business. Welcome to Winning Business Radio here at W.

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Four CY Radio.

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That's W four cy dot com and now your host,

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Kevin Helen.

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Thanks everybody for joining in again today. This is Kevin

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Hallanan and welcome back to Winning Business TV and Radio

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on W four cy dot com. We're streaming live on

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talkfour tv dot com in addition to live on Facebook.

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That's at Winning Business Radio, and of course we're available

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in podcasts after the live show on tons of platforms

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pretty much wherever you listen to your podcast content, We're there, YouTube, iHeartRadio, Spotify, Apple,

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et cetera, et cetera. The mission of Winning Business radio

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and TV, as regular viewers and listeners know, is to

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offer insights and advice to help people avoid the mistakes

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of others, to learn best practices, the how tos, the

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what toos, the what not tos, to be challenged and

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hopefully to be inspired by the successes of others. Who

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are those others consultants, coaches, advisors, authors, founders, owners, entrepreneurs,

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business leaders, people with expertise. But you know, virtually every

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successful person I've ever had a chance to talk to

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has had some form of failure in their lives and careers.

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So while we all have to get our knees skinned

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once in a while, I'm driven to keep those scrapes

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from needing major surgery. Let's endeavor to learn from history

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so we don't repeat it. I've spent the better part

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of my career equipping businesses to grow from solopreneurs to

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small and medium sized companies all the way up to

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the Fortune fifty, And as I say every week, I've

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seen some of those companies win, and to some degree,

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I've seen some of them fail and I've had the

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opportunity to rub elbows with some of the highest performing

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people around and with some who probably should have found

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other professions. In my own businesses, I've had lots of

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success too, but some failures. I like to think I've

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learned a lot from those experiences. So you're going to

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hear from me my opinions and insights, but more importantly,

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you're going to hear from experts, those consultants, coaches, authors, advisors, founders, owners, entrepreneurs, leaders,

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and today no different. My guest is Catherine Katie Dustin,

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president of JED Insurance and Financial Service Agency.

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Here's your bio.

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Katie Dustin says she's proud to represent JD Insurance, where

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they specialize in assisting business businesses excuse me to stay

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solvent and profitable through their risk management programs. Kadie grew

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up in Foxborough, mass better home as the home than

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the New England Patriots. She's the middle child of four

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with an older sister, older brother, and a younger sister.

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Family has always been her foundation as they continue to

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inspire and support her in every step of her journey.

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After high school, Katie attended Bryant University in Smithfield, Rhode Island,

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where she earned a Bachelor's of Business Administration with a

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focus in management. One pivotal moment in her college experience,

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I got a kick out of this Katie was taking

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a sales course which she says she only signed up

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for to fulfill requirements, which started as a checkbox unexpectedly

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turned into a passion. That experience set the stage for

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her career path. Katie began her professional career at JAD Insurance,

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which is her family's insurance agency. Katie says that working

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alongside her dad John every day has been a privilege

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and joy that has helped shape her perspective and deepen

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her knowledge, passion, and pride in the business. Early in

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her career, she attended the Hartford School of Insurance in Texas,

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where she gained invaluable insights into the company's product offerings.

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Katie has also earned certifications as a commercial lines Coverage

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Specialist and a Construction Risk Insurance Specialist, further enhancing her expertise.

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The sharpener skills, Katie attended the Sales Program, Sales Advantage

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Program Excuse Me by Dale Carnegie, and Sandler's Sales Mastery Program.

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With yours truly you guess that. Currently, Katie is.

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Wrapping up her MBA at Bryant University with just one

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class left to go. Balancing work and education has been

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a fulfilling experiences, experience, and challenge that is fuel to growth.

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In her free time, Katie loves traveling, staying active through

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spin classes and jogging. She's always eager to learn, whether

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it's about the insurance industry, new places, or personal growth. Katie,

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Welcome to Winning Business Radio and TV.

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Thank you HERB for having me today. As always, it's

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an absolute honor and privileged at the opportunity to speak

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with you, Kevin.

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I appreciate that.

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So nice, so professional, and we do know each other audience,

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so we're going to be I'm going to be a

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little bit of a wise guy.

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Maybe maybe, but listen, so thank you. I know you're

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running an.

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Agency, you're busy, and I really know you know your

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times that are premium, So thanks seriously. Now, I know

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how important uh in family is to you. Tell us

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about your family, and I know you're a middle child

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like me, and we need people to like it.

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Yeah, I definitely always joke about being a middle child.

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I joke that I had to grow up for the

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love through cleaning and hard work around the house. In

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all seriousness, I do think that being a middle child

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has really helped because I always want to keep pace

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with my older siblings and to be as good as

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they were. Might be a little competitive. I think they're

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very well aware of how competitive I am with all

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of them. And then, of course, you know, I work

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for my dad. I'll be talking about him probably a

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lot throughout the show. So he's also in the entrance

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agency how I got into it. And then my mom

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was a teacher's aide, and I think that you know,

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she has feels, yeah that a lot of people you

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can't just learn. You know, she's a most patient, kind person.

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And honestly, you know, I could be the half the

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person she is. I would be very very fortunate.

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So nice. Nice.

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So I want people to hear your background. You grew

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up in Foxborough, mass Again, home of the new Land,

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our Rwland Patriots. We had a great run, didn't we.

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Now it's now it's not so good. But we'll see

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if Mike Rabel has anything to do about it. But

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tell us what it was like to grow up in Foxborough,

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small town.

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Yeah, definitely a small town. Grew up Playing sports in

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Foxbor definitely was a big part of growing up. Played soccer, basketball,

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and run track and you know, I had a lot

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of cousins in town and everything, so it was always

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fun as well.

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So that was one of my questions too, what sports?

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What were your early interests other than sports?

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I would say predominantly focused on sports growing up, which

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is interesting because I feel like I've since had to

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learn other passions to enjoy what working out has obviously

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been like the biggest passion I've had.

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Cool.

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We'll get to that later, and we'll also get to

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you were a student athlete in school too, in college too,

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We'll get to that. What made you choose to attend

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Bryant and to major in business administration?

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Yeah, so full transparency. When I was choosing a college,

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I will admit I was definitely not thinking long term

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initially when I was looking at it. I liked the landscape,

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super green grass, nice fell in. Yeah, but it felt

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like a place that I call home, you know, similar

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to the Foxborough small town. Bryant University was a small school,

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so definitely what I was looking for. And then I

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also have my parents guiding me to help influence me

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to make a good educated decision. I'm going to be

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gone to college, and you know, it's known for their

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business program. Fortunately, I had somebody that was a couple

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of years older than me in Foxborough and she was

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already attending Bryan, so she invited me up some classes

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with her and just really, you know, see what it

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was like to be a college student for a day.

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I only applied to one school, which was dumb, but

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I did. That's all I did.

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How many schools did you apply to?

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I applied to like four or five schools.

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Yeah, Ryant was your first choice.

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Yeah, it was like between Brian and Roger Williams schools

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and more like beautiful campuses than Rhode Island. But I

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think I just was known for their business So that's

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kind of what ended up driving me to go there.

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Nice.

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So this is one of the harder questions you already no,

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it's not just kidding. What was one of your best

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lessons that you learned while at Bryant. I don't mean educationally,

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I mean in terms of maybe discipline or life skills

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or anything like that.

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Yeah, I would say that time management was probably the

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most important lesson I learned definitely. When I went into college,

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I didn't really spend much time preparing for tests, quiz exams,

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you know, I just kind of go about the school

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day and then go play sports whatever. When you're in college,

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you really have to manage your time better, make sure

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you're prepared for all of your exams and everything. And

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then on top of that, I did do track there,

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so just that as well.

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So you did well in high school.

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Then yeah, we can say that the radio for the.

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Radio, Yeah, let the record show.

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So now I when I ask about being a college athlete,

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you ran track, What was that like and what are

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the lessons you learned from college athletics?

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Different level?

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Yes, So admittedly I joined for the social aspect. I mean,

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lifelong friends are track and everything. But I definitely loved it.

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I think it teaches you discipline, It teaches you motivation.

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I think consistency in anything you do is single handedly

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the most important thing. So you know, having to go

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out every day and training for a certain amount of

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period of time, it really transfers well into white skills

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and then just being part of a team regardless of

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the size or you know, the levels that people are

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at it's just really critical kind of teaches you like

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leadership skills and everything like that.

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I think time management is huge to me because you

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were very busy and you still to get everything else

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done right. And in fact, I don't remember the stat

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but there's a stat that, jeez, I should know this, right.

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We'll just say that across the board, college athletes tend

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to perform better because they're forced to be better time managers.

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I'm not saying everybody, right, but the ones that figured

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it out, they tend to be better managers of their time,

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better letters of priority, and tend to have better grades.

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Yeah. I think definitely not what the priorities too. Yeah,

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but good college asson is like prioritizing.

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What you have to do really good.

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So when did you know? Did you go to Bryant

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expecting to be in the family business. Was that something

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that happened later? Talk about that, Yeah, I mean I.

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Don't think most people necessarily dream when they're growing up too.

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You were four years old, sad.

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Yeah, when I was four I decided, but no, but

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I kind of always knew I was going to get

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injured at some point. I was always around the business,

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so I would do like little tasks like boxing or

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you know, sending out letters and everything. And then over time,

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obviously my role evolved, and you know, I did have

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several internships in college and everything. But I think at

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the end of the day, I knew that this is

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where it was going to be long term, so it

224
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made sense to start after I graduated.

