WHAT WILL THE AUDIENCE LEARN?
The audience will hear from an insurance professional you can count on for comprehensive solutions, tailored to your unique needs. He enjoys bringing a fresh perspective to the world of insurance by asking questions that may not have been asked in a long time, in an effort to provide the right insurance, at the right time, for the right reasons.
Are you confused about Medicare? Have you tried calling an insurance professional and are still not sure what to do? Does your employer have a broker who helps with medical insurance benefits and not Medicare?
These types of conversations can be overwhelming for both SMB leaders and employees, especially with the worries that decisions made can have negative repercussions years down the road.
Fortunately, there is a superhero here to help you and he doesn’t wear a thick suit of armor.
You can typically find him wearing a golf shirt and a big smile.
We are joined by Toby (not Tony) Stark, Owner of Stark Associates Insurance Agency. While he is not a defense contractor, Toby and his team are on a mission to provide quality insurance and risk management products for clients. They are driven by the needs of each individual and business, along with the desire to offer the best service available.
Tune in for this sensible conversation at TalkRadio.nyc
On today’s show, guest Toby Stark joins Steven. He first introduces Toby. Then, Toby talks a little about his journey and how he got here. He grew up in insurance in 2008/2009 when he was an independent insurance broker, and he didn’t like what he was doing at the time. By talking to small businesses, he grew from just an educational agency. He then talks about Medicare and healthcare.
Steven talks about the book Profit First, as well as The Entrepreneur Roller Coaster. Toby then talks about his insurance program, Stark Associates Insurance, and how it works/ how he runs it. Steven then talks about his last guest that he had on the show and ICP.
Steven then shares some stories of unfortunate experiences he has had in the business. These stories are mostly from Medicare from folks aging into Medicare at about 65, and how these people are usually uneducated about Medicare. He then talks about brokers and how some of them take advantage of their employees. Steven then shares some of his own experiences.
Steven then explains how his last name means strong in German, before talking about the Rocket book. The two then compare Toby to Tony Stark before closing out the episode.
00:00:32.640 --> 00:01:01.459 Steven Frey (@alwaysfreyday @smbguy): We'll go out there, planet Earth and Happy Friday, if you're an accountant. Congratulations for getting past the business filing deadline this week. It's a quick break this weekend. It's Friday people, and it's for always. Friday with me. Stephen fry your Smb guy. I see. Why am I, or I guess you missed it. Smb stands for small and medium sized business. The last twenty years I've been a consultant for Smp. Is a voice that a sounding board for business leaders advocating on their behalf wherever I can, helping their employees as well,
00:01:01.470 --> 00:01:23.670 Steven Frey (@alwaysfreyday @smbguy): I believe very strongly in sharing stories, providing perspective, and then creating a connection. So every single Friday you can find me right here on talk radio at Nyc, doing just that, lending what's left of my mind and my voice to this radio show Right interview Smb: leaders and their trusted advisors, and sometimes a nice, healthy combination of the two.
00:01:23.680 --> 00:01:53.669 Steven Frey (@alwaysfreyday @smbguy): One thing that I've noticed over the years. Everybody is that some of the best thought leadership in the Smb world actually happens on Friday, just about the time we feel the freedom of the weekend. However, we're also anxious to start the weekend. These pearls of wisdom they often are overlooked. They're pushed aside. They're forgotten in favor of all of our fun activities, our Sunday football and our freedom from work here on the show, we take advantage of that freedom and clarity. We discuss popular topics that are on the minds of business leaders and their advice.
00:01:53.680 --> 00:02:22.449 Steven Frey (@alwaysfreyday @smbguy): The name of the show, not just the play on words. My last name means free and German. So for those of you that just think, I'm all about you. Play on words and funds a little bit of meaning. Today's episode is brought to you by Sda wealth strategies, a boutique Financial services firm in Hudson Valley, New York, offering personal wealth, management and business solutions. Sda stands for simplifying financial lives, designing financial strategies, and advocating to implement that they offer a concierge experience for individuals and businesses.
00:02:22.460 --> 00:02:33.279 Steven Frey (@alwaysfreyday @smbguy): The firm's highest priority is the client's best interests, and empowering them to be proactive and to thrive today, tomorrow, and beyond to learn more visit. Sda. Well, strategies com
00:02:33.290 --> 00:03:02.670 Steven Frey (@alwaysfreyday @smbguy): i'm really excited today. Not just because i'm talking with a very energetic special guest, but because it's my wife's fortieth birthday this weekend her friends through a surprise party the other day that we almost kept secret until the end. We're getting out of town for a little longer than one night without the kids for the first time in a very long time. So thank you charcoal a free hole great to hang out there, my my kids. Not that I don't love new heroes, but we could use a break. We've barely seen each other as of late, and I don't think we've been
00:03:02.680 --> 00:03:19.220 Steven Frey (@alwaysfreyday @smbguy): a way together by ourselves for longer than one night in a good long time, so very excited about that before I head out of town. I'm going to hang with my special guest today, who is none other than the iron Man of insurance confused about Medicare.
00:03:19.230 --> 00:03:27.600 Steven Frey (@alwaysfreyday @smbguy): Too many phone calls and not sure what to do. Does your employer have a broker that helps you with your medical insurance benefits? But not Medicare.
00:03:27.610 --> 00:03:45.490 Steven Frey (@alwaysfreyday @smbguy): Are you overwhelmed about how confusing Medicare is, and how, and are you worried about the decisions that you make, and what kind of repercussions they could have years down the road. Well, there is a superhero here to help you, and he doesn't wear a thick suit of armor. Usually it's for a golf shirt. But ah! Talking talking
00:03:45.500 --> 00:03:54.169 Steven Frey (@alwaysfreyday @smbguy): you mind, too, but unfortunately we can't do this on the golf course. The engineering and logistics are to be difficult, but talk is cheap. We all know that
00:03:54.180 --> 00:04:23.650 Steven Frey (@alwaysfreyday @smbguy): we don't want this to just be talk. The goal here is, Let's use the insight on the business landscape, and let's create some more impact on Monday morning. It's far too often, especially in the insurance world that S. And Bs are focused on the product that's going to solve all of their problems. The shiny new mouse trap, the carrier's new offering, whatever it is. One consistent thing I see out there is that products change every single day and everything that we do. There's no substitute for surrounding yourself with the right people, first executing a nice tangible process
00:04:23.830 --> 00:04:30.980 Steven Frey (@alwaysfreyday @smbguy): that will help you achieve your goals. You do that. You'll see the right products when you need to see them. Everything begins and ends with the people. So
00:04:31.010 --> 00:04:48.789 Steven Frey (@alwaysfreyday @smbguy): the spirit of surrounding yourself with the right people. I have a very special guest here today, superhero himself the iron man of insurance, Toby, not Tony Toby Stark, owner of stark associates Insurance agency. You should really rebrand this to Iron Man insurance.
00:04:48.800 --> 00:04:55.290 Steven Frey (@alwaysfreyday @smbguy): I could change my name. I could change it right now. I could say, Tony Stark. But then again I might confuse people, so i'll keep it.
