All Episodes - Agency Intelligence: The Insurance Podcast Network

Millionaire Insurance Producer: Throwback: The Perfect Script for Cold Calling and Overcoming Objections

Cold Calling is never much fun, but it can become your pot of gold at the end of a rainbow if you can figure out the proper Script and get your delivery of the Script down pat with both enthusiasm and confidence. Most insurance agents have a lame, tired, and worn-out Script that makes them sound like every other agent out there. Don't be that agent! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you actual examples of what your C3 (Cold Call Carrot) and Script should be in order to be more successful when cold calling. Then, Charles will walk you through how to overcome the two main Objections you will hear: 1) We're happy with our agent, and 2) Now is not a good time. These will help you set more new business appointments with less time prospecting. PS: The "Permission Producer School" is getting ready to launch on October 14th, 2024. Are you signed up yet? Charles Specht created (and will teach) the Permission Producer School as an intensive 3-week training program to help new(er) Producers write their first $100,000 of commission in their first 6-9 months, and then scale up to $250,000 in commission in their first 15-18 months in the industry. To learn more about "PERMISSION PRODUCER SCHOOL" visit: www.PermissionProducerSchool.com Key Topics: Introduction to cold calling and its crucial role in insurance sales Overview of the Permission Producer School, focusing on sales techniques for producers Crafting the right script and delivery; introducing the "Cold Call Carrot (C3)." Using "price plus something" in your script to meet prospects' needs Overcoming objections with ethical dilemmas to secure meetings Examples of industry-specific scripts and tailoring messages for micro-niches Encouragement to adopt a fresh approach for more effective prospecting Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Stuff About Money: How To Prep Your Finances for the Next Recession (Throwback Episode)

In this episode of Stuff About Money They Didn't Teach You in School, I (Erik Garcia, CFP®, ChFC®, BFA™) take a solo journey back to 2019—pre-COVID, pre-pandemic stimulus, pre-whatever the heck this current economy is. It's wild to think how much has changed… and how much has stayed the same. This episode opens with a confusing encounter with a Polish website and a German iPhone—setting the stage for how disorienting the financial world can feel when recession fears start swirling. And lately? With inflation still lingering, market volatility, and general unease—it's giving déjà vu all over again. Though recorded years ago, the financial wisdom in this episode remains rock solid. I unpack five economic realities that hold true no matter the cycle, explain key market terms you’re probably hearing more of, and walk through a 4-step plan that works at any income level. Whether you're nervous about what's next or just want to make smarter money moves, this episode is a reminder that fear doesn’t have to drive your decisions—clarity and preparation can. Be sure to follow the show and share it with someone who could use a little financial calm in the chaos. Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Rough Notes Front Cover, April 2025: Matt Simon, CoverLink Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Matt Simon, President of CoverLink Insurance, the agency featured on the April 2024 front cover of Rough Notes Magazine.  Key Topics: CoverLink Insurance’s rebrand after 100 years to unify multiple agencies The meaning behind "CoverLink" and its mission to protect clients Hiring based on attitude and work ethic over experience Why culture is the key to hiring and retaining top talent How CoverLink attracts young professionals into the insurance industry The role of technology and adaptability in agency growth Leadership lessons from Matt’s father and agency ownership transition Reach out to: Matt Simon Jason Cass Visit Website: CoverLink Insurance Rough Notes Magazine Produced by PodSquad.fm

