The Hive Five Podcast

5 Key Takeaways from Cesar Canales

1. Do to others what you would like done to you (The Golden Rule)

2. Be passionate

3. Simplicity

4. Stick to your core values

5. Enjoy the things that God has given you


Today on the Person Behind the Professional we are happy to be talking to Cesar Canales, an insurance agent and founder of the Canales Family Insurance – AllState, in Texas. Cesar started his agency back in 2014 and has been growing ever since. Before changing paths and becoming an insurance agent, he worked in broadcasting with radio and television.

In this episode, Cesar talks from a unique perspective about what a career in broadcasting is like. He tells stories about really exciting things that happened, but also talked about the stresses and pressure of radio and TV. When it comes to insurance, he also talks about how his background in public speaking and broadcasting has helped him in insurance and growing his business. There are some awesome pieces of advice in here!

In the Canales Family Insurance agency, they focus on honesty, integrity, and responsibility. Cesar talks about what these three principles mean to his agency, and gives specific examples of these principles in action with his clients and employees. One of the big things when changing career paths was reevaluating his priorities. Cesar talks about balancing his work and family life. When in radio, he was working long hours, and lots of them were night and weekend events. In this episode, Cesar tells a story about how his young daughter asked his wife one time when he was working late, “Why does daddy want so much money?”. This moment helped spur Cesar’s career change in order to have a more balanced life with his family and caring about the things that really matter.

Listen to the Person Behind the Professional for the rest of the story and please rate and review our podcast on iTunes.