00:04:55.300 --> 00:05:12.300 Steven Frey (@alwaysfreyday @smbguy): I'm going to tell everybody a little bit about you, and then we want to hear all about Toby Starch travels to the the world of historic associates. So so Mr. Star has been immersed in the business world since two thousand and five. During that time he's become very active with the Eastern Mama Chamber of Commerce,
00:05:12.310 --> 00:05:37.529 Steven Frey (@alwaysfreyday @smbguy): served on the board of Trustees, active in many networking groups, serving as Presidential board in two thousand and thirteen, also serving on the Mammoth Ocean Development Council Board of Trustees as Vice President, as well as serving as immediate past President for the Nj. State health underwriters as a Testament to Mr. Stark's tireless work, Ethic in two thousand and nine he became the youngest person elected president of the Eaton Town Lion's Globe Pacific Group,
00:05:37.540 --> 00:05:56.689 Steven Frey (@alwaysfreyday @smbguy): whose motto is, We Serve, and is dedicated to serving the needs of the community. He also heads the very successful charity golf outing held by the lions, which happened very recently, which helps raise money for the Fisher House and the James Gerbes foundation in two thousand and eight Toby Star, two thousand and nine.
00:05:56.700 --> 00:06:23.279 Steven Frey (@alwaysfreyday @smbguy): Right around that time Toby founded the stark Associates Insurance Agency with a mixture and some like that with the mission to provide quality, insurance and risk management products to clients driven by the customer's needs and desire to offer the best service available, Mr. Stark surrounded himself with a fantastic staff and able to handle a diverse client base. He achieved these goals through professionalism, expertise, and dedication, only representing the best highest rated insurance companies.
00:06:23.290 --> 00:06:45.479 Steven Frey (@alwaysfreyday @smbguy): Specialty is in group and individual health benefits, including ancillary lines, such as dental and vision coverage along with key, man and business partner, life insurance and income production products. The majority of the clients are small to medium sized businesses who are looking for flexibility as needs and budgets change, which they always do so as a small business themselves.
00:06:45.490 --> 00:07:01.490 Steven Frey (@alwaysfreyday @smbguy): Stark associates understands the perspective, and they are willing to go the extra mile to ensure these changes and challenges are overcome with ease, Toby. Each sleep lives breeze insurance. Well, he doesn't really sleep because he has four kids. I'm pretty sure he
00:07:01.500 --> 00:07:15.449 Steven Frey (@alwaysfreyday @smbguy): no sleeping. Yet it's a It's a rare, fair gift we're afforded, but he is the perfect person to chat about with this topic. We will discuss my favorite questions: Who is your favorite movie or Tv show character, which I'm: Sure, you can guess that a favorite movie or a Tv show and favorite music
00:07:15.460 --> 00:07:38.640 Steven Frey (@alwaysfreyday @smbguy): instrument, And who's the artist? You'd like to hear play it joining me from my home stopping grounds in Mammoth County, New Jersey, the Iron Man.
00:07:38.650 --> 00:07:48.440 Steven Frey (@alwaysfreyday @smbguy): I'm not that defense contractor. I'm not the Billionaire Playboy. I'm just Toby Stark from stark associates. They're like what?
00:07:48.450 --> 00:08:03.350 Steven Frey (@alwaysfreyday @smbguy): Well, I think there is a good marketing campaign, a good rebranding. I'll i'll consult with some of my previous guests in the marketing world. But I love your style. I've enjoyed working with you on some various projects this past year. Let's give everyone a little taste of the journey. Tell us a little bit about how you got where you are.
00:08:03.360 --> 00:08:31.989 Steven Frey (@alwaysfreyday @smbguy): Sure it seems like while you were saying that hopefully people were paying attention to you like Well, it Hasn't done anything past two thousand and ten, you know that's what it may seem like. It's kind of like a a child actor, right? That that disappeared. But yeah, I grew up. Quote unquote insurance in two thousand and eight nine, Steve, You're involved in the payroll realms that it kind of evolved from payroll to an independent insurance broker. I didn't necessarily like where it seems like
00:08:32.000 --> 00:08:40.919 Toby Stark: the millennial generation I didn't like where I was, or what I was doing at that time as a late twentys year old, if you will. So what I did was,
00:08:40.970 --> 00:08:57.190 Toby Stark: I said. I don't want to work for anybody anymore, I guess, but I need residual income, So I would network with these insurance brokers, and they're like, Well, we get paid residual income, and we grow our business your rear. And I said, Well, that's not how I have it. Now. I have to start from zero every year. I don't like that,
00:08:57.200 --> 00:09:15.179 Toby Stark: and they're like Well, why don't you try insurance, and that's what a trip it's funny The residual income or the safety, and the growth is what attracted me, and I was able to talk to these small businesses that I already worked with the payroll. It was just going to be through the group medical insurance lens, and they needed help.
00:09:15.190 --> 00:09:20.660 Toby Stark: They needed a lot of help, and they continue to need a lot of help. Because, and Steve, you know this.
00:09:20.810 --> 00:09:49.700 Toby Stark: Every small and medium-sized business which I've found is on their own island a lot of the times, unless you're in a networking a ban or talking. They're not sharing information. So if you're sharing a wall in a building, somebody might know something in one business that you wish you knew in another, and that's maybe it's competitive advantage. Maybe not. But it's It's just sad that a lot of these companies just don't know, and they don't have the right information. So that's how we kind of grew
00:09:49.710 --> 00:10:08.020 Steven Frey (@alwaysfreyday @smbguy): is from an educational agency. It's not, you know, hit what I kill, and then I'm just going to take him into the cave, and that's it. It's about understanding what you have as much or as little as you want to understand, because, by the way, and I lead off with this. I know you hate this.
00:10:08.030 --> 00:10:17.909 Steven Frey (@alwaysfreyday @smbguy): I know you hate medical insurance. I know you hate talking about it, but depending upon the size of the company. Do you want to get better employees? How does this look for you?
00:10:17.920 --> 00:10:34.330 Toby Stark: So I ask a lot a lot of open-ended questions, because I want them to feel comfortable, because it's important that they buy into us. It's not a sales. Pitch. It's always about education. We talked off air a little while ago, and we'll jump into it as you see fit. But with,
00:10:34.340 --> 00:10:46.030 Toby Stark: as these folks get older, these business owners are going to venture into Medicare, and it's a whole different situation, and nobody is really there to give you the education that you need.
00:10:46.040 --> 00:11:05.550 Toby Stark: So there's a gap that we're filling, and it's important that it's almost like we're a school in a way, and we we just teach you everything that you need to know, and you can totally do it on your own if you want most don't. But it's all about showering Education Trust. Trust to learning. Think about when you were a student. Right, Steve. You sat there and then what did you do? Hopefully
00:11:05.590 --> 00:11:07.840 Toby Stark: You respected that teacher
00:11:07.850 --> 00:11:11.759 Steven Frey (@alwaysfreyday @smbguy): at some point for a minute or two, maybe,
00:11:11.770 --> 00:11:14.289 Toby Stark: maybe, and maybe not every year, you
00:11:14.300 --> 00:11:29.219 Toby Stark: right, because there's a few bad apples in that bunch. But you respected the authority or the profession giving you the information you're like, Okay, Yeah. Oh, thank you. So So that's what we achieve. I mean in this. You go through Instagram, You it's, you know.
00:11:29.800 --> 00:11:43.029 Toby Stark: Solve a quick, quick, quick, quick! You can make a million dollars now today, now, and it's even more and more. Those infomercial are now in your hands. So it's you got it What's real right, what is real? And the lines are blurred.
00:11:43.260 --> 00:11:56.120 Steven Frey (@alwaysfreyday @smbguy): Yeah, it's. I like the way you started that out. I I know you don't like this. I know you don't like to talk about health insurance doesn't change the fact that the top three things on business owners minds typically are operating expenses, taxes and health insurance
00:11:56.420 --> 00:11:57.490 Toby Stark: definitely,
00:11:57.500 --> 00:12:06.889 Toby Stark: and maybe in that order or not necessarily. But you know it, it's the importance of Do I want to offer medical insurance? And you know what i'll say. I'll say,
00:12:07.020 --> 00:12:08.090 Toby Stark: go,
00:12:08.100 --> 00:12:10.050 Toby Stark: don't offer it.