Stuff About Money: Episode 86: How to Actually Use Money for Happiness

We all think having more money will make us happier, but what if the way we instinctively spend it isn’t actually the key to lasting happiness? In this episode of Stuff About Money, Erik Garcia, CFP®, dives into five ways we can use money, and why the thing we want to do with it—buying more stuff—won’t bring us the deep, fulfilling happiness we hope for. Instead, he explores the four things that actually do create happiness: investing in experiences, buying back time, giving generously, and saving for the future. From reflecting on a family trip to Disney World to the conversation we all love to have—“What would you do if you won the lottery?”—this episode challenges the way we think about money and what it can (and can’t) buy. Erik breaks down why spending money on experiences creates memories that last, why buying time back only works if you actually use it wisely, and how generosity is one of the most unexpected happiness boosters. Plus, he explains why saving money isn’t just about financial security—it’s about progress, and progress makes us happy. If you’re looking for a way to shift your mindset on money and happiness, this episode is for you. Tune in, challenge yourself to rethink how you spend, and share this episode with someone who could use a fresh perspective on what really leads to financial joy. Plan wisely, live confidently! Episode Highlights: Erik discusses Arthur Brooks’ research on money and happiness, sharing insights from his book on how financial choices impact well-being. (03:00) Erik explains why experiences create lasting happiness, while material goods lose their appeal over time. (03:47) Erik explores how using money to buy time can lead to greater fulfillment by prioritizing meaningful activities. (06:00) Erik shares why generosity leads to greater life satisfaction, as highlighted in Brooks’ book. (07:00) Erik emphasizes saving as a way to create future opportunities and achieve long-term happiness, a key theme in Brooks’ research. (09:19) Erik explains the deeper purpose of financial success and the importance of using money to support meaningful goals, a key lesson from Brooks’ book. (14:47) Key Quotes: “Spending money on experiences, buying experiences is a lasting investment into happiness and when you can use your money to buy experiences to create shared memories with people you love, that is a ticket to happiness.” - Erik Garcia, CFP®, BFA “Go out there and find a way to use your money to make a long-term investment in your happiness.” - Erik Garcia, CFP®, BFA “Every dollar that you save is creating a future opportunity and every dollar you waste represents a wasted opportunity in the future. We don't know what the future holds. So having money in savings is a good way to prepare for the unknown” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Your First $250,000 of Commission - (Permission Producer School)

You know, if a producer doesn't get to $100,000 of commission in a reasonable amount of time, they often either get fired or they find a new job outside of insurance. So, we not only need to help them get to $100,000 of commission but I think -- more importantly -- we need to get them to a $250,000 commission Book of Business as soon as humanly possible. Why? Because, once a producer gets to $250,000 in annual gross commission, they are usually not going to get fired, they're in the insurance business for life, and they're typically making six-figures in annual take home pay themselves. Therefore, that's why I am launching the PERMISSION PRODUCER SCHOOL, which is a 3-week intensive new producer sales training school to help new producers write $250,000 of commission in 1.5-2 years. (Go to www.permissiongroup.com to learn more) Key Topics: The importance of hitting the $100,000 gross commission milestone for job security. The challenge of transitioning from learning to producing quickly in the insurance industry. Strategies for reaching $250,000 in gross commission, including the Permission Producer School. The need to focus on a single micro-niche to accelerate growth from $100,000 to $250,000. Why a shift in strategy is required to move from $250,000 to $650,000 in commissions. Key changes needed to leap from $650,000 to $1.2 million, such as targeting larger accounts. The mindset and strategy shifts necessary to achieve a $3 million book of business. Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by: PodSquad.fm

Millionaire Insurance Producer: Throwback: How to Prospect the Low-Hanging Fruit

I have a confession to make: I firmly believe insurance agents are prospecting all wrong. And, it is not only costing them thousands of dollars every year in new business commission, but they are losing literal weeks (months?) of their lives in the process. But, I also have some good news as well. The good news is that you can be happier as a producer, more successful, get more hours of your life back, and win more frequently. It all boils down to prospecting the low-hanging fruit. In this throwback episode, I (Charles Specht) will tell you what the low-hanging fruit is and also how you can win it! Key Topics: Introduction of "low-hanging fruit" in insurance sales Analogy of picking ripe figs to explain targeting easy opportunities Importance of using the Broker of Record (BOR) letter in acquiring new clients Techniques for identifying and capitalizing on straightforward sales opportunities Discussion on the mindset needed for low-effort, high-return sales approaches Insights into streamlining the sales process by focusing on ready-to-switch clients Encouragement to refine focus on opportunities with the greatest return and least complication Reach out to  Charles Specht Visit: Permission Network Produced by: PodSquad.fm

GPP: The Four Main Principles of Selling with David Sliman

How do you earn the right for a prospect's time? How do you set yourself apart from the agency down the street? And how are you being creative with your follow-up? David Sliman, CEO of Sales Proformance Consulting, has led sales teams across multiple industries, including insurance and risk management. He joins us today to discuss his four principles of selling – and it starts with speaking the language of your ideal client. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Sales Proformance Consulting: https://www.salesproformance.com/sales-coaching LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 David Sliman: https://www.linkedin.com/in/davidslimansalespro This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: Episode 85: Should You Pay Your Mortgage Off Early?

