Really starts by figuring out how the percentage of insurance talk you think they need from you. There is no right or wrong answer and is really up to you to decide what feels most natural to you. However, it's never a bad idea to have 100 percent insurance talk in the right place and start subtracting from there. Because quickly eliminating questions and doubts about the thing you're supposed to be best at makes every other conversation easier. That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, as he tried to find his perfect mix.