Scott Addis, the Founder of Beyond Insurance and a recognized innovator in the insurance industry, shares his multifaceted journey from sports psychology to becoming a key figure in risk management. In this episode, Scott delves into his unique approach to risk management, the importance of active listening and honest communication in understanding client needs, and he discusses his five-step risk management process. He also shares his method for becoming “rejection-proof” when building new relationships with prospects.   Key Takeaways: A little bit about Scott and his role at Beyond Insurance. How did Scott go from Sports Psychology to Insurance? What is learned helplessness? Scott shares his five-step risk management process. When it comes to risk management, it helps to think about the process in medical terms. If a doctor tries to treat a patient without ever talking to them, or laying out a proper diagnostic/treatment plan, that would be called malpractice! People like to tell others what they think they want to hear. How does Scott get around that to hear the truth? It’s important to conduct employee interviews and take those honest findings back to management. Active listening is critical to fully understand the true problem at hand. What do you do when customers only care about price? Scott breaks down how to showcase your value without budging on the price point through his PRICE acronym. We’re living in a world with huge risk uncertainty. We need to band together and educate as many risk professionals as possible. Knowledge is power! No matter our industry, we can add so much value as risk professionals. Do not underestimate your knowledge and skill set. Scott shares a time he had to overcome an adversity/challenge in his career. Scott had to take a hard look at his flaws and figure out how to use them as strengths. Scott shares how he becomes “rejection-proof” by setting up prospect/sales calls with the right frame of mind. You have an obligation to yourself and your community to assess the degree of relationship with the agent or broker, and do they put value on how you create value? What advice does Scott have for people who are newly coming into the industry?   Mentioned in This Episode: Beyondinsurance.com Scott’s Bio Scott on LinkedIn