00:12:10.060 --> 00:12:23.260 Toby Stark: I mean it just. It just depends upon the size of the company and the employer, and what he's actually trying to do, and the landscape has changed um since two thousand and thirteen, with the affordable Care Act,
00:12:23.270 --> 00:12:44.359 Toby Stark: and i'll tell you a lot of these smaller businesses, and I'm urging them, go out to the marketplace. You have a marketplace in New York. You have a marketplace in New Jersey. We're all paying tax money into it. A lot of these employees have an average salary. Fifty thousand. They can get a subsidy that offsets their premiums, and the employer doesn't have to offer medical insurance.
00:12:44.370 --> 00:12:51.519 Steven Frey (@alwaysfreyday @smbguy): That seems weird from an insurance broker, right? But we've situated ourselves where we work with individuals as well
00:12:51.600 --> 00:13:11.299 Steven Frey (@alwaysfreyday @smbguy): help them go through the marketplace and understand, and the employer can win too. Now it depends upon the size of the business, And, Steve, You've seen this larger businesses. They're going to offer a group health insurance. It's expensive. You need to have decent revenue to afford your your payroll and health insurance, too.
00:13:11.520 --> 00:13:30.429 Steven Frey (@alwaysfreyday @smbguy): Yeah, And I don't like calling it necessary evils, but it's. This is the facts. This is the way the country operates. You can sit and wide about it and try to try to fit something in that you think is going to be a magic one that's going to solve all the problems it doesn't exist. If you look at insurance products similar to any other product that's out there.
00:13:30.440 --> 00:13:54.710 Steven Frey (@alwaysfreyday @smbguy): They change every day, and the then the terms change. Every day people get older and they get closer to retirement. They get Medicare eligible, like at the age of sixty, five, so as far as planning for it. There's a lot, you know a lot of times in my travels and working with Smbs, it comes off. Things come up more from the group Health Insurance side, but it doesn't change the fact that when you're shopping group health insurance, if there are people who are Medicare eligible, it's, there's some strategy to it.
00:13:54.720 --> 00:14:12.319 Steven Frey (@alwaysfreyday @smbguy): So you need to have a little bit deeper talk, and that's why I love the fact that you ask open-ended questions, and it is about. The story Every business has a different story of where they came from. So we're going to take a quick break. We will be right back with the ah and of insurance Toby Stark, owner of stark Associates Insurance Agency. Stay with us.
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00:16:27.640 --> 00:16:28.700 You
00:16:28.710 --> 00:16:58.170 Steven Frey (@alwaysfreyday @smbguy): welcome back everybody. It's Friday. It's always Friday, and it's being Stephen Pryor Smb, Guy We're chatting with the iron Man of insurance, Toby Stark Corner, Historic Associates Insurance Agency, serving the community since two thousand and nine or two thousand and eight. I don't know we can't really remember. But ah! Before we get into the method behind Toby's madness, besides having a name that's one letter off on Tony Stark. I want to sit out by the fireplace for just a moment and just chat with you guys and get some perspective. So I always ask my guest
00:16:58.180 --> 00:17:22.369 Steven Frey (@alwaysfreyday @smbguy): There's any published works any books that they're really into, and Toby does like to read. He gave me a couple of titles that I thought fit this discussion very very well. One title he gave was the Entrepreneur Roller, Coaster, by Darren Hardy, and the other one was profit first by Mike Mccallowitz, which I've had mentioned on the show before a lot of times by accountants and bookkeeping types of folks. But this talks a lot about the idea of being a business consultant
00:17:22.380 --> 00:17:35.880 Steven Frey (@alwaysfreyday @smbguy): to a business owner, and still being a good business consultant at the end of the day, you start your own business, you bite the bullet, you take the risk, and you go off on your own. There's a lot of things that you have to deal with, and sometimes learn the hard way,
00:17:35.890 --> 00:18:04.519 Steven Frey (@alwaysfreyday @smbguy): but you should always have an eye on, you know, making things that are intelligent strategic decisions with the right partners around you, and the idea of profit first. A lot of times people end up. I've seen them myself spending money, especially when they're product-focused they'll send good money after bad money, because they were counting on a magic wand to kind of solve all of their problems. Look at everything with the right strategic partners, and come up with a plan of execution. That's how people really accomplish what they need to with certain products. And you can even learn health insurance.
00:18:04.530 --> 00:18:15.339 Steven Frey (@alwaysfreyday @smbguy): Medicare supplement programs into that. So it's a great attestation to who you are and how you do things. I also have some of your testimonials here which are a good way to kick something off.
00:18:15.350 --> 00:18:32.759 Steven Frey (@alwaysfreyday @smbguy): But Toby is the consummate professional who always puts his clients needs first and foremost as a true consultant, Toby goes the extra mile for clients, and will give them the best solution to fit their needs. Kind of like you said before, insurance brokers don't like to tell people about Medicare, because then there are such people enrolled in the plan.
00:18:32.770 --> 00:18:39.089 Steven Frey (@alwaysfreyday @smbguy): But Toby is fantastic at follow-up, and will certainly make anyone who refers him look good. I highly recommend Toby so,
00:18:39.100 --> 00:18:47.919 Steven Frey (@alwaysfreyday @smbguy): Toby, this is the method part of the show, the science behind what you do. Give us a little bit of color behind the what you do, how you do it, and how you go to market for it,
00:18:47.990 --> 00:18:53.499 Toby Stark: as Darren Hardy would say in that book, entrepreneur, roll across. You have to embrace the suck
00:18:53.800 --> 00:19:02.889 Toby Stark: as an entrepreneur, because there's going to be days that are just. You just get beat up and batter, and you try to minimize them, but it's business. You don't know you can't see.
00:19:02.900 --> 00:19:04.789 Toby Stark: That's right.
00:19:05.630 --> 00:19:23.890 Toby Stark: That's right. You can't see around the corner, and that's just the way the world works. So there's too many different variables. So you just try to be the best you can be every day, and and with the method, and what we do is we we just try to douse our folks with
00:19:23.900 --> 00:19:32.159 Toby Stark: education. It's important that they're armed with the best education that they have. And then also, like you said: When you surround yourself
00:19:32.450 --> 00:19:41.660 Toby Stark: with folks you want to be able to be there for them when they need it, and that whether it's once a year, or whether it's once a week,
00:19:41.670 --> 00:20:05.700 Toby Stark: it just depends. But you're right. You need to surround yourself with a with a team of professionals that more importantly matches your personality because there might not be. Maybe i'm offering the best thing in the world. But we don't have a good personality, mesh, and during the question, and answers in the discovery in the beginning things Aren't working out great, I mean. Think about later down the line, like you said people run after
00:20:05.710 --> 00:20:26.699 Steven Frey (@alwaysfreyday @smbguy): they run out. They're selling these products, these high commission products just to get the money, and maybe they can sleep at night. But ultimately it might not be the best for somebody, or you might not have the best personality fit. It's a lot easier and smoother going kind of like at six flags. Great adventure, Medusa. By the way, that's one of the smoothest roller coasters I've ever been on. But
00:20:26.860 --> 00:20:38.879 Toby Stark: kind of like that where you just want a personality match because don't you want it to be enjoyable. Oh, Yeah, I got this pain in the butt client. Yeah, but they pay well. But guess what? That's only your health.