Debt. Some people hate it. Some people tolerate it. And when it comes to a mortgage, the debate gets even more interesting. In this episode of Stuff About Money They Didn’t Teach You in School, Erik Garcia unpacks the question that’s been on the minds of several clients this week: Should I pay off my mortgage early? With four unique client scenarios—ranging from low-interest-rate borrowers with excess cash flow to high-rate homeowners debating a refinance—Erik highlights why there’s no one-size-fits-all answer. Along the way, he shares his personal philosophy on debt (hint: not all debt is created equal) and why blindly following financial advice can sometimes backfire. As the episode unfolds, Erik explores the key factors to consider when making this decision—your interest rate, cash flow, investment potential, and, most importantly, your comfort level with risk. Sure, being mortgage-free sounds appealing, but what if paying it off means leaving yourself cash-poor? Trading your liquidity for a paid-off home might seem like the responsible move, but could it actually be a risky bet? Before you rush to throw extra payments at your mortgage, tune in to this thought-provoking conversation to ensure your financial strategy aligns with your long-term goals. Episode Highlights: Erik outlines four different client situations, each with unique mortgage rates, cash flow, and financial goals. (01:28) Erik discusses key factors to consider when deciding whether to pay off a mortgage early, including interest rates, cash flow, and investment opportunities. (04:10) Erik highlights common reasons people choose to pay off their mortgage early, such as peace of mind, retirement planning, and reduced interest costs. (07:31) Erik breaks down how interest rates impact the decision to invest extra money versus paying down a mortgage. (12:09) Erik explains the role of risk tolerance, noting that some people are comfortable investing while carrying debt, while others feel uneasy. (15:00) Erik explains how homeowners should consider future expenses, like home renovations and unexpected costs, before accelerating mortgage payments. (18:47) Erik encourages listeners to evaluate their own financial situation, use mortgage calculators, and consult a financial planner before making a decision. (21:49) Erik explains why liquidity is crucial and warns against using all available cash to pay off a mortgage too soon. (22:10) Key Quotes: “Risk tolerance and comfort with debt. Some people have the risk tolerance to invest while carrying debt. Others might feel uneasy by having a mortgage balance. So, having a conversation, a thoughtful conversation about how much debt you feel like you can tolerate is important.” - Erik Garcia, CFP®, BFA “Avoid credit card debt as much as possible, like the plague, car debt, school debt, sometimes it's unavoidable, so you want to be prudent and judicious in that.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Rough Notes Front Cover, March 2025: Mike Hotchkiss, Hotchkiss Insurance Agency

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Mike Hotchkiss, CEO of Hotchkiss Insurance Agency, the agency featured on the March 2025 front cover of Rough Notes Magazine.  Key Topics: The honor of being featured on Rough Notes and its significance. Hotchkiss Insurance’s 50-year journey and industry evolution. The impact of mentorship on leadership and growth. Building a strong company culture through people and purpose. Hotchkiss Helps: Giving back to the community in a big way. Mike shares his approach to leadership and work-life balance. Reach out to: Mike Hotchkiss Jason Cass Visit Website: Hotchkiss Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Millionaire Insurance Producer: Embrace the Rejection and Find Your Clients

Have you ever been rejected when doing your prospecting? Of course you have. Probably thousands of times in your life so far. It comes with the territory. But putting in the work helps you find your people. Getting hundreds of "No's" helps you find the dozens who say, "Yes!"  In this episode of the Millionaire Insurance Producer podcast host Charles Specht explains how to embrace the rejecting haters when prospecting in order to find the people who want to do business with you and say, "Yes!" ALSO... the next cohort of "PERMISSION PRODUCER SCHOOL" starts on March 3rd - 7th (2025). You don't want to miss out. Learn more and get registered at: www.PermissionProducerSchool.com Key Topics: Embracing rejection as part of the sales process Filtering prospects to find the right clients Prospecting is a numbers game; selling is about relationships Success stories of producers landing high-value accounts Choosing between quantity or quality in your book of business Persistence and strategic messaging lead to more wins Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

GPP: Advisor vs. Broker: How to Shift to Driving Value vs. Searching for Sales with Casey Schrader

"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sales Manager and Risk Advisor at Oswald Companies, he practices what he preaches. Brokering is about selling a product. Advice is about expanding how you think and how you serve your clients. Casey also dives into marketing and content creation, creating "warm calls" as opposed to cold calls, and driving value with your clients over sales. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Oswald Companies: https://www.oswaldcompanies.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Casey Schrader: https://www.linkedin.com/in/casey-schrader-clcs-bb7a3229 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: Episode 84: Tomorrow Never Comes: Why We Put Off Financial Decisions