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He was quiet for a couple of minutes and then he looked at me and he was teary eyes and say, you know something? I think that they will say that, that I don’t care much for them, but I only provided things for now.
Thanks for listening today. My name is Katie with bright and today we have Caesar Canal is joining us on the person behind the Professional Caesar. Canalis is owner and insurance agent at Canalis family insurance, allstate in Plano, Texas. And he started his agency back in 2014. Before that he’s had a long career in broadcasting, both radio and TV. Another one of these guys were. I don’t know why I’m leading this. I think I should give him the mic and let him ask all the questions, but these are thanks for being on today and we really appreciate it. Thank you again. Pleasure to be here. So Caesar, give us just a little bit of background on why you started the insurance agency after being in radio and TV so long.
So about 15 years ago, I was, uh, uh, organizing an event for community in Chicago and we had a main sponsor was one of the most important insurance companies into the country and they were the sponsor of the event and I noticed one thing that, there was a very big need for people to understand insurance because these agents that were working out a van and we open in those events where they’re passing away, you know, the shots, keys to the cops, uh, shirts, things like that. But in this case, most of the people were not interested in just getting a Koozie or getting a shirt or a fan. They were actually interested in getting answers. And at that time I saw, wow, there’s a great need. So I talked to one of the agents for that company and he told me you won’t believe the amount of people that need information about insurance, that, that they don’t understand what they’re paying for and that’s why they often are upset about holiday pay or how it’s handled. And I say, wow, that’s, that inspired me to, uh, at that time it was, I was doing really well and the company, so I couldn’t even dare to think and, and moving into the insurance business. But I thought this will be a great place where I can make a difference at some point if, uh, if I want to live this business.
Do you came from the broadcasting in radio industry? Tell us a little bit about that and your experience there.
It was very, very rewarding because knowing you get to know a lot of people and you get to influence to get to know and work with influencers. You get to work with personalities, radio personalities that, that our leaders are of opinion and uh, and that they also help and in a lot of ways, not just to entertain but also to, to connect communities, to inspire communities to do help them go through today because, uh, nowadays you have the podcasts. But, uh, even before the podcast, they were the morning show guys and the afternoon drive guys that will help, uh, the regular worker to go through the traffic or he would admit the guys who give you bits of information that help you start a conversation or at home or make you feel like you were learning something on the way to work will, you were not enjoying those two hours of commute in the middle of traffic.
So, and that also helped me to understand that that upon a microphone is a powerful tool that you have to take that seriously whether you’re entertaining or, or just providing information, but you have to take that seriously and the, you have to, to understand and prepare for, for a job like that. So the breakfast industry, it gave me a different perspective on, on having an opinion and just saying it in a group because when you have a mic that’s a, that could be thousands and sometimes millions of people that are going to be listening to that and they might take that opinion, has a, as a very, very um, what he’d say, uh, has an authority or has a change of life for them.
I’m assuming you were working with some pretty talented people because most of you know, radio and everything is not always edited. So, you know, you have people who are actually speaking live right at that time, not like these podcasts where we can edit them out now and, and change things around and make them sound as good as possible.
That is correct. Uh, I learned the value of people that were always at that their mind was in a different rpm. That the revolutions of their ideas were so fast and there were connected to him, to, to their boys that say, wow, not everybody has that talent. That talent of, of being thinking not only about the what they’re going to say, but the consequences and what’s next and how to harmonize with the rest of the team, like in the case of a morning show or an afternoon show where you had three or four members and on top of that they, they’re out of magically gauging the interest of people in the topic that they’re touching and the size of it because now we have a podcast that you can say, well, this was really interesting because we got a lot of people and people share it right at that time.
You kind of have to be analyzing a minute by minute what you’re saying and, and judging by yourself. And I’m like, okay, is this going the right place? And if it’s not been interesting, then I have to switch it. And if he’s been interested in then let’s, let’s light it up. Let’s just put more, more gas to the fire. So that’s a very interesting talent and use that on. Now you see it with, uh, uh, in place in New York or you see it in movies when you can see the opening weekend and you know, if it’s gonna be a hit or not, right. Uh, in radio that happens minute by minute and GV. That happens minute by minutes. So it’s a very interesting, uh, phenomenal. When you’re going live on them,
would you say that it was a pretty stressful environment as well or was
