Listen to the full episode here!
PODCAST OPENER
Welcome to the Inside Insight podcast presented by CR Solutions. At Consolidated Risk Solutions, we are taking our expert knowledge of the insurance world and using it to innovate the industry using technology, groundbreaking thinking and a personal touch. Join us as we talk to masterminds both inside and outside of CR Solutions about how the world of insurance is changing, and how we can be sure to grow along with it. If you have to manage insurance in your work, then you can benefit from the interviews, conversations and insights we’ll be exploring to elevate your business’s success.
INTRO (00:42 – 03:54)
Trevor Casey: Ba boom, boom, boom.
Beau Lunceford: We are back again.
Trevor Casey: Ba boom, boom, boom.
Beau Lunceford: Oh, and I am excited for people to hear today’s conversation. Today we have Michael Silverman from “Silver Lining Insurance.” And let me tell you guys, I have not been this excited about a conversation in a long time. Trevor and I got the chance to have a little screening call as well as this interview. And let me tell you, every single moment of this, I was in stitches. I love this guy. He is just a great personality. He’s a great guy to know and on top of that, he is doing something in the insurance space that is, I don’t want to say it’s unlike anything else because you’re going to hear the ideas that he’s going to bring to the table are not outlandish, they are not crazy, out of control. But his approach to life and to the way that he does business, it is something that I think that we all need to hear right now.
Trevor Casey: Now I totally agree with that completely. One of the things that we say on this podcast is we’re always trying to find innovative and new ideas in the construction and insurance. And like you said, Michael’s ideas may not be the most innovative, but one of the things that he has done over the last 30 years of his career and his family has done, as you’ll hear in the podcast over the last hundred years, is that they’ve really stuck to their core morals of how they feel a business should be ran, how to engage customers, how to engage the community and they’ve really stuck to it. They believe it to their core and it has proven to be extremely successful for them and hasn’t made them have to step outside of their core values and get super innovative in these new ideas because all they’re doing is taking true old fashioned ideas and actually putting them into play, which you don’t really see as much anymore.
Beau Lunceford: And it works, which is crazy. Like, obviously, you don’t do something that doesn’t work. That’s insanity. Like, that’s the definition. The fact that they have found this idea that this specialty that they have as Michael says, a mom and pop insurance place that they’re doing these amazing things by just, “Oh gosh, I don’t want to give too much away.” So before we go into that, I give you the entire episode because I’m so excited about it, let me tell you a little bit about Michael. Michael has spent his entire career in the insurance field. Over the past 30 plus years, he has earned a reputation for his industry knowledge and expertise, his commitment to his clients, and his overall passion for his life’s work. As the president and CEO of “Silver Lining Insurance” agency, he is a committed advisor and helps clients make educated choices on what product or service best suits their wants and their needs. Oh, and like all of that, there’s still just so many nuggets that you’ve already heard that are going to come back to play. And I cannot wait, cannot wait for you guys to hear this conversation with Michael Silverman. So before we waste any more time, let’s get into it.
Trevor Casey: Lego.
Interview (03:58– 38:02)
Trevor Casey: All right, everybody, welcome back to the Inside Insight podcast. We are excited to have a special guest today, Michael Silverman of the “Silver Lining Insurance” agency. Michael is the CEO and president and former mayor as well, which we’ll hear about in a little bit, hopefully. Michael, how are you? Thank you so much for joining us today.
Michael Silverman: Good morning, guys. Thank you so much for having me. This is great.
Trevor Casey: Absolutely. We’re really excited to have you on. One of the things that we found incredibly interesting about you in “Silver Lining” is that you have an incredible background in insurance. So could you tell us a little bit about where you came from and how you got to where you are?
Michael Silverman: So I started in the business about just shy of 40 years ago, but I’m also third generation in the business, so I had a family agency for many, many years that I was part of. Goes back to 1926 that agency began. So actually we’re coming up on our 100th anniversary, the family agency.
Trevor Casey: Very cool.
Michael Silverman: Thank you. It’s exciting. We did sell the agency along the way. And in 2019, when we sold, in 2020 started again. Started from scratch.
Beau Lunceford: Couldn’t stay away.