In this episode of the Stuff About Money podcast, Erik and Xavier kick off this episode with a slightly humorous conversation about the unique way people from New Orleans speak—because if nothing else, in The Big Easy, they have their own way of doing things. But that same tendency to do things our way extends beyond language—it also applies to how we handle money. More specifically, how we don’t handle it. That’s right, this episode dives into the all-too-common habit of financial procrastination and why we keep telling ourselves, “I’ll take care of it tomorrow.” Why do we put off saving for retirement, getting life insurance, or investing for the future? It turns out, human nature makes it easy to prioritize today’s wants over tomorrow’s needs. Erik and Xavier explore the psychology behind why we delay crucial financial decisions, touching on everything from marshmallow experiments to why our future selves feel like total strangers. They also break down practical ways to stop stalling and start acting—from automation to visualization and a little bit of accountability (actually, a lot of accountability). Lean into this conversation for a fresh perspective on making smarter financial choices—or at the very least, to expand your New Orleans vocabulary. Episode Highlights: Erik and Xavier discuss common New Orleans phrases and their connection to financial habits. (02:00) Xavier shares a powerful story about a client who delayed purchasing life insurance and faced devastating consequences. (04:32) Erik explains present bias, the tendency to prioritize immediate rewards over future financial security. (09:04) Xavier emphasizes the impact of procrastination on financial planning, especially for business owners. (10:05) Erik introduces the concept of future self-continuity, explaining how people struggle to identify with their future selves. (12:01) Xavier shares a story of a client who secured life insurance just in time, ensuring financial stability for their family. (19:09) Erik breaks down the cost of delaying financial decisions, from rising life insurance premiums to missed investment growth opportunities. (21:12) Xavier stresses the emotional impact of financial procrastination and how it leads to stress, shame, and regret. (27:01) Erik and Xavier outline strategies to overcome procrastination, including visualization, automation, simplification, and accountability. (31:06) Key Quotes: “We're paying for something today, robbing ourselves from the future for something that we consumed yesterday.” - Erik Garcia, CFP®, BFA “We all understand what we need to do, what we're not doing, what we know we need to do, and we're ashamed because we're not following through.” - Xavier Angel, CFP®, ChFC, CLTC “If we can connect our present self to our future self. That's going to help us make more intentional decisions for, uh, for tomorrow.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: 3 Things Producers Should Do to Ensure Sales Success

There are THREE things that if insurance producers did, they would have far more success at prospecting and selling insurance. What are these THREE things you might ask? Well, that's what podcast host Charles Specht will teach you in today's episode on building a $1,000,000 or more Book of Business. Also... The next cohort of PERMISSION PRODUCER SCHOOL starts on March 3, 2025 and goes through to March 7, 2025. It's a virtual sales training program for commercial P&C and EB producers. The sessions last for 2.5 hours daily. If you're interested in learning more, go to: www.PermissionProducerSchool.com Get registered at: www.PermissionProducerSchool.com WHEN IT TAKES PLACE: March 3rd - 7th Key Topics: The power of micro-niching to attract and convert ideal clients Winning BORs with a 12-month service plan Lowering premiums through strategic pre-renewal planning Follow-up cadence is the key to consistent prospecting Keeping prospects engaged without overwhelming them Maximizing outreach efficiency for better results Closing more deals with a proven sales framework Reach out to  Charles Specht Visit: www.PermissionProducerSchool.com Permission Network Produced by PodSquad.fm

Millionaire Insurance Producer: Throwback: How to Increase Your Quoting Win-Ratio by 50%

Going for the BOR is always the better option, but sometimes you just have to quote. If you go through a normal quoting process, be sure to get these three (3) things from the prospect. Once you do this, your quote-to-win ratio will increase so much that you could see your new business revenue increase by some 50% annually. That's a lot of commission. It's YOUR new business commission! But only if you get these three buy-in's from your prospect. So, listen and implement. PS: Download a free copy of The Millionaire Producer at: https://permissiongroup.com/the-millionaire-producer/ Key Topics: Understand the significance of the quoting process in the insurance industry The importance of the Broker of Record (BOR) letter Three essential steps to secure more clients and increase commission The importance of exclusive access to key insurance carriers Ensuring guaranteed business through clear agreements on price savings Preventing competitors from getting a last look at quotes Strategies to remind clients of agreed terms during the quoting process Reach out to  Charles Specht Visit: Permission Network Produced by: PodSquad.fm

Power Women In Insurance: Be An Agent for Change: How Insurance Professionals Can Shape Fair Consumer Protection Laws With Aurora Mullett

