Mastering Your Mindset and Targeting High Net Worth Clients With Katherine Sepulveda

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Katherine Sepulveda, P&C Specialist at John Galt Insurance. They discuss tips for working with high net worth in a hard market. Episode Highlights: Katherine discusses how she got into the insurance industry and what she loves about it. (1:53) Katherine explains that creating a strategy focused on the products that are doing well in your market, city, or state can help you stand out and be unique in the insurance industry. (7:09) Katherine shares that, if you get a referral, the first thing you should do is learn as much as possible about the prospect from the referral source without being invasive. (12:43) Katherine mentions that learning about all of the products that individuals represent as independent agents is impossible since they change constantly, but being strategic in three or four lines of business they want to focus on is beneficial because clients want to communicate. (15:50) Katherine discusses how she tailors her presentations to high-net-worth clientele. (19:22) Katherine explains that if you have a more abundant mindset you will see that the more you interact with individuals who have the same mindset, the more opportunities you have to develop bigger businesses and policies. (23:25) Katherine explains that if an agent provides a fantastic experience throughout the purchase, they are in a position to ask for new business; but, once they begin combining other lines of business, they will have more conversations and one-on-one time with high net worth clients. (34:19) Katherine encourages agents to consider their 2023 reputation and client while at the same time, treating their current clients as they would new ones. (40:03) Katherine advises brand new insurance agents to sit down and honestly look at their weaknesses, as well as their current book of business, and give it some love and see how it responds. (42:43) Key Quotes: “I take pride in the things that I do and building relationships with people.” - Katherine Sepulveda “Set up the type of client that you want to go after, find out everything that this person does to generate business for their business, as well as their everyday life.” - Katherine Sepulveda “I want to build a bigger community with women who are doing just the things that I'm doing. And I can learn from it because I'm sure there's a lot of other women out there doing great things that I can benefit from.” - Katherine Sepulveda Resources Mentioned: Katherine Sepulveda LinkedIn John Galt Insurance Contact Teresa Kitchens Sterling Insurance Group