Page 3 - Specialty Practices - November Newsletter

….Standing in the Hall of Fame!

“I believe in specialization. I think it’s everything.”
Zach Kuperman has been selling insurance for over 14 years. Of those 14, he’s
been with HUB for three years and five months. So how did he get started on
his journey?
You can’t pick your industry to specialize in. There was no way I could
have started two months earlier in my insurance career and said, ‘that’s it,
I’m a restaurant specialist’–it doesn’t happen that way; the specialization finds you.
Zach’s friend’s company was buying 40 fast-food restaurants and asked Zack to insure it.
If you only have one client and you get on the phone the next day and you cold call, you better
believe you specialize in whatever it is that client does. I was an industry specialist on day 1 – for
no reason other than I only had one client.
But now he’s leading the restaurant practice. So he must be doing something special to be so
successful in this space. What’s his secret?
My pitch when I go out and visit restaurants has little to do with insurance most of the time, and
everything with value adds and understanding their business.

Zach dislikes the strategy of quoting. As he states, any broker can quote.
Generalist/brokers who have less expertise can talk about saving 10% here or there; we talk about
things that go way beyond that.
What is his selling point? What makes Zach stand out compared to the rest?
I walk through and show all the tools. I look at as à la carte – use all or some. When we go out
and present this way, no one else does this. Everyone talks about what’s theoretically possible,
but we come off as, ‘Wow, these guys have the tools and are doing things with them now.’
It’s all of the HUB value-added services that we have in this company that people may not know
about. I may pitch 20 things, and they may want one or none, just knowing we have it makes the
difference.

Zach has helped a handful of HUB colleagues over the years in this space. He is willing to put his
time and energy in an opportunity if there is true opportunity behind it. He walks through his
placemat so you can present it as if it’s your own, and helps guide you through the process. He
wants to help you win.
While you think you may not need anyone’s help, keep in mind you could
be competing against experts an another agency, so why would you not
want all the help you could get.

My statement about life, in general, is this; the only commodity I value in
life is time. I’m incredibly structured in days, in my time, in my travel. I’m
ruthless about my time management. Having said that, this national
practice is now an imposition on that time, but I believe it’s worth it
because we’re going to get better as a practice for it, all of us.

© 2019 HUB International Limited. 3