Michael Silverman: You know, it really came down to sold it for all the right reasons. God bless. Everybody was great and then the pandemic hit. I was sitting at home and people wanted me not sitting at home. Those who also with the last name of Silverman and her first three initials are Mrs. Why don’t you go back to work, dude? And you know what? I do truly, truly, truly love what I do. So what I do is no longer work truly. I have a blast doing it. I love helping people and I do tell people all the time what we do at “Silver Lining”. We do God’s work. I know that sounds really hokey, really cheesy, the whole bit. But you know what, when does someone really need what we do and there’s a problem? So to me, that’s kind of cool and it’s all different levels of what ifs. It can be your home, it could be your car, it could be jewelry, it could be your business, but then it’s also life insurance, income replacement, disability, it’s medical insurance. It’s the full gamut of everything we do. That’s what I love. So doing it for, as I said, almost 40 years, but starting again, you have a whole different perspective on what’s important. And to me, it’s always been about family. That’s who I am. I’m a simple guy. I really am. It’s silly, but I tell people all the time, I take what I do wildly seriously. I do my best. Now, I do fail at times. I do my best not to take myself too seriously. I fail like everybody else. I’m very important ask me.
Trevor Casey: I think that’s the best way to look at life not to take yourself too serious because then you’re going to stress out and you’re not going to live as long anyways. So one of the things that I think is so interesting about your background is like you said your family owned an insurance agency for a very long time. You decided to part ways by selling it. And you said, you know what, I’m going to throw my hat back in the ring and restart an agency. And not only did you restart an agency, you restarted a very successful agency that has kind of taken off to be a new animal compared to what you were doing before. So I’m really curious from the CEO and president perspective, what did it take to grow your business one so quickly but so successfully? And you hear the name “Silver Lining” around and there’s no bad press behind it. So what you’re doing is obviously ethical and people are receiving it very well. So I’m curious how in four years you grew your agency so large and some of the key factors that you feel have made you so successful?
Michael Silverman: Do it right all the time. It’s a trust factor. Our business is a relationship business. I say this a lot “Anybody can sell the client, the prospect insurance. Anybody can sell the product. You need to be there when the product needs to be used.” You need to be there to answer the questions, the concerns, the worries, the “What ifs”. And that’s what we do. I tease with people. Selling insurance is easy. Having the person to talk to is the hard part, prospecting. But that’s in any sales. If you believe in what you’re selling, whether it’s a widget, an apple, or insurance, it doesn’t matter. If you have a visceral belief in your product, you’re going to be successful. You just have to go out and find the people that want to talk about it.
Trevor Casey: What I’m hearing is that relationships are so important. They’re one of the things that have driven the success behind your company. What is your approach to these relationships? How are you going about one, prospecting people? But then two, what are these conversations looking like? Some people are just punching product down their throat and I feel like that has created a bad name in insurance. Or you have the Jake from State Farms. Nothing against State Farm, but they just hear, “Oh insurance, this guy’s just trying to sell me auto insurance.” And like, I already got that. I can do it from my phone. So I’m curious about how your approach to these relationships?
Michael Silverman: All of our marketing is referral based. So first of all, we are not doing cold calling or anything like that. So it’s all about having conversations with people about what’s important to them. We sell so many different insurance products across all spectrums. And I’m asked all the time, if you sell so much, where do you start when you get referred to somebody, that’s really easy, where they want to start. So I’ll get a referral from a mortgage broker. Obviously that person is interested in homeowners insurance. And what we do very simply is one of the requirements of working with us. We’re going to get you through the closing, we’re going to answer all the questions, get everything over to the bank, etc. But with your permission, once we handle that, we’d like to look at everything else because we don’t want to sell you a product. We want to be your insurance advisor. We want to be the ones that when there’s a question, when there’s a worry, again, a concern, we’re your first call.
Beau Lunceford: It’s more than just insurance. It’s a support system.
Michael Silverman: Absolutely. We want to be part of your economic team. We want to work with your accountant, your attorney. If you have a separate financial planner, great. Otherwise we do all that stuff. If you have a separate life insurance guy, that great, we’ll work with that person as well. But we handle all of that stuff. But we also know we have certain roles in certain people’s lives. But we want to make sure that whenever we’re introduced, they know what we can be with them if they wish. Again, we’re not product peddlers. It’s not what we do. I would rather say to someone, what you have is quality. Keep it. Love to come back to you in a year and we’ll look at it again.