225
00:10:49.399 --> 00:10:52.240
And your sisters and brother didn't have the same interest.

226
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Nope, I'm the only sibling in it. Not to say

227
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that won't change. But my older sister is a nurse,

228
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shout out to all the nurses out there playing hard workers.

229
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And yeah, my brother is a strength coach up at

230
00:11:03.320 --> 00:11:05.720
Endicot College. And my younger sister is a tax specialist.

231
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Oh cool, CPA payroll, Oh payroll O. All right, and

232
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so are they working at larger well, Endicott does a

233
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University of the nursing that she working at a larger company,

234
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or yeah, she's in the hospital and okay, big environment, yep, yep.

235
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And what about your your younger sister that's the special

236
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Is that a larger company?

237
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Yeah? So I connect today.

238
00:11:31.639 --> 00:11:37.039
So so, what do you think she's experiencing that you're not?

239
00:11:37.120 --> 00:11:40.039
What do you think you're experiencing that she's not. Given

240
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the size differences of the companies, I would say.

241
00:11:44.279 --> 00:11:48.480
That maybe like a different social environment from culture. But

242
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we you know, obviously we talk every day and we

243
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share a lot of similarities. You know, at the end

244
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of the day, business is business, so you're there to

245
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get work done. So I think that, you know, sometimes

246
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it's helpful though that she works at a larger company,

247
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just like bouncing ideas off her to see what they're

248
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doing and yeah, you know potentially what we could implement

249
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to kind of to marror that.

250
00:12:07.399 --> 00:12:09.919
And you're almost done with your MBA. What drove the

251
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decision to get the NBA. It's a lot of work

252
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working full time.

253
00:12:14.080 --> 00:12:16.559
Yeah, so I think that's the biggest thing for me

254
00:12:16.919 --> 00:12:19.639
was that I wanted to kind of learn more of

255
00:12:19.679 --> 00:12:23.159
the operational side of the business. I'm back at Bryan

256
00:12:23.240 --> 00:12:25.039
from my MBA as well, so I kind of knew

257
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some of the professors there, and I thought that it'd

258
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be a good program to kind of fit my needs

259
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and help you learn that I wanted to learn.

260
00:12:30.960 --> 00:12:32.960
Yeah, I did put that in the script here, but

261
00:12:33.039 --> 00:12:36.440
I did know that. I'm glad you shouted that out.

262
00:12:36.519 --> 00:12:39.279
So and Bryan seemed like a good fit Again, is

263
00:12:39.279 --> 00:12:42.399
it mostly online on campus or both.

264
00:12:43.039 --> 00:12:45.919
Yeah, it's one hundred percent online, which definitely that's interesting

265
00:12:46.000 --> 00:12:50.279
for me. I went undergrad obviously in person, so it's

266
00:12:50.320 --> 00:12:53.679
definitely significantly different. You definitely have to manage your time.

267
00:12:53.720 --> 00:12:57.360
Everything's on your own schedule, but it's helpful. You know,

268
00:12:57.440 --> 00:13:03.399
the teachers do post their weekly like sures and everything, so.

269
00:13:02.159 --> 00:13:04.919
So that was one of my questions. It's not live lectures,

270
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then it's it's on demand.

271
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Yeah, whenever you want to watch it, you can, you know,

272
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like we on a weekly basis. Sometimes they're playing catch up,

273
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but for the most parts, on a weekly basis.

274
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It's radio.

275
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Now you're on it every time. I mean, you never

276
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missed it miss an assignment, that's right. What was the

277
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hardest part.

278
00:13:25.759 --> 00:13:27.639
So far from the NBA program, I would say the

279
00:13:27.639 --> 00:13:32.720
hardest part it has just been managing like work with school. Yeah,

280
00:13:34.039 --> 00:13:36.480
you know, after like working all day generally like to

281
00:13:36.679 --> 00:13:38.720
you know, get a quick workout in after work and

282
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then trying to go home and like do school work.

283
00:13:42.519 --> 00:13:45.080
You know, obviously at the end it will be extremely rewarding.

284
00:13:45.120 --> 00:13:47.320
It's it's hard to see that in the moment when

285
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you're like sitting down doing additional work.

286
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One class left. That's got to feel pretty good. It'll

287
00:13:52.320 --> 00:13:54.279
feel better when you're done. But are you in it

288
00:13:54.320 --> 00:13:55.279
now or do you have one more?

289
00:13:55.720 --> 00:13:57.919
No? It starts in March. I should be done by May.

290
00:13:58.559 --> 00:13:59.919
The summer off. It'll be great.

291
00:14:00.360 --> 00:14:03.000
I'm not going to say congratulations until I see you afterwards.

292
00:14:03.399 --> 00:14:06.360
Yeah, and well being accountable, all right.

293
00:14:06.519 --> 00:14:12.799
Last question before the break is what was your What

294
00:14:12.960 --> 00:14:15.759
was a key takeaway or maybe a most important lesson

295
00:14:15.799 --> 00:14:19.480
you'd want to share about the NBA program.

296
00:14:20.039 --> 00:14:22.480
I think just making sure that you are investing as

297
00:14:22.559 --> 00:14:25.279
much time as possible and getting to know your podmates.

298
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Every class has certain groups, and I think working together

299
00:14:29.279 --> 00:14:32.960
is obviously valuable. Everyone comes from different industries, different backgrounds,

300
00:14:33.519 --> 00:14:37.480
so kind of collaborating with them is super helpful. I've

301
00:14:37.480 --> 00:14:39.120
been in some that I have been stronger than others.

302
00:14:39.120 --> 00:14:41.039
But when you're in a strong group, you know, it

303
00:14:41.120 --> 00:14:43.559
definitely helps contribute to overall success to the group and

304
00:14:43.600 --> 00:14:44.759
the class and all of that.

305
00:14:45.679 --> 00:14:49.679
So different personality types as well, different levels of maybe

306
00:14:49.720 --> 00:14:52.799
I don't know if commitments a right word. Time, you

307
00:14:52.840 --> 00:14:54.879
know you're dealing with all kinds of different people too, right,

308
00:14:55.840 --> 00:14:56.480
Oh yeah, I.

309
00:14:56.480 --> 00:14:58.919
Mean people all different needs from all different places where

310
00:14:58.919 --> 00:15:03.519
else since online, in different industries, different experience levels and

311
00:15:03.559 --> 00:15:03.879
all of that.

312
00:15:04.200 --> 00:15:06.000
All right, I lied one more question before the break.

313
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Were you about the same age as most of those

314
00:15:08.240 --> 00:15:09.919
students are some older, some younger?

315
00:15:10.639 --> 00:15:12.120
No, A lot of them actually were older, A lot

316
00:15:12.120 --> 00:15:13.799
of them had a lot more experience. So I don't

317
00:15:13.799 --> 00:15:16.000
know if it was like requirement that they just chose

318
00:15:16.039 --> 00:15:18.200
to go back to different reasons.

319
00:15:18.200 --> 00:15:20.720
I guess, Well, some people get the NBA right away,

320
00:15:20.840 --> 00:15:22.840
but a lot of people, I think, I think, actually,

321
00:15:22.919 --> 00:15:25.159
in my opinion, you are smart to work a while

322
00:15:25.159 --> 00:15:27.039
and figure it out, you know, and then and then

323
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get done to it, even though it.

324
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Was harder in terms of time.

325
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But just an opinion, all right, So we will be

326
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back Katie in one minute. Everybody who's watching and listening

327
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will be back in about sixty seconds with Katie Dustin

328
00:15:38.759 --> 00:15:44.279
of JED Insurance and Financial Service Agency.

329
00:15:45.440 --> 00:15:49.399
You're listening to Winning Business Radio with Kevin Helene on

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W four CY Radio. That's W four C. Why dot

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00:15:53.240 --> 00:15:56.240
Com don't go away? More helpful information is coming right

332
00:15:56.320 --> 00:15:58.840
up right here on Winning Business Radio.

333
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Off Have you ever dreamt of being on the radio? Well,

334
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337
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338
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339
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340
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That's five six one five zero six four zero three one.

341
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342
00:16:35.320 --> 00:16:38.200
And now back to winning business radio with Kevin Helene,

343
00:16:38.399 --> 00:16:42.200
presenting exciting topics and expert guests with one goal in

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00:16:42.320 --> 00:16:45.799
mind to help you succeed in business. Here once again

345
00:16:46.120 --> 00:16:47.039
is Kevin Helena.

346
00:16:55.159 --> 00:16:56.600
We're back with Katie Dustin.

347
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She is the president of JD Insurance, JD Sares and

348
00:17:00.639 --> 00:17:03.759
Financial Service Agency. I forget that long winded part, but

349
00:17:03.799 --> 00:17:05.319
I want to say because I'll ask about what the

350
00:17:05.359 --> 00:17:08.759
financial services part means later, But I did want to ask.

351
00:17:09.279 --> 00:17:12.480
You said several internships during school. The one I know

352
00:17:12.519 --> 00:17:15.759
about is the Peter Jacobson Sports. Tell us a little

353
00:17:15.759 --> 00:17:18.799
about that. More more from the work. You can talk

354
00:17:18.960 --> 00:17:21.279
say anything you want about the company or the organizations,

355
00:17:21.319 --> 00:17:23.039
but you know what did you do and what did

356
00:17:23.079 --> 00:17:25.640
you take away from that or those experiences?

