Derek May, an Account Executive with the Commercial Insurance Department of HUB International Insurance Brokers, joins Sarah Hicks for the first episode in the Selling into Ever-Changing, Highly Regulated Industries series on the Predictable Revenue Podcast. Derek specializes in Technology and Cyber products and is responsible for providing insurance and risk management solutions to public and private companies. He was the first person in Western Canada to receive the Cyber COPE Insurance Certification designation, is a Canadian Accredited Insurance Broker, a Certified Risk Manager, and was named Elite Broker by Insurance Business Canada in 2016. Highlights include: how Derek stays up to date on all the regulations in his space (5:19), how he uses these pieces of information to engage his clients (10:16), how he positions himself as a valued partner rather than just another broker (11:39), how he builds trust (13:30), and why reputation is everything (15:27).     SHOW NOTES:  More on becoming a trusted advisor to your clients: How to Get The Attention of Any Decision-Maker to Expand Your Sales Within An Enterprise Account And on building trust: The Importance of Relevance and Trust in Outbound Sales how to win your prospects’ trust