Trevor Casey: One of the things you’re talking about is being holistic. You want to make sure that you’re looking at everything on a holistic approach. So coverage is super important. And I feel you’re having these conversations with families, you’re having them with business owners, and you’re having them with different people in different avenues of life. So what kind of approach do you have to the coverage that they may be looking for or finding out the products that may need to be placed and trying to advise them that this is more economically beneficial for them rather than just pushing a product on them because you’re trying to get some more premium business.
Michael Silverman: We’re not looking to make a sale. What we do, very simply, you said it, and I’ve said it, the holistic approach. We look at everybody’s world in three segments, “Protection,” “Savings” and “Growth.” Protection is easy. Again, we’re talking about the personal insurance side. Homeowners, auto, umbrella, disability, medical insurance, social security conversations, life insurance. There’s so many different pieces that that is the section of their lives that the protection, if that’s not done properly and there becomes a problem, an automobile accident, a lawsuit, anything, everything underneath it, all the growth, all the investments, your real estate, everything can be attached. Lawyers are good at that.
Trevor Casey: Oh, yeah.
Michael Silverman: Just to make sure that no lawyer can get to all the assets that you have that you eventually want to transfer to your kids, to charities, to the next generation upon your passing.
Trevor Casey: One of the things that I think is so interesting that a lot of small business owners do not fully understand is that while their business has a bank account over here and has policies over here, their life has a bank account and a business over here. When you are a small business, more or less, that money is all one big bucket. And so if you’re not approaching your coverage’s properly and making sure that more or less they fall under an umbrella that covers both your personal side and your business side, you could really get yourself in a pickle very quickly if, God forbid, something happens. So I think it’s interesting. One of the things you said offline to us is that people really need to intertwine these things and realize that it is one big bucket of money. And I think it’s interesting, that approach, and I’m curious how that has helped grow your company as a whole. Showing business owners that, there are lines over here, there are lines over here, but we really need to take that holistic approach and see what gaps are there that could affect one or the other.
Michael Silverman: Without a doubt. Now, if the Internal Revenue Service is listening into this podcast, let’s be realistic, they are separate buckets of money and they shall never be twin. But that being said, that’s just a public address announcement to the Internal Revenue. But every small business, you’re right, it is so intertwined. And we look at, how does your medical insurance. It’s paid for or supplied through your business if you’re the business owner, but it affects your family, your spouse, your children, life insurance, how does that work? Disability, income protection. What happens if, as a business owner, I’m out one day and you know what, I’m in an automobile accident and I don’t have the courtesy to die, therefore the life insurance doesn’t come into play. I’m going to be a burden to my family and my spouse. Oh, and they will then chime in saying, you already are one. But that’s a different conversation. But the bottom line is we need to make sure that when all heck breaks loose in any way, shape or form, not only the business owner, not only the business, but the spouse, the family, the children, they’re protected. If I do something stupid and go out skiing and break both legs and that can’t work, do my kid’s educations have to suffer because I’m an idiot? No. Or I get sued for something, I may win. Let’s be realistic. We talked about attorneys before. There are attorneys out there that’ll just sue for anything, looking for a deep pocket. Great. That’s why we have insurance because we transfer the risk to the big bad insurance company to protect us. That’s where the money is. So small businesses, mom and pops, if you will, and I mean no disrespect by saying that. I run a mom and pop business. If you’re not a publicly traded company, you’re a mom and pop business. You just maybe a large one. So it’s all about, again, what’s important to the business owner. Are there business partners? How does that work? If the three of us were business partners, what happens if one of us unexpectedly died? Now, Trevor, I don’t know if you’re married, but if you are, great. I don’t want your spouse as my business partner. I wanted you and your spouse may have nothing to do with the business or have any knowledge, but he or she may come into the business and say, “Oh, we got to do this.” Оh, no, по, по, по, по. We talk about buy, sell, planning. What happens when one of the partners, one of the share. How does that work? So it’s all entwined, because that then also takes care of your family at the same time as protecting the business that Beau and I are going to continue running. See, there’s no right answer. There’s also no perfect product. If there was one, we’d all own it.
Trevor Casey: Absolutely.