357
00:17:26.599 --> 00:17:28.960
Yeah, so I was working at a it was a

358
00:17:28.960 --> 00:17:33.920
golf tournament charity event, and so all summer I was

359
00:17:34.000 --> 00:17:38.839
kind of doing the marketing back end work. Very very

360
00:17:38.839 --> 00:17:41.720
fun internship, you know, right around on golf cards all day.

361
00:17:41.799 --> 00:17:45.519
Definitely had no complaints. Isn't Barrington, Rhode Island? Beautiful scenery?

362
00:17:45.559 --> 00:17:48.279
Again nice but just like and you know, I, like

363
00:17:48.279 --> 00:17:50.440
I said, I mentioned it, but I love sports. I

364
00:17:50.480 --> 00:17:54.079
actually had a sports management minor in college, so kind

365
00:17:54.119 --> 00:17:56.440
of able to utilize that a little bit. But like

366
00:17:56.559 --> 00:17:58.000
long term, it just wasn't going to be what I

367
00:17:58.039 --> 00:18:00.319
wanted to do. But as far as is like what

368
00:18:00.359 --> 00:18:02.359
I learned, Like I said, we delved a lot into

369
00:18:02.400 --> 00:18:07.440
like marketing, so just like mailing letters, letters, postcards, doing

370
00:18:07.440 --> 00:18:08.599
some social media content.

371
00:18:08.759 --> 00:18:11.839
So just all of that cool, now do I I

372
00:18:11.880 --> 00:18:14.200
may may be misremembering this.

373
00:18:14.279 --> 00:18:15.119
Did you coach at all?

374
00:18:16.319 --> 00:18:16.880
No? I did not.

375
00:18:17.000 --> 00:18:18.440
I didn't coach. I thought you might have coached the

376
00:18:18.440 --> 00:18:23.920
girls softball team or something like that. Anyway, Yeah, internships anytime,

377
00:18:24.160 --> 00:18:27.720
if there were younger viewers or listeners, grab any internship

378
00:18:27.759 --> 00:18:30.319
you can when you get the chance. What are the

379
00:18:31.160 --> 00:18:33.720
are there were there other part time jobs you had

380
00:18:33.759 --> 00:18:36.240
outside of the agency, and if so, you know, what

381
00:18:36.279 --> 00:18:37.640
did they help you learn?

382
00:18:38.680 --> 00:18:40.799
Yeah, I started working when I was pretty young. We

383
00:18:41.279 --> 00:18:44.880
started working at the Fox Brice Ring. I just think

384
00:18:45.000 --> 00:18:47.400
young as I can honestly remember, but we would, you

385
00:18:47.400 --> 00:18:50.599
know there do like timekeeping. And then as I got older,

386
00:18:50.920 --> 00:18:53.400
I worked at Kohl's for a little bit doing a retail.

387
00:18:53.640 --> 00:18:54.839
That was when I was in college.

388
00:18:55.960 --> 00:18:58.039
Definitely when you knew you didn't want to be in retail.

389
00:18:58.680 --> 00:18:59.400
I learned at that.

390
00:18:59.400 --> 00:19:02.920
Moment on things giving night and I had like the

391
00:19:02.960 --> 00:19:06.839
line starts here. But yeah, I mean that was obviously

392
00:19:06.880 --> 00:19:09.519
a really busy job and just I mean it was

393
00:19:09.559 --> 00:19:11.880
actually really good because one I had to like learn

394
00:19:11.920 --> 00:19:14.319
to really step outside my comfort zone, you know, constantly

395
00:19:14.359 --> 00:19:16.240
talking to people. A lot of people come up, they

396
00:19:16.240 --> 00:19:18.880
want their thirty percent off. Sometimes you can give it

397
00:19:18.880 --> 00:19:21.480
to them, sometimes you can't. So just really like talking

398
00:19:21.519 --> 00:19:24.279
to the people. And at the end of the day

399
00:19:24.279 --> 00:19:28.160
it was really really actually helpful. Like you said, I

400
00:19:28.240 --> 00:19:30.079
knew what I didn't want to do, but I learned

401
00:19:30.119 --> 00:19:31.160
a lot while I was there.

402
00:19:31.480 --> 00:19:34.039
Yeah, as long as they get their Coll's box right,

403
00:19:34.079 --> 00:19:34.640
they're good to go.

404
00:19:34.960 --> 00:19:36.519
That was, you know, when I when you started giving

405
00:19:36.559 --> 00:19:41.319
their getting people sign up for credit cards, things went smoothly.

406
00:19:41.480 --> 00:19:46.160
To don'te and done so before I know, you started

407
00:19:46.160 --> 00:19:49.359
working full time when you graduated from Bryant. What kind

408
00:19:49.400 --> 00:19:51.720
of jobs I don't mean little kid jobs, you know,

409
00:19:51.759 --> 00:19:54.440
so Manu facts, but what kind of part time jobs?

410
00:19:54.480 --> 00:19:56.880
If you did part time jobs at the agency?

411
00:19:57.279 --> 00:19:57.680
Were they?

412
00:19:59.559 --> 00:19:59.720
Yeah?

413
00:19:59.759 --> 00:20:02.160
I was. It's just more I guess, like administrative type work.

414
00:20:02.200 --> 00:20:05.599
When I first started here, a lot of like lettering, yeah.

415
00:20:05.599 --> 00:20:09.079
But other than that, yeah, I definitely did not have

416
00:20:09.160 --> 00:20:12.440
any significant impact until I had to work here full time.

417
00:20:12.559 --> 00:20:14.200
I did work here like some of the summers too,

418
00:20:14.200 --> 00:20:15.759
but it was just again like lettering, kind of like

419
00:20:15.799 --> 00:20:18.559
reviewing policies for like accuracy and everything. Well.

420
00:20:18.559 --> 00:20:20.240
See, that's why I asked, because I want to know

421
00:20:20.240 --> 00:20:22.440
how long it took you really to learn the business.

422
00:20:22.519 --> 00:20:24.759
I'm sure you're learning all the time, but that how

423
00:20:24.799 --> 00:20:26.599
long it took you to learn the business to where

424
00:20:26.640 --> 00:20:29.200
you weren't You probably weren't thrown in the deep end

425
00:20:29.200 --> 00:20:32.960
in twenty fifteen. You probably had some framework, some understanding

426
00:20:33.000 --> 00:20:33.920
of insurance.

427
00:20:34.079 --> 00:20:34.880
What did that look like?

428
00:20:36.119 --> 00:20:39.559
Yeah, I definitely am constantly learning. I mean, we work

429
00:20:39.599 --> 00:20:41.359
with all different types of industries and everything, but I

430
00:20:41.359 --> 00:20:43.359
would say that it took probably two or three years

431
00:20:43.400 --> 00:20:46.799
to get like a good foundation, and then obviously like

432
00:20:46.839 --> 00:20:50.039
the sales aspect was like a never you know, forever,

433
00:20:50.279 --> 00:20:52.240
had to learn that as well. But as far as

434
00:20:52.279 --> 00:20:55.480
like the technical side, definitely continuing to learn it, but

435
00:20:55.880 --> 00:20:57.519
it had a good foundation. Was in like two or

436
00:20:57.559 --> 00:20:58.559
three years of working here.

437
00:20:59.440 --> 00:21:02.480
So what was onboarding and training like?

438
00:21:02.720 --> 00:21:03.000
Was it?

439
00:21:03.519 --> 00:21:05.119
Uh? In the fire?

440
00:21:05.640 --> 00:21:05.880
Was it?

441
00:21:06.000 --> 00:21:09.480
You had to learn a lot And are there licenses

442
00:21:09.519 --> 00:21:11.759
that you need? Does the so talk about those as

443
00:21:11.799 --> 00:21:15.480
well your training and education to get to where you

444
00:21:15.519 --> 00:21:17.880
are today, and what I know, you have some certifications

445
00:21:17.880 --> 00:21:19.400
what you'll ask you about in a little while you

446
00:21:19.440 --> 00:21:22.480
can feel free to mention, but talk about licensure as well.

447
00:21:23.039 --> 00:21:24.920
Yeah, so you have to sell in terms, you have

448
00:21:24.920 --> 00:21:27.480
to have your property and casualty license. So I did

449
00:21:27.480 --> 00:21:31.680
that with in the first year of being here, and

450
00:21:31.720 --> 00:21:34.200
then I went on and I got some different certifications.

451
00:21:34.279 --> 00:21:37.279
One was like a construction risk insurance Specialist and then

452
00:21:37.319 --> 00:21:40.759
the other one was the commercial lines coverage Specialist. Both

453
00:21:40.759 --> 00:21:42.759
of those were just you know, to increase my knowledge

454
00:21:42.799 --> 00:21:45.559
on the commercial line side. And then for contractors it's

455
00:21:45.559 --> 00:21:48.240
obviously more involved some of the coverages and everything. So

456
00:21:48.279 --> 00:21:50.240
I kind of want to deal further into that.

457
00:21:51.440 --> 00:21:54.279
So every I'm sure every industry is different and has

458
00:21:54.119 --> 00:21:59.160
its uniqueness, is of course therefore, so what's different about construction.

