How Confidence and Connection Drive Success in Insurance Sales

Check out Episode 1 of The Accelerator, a Hagerty podcast aimed at fast-tracking agent success. We'd love your feedback. Find it on your platform of choice:

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The insurance industry thrives on relationships, trust, and the ability to connect with clients on a personal level. In the first episode of The Accelerator podcast, co-hosts Bryant Kolle and John Gessner sat down with renowned auctioneer, author, and entrepreneur Lydia Fenet to explore how confidence, storytelling, and persistence can elevate success in the insurance industry.

Here are the key takeaways from their conversation and how they apply to insurance professionals.

The Power of Persistence and Networking

Lydia Fenet’s career trajectory is a testament to the power of persistence. She broke into the world of auctioneering through sheer determination, calling Christie's daily for two weeks until she secured an internship. This relentless follow-up is a lesson insurance agents can apply directly to sales and client relationships.

Key Takeaways for Agents:

• Follow-up matters – In sales, it’s no longer about just making a few calls; it may take 12+ touchpoints to close a deal. Keep engaging with prospects without being discouraged.
• Be present in unexpected places – Networking doesn’t just happen at conferences. Lydia secured a major speaking engagement from a casual conversation in a Delta check-in line. Take your earbuds out, engage with people, and be open to opportunities.

Confidence and Energy: How to Own the Room

Public speaking and sales require the same skill: exuding confidence even when you don’t feel it. Lydia shared how she maintains high energy during hours-long auctions, feeding off the crowd and ensuring that bidders stay engaged.

How Agents Can Apply This:

• Bring the energy you want from others – Clients feed off your enthusiasm. If you show up excited about protecting their assets, they’ll be more inclined to trust your recommendations.
• Smile and stay positive – As Lydia noted, the audience wants you to succeed. Whether you’re presenting policy options or building a referral network, assume people are rooting for you.
• Find joy in what you do – If you love cars, share that passion. If you love helping clients protect their prized possessions, let that enthusiasm shine through.

The Art of Persuasion in Sales

At an auction, an auctioneer must engage bidders, create urgency, and persuade them to act quickly. Insurance agents, while not on a literal stage, must also guide clients toward decisions with confidence and expertise.

Key Strategies for Insurance Agents:

• Use storytelling to build trust – Lydia’s most successful sales moments are wrapped in compelling narratives. Agents can do the same by sharing real-life claims experiences that showcase why proper coverage matters.
• Celebrate the client’s decision – When someone purchases a policy, reinforce that they made a great choice. Whether insuring a modern Ferrari or a classic Chevelle, help them feel like they’re part of an exclusive club of auto enthusiasts.
• Frame sales as problem-solving – Instead of pushing a product, focus on the risks and gaps in coverage and how your solution protects the client’s passion assets.

Building Confidence and Engaging High-Net-Worth Clients

For many insurance professionals, engaging with high-net-worth individuals can be intimidating. Lydia advises that the best approach is to treat everyone as equals – because at the end of the day, even the wealthiest clients have personal passions and concerns.

How to Navigate High-Net-Worth Client Relationships:

• Approach conversations with curiosity – Instead of worrying about saying the right thing, ask questions. Wealthy collectors love discussing their cars, making it easy to start a conversation.
• Position yourself as a resource – Clients appreciate expertise. Use Hagerty’s valuation tools and market insight to provide real value beyond just selling a policy.
• Make the process seamless – The more exclusive the car, the more service-oriented the experience should feel. Offer white-glove service with proactive follow-ups and policy reviews.

Tactical Habits for Long-Term Success

Lydia credits much of her success to structured daily habits, especially around maintaining energy and focus. For agents juggling sales, networking, and client retention, simple routines can make all the difference.

Lydia’s Habits for Success:

• Prioritize morning exercise – Lydia never travels without running shoes. Starting the day with movement can help boost energy and mental clarity.
• Stay disciplined with diet and rest – Avoid the travel pitfalls of heavy meals and late nights. Keeping a structured routine ensures you’re at your best for client interactions.
• Time management is key – Balance business and personal life to avoid burnout. When at home, focus on family; when at work, be fully present.

Collector Car Focus: The Chevrolet Chevelle

In each episode, The Accelerator highlights a collector car that agents should recognize as an enthusiast vehicle and fit for a Hagerty policy. This month’s spotlight is on the Chevrolet Chevelle.

• Produced from 1964-1977, the Chevelle is one of Chevy’s most well-known models, available in convertible, coupe, and wagon styles.
• In 2024, it ranked #7 on Hagerty’s most quoted vehicles list, with over 17,000 quotes* last year.
• 60% of Chevelle owners are Gen X or younger*, signaling that this car’s collectability is still strong.
• Valuation range: $18,000 - $100,000 depending on year and options. If a client calls to add a Chevelle, or any other collector vehicle to their policy, don’t assume its value – use Hagerty’s expertise to ensure proper coverage.

What’s Next on The Accelerator

The next episode will feature Hagerty Vice President of Claims, Lee Meeler, diving into collector car claims, insights on underwriting challenges in California, and best practices for helping clients through claims experiences. Be sure to subscribe and follow for updates!

Stay Connected: For more industry insights and expert interviews, visit Hagerty Media and find past and future episodes of The Accelerator wherever you listen to podcasts.

Lydia Fenet’s insights remind us that confidence, persistence, and connection are at the heart of successful sales and client relationships. Whether you’re networking at an airport, presenting a policy, or engaging with a high-net-worth client, showing up with energy and enthusiasm will always set you apart.

What strategies will you implement from this episode?