00:20:39.340 --> 00:20:44.459 Steven Frey (@alwaysfreyday @smbguy): How many different opportunities do you have to get better from your mental health, and I think that that's
00:20:44.470 --> 00:21:11.449 Toby Stark: the situation that we're in now, especially with these business owners coming out of Covid twenty twenty like, What is What does work life look like? What does it look like to you, and how much revenue is really enough, and how much you're going to keep. And that's right with the Mike Mccow It's profit first. That was just eye-opening for me you mean don't plow it all back in and a lot of business owners take the money and just funnel it back in loan after loan after loan. It's a business own. Oh, it's a deduction. I'll write this off right?
00:21:11.460 --> 00:21:13.950 Toby Stark: Yeah. But then everybody else is paid,
00:21:14.000 --> 00:21:15.190 Toby Stark: and you're not
00:21:15.200 --> 00:21:28.079 Toby Stark: where you have your truck that you bought for one hundred thousand dollars. That? Oh, by the way, it's going to be taken back because you can't make payments which that's not what it looks like on Instagram right? It's a lot of fun. So it's It's just
00:21:28.220 --> 00:21:44.790 Toby Stark: It's just about connecting with business owners and just understanding what they need, but also educating them on what they actually want. Like. It's important to show them all different benefits, and it's just It's an important thing as a business owner myself. It's just
00:21:44.800 --> 00:22:00.210 Toby Stark: mental health is just so paramount. I know, too, that's been talked about a lot, but it really is important. It's Ok to take a break. It's. Okay. Things will still be there. And with profit first. It's just it literally is amazing. You mean, take money
00:22:00.300 --> 00:22:14.209 Toby Stark: from your operatings, but your revenue line take money first off the top, but I could use that for something else like you said Good with the bad. No, take it, and I think I think Mccall, which talks about,
00:22:14.220 --> 00:22:22.790 Steven Frey (@alwaysfreyday @smbguy): and the publicly traded company and a profit sharing when they send you a check, for let's say fifty dollars. You don't return it back to them,
00:22:22.800 --> 00:22:26.890 Steven Frey (@alwaysfreyday @smbguy): you know. No, No, no, you keep it,
00:22:26.900 --> 00:22:40.889 Steven Frey (@alwaysfreyday @smbguy): and that money first. Take that money first, and you gotta enjoy yourself because I don't know what's the value of money. It helps us live. But to what end? And and everybody is different. I might be okay in a cave.
00:22:40.900 --> 00:22:54.039 Toby Stark: Um, Steve, you might be okay in the air with a private jet, and you can't think of anything else, and that's all. And that's the differences in the socioeconomic place that we live. So it's just what you're comfortable with.
00:22:54.050 --> 00:23:24.039 Steven Frey (@alwaysfreyday @smbguy): So you know, really getting to know everybody's story, and being consultative is something that a lot of times brokers won't do, and I don't know if it's just falling into the trap of being transactional where they stuff somebody into a product, because it's the only one they're familiar with, or it pays the best commissions, and then all they want to do is renew that, and that's you know. Listen, I get it, you know, when you're doing residual income. It's important to have, you know, recurring income, but it can be orchestrated from the very beginning with the right expectations. Kind of like you said some clients
00:23:24.050 --> 00:23:52.740 Steven Frey (@alwaysfreyday @smbguy): want to be met once a year, so I want to be met once a week. Some of them are right in the middle of both of those. So yeah, talk to us through a little bit of how you differentiate from some of the other. You know, brokers who are out there because a lot of really have trouble, but getting the story right and dissecting the story, they just skip right to a spreadsheet. I've actually seen this where they've thrown in numbers that Don't necessarily have any bearing on anything. It's just if they get the the client or prospect, they say yes to whatever the numbers are. Then they just end up moving ahead and send them back up.
00:23:52.750 --> 00:24:13.940 Steven Frey (@alwaysfreyday @smbguy): Well, I think a lot of it has to do with what is their pain? Point what what's going on with them? Nobody cares. I don't think anybody cares about me, maybe, except me, and especially when you go in and say, this is what we can do for you. Well, nobody cares about that at that point. But what it? Why, why am I here? And why would you solve for
00:24:14.100 --> 00:24:40.199 Toby Stark: essentially not this. We've been in business for it. Nobody cares. They don't care for businesses, one hundred, and that doesn't matter to me right now. At this moment in time it's with them What's in it for me for everybody, regardless of who's in the conversation? It's what's in it for me? Right? The broker wants to get the business to make the money. The employer wants a more seamless way. They're just not sure how to explain it. Why am I here at this meeting an example
00:24:40.540 --> 00:24:52.599 Toby Stark: I had an opportunity for a Cpa firm about three weeks ago they called. It was a referral from a financial advisor, and they said we would like to move our business over to you.
00:24:52.610 --> 00:25:00.980 Toby Stark: Now, most brokers will be like, okay. I'll send you the broker of record for him sign it, you know. Here we go. We'll start. I asked them. Why Why
00:25:00.990 --> 00:25:18.999 Toby Stark: do you have a broker now? Yeah, we do. And the thought process is Well, if you have a broker now, what's going on with them? What's the breakdown? Is there a breakdown of communication? Is there a personality conflict? Because I don't want to just jump into this fire because this broker was like, Please
00:25:19.010 --> 00:25:38.589 Toby Stark: just I I can't fire you. So just just I won't be responsive. And then you just leave. We don't have time for that. We We believe in our relationship. So we want to help people, but it has to be reciprocal. So i'm not going to roll out the red carpet and just fall on it. And have you walk all over us because you have the wants and needs of the world.
00:25:38.600 --> 00:25:47.009 Toby Stark: It has to be a symbiotic relationship, And that's why I asked, and I said, Well, why? And the other person on the phone was like, Well, what does that matter?
00:25:47.340 --> 00:25:50.389 Steven Frey (@alwaysfreyday @smbguy): What is that?
00:25:50.400 --> 00:25:59.900 Toby Stark: It's a hard question to ask. If somebody wants revenue. They don't care just on board it. We need it, we need it. Why are you leaving?
00:25:59.910 --> 00:26:13.429 Steven Frey (@alwaysfreyday @smbguy): And he said that there was a personality conflict, and we've kind of fallen out. So at that point I dug a little deeper, and he said, Well, we don't get, and I went into detail with him on that as far as I could go, because this is the first phone call,
00:26:13.910 --> 00:26:19.130 Toby Stark: but and then he introduced us to his team, and it felt a little bit better. I'm like,
00:26:19.210 --> 00:26:41.419 Toby Stark: okay. I think we can do this that's a little different. They're coming to us. They're like Here, take this money right now, and we're like I'm not sure if this is the best gonna be the best fit. And for those startups up the startups there that are. You got to get through the beginning process of taking on any client
00:26:41.430 --> 00:26:54.109 Toby Stark: to get to where you can pick and choose and be much more strategic. And just know that, like Darren, Hardy said that suck, you gotta get through it. It's going to seem like It's ridiculous. But and I don't know if you have a statistic of
00:26:54.280 --> 00:27:10.690 Steven Frey (@alwaysfreyday @smbguy): failing businesses after two years, fifty percent, and then another fifty percent after five. And I'm like this is that one hundred percent. But maybe fifty percent of those, Because whenever I see that I'm: like, Ok, So one hundred percent of businesses failed with this. This is here no
00:27:10.700 --> 00:27:13.290 Steven Frey (@alwaysfreyday @smbguy): um more fail and succeed. Let's put it that way.