it not as stressful because of the, the, I say quality. I don’t know if that’s really the right word, but the quality of people who were up there, they were, they were used to that type of interaction. It was a stressful in a way that you have to be 100 percent alert and you have to be 100 percent on the ball is a one time one comedian showed up to our radio studio and after the after being there only for about 35 to 40 minutes, he came out and he told me so you know something, I, I have a new appreciation for it for people that do this live because it said Comedians we get to go to shows and we try material and try and material and then finally we get a show on hbo or we do something on tv but we already tried the material and we only got to do that material and it’s going to be the same material for 25 minutes for 27 minutes and then we’re going to go to the next city.
We’re going to do the same. He said, your guys here are doing it live all the time and they can not repeat that material. And it said. And I said, yeah, that’s, that’s really says that will be really stressful everyday to have that load and say yet in ways very stressful, but at the same time that challenge, these people are, are our feet by that challenge every day. If you give them something else that would not be happy. I had people, I had people that, uh, that were completely bored when we say we’re going to go record it and which is going to get the best material. A lot of your last three shows in the guy like, I don’t know if that’s going to sound good. Some people perform so much better under pressure. I’ve told people I don’t enjoy being in front of a couple of people giving a presentation, but if I’m in a room, have a ton of people there or something, I do better for some reason it’s kind of strange.
You would think it would work the exact opposite. But there’s something, there’s something about it. And I think the energy and the. I think the pressure of, of knowing that there’s a lot of people watching you, I think you. I think you do perform better. It is in this situation. It is so interesting. What you mentioned is something that I use when I’m training. I try to help people to become better speakers in small groups because it’s a lot more challenging to talk in a small group that talking to a stage where there’s 50,000 people in a stadium. Why do you think that is? A is a very simple. I’m a psychologist once, told me, and he was also an agent for a major recording artist. He said, hey, you know something? The deal is when you’re in a small group, you can see their eyeballs.
You can actually see that they’re watching you and you can see their expressions so you can. You actually engage with the person who’s being. He’s bored or he sat. He sat of it. He’s angry. If he’s in disagreement with you while you’re in the stadium, you’re not seeing that. You’re so focused on the message because you can not actually see the each individual expression that you don’t care is it, but the smaller the room, the more difficult it is. That’s why when you see this, this great speakers and entertainers that started in corporate event, you kind of see a little bit of a different dynamic when they are with 10 people, seven people that when they, when they are in a room in a conference with 3000 people and that goes for a motivational speaker. That goes for our journalists. That goes for a comedian.
Any type of a of a speaker that’s going to present themselves in an environment like that and and that logic, that capital think, okay, I need to work with my team because I have talent. People that were on the air and they will. They will do awesome. They were interviewed at precedent and they will be, will go without a hitch and it will be a hit and then there will be in the stadium and you will be excellent. And then we’ll bring them to a corporate event and there were only maybe eight to 10 vice presidents and they will totter and they forgot what they were saying. They were start sweating and it’s like, okay, we need to work on this. So we actually work with some of our talent to, to improve their, their small group presentation because he’s not natural is actually the most challenging
couple of things that you, from what we’ve seen, you base your agency off of our three core principles, honesty, integrity and responsibility. And I’m assuming that this, this just didn’t come when you started the agency, but you did this in your, in your other job as well. But tell us a little bit about why you really focus on those three core principle.
And so what I, what I learned at a, when you work in any type of job, it doesn’t matter if you’re a plumber, if you are, you know, picking up trash at a park or, or you’re a surgeon, it doesn’t matter. Some of my friends, uh, that are in the medical field to tell me, uh, it’s really hard to be 100 percent honest with some of your patients because they, uh, uh, they go crazy. They go crazy on you, but we owe it to them. So what I believe is that you have to use grace when you were telling the brutal truth to someone, but you have to be honest all the time because I don’t want to have to keep track of, uh, of different versions of, have a story to different people. So whatever you asked me today about something that I’m doing, I’m going to tell you the truth because next day somebody else is going to ask me the same thing.
I’m going to tell you the truth. If you continue to build that reputation and at the end of the day you could be broke. You could be bankrupt, you could be homeless. But the only thing that you’re going to have is your reputation. If you build a reputation on those core principles of being honest and tell people what you’re thinking without being obnoxious and disrespectful, just tell them what you think, uh, in a way, in a way that the, that sounds, uh, not uh, what do you call it, a, that you’re not making up things just to, to sound better and look better amongst them for them, so that, that’s why we go to principals. So the honesty and integrity, like, uh, I, I worked with people, I manage people that were, were not the most organized, that they were not maybe the hardest working people, but when they say that they will do something, that it was vital to the mission, they will do it.