459
00:22:00.599 --> 00:22:04.240
Well, there's all obviously different sides, like contractors. I think

460
00:22:04.279 --> 00:22:06.400
that I wanted to focus on that. I love working

461
00:22:06.400 --> 00:22:09.200
with contractors. I feel like we can really make a

462
00:22:09.240 --> 00:22:12.839
difference for them. You know, oftentimes it's not just like

463
00:22:12.880 --> 00:22:15.839
a one and done situation. They were required to present

464
00:22:15.920 --> 00:22:19.279
certificates of insurance. You know, their audience might be a

465
00:22:19.279 --> 00:22:23.200
little bit more intense because they need to show the

466
00:22:23.599 --> 00:22:26.920
certificates for subcontractors working under them. So I feel like

467
00:22:26.960 --> 00:22:29.880
I'm able to help them get organized, really help them

468
00:22:30.519 --> 00:22:33.079
value to their business that they can kind of focus

469
00:22:33.119 --> 00:22:35.400
on what they do best, which is construction.

470
00:22:35.720 --> 00:22:38.960
Yeah.

471
00:22:41.079 --> 00:22:42.400
How long was it did it take you to get

472
00:22:42.440 --> 00:22:45.359
the license? What was that studying? Did you have to

473
00:22:45.359 --> 00:22:47.759
go to a class or was that online? Would that

474
00:22:47.799 --> 00:22:48.119
look like?

475
00:22:49.000 --> 00:22:51.279
Yeah, so I did attend a two day class. It

476
00:22:51.319 --> 00:22:55.640
took me, I want to say, like six months love studying.

477
00:22:55.720 --> 00:22:59.039
If you haven't gotten that, just kidding, but yeah, I

478
00:22:59.039 --> 00:23:01.759
probably took about six months. I and I actually I

479
00:23:01.799 --> 00:23:03.440
think I had mentioned this in my bio. I went

480
00:23:03.480 --> 00:23:06.160
to the Harvard School of Insurance for two weeks, which

481
00:23:06.200 --> 00:23:08.400
I was able to absorb a ton of knowledge and

482
00:23:08.400 --> 00:23:10.720
that was super helpful, and I mean, to the day,

483
00:23:10.759 --> 00:23:12.799
I'm really grateful that I attended it.

484
00:23:13.359 --> 00:23:13.839
That's cool.

485
00:23:15.680 --> 00:23:17.799
So that people understand, I know that's probably a fair

486
00:23:17.839 --> 00:23:22.480
amount to do, but define personal lines and define commercial

487
00:23:22.519 --> 00:23:23.519
lines for the audience.

488
00:23:24.160 --> 00:23:26.880
Yeah, So the personal line is for individuals, so it

489
00:23:26.960 --> 00:23:31.920
might be a homeowners and not personal automobile insurance, personal umbrellas,

490
00:23:32.039 --> 00:23:36.599
which very important. People might have boats, motorcycles, so anything

491
00:23:36.640 --> 00:23:39.720
that's you know, under an individual name would fall into

492
00:23:39.720 --> 00:23:44.200
the personal lines. Whereas business, you know, whether it's contractors, truckers,

493
00:23:45.160 --> 00:23:47.160
the mom and pop shops that they were parted to

494
00:23:47.160 --> 00:23:51.640
carry insurance, whether it be like workers conversation, general liability,

495
00:23:52.480 --> 00:23:54.759
marciall umbrellas, commercial automobile.

496
00:23:54.279 --> 00:23:58.640
Policies, directors off You do nonprofit coverage as well?

497
00:23:59.000 --> 00:24:01.400
Yes, we do actually admitt nonprofits.

498
00:24:01.880 --> 00:24:04.119
So yeah, I've been on nonprofit boards. The one I'm

499
00:24:04.119 --> 00:24:06.920
in Rotary, and there's a policy that covers us if

500
00:24:07.160 --> 00:24:09.400
if anything happens at an event or whatever. We're not

501
00:24:09.440 --> 00:24:11.359
personally liable, but you have to have in change for that.

502
00:24:11.680 --> 00:24:13.880
Yeah, it's definitely important to have directors and officers if

503
00:24:13.880 --> 00:24:14.559
you're on board.

504
00:24:15.480 --> 00:24:19.200
So you talked about umbrella.

505
00:24:19.359 --> 00:24:22.000
What's an umbrella policy or what does umbrella coverage look

506
00:24:22.079 --> 00:24:23.200
like and why is it important?

507
00:24:23.920 --> 00:24:24.359
Yeah, So the.

508
00:24:24.440 --> 00:24:28.279
Umbrella policies provide excess limits or the like underlying policies.

509
00:24:28.279 --> 00:24:30.880
So if you have a homeowner is in an automobile policy,

510
00:24:30.920 --> 00:24:34.119
it provides excess coverage over those. So let's say you

511
00:24:34.119 --> 00:24:38.359
have a claim an automobile accident, you exhaust your underlying limits,

512
00:24:38.839 --> 00:24:40.799
you have an umbrella that then cakes and so you're

513
00:24:40.839 --> 00:24:43.599
not paying excess of amounts of money out of pocket.

514
00:24:44.160 --> 00:24:45.920
It's not that we see the umbrella kick in every

515
00:24:45.960 --> 00:24:49.960
single day by any means, but it has come up

516
00:24:50.000 --> 00:24:52.640
several times. And you know, obviously, when you think of

517
00:24:52.759 --> 00:24:55.200
your career, it's very rewarding when somebody has the correct

518
00:24:55.279 --> 00:24:57.240
policies in place and you're able to say, hey, you

519
00:24:57.240 --> 00:24:58.440
don't have to pay X amount of.

520
00:24:58.359 --> 00:25:01.480
Dollars out of pocket, or you're not risk of being

521
00:25:01.720 --> 00:25:04.119
at risk of being sued, or it's coming after your

522
00:25:04.119 --> 00:25:05.400
house or the value in your house.

523
00:25:05.680 --> 00:25:09.160
Yeah, exactly, And it's normally on the personal line side.

524
00:25:09.480 --> 00:25:12.680
You know, it's not generally super expensive to add it.

525
00:25:13.279 --> 00:25:15.240
On the commercial side. Depending on the industry and everything,

526
00:25:15.279 --> 00:25:16.960
it can be a little bit more costly, but definitely

527
00:25:16.960 --> 00:25:19.400
on the personal line side, it's really not too expensive.

528
00:25:21.880 --> 00:25:25.000
When did you know that you were going to take

529
00:25:25.039 --> 00:25:27.000
over some of the leadership of the firm. Was that

530
00:25:27.359 --> 00:25:30.599
a plan early on? Did that happen along the way?

531
00:25:30.920 --> 00:25:31.680
What was that like?

532
00:25:33.160 --> 00:25:35.079
Yeah, I mean I think I've always like hoped that

533
00:25:35.079 --> 00:25:38.079
that'd be the goal, and I think that people talking

534
00:25:38.079 --> 00:25:40.480
about working for family business and everything. I think that

535
00:25:40.559 --> 00:25:42.480
you know, I came in and I tried to invest

536
00:25:42.480 --> 00:25:45.279
as much time and energy as I put into the business. Yeah,

537
00:25:45.319 --> 00:25:47.279
I didn't really take it for granted that you know,

538
00:25:47.359 --> 00:25:50.319
my dad was boss. No, nepotism is a big concept

539
00:25:50.359 --> 00:25:55.440
nowaday you know, Madepo baby, But I actually, I generally

540
00:25:55.680 --> 00:25:58.559
genuinely feel like, you know, I've spent every day trying

541
00:25:58.920 --> 00:26:02.640
to grow the businesses well. And he wasn't just handing

542
00:26:02.640 --> 00:26:04.720
the business over to anyone. He's not just handing it over.

543
00:26:04.839 --> 00:26:09.799
But you know, we've had conversations about someday, like, you know,

544
00:26:10.119 --> 00:26:12.000
hopefully that will happen and hopefully I can take over

545
00:26:12.039 --> 00:26:15.079
someday and continue to learn and grow and you know,

546
00:26:15.119 --> 00:26:17.359
do as much as I can do for the business.

547
00:26:18.240 --> 00:26:21.200
We'll get to more of that after the break. What

548
00:26:21.200 --> 00:26:25.440
do you think has most prepared you for the president role?

549
00:26:26.960 --> 00:26:32.319
I think, honestly working alongside my dad has been extremely beneficial.

550
00:26:32.599 --> 00:26:37.079
I mean, he is extremely knowledgeable, he's extremely educated. He

551
00:26:37.480 --> 00:26:40.160
has been very motivating and encouraging and supportive to all

552
00:26:40.200 --> 00:26:42.480
of my ideas as well. You know, a lot of

553
00:26:42.519 --> 00:26:44.160
times people might bring an idea to their boss and

554
00:26:44.160 --> 00:26:46.319
they don't want to implement it. He has always he's

555
00:26:46.359 --> 00:26:48.880
always welcomed to my ideas just as well. So I

556
00:26:48.920 --> 00:26:53.039
think that like learning from him has just been extremely

557
00:26:53.079 --> 00:26:58.079
helpful and just. He is extremely like honest and ethical

558
00:26:58.400 --> 00:27:00.559
and you know, does everything the right way. Watching that

559
00:27:00.640 --> 00:27:03.079
you know, your entire life, I think prepares you to

560
00:27:03.119 --> 00:27:04.920
do the right thing in the right moments.