00:27:13.300 --> 00:27:25.990 Toby Stark: Yeah, it's very, very hard. So if you're starting a business and you want to offer health insurance and you have liability Charge! Payroll right. You're like. Well, wait a minute I have to pay more. There's more taxes to this I have to pay taxes,
00:27:26.000 --> 00:27:34.190 Steven Frey (@alwaysfreyday @smbguy): And again, that's the profit. First thing. Get that money out, pay taxes first pay it. It's it's hard. It's hard,
00:27:34.200 --> 00:27:46.540 Steven Frey (@alwaysfreyday @smbguy): but it's you. You brought up an interesting point, which is something I talked about with my with my last guest that I interviewed, who was a marketing specialist. The idea of Icp, which, when I was a kid that was insane clown, bossy. But
00:27:46.550 --> 00:28:12.229 Steven Frey (@alwaysfreyday @smbguy): icp ideal client profile, right? Especially with what you're what you're doing. It's like insurance and finance. If somebody says they're an insurance professional or they're in financial services, that means something different to everybody like it could be a different thing. So the ideal client profile for for you versus the insurance program down the hall or down the street might be completely different. The saying that folks in your position focus in on that.
00:28:12.240 --> 00:28:16.269 Steven Frey (@alwaysfreyday @smbguy): That's when things start to feel like they're moving. I would think
00:28:17.460 --> 00:28:19.719 Toby Stark: exactly. I mean it's It's just it's
00:28:19.890 --> 00:28:26.089 Toby Stark: it's about personality fits, and some brokerages that are larger, have numbers. They are publicly traded. They have to respond. They have number.
00:28:26.100 --> 00:28:27.889 Toby Stark: I get that. That's not me,
00:28:27.900 --> 00:28:46.030 Steven Frey (@alwaysfreyday @smbguy): and I get That's not our agency. But I do. I do understand that. But that also could present some opportunities for us, depending with with dissatisfaction. But it's important to know again as much or as little. Who am I sitting in front of everybody? Yes, is definitely different.
00:28:46.040 --> 00:28:56.460 Steven Frey (@alwaysfreyday @smbguy): And how do they want to be worked with again? Same thing as before? Do they want to meet once a year? Do they want to want to beat once a week, like there's plenty of them that fall somewhere in the middle. But
00:28:56.470 --> 00:29:15.420 Steven Frey (@alwaysfreyday @smbguy): you know again, like it. I've used this example so many times, and like ruin the face, or any but it's plumbers, electricians, things like that, if you meet them and ask them, What do you do. You're going to get very similar answers amongst professions like that. But if you get their story, and how do you do it? And why do you do it. And how do you go to market for it like we've spoken about
00:29:15.720 --> 00:29:26.289 Steven Frey (@alwaysfreyday @smbguy): You're bound to get a little bit of a of a different story from each one of them that's really going to paint the colors and and talk a little bit about how things are going to work moving forward, which is what we're going to get into.
00:29:26.300 --> 00:29:28.090 Steven Frey (@alwaysfreyday @smbguy): What's that? I'm in cynic. What's your? Why, right?
00:29:28.100 --> 00:29:45.639 Steven Frey (@alwaysfreyday @smbguy): Your life, what your what you solve for your Why, everything else in the wrong place. Yep, and I like to say simple but not easy. Well, nothing worth doing is easy, but it can be drastically simplified, and love to be able to do that for folks. We're going to take a quick break, but we will be right back with the Iron Man of insurance to
00:29:45.650 --> 00:29:49.080 stark owner of stark Associates Insurance Agency. Stay with us.
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00:31:51.300 --> 00:32:20.540 Steven Frey (@alwaysfreyday @smbguy): welcome back to always Friday with me, Stephen Fry your Smb. Guy, we're talking with the Iron Man of Insurance himself to be stark owner of stark Associates Insurance Agency, Toby, you started giving us a little bit of some stories in your life. This is the part of the show that we like to talk about the madness, the artistic, observational view of your work, the stories you have from the field. Those subject to taboo. Obviously, if you don't want to compromise issues with particular clients, you don't need to compromise client confidential,
00:32:20.550 --> 00:32:48.419 Steven Frey (@alwaysfreyday @smbguy): But there's always a way of relaying Ted stories. But before we get into that I want to drop another quick testimonial on this they kind of pursue it to the madden side of things. So Toby can be relied on to provide your company with comprehensive solutions to your unique needs. Toby brings fresh perspective to your employee benefits program, asking questions that may not have been asked in a long time to bring your program into the twenty first century.
00:32:48.430 --> 00:33:12.009 Steven Frey (@alwaysfreyday @smbguy): He didn't have a chat bot do. It he talked to the people. But anyway, being an independent business, owner, Toby understands the challenges that business owners face in bringing cost-effective benefits to employees, let Toby and stark associates start helping you improve your Company's bottom line right away. Sounds a little bit like the profit first mentality as well, but i'd love to hear some stories of the
00:33:12.020 --> 00:33:24.589 Steven Frey (@alwaysfreyday @smbguy): undoubtedly large amount of madness that surrounds the work that you're doing these days. Give us a couple of stories, and it's interesting, too. Sometimes the solution is Well, you got a twenty percent rate increase, and there's no other option,
00:33:24.600 --> 00:33:26.680 Toby Stark: as it is also is
00:33:26.810 --> 00:33:36.559 Toby Stark: the unfortunate part of this business, too. But, hey, you know it's the market. It's bigger than all of us. You can drop insurance if you want, but you don't want. You know they're probably not going to
00:33:36.570 --> 00:33:50.120 Toby Stark: a lot of the a lot of the surrounding stories that I have, and I can go on for a long time usually happen around Medicare and for our audience listening. It's the folks aging in to, and you put up the Medicare part. D
00:33:50.130 --> 00:34:20.100 Toby Stark: It's the folks aging into Medicare that are turning sixty five. So most employees get handed a plastic card when they work for an organization that has some numbers and letters on it. They don't really pay attention to it. It's called medical insurance, and I can tell you today if I ask ten people if we went outside on this Friday, if we went outside and interview people, and said off the top of your head, what medical insurance you have right now they don't know what they have. They don't know how it works, what network. And you can blame the system partly for
00:34:20.110 --> 00:34:36.830 Toby Stark: that, too. But there's just a lack of education. So these folks are making the mistake when they turn sixty five that they're going to do it themselves. I got a phone call a few weeks ago from a son of this lady who was actually hospitalized
00:34:36.840 --> 00:35:00.940 Toby Stark: in the hospital, and she has Medicare part A, which is hospitalization and Medicare or B. But she does not have, and she was getting moved outside of the hospital. She does not have a Medicare supplement policy, so Medicare does not pay for all of your medical insurance coverage. If you're moved somewhere outside the hospital only pays for only eighty percent.
00:35:01.120 --> 00:35:15.490 Toby Stark: The twenty percent is a combination of the private health insurance carrier that will pay for the rest that Medicare Doesn't pay for. And that's why, when you turn sixty, five, it's important to plan on looking for something like that a Medicare supplement plan.
00:35:15.750 --> 00:35:18.760 Toby Stark: So she is going to have to pay.
00:35:18.900 --> 00:35:33.340 Toby Stark: And I said, I don't know what to do. She's over sixty five. She can't just magically get a plan. She's going to have to pay the twenty percent cost of whatever that number is in perpetuity. There's no ceiling. It could be five hundred dollars.
00:35:33.360 --> 00:35:47.089 Steven Frey (@alwaysfreyday @smbguy): It could be twenty five thousand dollars, right? So those stories, the problem is that people speak give each other opinions, and what's good for them, Zig Ziggler. I just look it up before, because I forgot. But with them what's in it for me?
00:35:47.100 --> 00:35:55.789 Steven Frey (@alwaysfreyday @smbguy): It for me. So it should work for you, hey? There's a nail over there. I have a hammer. Let me go. Hit it right. Oh, there, there's nails everywhere.