And if they didn’t, then I, I’d lost respect for them. So integrity is something that, uh, that provides you an increase the position of respect that you have with another individual. For those, those things are very, very important. And responsibility is like you got to take ownership of what you do. You cannot always blame the weather. And Oh, it was Monday. How was it on my best game? Oh, he was Friday, I wasn’t getting on the weekend, or you know something. It’s the traffic, the traffic. It’s always the traffic, right? Yeah. As you can. So recap, to take responsibility. The responsibility is not about, oh well, we’re responsible for your business. Now we’re responsible for our actions and we’re going to take responsibility. We make a mistake. We’re going to tell you, hey, we made a mistake. This is the way we want to correct it and first of all, we want to apologize and not make excuses because a extreme ownership is the best show of responsibility you can have.
So I saw some great pictures of your family online. It looks like that, you know, you definitely value your family. So tell, tell us a little bit about your family and you know, how, how do you balance this business life and managing your employees, but also having time for your family and enjoying them. You have to set priorities and would my kids. I tell them that there was one time that I was working and when I was working in radio and TV, you have a lot of evening events and I remember a couple of times when my, my daughter, that was one of the other reasons that I was so excited about changing industries because, uh, yes, he a, it’s a party atmosphere and you can enjoy being in concerts and the trips and all this, but it takes a toll on the family if you want to.
You want to be present with your kids and your wife or your spouse, you’re going to have to make a decisions and prioritize. Right. So one time I walked a home and, and then, uh, it was maybe like midnight or one in the morning after a concert or something. And while I was brushing my teeth, my wife tells me, you know, what a Maya toll and my daughter, I said, yeah, she asked me were, were here, and I said, and I told her that you were working and she was up there. I think it would. She was four years old. And so I told him you were working and she said, why is he working? He said, well, you know, you, you work because you need money to pay for the things that we have, you know, the house and location and all that, your necessities.
And she’s like, yeah, but why is he working at night? Why does he want so much money? And, and um, and, and I laugh about it, but, um, later on I started thinking about it and I’m thinking, okay, this is going to happen more often. And not that, that, that wasn’t the event, but he was the one that it triggered in my head. Okay, let me start talking to people about how they balance their life because there’s going to be places where you cannot do that. And at that time, what he started doing it, I started, I start prioritizing. I started saying, Hey, I’m going to go the to the ballet class that my daughter has at least once a month and I’m going to spend time with my kids a little bit more. And I’m gonna and I’m gonna try to, uh, match events. So they can.
So that my wife can be there or I can be there with her and I talked about and then when we did the company, we start talking about that. So that symbol, those pictures, they’re above remind the reminders for me and for a lot a lot of other people that work in the US that, that forget what the priority is because at some point when I was traveling a lot in the US and I sit down next to two people that their successful business owners for Bayer successful executives and the airplane. I always ask them how, uh, what can your family tell me about you? And I was, I was kinda trying to figure it out to get wisdom. Right. And a lot of them, you’ll be surprised. A lot of them were so regretful of the amount of time they spend working. And he was so interesting to me that there were some gentlemen that I never seen in my life.
I just sit down in there next to them in the airplane and I asked him, Hey, what can your children told me about you? And, and uh, there were a couple of them, one of them specifically that teaches say, let me get another drink and he got a drink and then he think he, he was quiet for a couple of minutes and then he looked at me and he was teary eyes and seeking or something. I think that they will say that, that I don’t care much for them, that I only provided things for no. Wow. See it. And uh, and, and that was like, Ooh, I say really bad, I should have asked you anything more. But then he started telling me about this and now I’m trying to connect with my children, but they’re too old. They’re independent or in college or they already graduated and they don’t have time for me and I don’t feel lonely. And like, wow. So I’m hearing this. And at the same time I have a four year old and a two year old. I’m thinking, yeah, that’s a big lesson, right? Yeah. Where would you rather be? Would you rather be a, you know, a very successful executive in corporate America versus texting business owner with millions in the bank? And all the toys but have that regret or would you have a little bit less of that? So I thought I want to, I want to have a balanced life.
Wow. I mean that’s powerful and you know, you, you speak, you speak directly to me as well. And as you know just starting, starting another business is just hard enough in itself. And then having two, two little boys and, and a wonderful wife and I think the same thing. Cesar. I think the same things daily. And you, it’s yeah, it’s one thing to say you know, going to work but sometimes sometimes you think about it more and you and you wonder is that all they’re going to remember his dad leaving for work versus dad coming home or dad staying two to play with me or just to talk with me. So I mean that is definitely something powerful and I know that, I know that you’re also learning from those things as you’re hearing from these people and I know probably filling conviction as well and because I know we don’t have that balance perfect at all.