Michael Silverman: We have to have a lot of different products working in conjunction with each other, that’s where we have to be careful. If one has an insurance person that handles their auto and that same family has someone handling their home and a third person, if you will, handling one, they’re not speaking to each other. And let’s be realistic. Most consumers don’t realize, “Oh, I’ll go to GEICO for my auto. Let me change that car. But I didn’t call the umbrella company to change it on that policy.” Things slip through the cracks. That’s why we look holistically. That’s why we want to be the advisor. We don’t want to sell a product.
Beau Lunceford: Well, managing as many different lines and as many different pieces as you guys are from a holistic standpoint, your team has to be well versed in all of those pieces. They have to be really knowledgeable. So tell me a little bit about how do you build your team to accommodate and to accomplish all of these things to meet these needs, where your clients are?
Michael Silverman: Well, thankfully, I have a great team, and we do need to grow. We’re having trouble finding people. So if I’m going to use this podcast as an opportunity to throw out an advertisement. We’re hiring.
Beau Lunceford: Yeah, baby.
Trevor Casey: And just a side note to that, we will link all of Michael’s information in the notes, so if somebody is interested, they’ll be able to reach out to you.
Michael Silverman: What do we do? We have people in different lines in the organization, personal lines, and commercial lines. Then within each, they’re broken down. Why? Because no one can know everything. Even I don’t know everything now. I’ll deny ever saying that of course.
Trevor Casey: I’m calling your wife.
Michael Silverman: Don’t call my children. That’s all. My wife knows I don’t know everything. Very simply. So what do I do? I’m the quarterback. I’m the one who like let’s talk about the client and their exposures. And we put them up on the wall and we spreadsheet things. In the old days, we would have pad. Now what do we use? We use whiteboards. We use whether it’s an iPad or a computer or any kind of electronic. So everybody, wherever we are, because not everybody’s in the office anymore, we’re able to have conversations about all the different aspects of a client who’s on the cyber liability conversation or the workers comp or the professional liability. So no one can be an expert in all fields. And I don’t want to hire someone who thinks they’re an expert in all fields. I am okay with a phrase, and this is a mantra in our office that if someone is asked the question, the answer of I don’t know, with your permission, I’d like to go find out for you is perfectly acceptable.
Beau Lunceford: I love that.
Trevor Casey: Love that. And that just shows that to your clients that, I’m not going to shoot you some silly sales response just to try to get your business. I actually am going to take a moment to figure out if this, one, the answer, but two, to make sure that it’s actually something that you need, want, and desire at the end of the day because you’re not a premium pusher what it sounds like. You’re really here looking out for your clients, and that is what has made you so successful.
Michael Silverman: Well, I thank you for that, but we’re not premium pushers. We try not to even talk about premium in the first three conversations. We want to have conversations around wants, dreams, desires, what coverage is. Now, there are some needs, but I don’t like to use that word because we really don’t know what we need. We know what we want, and we want to shoot for the moon. So let’s have conversations around coverage’s, desires, and concerns. We’ll put all that together in a package. Yes, premium is important. No one wants to spend more than they have to. I get that. I pay premiums too. No one wants to spend more. But Mr. or Mrs. Prospect, here are all the things we discussed. Here’s the premium. Oh, my goodness. I got that’s a number. That was that. Great. No problem. Let’s go back and say what’s not important anymore. It’s my job, I believe to protect you. You don’t want the protection. We’re going to confirm that. We talked about it, but at the same time, it is your protection device. So we’re going to build it for your desire. It’s just our job to show you all the options that are out there.
Beau Lunceford: That’s fantastic. And I think, obviously, that’s one of the things that has made you successful, that mentality of we’re going to find your protection and then we’re going to figure out how to make sure that you’re as protected as you can be for the amount that you are willing to pay. That’s great.
Michael Silverman: And we’re not the right agency for everyone, and that’s okay. Some people just want a product. I just want it. That’s not how we operate. That’s not how we want to do our business. More importantly, it’s not what we do well. I have a little P-touch label maker printed on the bottom of my computer screen. It simply says, some will, some won’t. That’s okay, someone’s waiting.
Trevor Casey: That’s cool.
Beau Lunceford: Some will, some won’t. That’s okay someone’s waiting.