00:35:55.800 --> 00:36:11.479 Toby Stark: No, everybody has their unique perspective. So when I hear things like that, and we you talked about in the introduction, the Eat Town Lions Club. That's in Mammoth County. I grew up in the club. I'm passionate for serving the community, and it is truly we serve, and I get.
00:36:11.490 --> 00:36:21.600 Toby Stark: I get so much pride out of helping an individual if they couldn't qualify for something giving them like somebody called the other day. They couldn't afford their maintenance medication drugs.
00:36:21.610 --> 00:36:42.259 Toby Stark: Nobody is going to run over there and pay it for them, and I directed them down a path to a State program that can help pay for their maintenance. Met. Does that pay us anything? No, and we don't care. We're more than we get the most joy in helping people. We do free work all the time, and a lot of these stories are born out of
00:36:42.930 --> 00:36:51.510 Toby Stark: free work, like an employee that enrolled in their plan, and for whatever reason due to the carrier, mistake,
00:36:51.520 --> 00:37:20.419 Toby Stark: the son or daughter wasn't enrolled as well. Then something happened, and the insurance said, Oh, no, we're not going to pay Warren enroll and being able to work behind the scenes with an exception process to get that child covered and back dated so it's paid. I mean, these are the things that you should go and be up above and beyond, for, and a lot of these stories are not the initial sale, but it's the service side of it. It's just not like, Oh, we're just going to disappear. Yay,
00:37:20.430 --> 00:37:30.789 Steven Frey (@alwaysfreyday @smbguy): we get to get paid by the insurance carrier, and you'll never hear from us. It's these are people, and they they need help, and it's a lot of it like you. The four parts of Medicare you have back there.
00:37:30.800 --> 00:37:50.319 Steven Frey (@alwaysfreyday @smbguy): Well, there's lots of different. There's lots of cheat sheets for Medicare supplement. There's a lot especially, and but that's when when folks see a lot of that type of content out there they feel even more compelled to try and learn it all themselves, and try to navigate them to navigate it themselves. And you know, while we we largely talk about small medium-sized business topics
00:37:50.330 --> 00:38:18.849 Steven Frey (@alwaysfreyday @smbguy): here in Medicare supplement plans or something that's more individual based. If you have someone who's working for you that's getting towards sixty, five or is over sixty-five It Hasn't done anything about it yet, if trying to figure it all out, they could very well be trying to study things like this
00:38:18.860 --> 00:38:47.570 Toby Stark: No, that, and that makes sense, and that's a good point too good lead in. So there are insurance brokers out there that Love group medical insurance, but want nothing to do with Medicare or Don't care, and we work with other insurance brokers. Imagine that we work with other programs. We can go into the business not to steal the business, but to help educate those employees through an hour. Seminar right? It can be a lunch and learn. This is what you need to know Now, employers. If they have more than twenty employees,
00:38:47.580 --> 00:38:57.670 Toby Stark: the employee doesn't necessarily have to go on Medicare because it's Medicare. Now we're talking technical, but primary or secondary payer rules, and that's where i'll stop. But
00:38:57.680 --> 00:39:16.279 Toby Stark: do you know that as an employer, do you even know that? Or do you have an equivalent drug plan equivalent to what Medicare would offer. Do you know that as your broker talking to you about that? And if you have twenty year olds, it doesn't matter to you, but it's important to keep your eye on it, because, as the population continues to age
00:39:16.290 --> 00:39:45.010 Steven Frey (@alwaysfreyday @smbguy): over eleven thousand people a day age in the Medicare eleven thousand people a day, and they all need advice, and there's a lot of bad advice out there that are being marketed to you, and It's starting soon. October fifteenth. These insurance carriers will spend from a marketing standpoint, maybe with the firm you just add on over a billion dollars and they're going to shower down with their opinions and what's good for them. So you have to decide from an educational standpoint
00:39:45.020 --> 00:40:06.569 Toby Stark: who is going to be talking to my employee. And what do I want them to do? So? Perfectly well said. It's important that if you have those employees and they're going to be making a decision that they make it with somebody that you know and trust, because they don't know what to do. They've never been talked about, what to do, and now they're going to be an insurance expert after sixty, three years.
00:40:06.580 --> 00:40:07.590 Toby Stark: Probably not.
00:40:07.600 --> 00:40:09.089 Steven Frey (@alwaysfreyday @smbguy): So you don't care.
00:40:09.100 --> 00:40:35.680 Steven Frey (@alwaysfreyday @smbguy): Yeah, partnering with other insurance brokers. There's absolutely no doubt to have some of these discussions. You know you brought up the idea of getting referrals from the Financial Advisory community, and that's one that also see a great opportunity to take so certain specialties with this, and to be a great compliment, you know. Talk to us a little bit about. If you've had any other other types of experiences, you know, bringing these types of talks to the table, for you know i'll see people that are doing seminars, for
00:40:35.690 --> 00:40:49.980 Steven Frey (@alwaysfreyday @smbguy): you know types of annuity, planning, and for long-term care, planning, and things, and all like that, like things like this should should go rather locked up with that wouldn't it. It should. And it just depends upon the financial advisory, for when we do work with
00:40:49.990 --> 00:41:18.400 Steven Frey (@alwaysfreyday @smbguy): a few firms that you're there talking about retirement planning, we're absolutely going to be sixty, two, sixty, three, Everybody in the world knows who's ever listening to this. Everybody knows your birthday. Every marketer has that information. You signed off somewhere. So you're going to be getting solicited to. So it is about going to a trusted source, and, like you, said a seminar, and there are seminars. I would advise people depending upon where they where they're living, to look at their local library. There might be
00:41:18.630 --> 00:41:33.089 Toby Stark: some information there, not not the library not in the books, but there might be a seminar That's where we go to host these type of events and It just depends. You're right. Annuity, long-term care,
00:41:33.100 --> 00:41:42.149 Steven Frey (@alwaysfreyday @smbguy): Medicare supplement all go together. But it just depends, like you said, with insurance insurance as insurance right? People specialize in different things, but that's
00:41:42.160 --> 00:42:10.760 Toby Stark: that's the cowworks of the co-branding that that we need to do because it's just. Hey? This is part of your plan. You need a medicare supplement where you need to understand Medicare. And oh, by the way, if you don't, you know how expensive health care is. And, by the way, that's going to eat up into your investments till you have nothing left very quickly, or the long-term Care like you said, is important. But it's never nobody's ever with that. Nobody's ever going to get sick, ever even though statistically seventy percent Well, But
00:42:10.770 --> 00:42:26.400 Steven Frey (@alwaysfreyday @smbguy): so. But looking at this was this one that I have on my background the part A, B, C. D. It's one of the simpler types of things that I've seen out there. I've seen ones that are astronomically complicated. And again, people going out on the information superhighway, and trying to figure out Medicare everything.
00:42:26.410 --> 00:42:53.819 Steven Frey (@alwaysfreyday @smbguy): A lot of it is. There's so much like, how could they? And if they Don't have any experience really with it being a trusted advisor in this space, how can they navigate effectively? Which is why I like that. You've been producing additional content like this very podcast that's about to Ah, you know. Put some things out there where it's like all right everybody's concerned about prescription drugs here's the out-of-pocket it cost, You know, for Medicare part D that the content that's out there and here's what it? Means?
00:42:53.850 --> 00:43:02.599 Toby Stark: Yep, that I mean, that's the job it's to boil it down the very complex into something very, very simple. And you look back there the four parts
00:43:02.610 --> 00:43:19.929 Steven Frey (@alwaysfreyday @smbguy): it's. After an hour conversation with the beneficiary. I go see it wasn't that easy after an hour, right? So there was somebody that I was working with on a on a case a while back, who was like the epitome of that of the numbers into the spreadsheet, and just like hope, they say yes, and figure it out afterwards.