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Aurora Mullett, Managing Partner at Sky Insurance Brokers. Teresa and Aurora talk about how insurance agents can learn about their state's fair plan, how they can help be an advocate for change and assist their communities. Key Topics: The growing role of FAIR Plans in wildfire-prone areas Why many agents struggle to properly write FAIR Plan policies How State Farm’s exit from California reshaped the market The need for stronger agent education and policy training Legislative efforts to improve FAIR Plans and insurance accessibility The nationwide ripple effect of insurance carrier withdrawals Steps agents can take to influence policy and advocate for change Connect with: Aurora Mullett Teresa Kitchens Visit Websites: Sky Insurance Brokers Sterling Insurance Group Produced by PodSquad.fm

GPP: Training New and Experienced Producers with Brett Young

We all want the best talent. Recruiting can be pain, but even beyond finding good people, developing them can be equally difficult. Brett Young, President & CEO at Erb and Young, is taking a unique approach to training and development: Erb and Young University. From weekly trainings to onboarding to its "Masterclass" series, finding a way to focus on helping your team learn and improve is vital to scalable success. Brett walks us through how they're using technology to scale their training processes, where they are seeing results, and the confidence it's built among the producers on the team. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Erb and Young: https://www.erbandyounginsurance.com LAUNCH: https://getlaunch.io Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Brett Young: https://www.linkedin.com/in/brettins This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: The Who Not How Principle With Joan Curtis

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Joan Curtis, Co-Owner of MVP Insurance. Teresa and Joan discuss the book Who Not How by Dan Sullivan. This is part of a 3 part series. They will be doing the Gap and the Gain next. Key Topics: How the book “Who Not How” reshaped their approach to delegation and leadership The power of finding the right "who" instead of getting stuck in the "how" Why business owners should focus on their "zone of genius” The four freedoms: time, money, relationships, and purpose How Joan built a thriving agency by partnering with the right people The role of collaboration in business growth and avoiding burnout Practical tips for effective delegation and maximizing impact Connect with: Joan Curtis Teresa Kitchens Visit Websites: Book: Who Not How by Dan Sullivan MVP Insurance Sterling Insurance Group Produced by PodSquad.fm

Stuff About Money: Episode 83: Is the Piggy Bank Dead? Teaching Kids to Manage Digital Money

In this episode of Stuff About Money They Didn’t Teach You in School, certified financial planners Erik Garcia, CFP®, and Xavier Angel, CFP®, are joined by Javier Sanchez, AVP of Financial Literacy for Fidelity Bank. Together, they explore how teaching kids about money has shifted in the digital age. The classic piggy bank may be fading, but the need for financial education is stronger than ever. Javier shares practical insights on starting financial conversations early, navigating the risks of credit cards, and the importance of modeling good money behavior for our children. They also dive into how mobile banking apps and automated savings can help young people develop healthy financial habits.  From personal stories—like Erik’s experience of spending more when swiping a credit card compared to paying with cash—to actionable advice on budgeting and avoiding credit card debt, this episode is packed with valuable tips for parents and caregivers. And hey, even if you think you’ve got your finances figured out, you might just walk away with a few new money skills yourself—or at least feel slightly more prepared than your kids. Be sure to follow, share, and let us know how you’re teaching money skills at home! Episode Highlights: Erik and Javier reflect on the importance of starting financial literacy early and the role of practical tools like the piggy bank. (03:00) Javier explains why children need a clear, visual savings vessel to understand the concept of saving money. (07:33) Javier discusses the challenges of teaching kids about digital money and the importance of introducing mobile banking at an early age. (11:00) Javier shares insights on how children can develop awareness of their income and spending habits using apps and alerts. (16:00) The conversation shifts to the pitfalls of credit cards, emphasizing the need for parents to teach kids about borrowing costs and responsible use. (20:47) Javier explains the significance of modeling good financial behavior for children to emulate. (29:00) Javier shares practical advice, such as leveraging library resources and encouraging kids to invest in self-development. (36:46) Key Quotes: “ Is the piggy bank dead? Absolutely not. Younger children need a container or a vessel that's clear, actually, so they can see that money growing. That instills that, hey, it's got to grow.” - Javier Sanchez “You can make very little money and still have an 850 credit score. It just means being smart and wise with your choices” - Javier Sanchez “If you're responsible, your kids follow that path. If you're very irresponsible, or you always seem to be struggling with your money, nine times out of ten, unless your kid sees it and says, ‘I don't want to live like this,’ they'll fall into that same habit.” - Javier Sanchez Resources Mentioned: Javier Sanchez Fidelity Bank Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Your Weak Efforts Are Hurting My Ears - (www.wincroniche.club)