Michael Silverman: There’s always someone waiting for us. We want to find them. And if I’m not the cup of tea for Beau, I might be for Trevor. And if I’m not for Beau, by the way, great, let’s agree to that early on so that neither one of us wastes time. If I force it on you and you buy, we’re never going to have that religion relationship. I want the relationship where someone calls and tells me, “Dude, I can’t believe the Mets lost last night.” Didn’t call me to talk about insurance led with the Mets. Now I rarely get that from my Philadelphia clients. It comes a little differently when the Philadelphia clients call about the Mets losing.
Beau Lunceford: I’m sure.
Trevor Casey: Oh, gosh, that’s funny. One of the things that I found very interesting about your career path and where you’ve gotten to where you are, is that you were a mayor at one point in time for your town. And I haven’t spoken to really any politicians, former, current or any otherwise in regards to how being a politician kind of played into their career. You hear on the news, X, Y and Z politician did something to create a bunch of money for themselves or their friends or whatever and I’m not interested in that. I’m more interested in like, “You won. Didn’t make the news, is stealing money. Congrats. That’s great.” We’re really glad. We’re glad about that. But second, it has obviously helped you in your career. And one of the things that we had in a conversation off camera was, you were just kind of talking about how when people go into politics with the mindset of, I’m trying to grow my business or create business, it’s just not good. It’s not good for their constituents, it’s not good for them, and it’s just not good in general ethically. But when you really go into politics to try to create good for your community, business naturally flows to you. So I’m curious about one, how that played out as being a mayor and how it’s played into being the successful businessman that you are.
Michael Silverman: You talk about politics or anything else, and you don’t go into that to get business. It’s the same concept as you don’t go into charitable work. You don’t join a country club to get business. Might you get business if you’re charitable or you’re a member of a country club? Sure. Now, I became mayor because I loved my community. I wanted to give back. I love politics, and I want to have some fun doing, or as they say, doing good. Did I get business from it? How name recognition and people just seeing that I’m a good guy, I’m a decent guy, I’m an honest guy. And as you said, my name was not linked to any scandal, thankfully. It doesn’t matter if you’re in politics or you’re in charitable work or anything. If you’re a good person and you’re out there, business comes because people want to work with good people. That’s it. Did I enjoy being there? I love being there. I had a blast doing it. We got some great stuff done for the community, for the town, and then it was time to move on for both me and the community. My time was up. I won two elections. Thank you. God bless. Next?
Trevor Casey: You don’t see a lot of that in politics these days.
Michael Silverman: No, you don’t. I will tell you, there is a difference in local politics versus national politics, etc. When I was mayor, there was no issue around, as we just had through a recent national election, abortion and this and that. At the local level, the traffic lights went on this morning, or the hot and cold water is running, the fire department is that kind of stuff. So the roads were plowed in the middle of the winter. I will say, “No, my street was not plowed first.” I will tell you, my neighbors always thought, can we get something here? They used to say first. I said no. Like anything else, I enjoyed doing it. I was able to give back. I, without hesitation, reaped more from it than I think I gave to it.
Beau Lunceford: And that seems to be a common thread throughout your entire career path, is that it’s always been about making sure that you’re helping other people. It’s not about what I’m going to get out of it. It’s not about the money that I’m going to make, about the name that I’m going to make for myself. It’s about making sure that my constituents, my clients are taken care of in the best way possible.
Michael Silverman: Exactly. And it doesn’t have to be rocket science. Sometimes it’s just making the phone call to the right person, whether it’s as the mayor or calling an underwriter at an insurance company. I need your help. Good people want to help other people. That’s how I started my career. I was taught very early on, when you’re out prospecting and you have a relationship with someone, maybe you’ve done business with them and now it’s time to ask for referrals. Hey, Beau, you know what I do for a living? I need your help.
Beau Lunceford: And when you’re genuinely trying to help people, people want to help you.
Michael Silverman: Exactly. We’re an exciting business. It’s an exciting business because we help people, we protect people, and there’s really nothing better than when a client calls after a claim and simply says, “Thank you. This was a good experience.”
Beau Lunceford: That’s so funny because, like, one of the things that we talk a lot about in our podcast, too different guests, is that we try and hype up insurance in this way of like, it’s all about the risk. There’s always something to be learned. There’s always a maneuver to be made that makes it interesting, that makes it exciting. I want to say this is the first time that we’ve ever had someone come in and say that this is exciting, this is fun because of the way that we get to help people. It’s a refreshing new taste of insurance and a perspective that I don’t think that a lot of people really lean into very hard. And it’s very clear that that’s made a big difference in the way that you do business and the success that you’ve had. That’s fantastic.