00:43:19.940 --> 00:43:28.589 Steven Frey (@alwaysfreyday @smbguy): And I ran the scenario myself with my partners, and I was like Wow! It looks like they could really benefit from a sulfur a level-funded type of arrangement instead of going out to the
00:43:28.600 --> 00:43:31.799 Steven Frey (@alwaysfreyday @smbguy): you know, if we're open market fully insured, or whatever.
00:43:31.810 --> 00:43:46.319 Steven Frey (@alwaysfreyday @smbguy): And his his response was, I mean, you want to try to explain self and level funding to the head of Hr. At this company. That seems really difficult. It's like dude That's That's your job.
00:43:46.330 --> 00:44:08.689 Steven Frey (@alwaysfreyday @smbguy): Correct. Do it right, or don't do it at all. Give them the options that are on the table at that time, and like at the expectation that products situations change along the way. This might not be the last stop on the train,
00:44:08.700 --> 00:44:28.600 Steven Frey (@alwaysfreyday @smbguy): I mean. But that's like to me that just promotes the idea of leading with a product like something that might not be the best fit capitalizing on the Commission, and just trying to get people to renew every year, and Don't say boo about it where they might actually be shopping it around and trying to figure out what the hell's going on down the road, and you'll be the last one to know about it. If that's your approach,
00:44:29.350 --> 00:44:38.950 Steven Frey (@alwaysfreyday @smbguy): why'd you agree? We're gonna take a quick break, but we'll be back with the Iron Man of insurance, Toby stark owner of stark Associates Insurance Agency to stay with us, everyone,
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00:46:40.190 --> 00:47:10.150 Steven Frey (@alwaysfreyday @smbguy): Welcome back to always Friday with me, Stephen Fry. Here, Smb. Guy, we are chatting with the Iron Man of Insurance to be stark. The order of stark Associates Insurance agency some amazing pearls of wisdom for this Friday from Mr. Stark here. I hope you guys are listening, taking notes. Maybe even God forbid! Remember something that he's saying, but there's a lot of good stuff here. Every business has their own story to tell. Every business has their reasons for making the decisions that they do. It should not be based completely on the money side of things
00:47:10.160 --> 00:47:38.269 Steven Frey (@alwaysfreyday @smbguy): which a lot of times i'll equate with just a product-focused decision. But you should really be embracing the right types of council and advisors around you at Toby. You are most certainly that for the insurance world. So this is the message part of the show. This is the part where we want everyone to get some weekend insight to make a Monday impact something that they'll remember over the weekend while they're enjoying their cocktails and pick them rules for football, which I hope to win as well. But
00:47:38.560 --> 00:48:08.029 Steven Frey (@alwaysfreyday @smbguy): as far as testimonials, I got one more for everybody from Ah Toby's folks out there. I recommend Toby Stark and stark associates. He has helped me obtain the right insurance to protect me and my family. He also has a huge network of trusted insurance professionals at his disposal, where he can bring in when needed Insurance is something that is easy to forget. But Toby follows through and make sure you don't slip through the cracks. On insure he's constantly educating himself on, and as well versed in the latest changes in the industry,
00:48:08.040 --> 00:48:33.859 Steven Frey (@alwaysfreyday @smbguy): also very generous with time, and gives back by supporting worthy causes in the community phenomenal testimonial. And they are good for like to really paint the picture for you as somebody who is not a stereotypical, egotistical, narcissistic insurance, professional financial adviser, somebody who is actually willing to partner with other trusted advisors out there to bring home the right solution. So bravo to you
00:48:33.870 --> 00:48:40.989 Toby Stark: when you think me don't think i'm lighting a cigar with a hundred dollars. Bill, you know That's That's
00:48:41.000 --> 00:48:42.289 Toby Stark: yeah. Think Iron man,
00:48:42.300 --> 00:48:43.929 Steven Frey (@alwaysfreyday @smbguy): I think I
00:48:44.230 --> 00:48:56.989 Steven Frey (@alwaysfreyday @smbguy): speaking of last name. So stark it means strong in German. I I don't know there's something to be said about that. Right? I mean I should be. I should be a defense contractor, that's what I should be.
00:48:57.000 --> 00:49:06.990 Steven Frey (@alwaysfreyday @smbguy): Well, maybe there's something to that, or, you know, he said, the idea of being a child star
00:49:07.000 --> 00:49:16.790 Steven Frey (@alwaysfreyday @smbguy): that would make you more, maybe like a Peter Parker as opposed to a Tony start but one hundred percent. We can go find Peter Parker's house. I'm like, Yeah, we get Yeah, so
00:49:16.800 --> 00:49:26.819 Steven Frey (@alwaysfreyday @smbguy): right on top of that. But I think when you're talking about when we enter into the weekend, and we have great things that we start thinking about, and then we slip in.
00:49:26.940 --> 00:49:33.089 Toby Stark: I am the king of writing things down in different apps, and then forgetting about them and not coming back.
00:49:33.100 --> 00:49:52.580 Toby Stark: Oh, yeah, that was a great idea. Then it's interesting. What I've started to do It's It's a shameless plug, but it's literally called Rocket Book. It's a spiral notebook that you could scan in. But I started writing actually not typing, but writing things in,
00:49:52.590 --> 00:50:21.149 Steven Frey (@alwaysfreyday @smbguy): because a business coach of mine, Nick Marionel, of Focal Point business coaching told me that if you're writing, you're more likely to remember for longer rather than typing. And it is actually as I write my thoughts down. I do scan a man because i'm king of scanning something in, and never returning to it. But I would tell business owners jot that down and make a date that you want to make that happen, and hold yourself accountable on entrepreneurial roller. Coaster.
00:50:21.230 --> 00:50:22.890 Toby Stark: I'm not Who's
00:50:22.900 --> 00:50:27.190 Toby Stark: Who am I reporting to? Nobody's telling me I could just take my dear time.
00:50:27.200 --> 00:50:39.989 Toby Stark: What's important to the business owner, not necessarily working over the weekend if they have to find, but just enjoy that unplugged time and come back better than ever. But if you have a great idea.
00:50:40.000 --> 00:50:56.590 Steven Frey (@alwaysfreyday @smbguy): Walk around with the book and just jot it down and then put a deadline. If you implement a lot of your ideas are going to be dead, die before they even start. Nobody talks about that. They talk about all the success it just kind of like when you go to Atlantic City and talk about how much money you want. You never talk about how much money you lost
00:50:56.600 --> 00:50:58.390 Toby Stark: By the way you're upside down.
00:50:58.400 --> 00:51:12.089 Steven Frey (@alwaysfreyday @smbguy): There's a negative in front of those. No, don't tell anybody that. So you're going to fail a lot, but just keep trying It's just about the grit, as my wife would say, she has much more grit than me. I just I throw up the white flag and do I quit?
00:51:12.100 --> 00:51:20.069 Steven Frey (@alwaysfreyday @smbguy): Well, maybe actually learning from from some mistakes as well. A lot of people Well, you know definition of insanity, and making the same mistakes over and over again.