Have you ever gone through a season of prospecting where you weren't actually prospecting? You were doing -- I don't, know, whatever -- but just not a lot of reaching out to prospects? Yes, I think we all have experienced that from time to time. Today I had a coaching call with a new producer who has been in the business for about 8 months ... and I had to light him up! He's being lazy, reactive, and not doing the work that Producers are supposed to do. We all go through seasons like that. If you're in that season right now then GET OUT OF THERE RIGHT NOW!!! Enough is enough. Your weak efforts are hurting my ears. In fact, my own weak efforts hurt ever more. We (you and me both!) can do better. So let's. Also, be sure to check out www.microniche.club and sign-up for a training I'm going to be given about how to choose your most profitable Micro-Niche. I'm also going to be giving people my "go to" Script that almost sets more new business appointments than anything else. Again, go to: www.microniche.club Key Topics: Addressing laziness in insurance agents The dangers of reactive work habits Importance of proactive client engagement and prospecting Strategies for effective phone calls and client interactions The value of walk-in visits and personal networking Advice on focusing on larger accounts and meaningful activities Motivational insights for achieving a million-dollar book of business Reach out to  Charles Specht Visit: Permission Network www.microniche.club Produced by: PodSquad.fm

Millionaire Insurance Producer: Winning New Clients Through "Competitive Differentiation"

Insurance agents who struggle at setting new business appointments with prospects, or winning signed Broker of Record Letters, or winning through a quoting process, are typically agents that don't have a Competitive Differentiation that makes the prospect say, "Wow!" In other words, if you don't have anything -- either a tangible service or a unique process -- that separates you from other competitors, your prospect will subconsciously toss you in the bucket of mediocrity and not do business with you. Why? Because, they already have an agent equal to or better than you, so they don't need you. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will GIVE YOU EXAMPLES of differentiation services, both that are insurance-related and also Micro-Niche focused. Also, be sure to check out www.permissionproducerschool.com as the next cohort of students to go through our sales school will take place at the end of February. Get registered before all of the seats are gone! Key Topics: Why competitive differentiation is key to winning more business The power of micro-niching to stand out from competitors How to create a unique value proposition that prospects can’t ignore Differentiation services that help secure more clients Proven strategies for negotiating lower premiums with underwriters Real-world examples of successful competitive differentiation tactics Overview of the Permission Producer School for mastering sales and prospecting Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Power Women In Insurance: How to 10X Your Life with Ciara Gravier

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Ciara Gravier, Founder of The Bunker Insurance & Risk Management. Teresa and Ciara discuss the book “10X Is Easier than 2X” about leveling up as professionals. Key Topics: Reflecting on the value of decompressing and connecting with like-minded peers. How “10X Is Easier Than 2X” challenges traditional growth mindsets. Identifying and focusing on the tasks that truly move the needle. Delegating effectively to free up time for high-impact activities. The importance of building a team that supports exponential growth. Surrounding yourself with people who embrace a 10X mindset. Aligning daily actions with long-term, transformative goals. Connect with: Ciara Gravier Teresa Kitchens Visit Websites: The Bunker Insurance & Risk Management Sterling Insurance Group 10X Is Easier Than 2X Produced by PodSquad.fm

Millionaire Insurance Producer: Throwback: Your Most-Profitable Micro-Niche (www.microniche.club)

(First, go check out www.microniche.club to see what this is all about) - Do you feel like you're struggling setting enough new business appointments or not winning enough new clients? If that's the case for you, I would say it's likely due to a lack of focus in a narrowly defined Micro-Niche. Most producers struggle or don't make the kind of income they want or know they're capable of making because they are prospecting on the WRONG types of accounts.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you about why you need to choose a Micro-Niche in order to accelerate your sales career and make more commission. And, the starting point for you is to first visit: www.microniche.club Key Topics: Micro-niche importance - check out www.microniche.club Leveraging micro-niches for business growth Effective strategies for selecting a micro-niche Success stories from micro-niche strategies Impact of micro-niching on appointment setting and client acquisition Long-term benefits of micro-niching for agents and agencies Reach out to  Charles Specht Visit: Permission Network www.microniche.club Produced by: PodSquad.fm

Rough Notes Front Cover, February 2025: Darren Vermost, Vermost Insurance Agency

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Darren Vermost, President of Vermost Insurance Agency, the agency featured on the February 2025 front cover of Rough Notes Magazine.  Key Topics: Darren reflects on the honor of being featured on Rough Notes. Integrity, relationships, and team loyalty drive the agency’s success. Darren’s leadership style fosters a dedicated, long-tenured team. The value of imitation and disciplined implementation. Balancing innovation with client-focused service. Using AI to enhance productivity and free time for clients. Reach out to: Darren Vermost Jason Cass Visit Website: Vermost Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Power Women In Insurance: Tackling Burnout And Striving For Balance With Cheree Sauer