Michael Silverman: I thank you for that. There’s one claim example that I use frequently. A number of years ago, neighbor of mine had a massive house fire. House was gone in an hour and 45 minutes. It was terrible. The owner was down in Atlanta on business. His wife was up here. They weren’t home thankfully, no one was hurt. He couldn’t get home. For what reason? Couldn’t get a plane in San Antonio. He chartered a plane from Atlanta to Morristown, New Jersey. Small airport near us. Cost them 10 grand. We got the insurance company to pay for it. That’s not a covered risk. That’s not an exposure. We had conversations with the adjuster and with senior management. Hey, look at the situation. The guy had to get back. You needed him back. He needed to get back. They paid the 10 grand.
Beau Lunceford: That’s amazing.
Trevor Casey: That’s incredible.
Michael Silverman: Just little things like that. You know what, the house being rebuilt, that’s what insurance is for. That’s there. We had extended replacement because all the other goodies that went with that. The guy was willing to be out 10 grand to get home, to get him reimbursed for that was special.
Trevor Casey: I’m sure. And the business will stay with you, I would imagine and the referrals are going to flow.
Michael Silverman: Exactly. Please and thank you. It’s really not that hard.
Beau Lunceford: One of the things that we want to start adding to the end of the podcast is just something that’s like, not necessarily insurance related, but more just kind of what is something that you’ve learned in your life that you want people like, what’s something that you live by? What’s something that you.
Trevor Casey: We want inside insight into what makes Michael tick. You have been ethical. You have been friendly. You have been a person who genuinely cares for other people. What is it that sparks that in you? Is it something like, hey, when I was a little boy, my dad said this to me and I’ve lived with that? Or is it a poem that you think is cool? Or if you’re just like, this is my quote of how I live my life.
Beau Lunceford: So, Michael, the question is, what is your inside insight for us?
Michael Silverman: It really comes down to a couple of things. First and foremost, do it right always. Do the right thing. It’s not about me when it comes to business. It’s not about money. Money will come, sales will come, because you do it right. I am not as young as I used to be. I am not a millennial. I’m not a Gen-Z’er, but I work with a lot of them. And the old phrase, “Do unto others as you want, done unto you.” We threw it out. We just threw out that phrase. We changed it. It’s due unto others as they want done unto them. And this all came about mostly with these kinds of things. Not everybody wants a phone call anymore. Not everyone wants to use email. Someone texts, someone email. So when we bring a client on board, business, personal, anything, one of our onboarding questions is how would you like us to communicate with you? It’s not how do we want to communicate with you. Because we have to do it. Because if I communicate to you via email and you just don’t check your emails, I’m never going to talk to you. But if you tell me, “Please text”. Great. Now, there are sometimes you need to email because there’s got to be attachments and signatures. I have clients and we have. We text “Please check your email. We sent you something” because they asked us to do that. So our systems are set up, treat people the way they would prefer to be treated.
Beau Lunceford: Beautiful.
Michael Silverman: It’s not that hard. It’s not that hard now. Do I have to change? Yes. I’m an email guy. I’m old.
Beau Lunceford: If you were old, you’d be a fax machine guy. Email is fine. Be an email guy.
Michael Silverman: Fair enough. Fair enough. We do not have a fax machine. We do have fax when needed, but it’s not that hard to just do it right. Do it the way people want it to be done. And if it can’t, and by the way, if we communicate it with people, we can have some discussions on, “Oh, you want that? I don’t know if we can do that. Let’s figure out if we can or we can’t.” One of the things that we did when we started “Silver Lining” that was important to me. We represent so many different insurance companies. So now every insurance company has an app, but if I have a client with a home, with one company, order with another for all the right reasons, gotta go to 47 different apps. There’s a “Silver Lining” app on your phone. We had that built. It’s on there. Get your ID cards, get your policies, see file a claim live at the site. And by the way, the coolest thing about it is you don’t even have to type. It’s oral. You can speak into your phone in through the app and we get everything within seconds.