561
00:27:05.359 --> 00:27:09.960
So regular listeners might remember John from I didn't look

562
00:27:10.000 --> 00:27:11.279
up when he was a guest. I think he's been

563
00:27:11.279 --> 00:27:13.240
a guest at least once, if not twice. I think

564
00:27:13.240 --> 00:27:15.240
I had him on after he got his here he

565
00:27:15.359 --> 00:27:17.680
is here it is, and here's his shout out. Okay,

566
00:27:18.000 --> 00:27:22.440
you gave him you said, highly educated, he's actually a PhD. Okay,

567
00:27:22.759 --> 00:27:25.599
we call him doctor John right at least for wise

568
00:27:25.640 --> 00:27:29.519
guys do. But he's worked his tail off to learn

569
00:27:29.960 --> 00:27:33.119
and to prepare so that and I know that his

570
00:27:33.200 --> 00:27:35.960
motivation in yours too is to give the best possible

571
00:27:36.039 --> 00:27:39.440
coverage service, you know, be the best possible provider for clients.

572
00:27:39.480 --> 00:27:41.319
And I know you guys don't take that lately. I

573
00:27:41.319 --> 00:27:43.319
know it's probably over. You know, probably everybody says it,

574
00:27:43.359 --> 00:27:46.519
but I know, knowing you guys and the nature of

575
00:27:47.960 --> 00:27:51.200
your character and your business, you don't take that lately.

576
00:27:52.680 --> 00:27:55.519
What's been the hardest part of your role as president

577
00:27:55.559 --> 00:27:55.960
thus far?

578
00:27:58.400 --> 00:28:05.240
I would say the most challenging part is I think

579
00:28:05.319 --> 00:28:07.519
that I'm trying to think of it maybe just like

580
00:28:07.599 --> 00:28:10.240
continuing to scale and kind of balance everything. I would

581
00:28:10.240 --> 00:28:14.240
say it's probably the most challenging. You know, obviously they

582
00:28:14.240 --> 00:28:17.519
want to grow the business, but to me, like retention is, yeah,

583
00:28:17.839 --> 00:28:20.720
single handedly the most important aspect of the business. Where

584
00:28:20.839 --> 00:28:23.680
retention based business and just you know, you kind of

585
00:28:23.680 --> 00:28:25.960
touched on a little bit, but like I truly want

586
00:28:26.000 --> 00:28:28.880
to give people that same service that they're used to. Like,

587
00:28:28.960 --> 00:28:31.119
I love dealing with the clients that my dad were

588
00:28:31.200 --> 00:28:35.359
when he first took started the business. So for me,

589
00:28:35.400 --> 00:28:37.559
it's like just balancing it all, you know, like you

590
00:28:37.599 --> 00:28:39.240
want to grow the business, but you also want to

591
00:28:39.279 --> 00:28:42.200
continue to support the current clients and then also like

592
00:28:42.240 --> 00:28:46.319
amongst the agency, you want everyone to not feel like

593
00:28:46.359 --> 00:28:48.720
overwhelmed or anything you want, you know, so just kind

594
00:28:48.720 --> 00:28:49.640
of balancing everything.

595
00:28:49.759 --> 00:28:52.519
Yeah, all right, let's go to break right here. It's

596
00:28:52.680 --> 00:28:54.480
just about the bottom of the hour. We will be

597
00:28:54.559 --> 00:28:57.839
back in thirty or excuse me, sixty more seconds with

598
00:28:57.960 --> 00:29:03.119
Katie Dustin of JD Insurance and Financial Service Agency.

599
00:29:05.440 --> 00:29:09.359
You're listening to Winning Business Radio with Kevin Helene on

600
00:29:09.640 --> 00:29:14.039
W four CY Radio. That's W fourcy dot com. Don't

601
00:29:14.039 --> 00:29:16.920
go away. More helpful information is coming right up right

602
00:29:16.920 --> 00:29:22.720
here on Winning Business Radio. The yp dot com website

603
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614
00:29:55.240 --> 00:29:58.119
And now back to Winning Business Radio with Kevin Helene

615
00:29:58.319 --> 00:30:02.160
presenting exciting topics and expert guests with one goal in

616
00:30:02.240 --> 00:30:05.720
mind to help you succeed in business. Here once again

617
00:30:06.039 --> 00:30:07.079
is Kevin Helenett.

618
00:30:14.599 --> 00:30:18.880
We're back with Katie Dustin. Katie, I've worked for two

619
00:30:18.960 --> 00:30:21.039
family businesses. I worked for my dad for a number

620
00:30:21.039 --> 00:30:22.799
of years and I worked for my father in law

621
00:30:22.880 --> 00:30:25.359
for a bunch of years as well. Actually longer than

622
00:30:25.359 --> 00:30:27.000
I worked for my dad. Worked with my dad when

623
00:30:27.000 --> 00:30:29.559
I was young, you know, out of college but young.

624
00:30:31.559 --> 00:30:35.359
What's been the biggest challenge And I'll just put out

625
00:30:35.400 --> 00:30:37.799
that I was gonna editorialize what's been the biggest challenge

626
00:30:37.799 --> 00:30:39.039
working within four family?

627
00:30:40.319 --> 00:30:45.079
I would say to the biggest challenge is trying to

628
00:30:45.119 --> 00:30:47.640
overcome that people often just think that like, oh, you're

629
00:30:47.680 --> 00:30:52.359
the boss's daughter or whatever. But I would say that,

630
00:30:52.480 --> 00:30:55.119
you know, like I mentioned earlier, I definitely just try

631
00:30:55.160 --> 00:30:57.319
to put my mess foot forward every day and invest

632
00:30:57.359 --> 00:31:00.720
as much time and energy as I can. I think

633
00:31:00.799 --> 00:31:04.720
that you know, most like I said, generally speaking, my

634
00:31:04.839 --> 00:31:07.079
dad has been really welcoming to my ideas, so that

635
00:31:07.200 --> 00:31:10.519
that's been helpful. He allows me to kind of, do

636
00:31:10.559 --> 00:31:12.160
you know, add my own touch to the business. I

637
00:31:12.160 --> 00:31:14.200
feel like that would have been a really big challenge

638
00:31:15.119 --> 00:31:17.839
if we couldn't kind of you know, bring things car

639
00:31:17.839 --> 00:31:18.480
in or whatever.

640
00:31:19.519 --> 00:31:22.599
So he's still very active in the business. Those that

641
00:31:22.720 --> 00:31:25.160
know him and you know that, how though has his

642
00:31:25.279 --> 00:31:25.880
role changed.

643
00:31:27.200 --> 00:31:29.960
He doesn't like a lot of operational I service a

644
00:31:30.000 --> 00:31:33.640
lot of his accounts and everything. He still goes out

645
00:31:33.720 --> 00:31:36.359
meets with all clients and everything. So I would say,

646
00:31:36.480 --> 00:31:38.079
you know, he's still very much in front of the

647
00:31:38.079 --> 00:31:40.240
clients and everything, but you know, he doesn't like a

648
00:31:40.240 --> 00:31:41.960
lot of the back end work, and he's been able

649
00:31:41.960 --> 00:31:44.240
to kind of hand off some of the work to

650
00:31:44.279 --> 00:31:44.480
me a.

651
00:31:44.480 --> 00:31:48.799
Little bit nice and we'll change gears in just second

652
00:31:48.880 --> 00:31:51.880
last question with regard to the role, you're a relatively

653
00:31:51.920 --> 00:31:54.519
young leader. What are the or have there been any

654
00:31:54.519 --> 00:31:56.359
particular challenges given that you are.

655
00:31:56.279 --> 00:31:56.920
A young leader.

656
00:31:58.720 --> 00:32:00.559
I don't think so. I don't try to step on

657
00:32:00.599 --> 00:32:03.799
anyone's toes or anything they think that. You know, just

658
00:32:03.839 --> 00:32:07.079
like any business, sometimes feel might be a little bit

659
00:32:07.079 --> 00:32:09.599
more hesitant to come to me. But I think that

660
00:32:09.720 --> 00:32:11.799
because you know, some of the people here have a

661
00:32:11.839 --> 00:32:14.400
lot of experience, like knowledge in the insurance, so we

662
00:32:14.640 --> 00:32:16.519
can balance things off of each other. It's not just

663
00:32:16.559 --> 00:32:19.119
like on one sided, like them feeling that they're always

664
00:32:19.119 --> 00:32:20.720
coming to me or me going to them or whatever.

665
00:32:20.799 --> 00:32:22.599
So I think that's been helpful.

666
00:32:22.960 --> 00:32:25.000
And do you consider yourself entrepreneurial?

667
00:32:26.240 --> 00:32:26.440
Yeah?

668
00:32:26.480 --> 00:32:29.400
I like to think so definitely, like like learning about

669
00:32:29.440 --> 00:32:33.160
business and everything, so and implementing different ideas well.

670
00:32:33.200 --> 00:32:36.000
If there's just avoid the question if you can't talk

671
00:32:36.000 --> 00:32:38.720
about it, but do you envision changes to the business

672
00:32:38.799 --> 00:32:40.960
or maybe directions you'd like to see the company go?

