Episode Links:

LinkedIn: Brian Calvert - https://www.linkedin.com/in/brian-calvert-31aa3a49/

Website: Business Health Market - https://businesshealthmarket.com/

Book Mentioned: Quit by Annie Duke - https://www.amazon.com/Quit-Power-Knowing-When-Walk/dp/0593422996

Summary:

In this episode of The Corvus Effect, I sit down with Brian Calvert, owner of Business Health Market, who discovered his true calling through disruption. After 20 years managing shopping centers across New York and Massachusetts, Brian pivoted to health insurance brokerage when the Amazon effect reduced Buffalo's malls from five to two. He now leads a team of over 20 agents nationwide and freely admits he's a better manager than a salesperson, which allows him to run a business rather than have a job.

Brian shares his three-phase approach to building a business from day one, his philosophy of treating clients like family in a transactional industry, and the three critical questions he asks anyone considering a career pivot. He also opens up about watching his son go from horrible first-year golfer to number one in high school, and how that challenged his own assumptions about the path to success.

Chapters:

00:32 Guest Introduction

02:24 Seeing the Amazon Effect Coming

04:18 Helping Mom and Pop Businesses

06:01 Build a Business, Not a Job

07:56 Sales Through Empathy

11:15 Balancing Empathy and Tough Love

19:47 Redefining Success

23:00 Three Questions Before You Pivot

27:09 Growth Through Acquisition