Declaration of Independents

Ryan Teubner

Producer
Rich & Cartmill, Inc.
Oklahoma City

Keep an eye on the pickup truck of independent agent Ryan Teubner. He’s from good Oklahoma stock and making an impact on the Oklahoma Young Agent Committee as its chair and InVEST® as a national board member. Teubner joined the 50-producer firm Rich & Cartmill five years ago following encouragement from his grandfather, past Big “I” chairman Dick Teubner. And with fellow producer Vaughn Graham Sr. on the Big “I” executive committee, Teubner hopes to follow in their footsteps.

ON PROSPECTING

I focus on construction and oil and gas contractors. I enjoy going around in my truck and cold calling as opposed to dialing for dollars. I’ve met guys on job sites or at the office, dropped off cards, talked about family, sports and hunting and built those relationships. I’ve also gotten accounts over Facebook, but I like LinkedIn for the groups that publish articles and message boards that you can take advantage of to learn about a niche market.

ON PATIENCE

Building a book from scratch is the hardest thing to do in the insurance industry. But it’s also the most rewarding. If you put a lot of miles on your truck, go after business, retain accounts, get more referrals—if you persevere—you will be rewarded. Sure, you’ll be told “no,” but look at baseball’s Hall of Famers—they bat .300. They’ve been told “no” 70% of the time.

ON EMPATHY

I have always tried to put myself in [my customers’] shoes. Yes, it’s a cliché, but it works. If everything is the same, but one premium is 20% less, then are you going to offer that higher premium so you can get the higher commission? That higher premium will give you a little more money, but what will that customer say if someone else comes in with the lower premium with the same coverages? My customers want someone they can trust and who will fight for them come claim time. They want someone who will explain coverages, endorsements and answer their questions in a way they can understand. This is what I have worked hard to develop in the five years I have been in this business.

LESSONS LEARNED?

Rich & Cartmill had patience with me. For the first couple of years, I just didn’t do the work I needed to do. I spent more time figuring my way around—which niche to go after, who to call, how to qualify leads, how to prospect. And then I just didn’t get in my truck and go out and see people. These contractors are busy. They want to see you on the job sites—they don’t have time to talk on the phone. I learned that the hard way.

WHAT MOTIVATES YOU?

Providing for my family—period. That’s the main thing that motivates me to wake up and go to work every day. Any successful businessman, coach or athlete will tell you the secret of their success is a loving and supportive family. While I may have not reached all my career goals yet, it is great knowing that I can come home to a family that sees me as husband or dad and not the insurance agent. Luckily, I absolutely love being an independent insurance agent, so it’s fun to go to work and know that I am able to provide for my family.

MENTORS?

So many people have helped me along the way. I look at guys in our agency like my grandpa and past Big “I” Chair Dick Teubner, Travis Brown, Kyle Bradford, Larry Mitchell, Kent Bradford, Kelly Deer, Dwight Pilgrim, Mark Nowell, Steve Poleman, Vaughn Graham Sr. and Vaughn Graham Jr. I would not be the agent I am today without these men helping me out and letting me go with them on client visits or just talking with them and listening to their advice. Because of these men, I got involved with the Big “I” Young Agents program, so I have the platform to help others, too.