In today’s episode of Agent’s Influence podcast, host Jason Cass interviews Mark Evans, founder of Standard Sales Co. Evans discusses how he became involved in sales and how a key mentor helped him see his own potential. This conversation also explores the importance of following up and bright opportunities for agents today. 

Episode Highlights: 

• Evans is an iPhone user and loves to win, although he loves the lessons he takes from losing.


• They discuss apps Evan has downloaded recently and talk about how their preferred speeds for listening to podcasts.


• Lots of luck helped Evans get to where he is today, including family members and mentors.


• Cass recounts a trip to Chicago. He describes seeing the skyscrapers and compares their foundations to human relationships.


• Evans took inspiration from how his parents ran their small printing business. They were examples of people who were happy while pursuing their own dreams. 


• Both men discuss key moments with their respective mentors who exposed them to professional development tools. 


• Cass describes his current approach to mentoring a young employee.


• Cass emphasizes reaching out to people you admire and want to associate with when seeking a mentor.


• Confidence and enthusiasm are big weapons in sales.


• The best way to harness confidence is to know your trade. Know your products and know your clients.


• Your clients will dictate the product.


• The core service Evans provides is helping CEOs create professional sales teams.


• It’s very important to follow up with leads and to establish a clear communication cadence.


• There are many opportunities for people who simply follow up. 


• The future for insurance agents is bright. 


• Mainly people fail at sales because they’re not given enough time with the person they are trying to emulate.


• How can peer groups be leveraged in the insurance industry?


• Cass warns about some of the pitfalls of free advice sharing online.


• Training companies will always exist because few people actually implement the information. It’s not about the information, it’s about the execution. 


• Evans recommend professional development books. 

3 Key Points:

1.   Finding a good mentor can dramatically affect the trajectory of your career.


2.   Enthusiasm is a superpower in sales. 


3.   Always followup with your leads and do so consistently. 

Key Quotes:

• “Mentors can be the difference between a mediocre career in life and an extraordinary one.” – Mark Evans.


•  “You will either have to prepare or you will have to repair.” – John C. Maxwell.


•  “Confidence and enthusiasm begets confidence and enthusiasm.” – Mark Evans. 


• “The money is in the follow-up.” -Mark Evans. 


• “It’s not the information, it’s the transformation.” -Mark Evans.

Resources Mentioned:

• Freedom (app)


• Overcast (app)


• The Tao of Seneca (book)


• The Jocko podcast


• Hamilton the musical


• Insurance Agency Owner’s Alliance


• Discourses by Epictetus (book)


• The Perfect Day Formula (book)


• Ready, Fire, Aim (book)


• Standardsalesco.com


• Mark Evans on LinkedIn