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Cheree Sauer. Cheree is a business coach specializing in high-performance women and burnout and creating balance. Key Topics: Cheree Sauer shares about her Success Without Sacrifice Coaching program. The RAMP Method creates seasons of rest for business owners. Recognizing and addressing burnout through self-awareness. Customizing self-care to individual needs for lasting growth. Authentic leadership and empowering teams as women. The importance of working in your zone of genius. Connect with: Cheree Sauer Teresa Kitchens Visit Websites: Success Without Sacrifice Sterling Insurance Group Produced by PodSquad.fm

Stuff About Money: Episode 82: Will 2025 Bring More Volatility? Expert Market Outlook with Phil Blancato

What should you expect in 2025? Will market volatility and inflation trends continue to dominate the economy? In this dynamic episode of Stuff About Money They Didn’t Teach You in School, host Erik Garcia, CFP®, sits down with Phil Blancato, Chief Market Strategist for Osaic Wealth Management and CEO of Ladenburg Thalmann, to break down the biggest surprises of 2024 and what’s ahead for the markets. They dive into whether the explosive growth of the Magnificent 7 tech giants can continue and discuss how market corrections and volatility could impact investors in the coming year. Are you ready for potential market pullbacks in 2025? Erik and Phil share practical strategies to help you navigate economic uncertainty and position your portfolio for long-term success. Tune in for valuable insights and expert guidance on managing risk in today’s unpredictable market. If you find this episode helpful, follow the show and share it with someone who’s looking to make smarter financial moves this year! Episode Highlights: Phil emphasizes separating emotions from investments with his philosophy: "The market doesn’t love you, don’t love it." (04:09) Phil explains the persistent inflation in 2024 and its impact on Federal Reserve policies. (05:13) Global monetary interventions since 2008 have created an unprecedented economic environment. (07:06) Erik reflects on 2024’s record market performance and inflation challenges. (08:35) Phil predicts a return to "normal" market conditions in 2025 and sees opportunities in U.S. equities and bonds. (17:21) Phil discusses the dominance of big tech and advises diversification to mitigate risk. (18:12) Erik highlights the importance of aligning investment decisions with overall financial goals. (26:13) AI, crypto, and energy will drive emerging market opportunities in 2025. (30:35) Phil closes by advising investors to focus on long-term strategies. (32:37) Key Quotes: “Risk plus time equals reward. Real simple. Risk plus time equals reward. The market doesn't love you, don't love it, and you'll do just fine” - Phil Blancato “Think about being invested in the supply chain for AI, not just an AI company like NVIDIA, all the parts that are needed to make a chip or the software to build it. I think that residual component is quite interesting.” - Phil Blancato “The world is generally deflationary, and by that I mean productivity, the more productive we are creates deflation.” - Phil Blancato Resources Mentioned: Phil Blancato Osaic Wealth Management Ladenburg Thalmann Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Technology? You Have Not Seen Anything Yet!

In this episode of Agency Intelligence podcast, host Jason Cass interviews Tony Lew, Co-Founder of InsurTech NY. They discuss the evolution of InsurTech NY, its collaboration with independent agents, and the tools shaping the future of the insurance industry.  Plus, get the details on the upcoming InsureTech NY 2025 Spring Conference and how to save 35% with the code “AI2025CODE”. Key Topics: Tony Lew shares InsurTech NY’s mission to connect the insurance ecosystem. InsurTech’s evolution from disrupting to enhancing agents. Accelerators and venture funds supporting industry innovation. Digital distribution tools improving efficiency for agents. AI and RPA’s potential to create “digital super agents.” Highlights of the upcoming InsureTech NY Spring Conference Reach out to: Tony Lew Jason Cass Visit Website: InsureTech NY 2025 Spring Conference - use “AI2025CODE” for 35% off Agency Intelligence Produced by PodSquad.fm