673
00:32:42.680 --> 00:32:44.640
Yeah, I would say definitely want to can see it

674
00:32:44.640 --> 00:32:47.799
continue to scale the business and everything, so continue to

675
00:32:47.839 --> 00:32:49.880
grow it and see what we can do.

676
00:32:50.279 --> 00:32:52.319
Cool. What is the size of your team? What does

677
00:32:52.359 --> 00:32:54.480
it look like right now?

678
00:32:54.519 --> 00:32:59.839
We have tax people in the office, so hopefully continue to.

679
00:32:59.799 --> 00:33:03.519
Grow of that and what roles are those people covering?

680
00:33:04.680 --> 00:33:10.160
So we have three commercial lines including myself, Actually we

681
00:33:10.200 --> 00:33:12.680
have seven people, so we have John myself and then

682
00:33:12.680 --> 00:33:18.039
we have two commercial lines representatives and we have three

683
00:33:18.519 --> 00:33:19.359
personal lines.

684
00:33:20.680 --> 00:33:23.799
Do the other commercial reps? Commercial lines folks. Are they

685
00:33:23.799 --> 00:33:25.960
out in the field as well? Are they meeting with clients?

686
00:33:25.960 --> 00:33:26.000
So?

687
00:33:26.279 --> 00:33:29.200
Are they support people inside? Are they selling?

688
00:33:30.240 --> 00:33:32.000
So right now, the only two people that are selling

689
00:33:32.039 --> 00:33:33.960
are John and I. Of course if your license you

690
00:33:33.960 --> 00:33:37.880
can bring accounts in, it's not their primary focus. So yeah,

691
00:33:37.920 --> 00:33:40.720
a lot a lot of office support and everything servicing

692
00:33:40.759 --> 00:33:41.680
the accounts.

693
00:33:42.559 --> 00:33:44.960
All right, So let's talk about the actual work that

694
00:33:45.039 --> 00:33:48.319
you do for your clients. Your bio says that JD

695
00:33:48.440 --> 00:33:52.680
specializes in assisting businesses, businesses I can talk to stay

696
00:33:52.720 --> 00:33:57.920
solvent and profitable through their risk management programs. Break that down,

697
00:33:58.000 --> 00:34:01.680
what does that really mean in plain English?

698
00:34:01.799 --> 00:34:04.240
Yeah, so we definitely sit down with like our clients

699
00:34:04.240 --> 00:34:06.279
before we take them over and kind of do like

700
00:34:06.319 --> 00:34:09.360
a ground up analysis to see what they need. It's

701
00:34:09.400 --> 00:34:12.159
not just like some of your current policy. You know,

702
00:34:12.199 --> 00:34:14.880
I know a lot of people do that, and you know,

703
00:34:14.960 --> 00:34:18.320
people's businesses shift a lot throughout the years. People might

704
00:34:18.360 --> 00:34:20.079
like acquire new spaces, and they don't even think to

705
00:34:20.119 --> 00:34:23.159
update their policies. It's just not Insurance just generally isn't

706
00:34:23.159 --> 00:34:27.000
top of people's mind until they need it. So we'll

707
00:34:27.079 --> 00:34:28.960
kind of look at what they're you know, what like

708
00:34:29.000 --> 00:34:31.239
what are you actually doing for work, what spaces do

709
00:34:31.239 --> 00:34:33.039
you have, what contents do you have? All of that,

710
00:34:33.880 --> 00:34:36.119
and then we put together a plan. We represent ten

711
00:34:36.159 --> 00:34:39.480
different you know, standard markets, and then we have access

712
00:34:39.519 --> 00:34:43.360
to brokers for higher risk businesses. So we have a

713
00:34:43.360 --> 00:34:47.159
lot of different options and we'll quote it through the

714
00:34:47.199 --> 00:34:50.039
system and then provide them the most competitive option, like

715
00:34:50.079 --> 00:34:52.280
relative to pricing terms and conditions.

716
00:34:52.960 --> 00:34:55.559
So higher risk businesses. Some of the obvious ones would

717
00:34:55.559 --> 00:34:58.760
be a tree company. Uh, what are maybe some more

718
00:34:58.760 --> 00:35:00.920
subtle examples of higher risk businesses?

719
00:35:01.840 --> 00:35:05.360
Yeah, like roofing companies. Obviously that's that's not really subtle.

720
00:35:05.920 --> 00:35:07.440
I do a lot. I do a lot of student

721
00:35:07.480 --> 00:35:11.199
transportation businesses, so they need like liability, they need to

722
00:35:11.280 --> 00:35:13.599
use some all stations. So that goes to the higher

723
00:35:13.679 --> 00:35:18.039
higher risk. Yeah, and then obviously just companies that have

724
00:35:18.079 --> 00:35:20.119
had like a lot of losses. You know, you could

725
00:35:20.119 --> 00:35:21.840
even be like a company that generally might fit a

726
00:35:21.880 --> 00:35:24.760
standard market, so like a plumber, but you might have

727
00:35:24.800 --> 00:35:26.440
had a lot of losses and you need to go

728
00:35:26.480 --> 00:35:28.480
to your like Lloyds of London type of companies.

729
00:35:28.800 --> 00:35:32.920
Well, I just had a question. I lost it.

730
00:35:33.119 --> 00:35:36.760
Uh, we'll come back to it, all right, so who

731
00:35:36.840 --> 00:35:39.679
are This isn't really fair, but I ask it every

732
00:35:39.679 --> 00:35:42.480
time anyway, who are your typical clients? Like what does

733
00:35:42.559 --> 00:35:44.960
a typical client look like?

734
00:35:46.320 --> 00:35:49.360
So we're definitely generalists and not specialists, So I feel

735
00:35:49.360 --> 00:35:52.440
like none of our clients estill are alike. But you know,

736
00:35:52.519 --> 00:35:54.719
I think that the key thing is that we generally

737
00:35:54.800 --> 00:35:57.239
look for nice people. You know, when I first started

738
00:35:57.440 --> 00:36:00.119
that all that love that yeah you could always they

739
00:36:00.199 --> 00:36:02.639
like find nice clients. And took me a little time

740
00:36:02.679 --> 00:36:05.880
to understand what he meant, but now I get it, and.

741
00:36:05.920 --> 00:36:08.440
Not every client's a good client and sort of sound mean.

742
00:36:08.320 --> 00:36:10.519
But that's true, No, it is, and it's been you know,

743
00:36:10.599 --> 00:36:11.880
I kind of try to follow that. Now you can

744
00:36:11.960 --> 00:36:14.199
kind of tell from like early on interactions how they

745
00:36:14.440 --> 00:36:17.519
speak of their prior like atens or whatever. So I

746
00:36:17.559 --> 00:36:20.320
think that that's just like the biggest thing. And you know,

747
00:36:20.719 --> 00:36:24.400
like I said, we're definitely not special like specializing in

748
00:36:24.440 --> 00:36:26.639
any one industry. We do a lot of contractors. We

749
00:36:26.679 --> 00:36:30.440
do like medical offices, a lot of like professional services,

750
00:36:31.119 --> 00:36:33.519
like it's a transportation contract or, so like all of that.

751
00:36:35.000 --> 00:36:37.280
So what's interesting is you said it, you alluded to

752
00:36:37.280 --> 00:36:40.119
it and then said it plainly. You know, insurance is

753
00:36:40.119 --> 00:36:43.559
that thing that people don't get excited about, uh and

754
00:36:43.679 --> 00:36:45.559
it you know, they don't really need it until something

755
00:36:45.599 --> 00:36:47.559
happens and then it's too late. Either have the right

756
00:36:47.599 --> 00:36:51.000
coverage or you don't. So how often do you find

757
00:36:51.039 --> 00:36:54.360
that people are over or probably more often undercovered.

758
00:36:56.280 --> 00:36:58.119
I would say that, I mean.

759
00:36:58.719 --> 00:37:00.599
You know, when you're taking over some policies.

760
00:37:00.639 --> 00:37:03.159
Yeah, I think that there's definitely times that it doesn't

761
00:37:03.159 --> 00:37:06.320
come off every day that they're under insured. But generally

762
00:37:06.320 --> 00:37:08.239
speaking of people are mad, the time that they're getting

763
00:37:08.280 --> 00:37:10.559
mad is during a claim that something went wrong, and

764
00:37:10.599 --> 00:37:15.079
that's when they're switching over. Yeah, And I think, like,

765
00:37:15.079 --> 00:37:17.079
like I mentioned, like there's been times that people have

766
00:37:17.719 --> 00:37:19.440
switched over to us and they just want to send

767
00:37:19.440 --> 00:37:21.679
their policies just because it's easier for them. But then

768
00:37:21.719 --> 00:37:25.039
I'm like, do you have this location? Oh no, we moved,

769
00:37:25.239 --> 00:37:27.239
so it's like, you know, may we tried to do.

770
00:37:27.239 --> 00:37:29.119
That's like why we try to do annual meetings of

771
00:37:29.159 --> 00:37:31.320
clients to make sure that everything's accurate.

772
00:37:31.679 --> 00:37:34.679
Yeah, can change by zip code for example.

773
00:37:34.360 --> 00:37:38.800
Right exactly, so that like, yeah, just making sure like

774
00:37:39.199 --> 00:37:41.559
if they're a contact, for example, they might have a

775
00:37:41.559 --> 00:37:44.320
lot of different equipment, but it's constantly being changed out

776
00:37:44.360 --> 00:37:46.119
to like make sure that's all hard enough to date.

