Kevin Damesworth is all about deepening relationships.  As a founding Member of the Lansing Thursday Caerusnet 1PM team, Kevin has been recognized as the team’s MVP multiple times over the years.  While some professionals and their efforts are flashes in the pan, Kevin has put his stake in the ground at Liberty Mutual Insurance and is making a difference in the lives of his customers and his fellow Caerusnet Member.  We had a chance to catch up with Kevin in Howell recently at the Caerusnet Member Movie Celebration, where he collected yet another team MVP award (accompanied by long time Caerusnet Facilitator, Tom Hamp).  Let’s learn from this seasoned professional …

How long have you been in your profession? First Day was 1/2/2005 and I started in Grand Rapids, MI. In 2008, the Okemos,MI office opened up. I’ve been with Liberty Mutual all 15 years.

How did you get into this field?  I was in B2B sales for a uniform company and a friend of mine who is still a sales rep with Liberty Mutual in Grand Rapids referred me to his manager. I figured if I could sell B2B I could sell a product like auto, home and life insurance because everyone has to have it. I like the personal side of it and the idea of helping people protect what they value most. I work hard to help people embrace today and confidently pursue tomorrow.

What is the best thing about your business/career?  I like being able to deliver my customers peace of mind by helping them protect their cars, homes and financial picture with life insurance. I like the support I have from Liberty Mutual as an employee. Because of our partnerships, I am able to write and bind policies through multiple insurance providers to better meet the needs of people who contact me. So I’m a captive agent with some of the flavor of what an independent agency may have. It’s a very unique and fantastic operating model that allows me to help more people with their various insurance needs. I was promoted to Executive Sales Representative in 2016 and by consistently helping people I’ve been able to earn one of Liberty Mutual’ s highest honors, the Liberty Leaders Award 11 times, being one of the top 180 reps countrywide.

How are you different and/or what’s your niche?  I’m not a robot or another “order taker.” I am personable, always honest and try to be completely up front with the process. I know your time is valuable so I work quickly without missing the details that are important to my clients insurance. A warm referral is really my niche, as the trust building process is quicker. We work well for responsible individuals who own a car, rent or own a home. To start a quote with me is easy, visit: www.libertymutual.com/kevindamesworth

What is it about the Caerusnet model that you like most?  I like the ability to meet people and learn about ways we can help each other. The repetition of seeing each other and thinking of how we can refer to one another is great. I also like not having to drive all over the place to network. I know that many of my key professionals will be at the same place, so it gives me the chance to make a stronger connection with people.

Share a success story about why giving referrals/bringing visitors are beneficial to you. Bringing visitors is really key as it helps the whole group especially a visitor that I already know well to introduce them to the group. If they have my endorsement it would work out for them. Timing is everything so making the opportunity available to someone to visit a meeting and check it out really makes it exciting. I’m also a basketball coach so I was talking to one of my parents who is a realtor and we had an opening so I invited him on a Monday and he was at the meeting the next day on Tuesday! I was excited that the timing all worked out so quickly and that he wants to make Caerusnet a part of his overall marketing strategy. I like that I can just invite people to the meeting, it is well run and same format each week so I know it will work for those who consistently come.

Any tips on learning how to find situations where you can create a referral or invite a visitor? For me, I don’t want to high pressure anyone. I simply send an e-mail letting them know of my group when we meet and see what the meeting is like. After the meeting I let them know that I think they would be a great addition to the group. I’ve found many of the visitors at other networking events or larger gatherings find it hard to make end roads. Caerusnet helps them make more of an impact. I’ve also found ways to create a referral by thinking about who I talked to at other networking meetings and mention that I have someone I trust and work with all the time and invite them to the next meeting. I want to be as genuine and real with people as possible…nothing fake about how I say it or how I’m trying to make the connection. I feel that if I can bring someone into Caerusnet and then they start seeing referrals happen they can really be a great member. But it has to be honest and genuine.

What is your strategy with your member minute and your spotlight presentation? I like to relate to they type of people I have recently helped with their insurance. I like to ask for referrals for people who are like the people I describe in my minute.  I like to answer questions…as with personal insurance…there are always questions. I also like to explain how I am different and how I work with people to make the process as easy as possible and get things done for people in a timely fashion. I explain that I am not an order-taker; I am a trusted advisor when it comes to personal lines of insurance. Being with Liberty Mutual for 15 years has given me the experience needed to adjust to most situations.

What is your approach to positioning yourself as a resource in the community? I feel I am a resource in my community by being a trusted professional who is experienced and strives to make the process of ones personal insurance easy to do business with. I share about other activities that I am involved with in the community such as coaching youth sports, being involved in my church and other charitable organizations. I also enjoy playing Basketball and often use that as another way to invite those I play with to Caerusnet.

Tips on how to be successful in Caerusnet? Be open and willing to get out of your comfort zone and meet other professionals who are looking to connect and have trustworthy sources to refer their friends and clients to. I also encourage people to try for themselves personally some of the services other professionals offer and see if it makes for a more solid connection and this often happens by to doing Trust Builder Meetings with each other. Always be thinking of who you can refer to each day. Keep a referral slip right by your desk so it can be top of mind when having a conversation. Also, don’t quit, show up and participate. Find common interests with others both personally and professionally. It’s a great way to make a friend and strengthen a relationship. I try hard to invite friends and people I’ve personally done business with as I know their work and the quality good job they will do.

 

Share how your Caerusnet members have positively influenced you or your business besides passing referrals. I’ve been able to learn more about other industries and how they work. I also learn about other positions at companies that I can refer someone to who may be looking for a job. I’ve learned to be a good listener and look for triggers words where I can come in and be of help in some way.