Yeah. And it is something that you have to put on the calendar because if you don’t then you can do it one day, one week and then you forget and the next week. So you have to have that under color, whether it’s the soccer practice or is it a play date or be able to swing a tire swing for the kids and then have to, hey, I haven’t pushed the pushed that swung in a let’s, let’s do it this afternoon or this. Yeah. And sometimes break the rules. Sometimes you say something, I know it’s Wednesday and it’s a school week, but uh, let’s go to, let’s go get some ice cream after dinner or, or let’s, let’s go on a bike. Right. Uh, so they will remember that more than whatever, a big remote control car or a drone you gave him for, for their birthday or Christmas. They remember more those moments that, uh, that. Any, any toys or any luxuries that you give them.
House. It’s funny, I just had my two kids. My wife has gone to Texas and had my two kids by myself. And as you know, it’s always different when mom’s not around, right? Of course, you know, and, and you’re thinking, man, I love my wife more than I did, which when she gets back, right, you figure out how much she does and, and how hard she works. And My, one of my sons was away and uh, with, with a grandparent and I had, I had my one two year old and it was 9:30 at night. And the one thing that we could have done was get him in bed, you know, but, you know, we always look forward to bedtime, right? We’re always like, when are we? And we, uh, I was driving and I just had this, no we can, we can do more here.
And I had the opportunity to take my two year old son to the movie. Now people would say I was nuts and I’m going to tell you something. Everyone in the movie theater, they were looking at me thinking I was a nutcase for brands for breaking my two year old. But you know that right there, it’s not, it’s not to boast because I’ll tell you, it was very difficult for me to make that decision to do that, you know, I almost had to blurt it out and just say it so that, you know, you got to keep that promise. FDF, do you say it to them? And so it, it was one of those things where I just blurted it out and I thought, oh my gosh, what am I, what am I doing? What am I going to get into bed until 1130 at night?
And it, it meant, I know it meant something to him, but I’m going to tell you something. It meant so much to me to have my little boy sitting in my lap and just watching a movie together. And that’s something unfortunately that we don’t, we don’t have enough time to do. And that’s, you know, I’ll, I’ll take full blame for that one. So it’s a, it’s really, it’s really encouraging to hear, to hear you say that and to hear that you encourage other people had to, to continue to focus on their family. And if you had to leave the insurance industry forever, if you, if you had to go, what would you say the one thing or two things that you would miss most about it?
Oh, to meet new people and all kinds of people. Is this, is this a, an amazing, you know, how people say, Oh, what I, I love my work because I, I, I’ve made different kinds of people like, you know, I was working in broadcast and I thought I was meeting all kinds of people. Not really a, I have a customer who, who might be working at Walmart in the gardening department and he’s an immigrant from Iraq. And then, uh, then the next and the next hour I have a, uh, a professor from Smu University who was, uh, who, who’s been in the run for a noble prize. Uh, and I’m like, okay, that’s pretty cool. And then I have a top executive for a Dr Pepper and another one from Toyota. Well, I have also the guy who was starting his, uh, his cleaning residential cleaning business and they’re working 16 hours, 18 hours a day. So, and they have a different story and they have a different why and, and, and most of the day all of them have that same need, which is to trust someone to help them with something that is complex for them. And so what I will miss the most is that opportunity, that opportunity to meet and hear the story of different people because I’m about relationships.
Everyone has a story. And, and you know, unfortunately a lot of people think some people’s stories are more important than others, but as you, as you said, uh, it’s amazing to hear, hear stories of people. It gives you much perspective [inaudible]
that would, that’s the thing that I wouldn’t miss because this business, he signed his cues to get a, to start me with relationships. That’s what it is. And that’s, that’s why I don’t want to go ahead of myself. But that’s actually one of my biggest takeaway. If I in this business, what I will miss is to build those new relationships with total strangers that maybe you’ll see at the starbucks line. And you just only say hi. You will never know that that person has a very interesting story. Sorry.
Can you tell us a little bit about the products offer and
also the companies that you represent? A, we do have a question of are you multilingual and, and what languages do you speak in your agency? You’re so kind. Even though you hear my accent and you’re still asking me if I’m, if I’m. Well, you know, we, we would rather not assume we would rather just make sure where we know what’s, what’s actually happening at the agency. You have to be politically correct to say we used to speak three languages here, but a big to speak English and Spanish. Uh, uh, and we, we got people that are customers as big Arabic was as big a couple of different dialects from India and we’ve got people that a Korean and Chinese and we have all kinds of customers because in our location is very diverse in this area. Plano, Texas and, and so, so we said that, uh, we speak English and we understand English with an accent because we have a big accent.