00:51:20.760 --> 00:51:28.290 Steven Frey (@alwaysfreyday @smbguy): We've all done it. I know I have to. I have keep it a secret, but I
00:51:28.300 --> 00:51:38.719 Steven Frey (@alwaysfreyday @smbguy): and your and your last name actually supports that too. It is wonderful in multiple more ways than I I mean there. It should say start industries,
00:51:38.730 --> 00:51:40.390 Toby Stark: but it doesn't it just says insurance,
00:51:40.400 --> 00:51:44.890 Steven Frey (@alwaysfreyday @smbguy): that's the next one. I want one that says Ball stark associates, insurance and stark industry. As I want to both,
00:51:44.900 --> 00:51:51.490 Steven Frey (@alwaysfreyday @smbguy): we talk about it enough. There might be a season's. Assist Letter I'm going to get probably, but i'll say no, I really am.
00:51:51.500 --> 00:52:03.790 Steven Frey (@alwaysfreyday @smbguy): And one quick story when I look up because I had to on Google. I typed in Toby with A B me right here, Toby Star, it said right below. Google told me, Did you mean
00:52:03.800 --> 00:52:06.389 Steven Frey (@alwaysfreyday @smbguy): No, I didn't. But thank you for telling me.
00:52:06.400 --> 00:52:18.190 Steven Frey (@alwaysfreyday @smbguy): No, I didn't. And in the picture carousels that they have. There was Iron man, Iron man. My picture that you put up, and then Iron man, Iron man, I would have to say i'm a pretty good company,
00:52:18.200 --> 00:52:22.390 Steven Frey (@alwaysfreyday @smbguy): pretty good sandwich between Tony Stark and here I am,
00:52:22.400 --> 00:52:28.730 Steven Frey (@alwaysfreyday @smbguy): and then there's my show where i'll put your face on Iron man's body, no matter what. So we have that going for us. But it is nice.
00:52:28.740 --> 00:52:35.790 Steven Frey (@alwaysfreyday @smbguy): It's been done with Mr. Levine Plug for Belg. It's been done in the past with him. He's done that and had fun with it.
00:52:35.800 --> 00:52:50.690 Steven Frey (@alwaysfreyday @smbguy): Oh, G in previous guess no one hundred percent agree with what you're saying. I actually am a rocket book fan as well. The pen's always dry up to me, though it drives me absolutely nuts. So it's. So yeah, i'm gonna have to get a you right. I'm gonna have to get a pen. And then it says, uh, you better raise that for a month.
00:52:50.700 --> 00:52:58.610 Steven Frey (@alwaysfreyday @smbguy): Yeah, exactly. But you know, for business owners out there, too. It's like I always have a note in my phone, whether it's the iphone or an android, or whatever
00:52:58.620 --> 00:53:12.979 Steven Frey (@alwaysfreyday @smbguy): that's idea. I put this in there idea. Put this in there idea. Put this in there and then like, fire it off to yourself an email just big big letters.
00:53:13.110 --> 00:53:31.949 Steven Frey (@alwaysfreyday @smbguy): So you want to check out to be stark. Well, if you Google, him, you'll get pictures of Toby right alongside of Tony Stark, which i'll also show you guys here in just a moment. But you can type in Toby, and this is I've looked at this. But you can type in Toby stark insurance. If you type that in
00:53:31.960 --> 00:53:44.930 Toby Stark: there'll be an entire Google Page, you'll get to meet me because that's how people vet people out right. Who is this person. I don't know him. They're a stranger. Do I trust them? Maybe maybe not right. So Toby started.
00:53:44.940 --> 00:53:45.989 Toby Stark: This is so great.
00:53:46.000 --> 00:54:14.789 Steven Frey (@alwaysfreyday @smbguy): The the iron man of health of a juror. It's all a health insurer's better Car. Sophomore Plants, Stark S. T. A. R. K. Dash Associates dot com all social media social social media stark associates. They've got videos. You got video links on the website, get it, get out there and check out some of the content again. Toby and team all about the educational side of things which is phenomenal a lot of times people just trying to cram some type of product
00:54:14.800 --> 00:54:16.179 back down your throat.
00:54:16.190 --> 00:54:44.469 Steven Frey (@alwaysfreyday @smbguy): It can't be that way, man. Everybody has different needs. Every Every company has a different set of census information, whether the people are in their the mid thirties or a lot of them are approaching their mid sixties. They're gonna have different needs again. It's not something where you can copy off the the person next to you. So what's what's what's what's what's what's good for me over? What are they trying to accomplish and get cause that you want? To be a team here. So what are you looking to do?
00:54:44.480 --> 00:54:47.760 Toby Stark: And how can we accomplish it together? And sometimes
00:54:47.770 --> 00:55:07.390 Toby Stark: maybe it doesn't make sense to roll out a benefit until your cash flow increases, or you know, depending again. You want to raise revenue quickly, quickly, quick as fast as you can, right. But maybe That's not the play. God forbid organic, slow, controlled growth, and you have to wait a little bit. But that's not what your Instagram hand is going to say,
00:55:09.200 --> 00:55:34.919 Steven Frey (@alwaysfreyday @smbguy): Well, Toby Stark is here. He is the superhero, the Iron Man of insurance. So those shot shot that Tony Stark would be the movie character that i'd be talking about here. They just put his face everywhere all over us. But Toby's favorite. By the way, I joined you in this one. It's Dr. Strand, which is a good one, but a favorite movie, you say, Caddy Shack, big favorite of
00:55:34.930 --> 00:55:39.590 Steven Frey (@alwaysfreyday @smbguy): So when you said, embrace the sauce, i'll do it,
00:55:39.600 --> 00:55:46.090 Steven Frey (@alwaysfreyday @smbguy): and it doesn't get old. Everything that goes on there is the same today as it was timeless. It is timeless.
00:55:46.100 --> 00:55:56.390 Steven Frey (@alwaysfreyday @smbguy): I actually at my brother's wedding. I gave the best man's speech. It started off with the ah with the monologue from him christening the boat
00:55:56.400 --> 00:56:05.190 Steven Frey (@alwaysfreyday @smbguy): it was. It was at a like a country club, and half the room is cracking up his stairway, and half the room doesn't know what the hell's going on.
00:56:05.200 --> 00:56:15.290 Steven Frey (@alwaysfreyday @smbguy): But yeah, no. I explained that afterwards it went off really well, actually. But but you know that. Embrace the suck totally love that. That's right. It sucks, embrace the sun. Here's a deal with it,
00:56:15.300 --> 00:56:20.889 Steven Frey (@alwaysfreyday @smbguy): you know, but you have your pal. You have somebody here. Who are you, my pal?
00:56:20.900 --> 00:56:32.990 Steven Frey (@alwaysfreyday @smbguy): Well, well, Toby's waiting for your call. You need a pal toope. Is there, your honor, you are but ah favorite musical instrument artist. You'd like to hear play it. Very popular. Answer. A favorite of mine as well. The piano by the piano man himself.
00:56:33.000 --> 00:56:46.709 Steven Frey (@alwaysfreyday @smbguy): Mr. Elli Joel,
00:56:47.400 --> 00:56:56.489 Steven Frey (@alwaysfreyday @smbguy): Hey, man, you can't. You can't mess with certain things. He's going to do it till he can't do it no more, and I really hope he does so locally. Here at the Jersey shore seven hundred and thirty, two, seven hundred and forty, seven,
00:56:56.500 --> 00:57:09.570 Steven Frey (@alwaysfreyday @smbguy): so four, one one, or toll free around the country. One, eight hundred, four, three zero, one, three, two, two stark associates insurance. You can talk to the Iron Man himself, Toby, Thank you so much for joining me here today. Really, it was awesome. A lot of fun
00:57:09.580 --> 00:57:19.970 Steven Frey (@alwaysfreyday @smbguy): good to see you, man. Have a great weekend, everyone. We will see you next week. Friday. Eleven A. M. Eastern time, right here ontalk radio at Myc. Bye. Bye, everybody.