Trevor Casey: That’s cool.
Michael Silverman: That’s not for everybody. We have clients that are anywhere from 3 years old to 103 years old and everywhere in between. I’m fortunate. We have fifth generation clients.
Beau Lunceford: Wow.
Michael Silverman: Which is really kind of cool.
Beau Lunceford: Not surprising though, based on the way that you guys function. That doesn’t shock me at all. But that is very cool.
Michael Silverman: But what’s the secret sauce? Truly, it doesn’t matter what business you’re in, the secret sauce is “Please, thank you and do it right every time.”
Beau Lunceford: Beautiful.
Trevor Casey: This has been an incredible conversation. One of the things that I’ve really picked up on is that you do unto others, good things are going to flow your way. Whether you say, it’s God, it’s karma, whatever your belief is, it’s really nice to see somebody who’s taking that approach and being so successful with it. So we really do appreciate the time that you’ve taken to speak with us to kind of give us some insight on how you’ve become so successful. And it’s really just comes down to that, you’re a really great person and an awesome person to speak with. You have a great personality and we’re really glad that we were able to have you on the podcast. So thank you.
Michael Silverman: I appreciate the time. Look forward to. I’d love to come back.
Trevor Casey: Absolutely. We’d love to have you back. And for anyone who’s listening and you want to learn a little bit more about Michael, we will put his LinkedIn, some information about his website and how to contact him in the show notes and we hope to have you back. So thank you again, Michael. We appreciate it.
OUTRO (38:06 – 40:38)
Trevor Casey: Oh man, that really was not exciting. We spoke it up too much in that. I’m just kidding. That was an awesome, awesome interview. And Michael, we really just appreciate your expertise and your friendliness and your personality. It not only was an informative podcast, but it was fun. Michael’s just a very fun person to talk to. And if you’re looking to build a company or you’re just looking to expand, explore how to be a better broker or how to start a company, Michael is somebody that I would definitely reach out to. One, just because he dropped so many nuggets of information. But secondly, you’re going to leave the conversation like with joy.
Beau Lunceford: And that’s the word – joy. Absolutely.
Trevor Casey: He’s just full of joy. And I think that that’s one of the things that has made him so successful is like you walk away whether you accomplished in the insurance space what you were trying to accomplish, but you walk away one joyful just based off of the energy that you’ve been around. But you also leave saying like, “Wow, that dude actually like listened to what I had to say.” He gave a crap. And we’re going to cover whatever I need to cover or whatever. And we may not have gotten there today, but he’s going to get me there and I’m very confident in his ability.
Beau Lunceford: And that was a huge piece of, I think his conversation too that stuck with me was like, we want to be your financial advisors. We want to be the ones who are going to help you to get the things that you want and then make it work around your premium. Make it work around what it is that you’re trying to accomplish. Like just the way that the business is structured is, ooh, it’s just delicious. So I think that if you’re, if you’re looking to model your business after an insurance organization, “Silver Lining” is absolutely one that you need to look at. If you’re looking for a financial consultant in terms of your insurance coverage “Silver Lining” is also a great place to go. This is a one stop shop for everything that you might need. I am obsessed with Michael and with “Silver Lining”.
Trevor Casey: So thanks Michael. Bye.
Beau Lunceford: Just so anyways, good luck.
Trevor Casey: So anyways, thank you again, Michael. We really do appreciate your time, your expertise and just your personality as always. All of Michael’s information will be down in the show notes. Please show him a little bit of love. Go check out his website, his LinkedIn. They put a lot of time and effort into those places for you to go visit some of the services that they have. But until next time, stay covered.
PODCAST CLOSER
Thanks for tuning in to Inside Insight presented by CR Solutions. If you like anything that you heard today, subscribe, follow and rate the show so that other industry pioneers like yourself can find it. Maybe even share it with someone you think might benefit from this episode. Do you have a question that you want answered or a concept that you need explain, you can email us at info@c-r-solutions.com with the subject line “Podcast Question”, and maybe your question, we’ll make it onto one of our episodes. You can also submit a question via our website at c-r-solutions.com/podcast. There are no dumb questions, only opportunities to learn something new. Now that’s a wrap on this episode. Join us next time on Inside Insight presented by CR Solutions. Stay covered.
Listen to the full episode here!