And so understanding English with an accent. That’s awesome. Yes, because we are, because we speak at the same way. So what products and companies do you offer in this office? And I said this office because I’m. My wife is in the business as well and she has a broker agency, but in this office we exclusively represent all state and his products and we focused 100 percent in and the three major stuff we focus in the life insurance and home insurance and auto insurance. And I initially usually you hear that in the commercial or into science backwards and you hear auto, home and life, but I believe that he’s live home and noddle because life is more important than your auto home is more important than your auto. So it should be in that, in that order. So that’s what we offer. And your five key takeaways.
I know that you had mentioned mentioned one, but I would love to hear the five key takeaways that our, that our listeners can take away and benefit from. Well, the golden rule, that’s, that’s the main one, and that’s a constant reminder of a do unto others as you want it to be done on yourself, right? You want to be treating people as a, as you want it to be treated. I like, I tell people when they say I don’t know anything about insurance, can you explain it to me in a way that, uh, you know, uh, I feel comfortable and I say, look, I explained insurance or our products in the same way that I explained to my parents, my sisters, my brothers, anybody that is in my family. Why? Because I don’t want to assume that, that you are an expert and I wanted, I want to treat you like the way I want it to be treated.
So the golden rule is the main thing. Be Passionate. You have to be passionate. You have to a viewer into a business that, uh, that today’s, uh, is about protecting people and explain and risk. Then be passionate about it, find out more information and shared that information or not in a way that is simple and entertaining as well that that connects with people. Try not to be boring. Simplicity is he is another takeaway because when people ask me, why do you think that you could be successful in, in, in this business because when you see the numbers or how many agents they failed within the first three years, five years or, or they have to close their shop or sell it. A staggering is just amazing. Amazing is not worth on a restaurant, but it’s closer to have a but, but when I see that is like if you are able to explain your product and your services in a very simple way, a, it might take you longer time, but uh, but you’ll be able to, to gain respect and then people are going to start referring you business and then a stick to your correspond to your core values.
Whenever in doubt, just go look at the wall. Bring your core values. Your in our case is honesty and integrity. Responsibility. And you know, when you’re in doubt, just look at those values, look at those values and think, is this decision or this answer that I’m giving to this customer who has a partner, uh, the ride one to say, does it come from those values, those approve bills that passed the test of those three values. And uh, and the last one is a, a God gave us some talents and God gave us some gifts and gave us some things to enjoy. So enjoying them. Let’s don’t try to, uh, uh, don’t try to worry too much about, uh, the bigger goal or keeping up with the Joneses just to the best that you can help as much people who again, but enjoy with a guide is giving you every day. So you can be grateful. Be grateful receiver of all those blessings. Wow.
We really appreciate your time. I know that it’s very valuable and you know, at first in our, in our first initial conversations when I approached you, I know that you were a little skeptical, but also I’m hesitant to come on and I just want to tell you truthfully, it was a blessing to talk to you today and so I really, really appreciate that. Well, me too. I liked the way, the way you interview, I think you would have done great and a talk show. Well you never know. You might be, you might be my first person on our talk show, next idea, next idea. Because nowadays, you know, people are listening to podcasts, but oh man, we’re so lazy that we wouldn’t everything on video so we can get the full distraction really right about that. And we’ll be, we’ll be doing some video so I really can’t wait.
Um, and you said your wife is involved in insurance as well. Man, we would love to have you both together and kind of hear here, the husband and wife side of things. I think that would be really fun as well. We want to remind everyone to subscribe to our podcast and also give us a review and in your thoughts on Caesar there is. There is no way that anyone could give a bad review on this. I’m telling you that the takeaways also, the information that he gave today was, uh, was humbling, was convicting, and also it was just inspiring. Uh, we also want to remind everyone, and don’t forget that if you are looking for insurance quotes that don’t stain checkout bright b dot Com and we’ll be happy to serve you. Click get a quote and you’ll be able to find insurance agents of your choice.
Now, the one thing I, I did not ask you Cesar, and I want to make sure we go back to this, is that how do we reach out to you? Uh, hopefully everywhere. If my seo is working correctly, you just put Allstate on Google. That’s a, that’ll show show anywhere. So I’d simplified no emails and the website. I think if you just googled the name, would Allstate and it’ll show and it does. It does it work. It’s working. So we’ll definitely have your information as well in our show notes, but again, thank you so much and we will talk to everyone very soon.

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