Becoming A Solutions Provider – with Michael Hart

In Rockstars Rocking Podcast by Eric Silverman


This episode of the #RockstarsRocking podcast features my good friend, rockstar Michael Hart, Employee Benefits Consultant with Dillingham Benefits, out of the Oklahoma City area.

Our discussion with Michael jumps into the deep end of taking a ‘leap of faith’, which was Michael’s decision to leave the benefits carrier he’d been with for 15 years and become an advisor for medical insurance right at the beginning of the pandemic. We dig into why he changed his focus instead of joining another benefits carrier, how he had learned to be a good advisor long before he joined his current firm, and what drives him to keep moving forward.

The second half of our interview takes a step back to focus on what makes someone a good advisor and a good salesman. We get into the pros and cons of making your ‘riches in the niches’ with single channel books of business vs. having a varied book of business. We also talk about Michel’s love of hunting and how being a good huntsman parallels being a good salesman in many ways. We round out our interview with some lessons that he’s learned through his failures and how he’s used them to get better.

So, are you ready for more? Go ahead and grab your favorite ice-cold beverage and tap that play button, to tune in to this week’s edition of the #RockstarsRocking podcast.


Episode Highlights:

  • How he went from the Carrier world to the “dark side” and became a medical advisor right at the beginning of the pandemic
  • Learning how to be a good medical advisor long before he got into the field, by going to benefits meetings with his broker partners and watching how they interact with groups
  • Why he wanted to become a “solution provider” rather than be tied to one specific carrier or product
  • The pros and cons of working in a niche vs. having a varied book of business
  • How being a huntsman parallels being a salesman
  • Learning lessons from failures


So, I only have one question for you…?

Are you ready to rock…?!

Connect with Michael:



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