777
00:37:47.159 --> 00:37:48.679
So how do you deal with somebody with all those

778
00:37:48.760 --> 00:37:50.719
moving parts that they have to record every sale of

779
00:37:50.760 --> 00:37:53.760
a or acquisition of equipment or they just make sure

780
00:37:53.760 --> 00:37:55.360
they're covered enough for all of it.

781
00:37:56.320 --> 00:37:58.400
Yes, we try to sit down with everyone on an

782
00:37:58.400 --> 00:38:01.800
annual basis. I think since COVID, you know, it shifted

783
00:38:01.840 --> 00:38:03.559
a little, people want to do like online or just

784
00:38:03.639 --> 00:38:07.559
email more, but ideally get in front of them and

785
00:38:07.679 --> 00:38:09.840
just kind of go through what they have in place,

786
00:38:09.920 --> 00:38:12.559
what should be different, you know, try to educate them

787
00:38:12.559 --> 00:38:14.280
on the importance of Hey, if you get a new

788
00:38:14.519 --> 00:38:16.920
piece of equipment, its two hundred thousand dollars, notifiance. Just

789
00:38:16.920 --> 00:38:18.159
send us the bill of sales so we can like

790
00:38:18.239 --> 00:38:19.679
update your policy accordingly.

791
00:38:20.400 --> 00:38:23.679
Yeah for right, Uh what replacement cost coverage or whatever?

792
00:38:24.320 --> 00:38:26.559
Right, and to make sure it's accurate all right.

793
00:38:26.599 --> 00:38:29.960
So used to be the beer company said the best commercials. Okay,

794
00:38:30.119 --> 00:38:33.360
now I think it's the insurance companies have the best commercials.

795
00:38:33.400 --> 00:38:39.039
But having said that, what should uh, like auto owners

796
00:38:39.639 --> 00:38:42.639
watch out for when dealing with national companies versus dealing

797
00:38:42.679 --> 00:38:44.760
with an agency.

798
00:38:44.800 --> 00:38:46.800
I mean, I think there's a lot of different aspects

799
00:38:46.840 --> 00:38:48.519
to that. I think that when you're you know, you

800
00:38:48.559 --> 00:38:50.400
see these commercials and they're like you can get your

801
00:38:50.440 --> 00:38:52.679
insurance for X dollars a year, and like I got

802
00:38:52.719 --> 00:38:54.239
one too, and I think it was saying twenty dollars

803
00:38:54.320 --> 00:38:56.320
a month or something, So I want to look at it.

804
00:38:57.239 --> 00:39:01.119
I do get excited by insurance looking at it. You know,

805
00:39:01.159 --> 00:39:04.199
they have state minimums, they're putting deductibles on things that

806
00:39:04.199 --> 00:39:07.000
you don't need aductibles on. So I mean coverage and

807
00:39:07.039 --> 00:39:11.440
price is one aspect of it. I think also when

808
00:39:11.440 --> 00:39:14.679
you're working with an agent, you know at renewal when

809
00:39:14.679 --> 00:39:18.119
it goes up, because oftentimes prices increase, we have the

810
00:39:18.159 --> 00:39:20.239
ability to shop it. So I'm not saying shop it

811
00:39:20.280 --> 00:39:21.800
every year, but like, if you notice it going up

812
00:39:21.840 --> 00:39:23.760
by a certain percentage, we'll look at it and we'll

813
00:39:23.760 --> 00:39:26.280
shop it. And we have ten other markets, whereas if

814
00:39:26.280 --> 00:39:29.800
you go direct to one of those larger companies, that's

815
00:39:29.840 --> 00:39:34.280
all they have. Yeah, obviously coverage is most important, though.

816
00:39:35.000 --> 00:39:38.599
So knowing that you know the insurance company pays you

817
00:39:38.719 --> 00:39:41.320
on the back end, you're still working for the client.

818
00:39:41.559 --> 00:39:42.400
You're working for the.

819
00:39:43.679 --> 00:39:47.079
Covered party, right, Yeah, that's try you have their best

820
00:39:47.079 --> 00:39:49.559
interest in mind all the time, and so you can

821
00:39:49.599 --> 00:39:52.760
make choices that the larger companies can yes, and the

822
00:39:52.960 --> 00:39:54.320
national companies.

823
00:39:54.599 --> 00:39:57.039
Yes, that's correct. And then also to that point, like

824
00:39:57.280 --> 00:39:59.719
we will handle the billing, the claims and the service.

825
00:40:00.119 --> 00:40:02.199
You'll call AUST directly instead of calling the one eight

826
00:40:02.320 --> 00:40:05.840
hundred number, and you know, we'll we'll try to kind

827
00:40:05.880 --> 00:40:07.360
of like play in the middle of it so that

828
00:40:07.400 --> 00:40:10.400
you're not waiting on these like long wait holds.

829
00:40:10.079 --> 00:40:14.360
Or anything like that. So let's get over to education.

830
00:40:15.239 --> 00:40:17.559
Uh, I know you you know you joked about it,

831
00:40:17.599 --> 00:40:20.320
but you know education is important, especially in your business,

832
00:40:20.320 --> 00:40:22.039
and I know it's important to you and your family.

833
00:40:22.079 --> 00:40:25.079
How have the trainings you've gone to and the certifications

834
00:40:25.119 --> 00:40:26.760
you've gone to the Hartford School.

835
00:40:27.320 --> 00:40:30.599
How have those to help you? How have those helped you?

836
00:40:31.320 --> 00:40:35.199
And were the certifications necessary to sell certain products or

837
00:40:35.280 --> 00:40:36.840
were they for education?

838
00:40:38.239 --> 00:40:41.159
Yeah, it's all been for education. I didn't need them

839
00:40:41.199 --> 00:40:43.679
to the license thing, like I mentioned earlier, you do need.

840
00:40:43.679 --> 00:40:46.719
But as far as like the certifications, there's just additional education.

841
00:40:48.199 --> 00:40:50.360
I don't know. So as far as like the trainings

842
00:40:50.360 --> 00:40:52.760
I went to, So you know, I did do the

843
00:40:52.800 --> 00:40:55.400
Sandler training let's cap the shut out, but that was

844
00:40:55.440 --> 00:41:00.000
actually really important in my career, just because it was

845
00:41:00.760 --> 00:41:02.719
right when I had started, or a few years into

846
00:41:02.800 --> 00:41:07.079
starting sales and kind of really helped me focus on

847
00:41:07.159 --> 00:41:09.360
like the importance of both the big and small details

848
00:41:09.360 --> 00:41:11.400
in the business. So I think that's something I remember

849
00:41:11.519 --> 00:41:13.559
was we had to do like positive affirmations or something

850
00:41:13.559 --> 00:41:16.719
with you, and you know, that was really helpful because

851
00:41:16.719 --> 00:41:18.719
when you first start out, you're not necessarily super confident

852
00:41:18.760 --> 00:41:20.920
in selling, so it kind of helps you like, do

853
00:41:20.960 --> 00:41:24.679
you say something enough you will believe it. And then

854
00:41:24.760 --> 00:41:27.159
just also we like set a lot of trackable goals

855
00:41:27.199 --> 00:41:29.400
with you, and I feel like, you know, I really

856
00:41:29.719 --> 00:41:32.400
I definitely bought into what you were doing.

857
00:41:32.960 --> 00:41:36.719
Nice. That's right exactly.

858
00:41:37.320 --> 00:41:40.480
So when it comes to your insurance career, in some

859
00:41:40.559 --> 00:41:43.920
ways you're very experienced, in other ways you're just beginning.

860
00:41:44.559 --> 00:41:46.519
What are you most proud of so far?

861
00:41:48.440 --> 00:41:50.159
I think that the thing I'm most proud of is

862
00:41:50.280 --> 00:41:53.480
like client retention. I've had I talk about it a lot.

863
00:41:53.639 --> 00:41:57.320
I truly can't like express enough. I think that, you know,

864
00:41:57.920 --> 00:42:00.360
client retention is super important shows that you're doing the

865
00:42:00.440 --> 00:42:03.159
right thing all the time for your clients. And you know,

866
00:42:03.199 --> 00:42:05.599
I want to want to continue to build my book

867
00:42:05.599 --> 00:42:07.440
of business, but you can't do that without like retaining

868
00:42:07.440 --> 00:42:09.119
your existing clients.

869
00:42:09.880 --> 00:42:11.760
Where does most of your business come from?

870
00:42:13.320 --> 00:42:16.000
I'm in a several different networking groups, so it's all

871
00:42:16.039 --> 00:42:18.840
like word of mouth. We don't do much social media

872
00:42:18.920 --> 00:42:21.800
posting or anything like that right now. So yeah, predominantly

873
00:42:21.800 --> 00:42:26.119
word of mouth. We get a lot from like payroll companies, accountants, lawyers,

874
00:42:26.280 --> 00:42:27.960
so all of those industries.

875
00:42:28.320 --> 00:42:32.599
And are you you doing any kind of traditional marketing, advertising,

876
00:42:32.639 --> 00:42:34.880
slash marketing, Not at this.

877
00:42:34.840 --> 00:42:37.159
Moment, maybe going forward. Right now, it's just it's very

878
00:42:37.239 --> 00:42:38.440
much like word mouth and just.

879
00:42:38.320 --> 00:42:42.280
Liking And yeah, no, I asked just out of curiosity.

880
00:42:42.320 --> 00:42:45.000
I think it's incredible that you can grow to the

881
00:42:45.000 --> 00:42:47.119
point where you guys are without doing that. That means

882
00:42:47.119 --> 00:42:49.199
you're doing a good job and that clients respect and

883
00:42:49.639 --> 00:42:51.679
value what you do and that's why they're opening their

884
00:42:51.719 --> 00:42:52.519
mouths and talking to.

885
00:42:52.480 --> 00:42:55.280
Others about you. So all right, let's shift gears a little.

886
00:42:55.320 --> 00:42:57.079
What do you do when you're not working? Your bio

887
00:42:57.199 --> 00:43:00.440
said traveling, staying active through spin and jogging. Where do

888
00:43:00.480 --> 00:43:01.760
you like to travel to Where have you been?

889
00:43:02.800 --> 00:43:04.599
Yes, I've been to Europe a few times. I think

890
00:43:04.639 --> 00:43:06.639
my favorite ship was the Last Night went on. I

891
00:43:06.679 --> 00:43:09.039
went to Ireland in Paris with my mom. It's our

892
00:43:09.119 --> 00:43:13.119
first time in Europe. It was my first time in Ireland.

893
00:43:13.360 --> 00:43:17.840
Nicest people I've ever met. I might be biased, but

894
00:43:18.079 --> 00:43:20.239
that I've been to like Italy, I've been to Spain,

895
00:43:21.079 --> 00:43:25.400
so just a lot of beautiful places. Portugal, but obviously

896
00:43:25.440 --> 00:43:27.280
when you're working full time job, you can only really

897
00:43:27.320 --> 00:43:30.599
do that like once once a year or so. But yeah,

898
00:43:30.920 --> 00:43:33.760
and then I also do I love working out, try

899
00:43:33.760 --> 00:43:35.800
to do it every day after work, just like going

900
00:43:35.840 --> 00:43:38.480
to spin classes or just running.

901
00:43:39.480 --> 00:43:40.000
That's cool.

902
00:43:42.079 --> 00:43:46.280
Last couple questions, who in the listening and viewing audiences

903
00:43:46.400 --> 00:43:48.719
should reach out to you and why would you would

904
00:43:49.119 --> 00:43:49.840
they want to do that?

905
00:43:51.639 --> 00:43:55.000
I think anyone that has that could use the second

906
00:43:55.000 --> 00:43:57.920
opinion on their insurance should reach out. I mean, we

907
00:43:58.039 --> 00:44:01.519
do a free risk analysis. It's no pressure to join,

908
00:44:01.760 --> 00:44:03.679
you know, to sign up or anything, but we'll look

909
00:44:03.679 --> 00:44:05.800
at what you have. We'll talk to about what you have,

910
00:44:06.360 --> 00:44:12.079
review it, and then provide options. Sometimes, you know, you

911
00:44:12.159 --> 00:44:14.880
might have a cheap policy that's not necessarily in your

912
00:44:14.920 --> 00:44:18.239
best you know the best for you as far as

913
00:44:18.280 --> 00:44:21.199
like coverage and everything. So I think it's important to

914
00:44:21.199 --> 00:44:23.519
have it reviewed at least be educated with what you

915
00:44:23.679 --> 00:44:26.679
have and then make an educated decision based off of

916
00:44:26.679 --> 00:44:27.400
that conversation.

917
00:44:28.159 --> 00:44:30.039
And do they have to be in Massachusetts or they

918
00:44:30.039 --> 00:44:31.880
can be in Can they be in other states?

919
00:44:32.159 --> 00:44:35.880
No, we're licensed in like all of New England, Texas, Chicago,

920
00:44:36.039 --> 00:44:38.559
California News. So yeah, we have a lot of different

921
00:44:38.559 --> 00:44:39.519
states we're licensed in.

922
00:44:40.000 --> 00:44:42.159
So what if you got I won't it's awful. I

923
00:44:42.159 --> 00:44:45.320
won't use California as an example. But let's maybe somebody

924
00:44:45.320 --> 00:44:49.400
from Alabama called, could you get licensure to cover them

925
00:44:49.440 --> 00:44:50.239
in short order?

926
00:44:50.920 --> 00:44:51.199
Yes?

927
00:44:51.239 --> 00:44:52.039
That is correct?

928
00:44:52.400 --> 00:44:55.360
Good, Okay, So yeah, I mean we're a big we

929
00:44:55.440 --> 00:44:59.199
have a big listening audience and it's it's I'm not

930
00:44:59.239 --> 00:45:00.000
going to say world wide.

931
00:45:00.039 --> 00:45:01.320
I although there are those out.

932
00:45:01.239 --> 00:45:03.880
Of the country that are listening, but primarily all of

933
00:45:03.920 --> 00:45:06.039
the US. So you could benefit from that and they

934
00:45:06.039 --> 00:45:08.679
could benefit from reaching out to you. And so we

935
00:45:08.719 --> 00:45:12.079
have Katie's contact information. You saw it go crossing the crawl.

936
00:45:12.719 --> 00:45:15.880
It is actually give us the website there, it is

937
00:45:15.960 --> 00:45:16.360
right there.

938
00:45:16.519 --> 00:45:16.800
Thank you.

939
00:45:16.840 --> 00:45:21.760
One j Ed Insurance dot Com Katie's email is going

940
00:45:21.840 --> 00:45:28.000
to follow. I'm guessing right there. Why did she tell

941
00:45:28.039 --> 00:45:29.079
us you? I know it's going to come in a

942
00:45:29.079 --> 00:45:31.239
second as soon as we start talking. What's your what's

943
00:45:31.239 --> 00:45:32.079
your email address?

944
00:45:32.440 --> 00:45:35.559
So it's Katie K A T I E. Dustin d

945
00:45:35.760 --> 00:45:40.559
U S T I n AT j E D Insurance

946
00:45:40.639 --> 00:45:41.679
dot com.

947
00:45:41.679 --> 00:45:44.400
Perfect, perfect, Well, Katie, I really appreciate there. It is

948
00:45:44.440 --> 00:45:44.679
right there.

949
00:45:44.679 --> 00:45:46.159
I knew would happen as soon as we said it.

950
00:45:47.960 --> 00:45:50.159
Thank you for giving us, giving us your time. I

951
00:45:50.199 --> 00:45:52.440
know I appreciated it. Hope you had a good time

952
00:45:52.480 --> 00:45:53.920
and appreciate you you being here.

953
00:45:54.480 --> 00:45:56.800
Yeah, thank you for my first appearance on the radio.

954
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More to come, more to come, and thanks. Thanks, Thanks

955
00:46:00.199 --> 00:46:03.039
everybody for watching and listening. This is a show about

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00:46:03.079 --> 00:46:07.280
business and business successes and challenges. If you've got concerns

957
00:46:07.360 --> 00:46:11.400
about the sales effectiveness or growth of your company, feel

958
00:46:11.400 --> 00:46:13.679
free to reach out to me. Whether your sales team

959
00:46:13.719 --> 00:46:17.440
is small, large, just you or lots of people. You

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00:46:17.480 --> 00:46:19.840
can reach me at one of my many email addresses.

961
00:46:19.880 --> 00:46:23.119
I like to say Kevin at Winning Businessradio dot com.

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00:46:24.119 --> 00:46:26.800
I will get back to you. Our company is Winning Incorporated.

963
00:46:26.840 --> 00:46:30.760
We are part of Worldwide Sandler training. We develop sales

964
00:46:30.760 --> 00:46:34.800
teams into high achievers and sales leaders into true coaches

965
00:46:34.800 --> 00:46:38.000
and mentors. Listen, We're not right for everybody, but maybe

966
00:46:38.000 --> 00:46:39.840
we should have a conversation with those thoughts are on

967
00:46:39.880 --> 00:46:42.440
your mind. Thank you to producer and engineer one for

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00:46:42.880 --> 00:46:45.119
another job well done. I appreciate you. Be sure to

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00:46:45.199 --> 00:46:48.400
join us next week that's Monday, January twentieth. We'll do

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00:46:48.440 --> 00:46:50.599
it all again. Until then, this is Kevin Helenan.

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00:46:52.719 --> 00:46:55.519
You've been listening to Winning Business Radio with your host,

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00:46:55.599 --> 00:46:58.679
Kevin Helena. If you missed any part of this episode,

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00:46:58.800 --> 00:47:02.960
the podcast is available our Top four podcasting and iHeartRadio.

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00:47:03.400 --> 00:47:07.119
For more information and questions, go to Winning Business Radio

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00:47:07.239 --> 00:47:10.239
dot com or check us out on social media. Tune

976
00:47:10.280 --> 00:47:12.360
in again next week and every Monday at four pm

977
00:47:12.400 --> 00:47:15.880
Eastern Time to listen live to Winning Business Radio on

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00:47:16.159 --> 00:47:20.440
W four CY Radio W four cy dot com. Until then,

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00:47:20.760 --> 00:47:24.400
let's succeed where others have failed and win in business

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00:47:24.679 --> 00:47:28.239
with Kevin Helenan and Winning Business Radio