Millionaire Insurance Producer: Throwback: Leveling-Up for Higher Commissions

Are you happy with your current status quo or are you satisfied with mediocrity? No doubt, you're not. If not, are you doing anything significant to level-up your revenues, or write larger accounts, or close more new business? I hope you are! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will help you to see what leveling-up would look like for you and he'll give you some key takeaways to figure out and then implement in order to finally begin closing more deals and making the money you know you're capable of earning.  Key Topics: Importance of moving beyond comfort zones to achieve substantial growth Strategies for targeting and securing larger accounts The role of mindset in surpassing traditional business limits Practical tips on choosing insurance carriers and maximizing commissions Evaluating and adjusting business strategies to align with growth objectives Real-life success stories of agents transforming their business scale Prospects for agents willing to adopt aggressive growth strategies Reach out to  Charles Specht Visit: Permission Network Produced by: PodSquad.fm

Power Women In Insurance: Leveling Up Your Insurance Career with Carrie Ann Roach of IIAT

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Carrie Ann Roach of Independent Insurance Agents of Texas (IIAT). Carrie and Teresa discuss how to find the resources to level up an insurance career. Key Topics: Carrie Ann shares her journey from receptionist to industry leader. The value of certifications in career advancement. Building confidence and seeking mentorship in insurance. Turning CE requirements into meaningful growth opportunities. Fostering leadership and self-awareness in teams. Enhancing team dynamics with tools like CliftonStrengths. Adding value and building trust in professional relationships. Connect with: Carrie Ann Roach Teresa Kitchens Visit Websites: Independent Insurance Agents of Texas (IIAT) Sterling Insurance Group Produced by PodSquad.fm

Digital Staff, Digital You

In this episode of Agency Intelligence podcast, host Jason Cass discusses the concept of building a "digital you" and "digital staff" using AI tools like ChatGPT. He shares personal stories and practical strategies for leveraging AI to enhance productivity and creativity. Key Topics: Jason’s vision for AI tools as digital assistants Using AI to automate tasks like blog writing and video creation AI as the brain and RPA as the hands of agency operations Benefits of ChatGPT’s paid version for privacy and customization Predictions on licensed AI agents in the insurance industry Real-life examples of AI improving productivity and creativity Encouragement to start leveraging AI tools today Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

GPP: Creating Intentional Agency Growth with Tim Leman, CEO at Gibson

Tim Leman, CEO at Gibson, joins the show today to talk through one of the biggest catalysts of growth at your insurance practice: Intentionality. How do you build your business to grow in the areas you most want to grow, in the locations you most want to hit, and with the beliefs you most want to instill in your team? From the corporate level all the way down to the individual producers, learn how to get everyone on the same page and pushing toward the same goal. Tim covers sales, recruiting, making connections, and, most importantly, building an intentional process. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Gibson: https://www.thegibsonedge.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Tim Leman: https://www.linkedin.com/in/timleman This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more

Power Women In Insurance: Stepping Over Our Fears To Achieve Our Goals With Meg McKeen

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Meg McKeen, Founder of Adjunct Advisors. Meg and Teresa talk about being vulnerable and how we need to step over our fears to achieve our goals. Key Topics: Meg discusses the shift toward flexible, virtual work. Teresa and Meg explore meaningful connections in remote settings. Leadership’s role in fostering trust and communication. Embracing vulnerability for growth in work and life. Generational changes reshaping workplace culture. Balancing personal priorities with career growth. Modeling work-life balance to strengthen teams. Connect with: Meg McKeen Teresa Kitchens Visit Websites: Adjunct Advisors Sterling Insurance Group Produced by PodSquad.fm

Stuff About Money: Episode 81: Ditch Your Resolutions: Rewire Your Mindset for Financial Success

Why do most New Year's resolutions fail, and why is it often a waste of time to even set them? In this engaging episode of "Stuff About Money," certified financial planners Xavier Angel and Erik Garcia commit to changing their mindset as they usher in 2025. They explore the common pitfalls of resolutions, revealing that a staggering 80% of goals fall by the wayside within the first month. Instead of traditional resolutions, Xavier and Erik emphasize the importance of actionable strategies that focus on living in the gain and creating new neural pathways for lasting change. Listeners will discover practical tips on how to celebrate their achievements, no matter how small, and the significance of accountability in achieving financial goals. From automating savings to embracing a mindset of continuous improvement, this episode is packed with insights that will inspire you to take charge of your financial future. Tune in and learn how to make 2025 your most successful year yet! Episode Highlights: Erik emphasizes the importance of building on the strong foundation laid in 2024 to execute plans successfully in 2025. (03:06) Erik discusses why many New Year's resolutions fail and how focusing on measurable, actionable goals can lead to better outcomes. (05:15) Xavier shares how measuring and celebrating small wins can create momentum, using a mutual client’s financial success as an example. (10:21) Erik introduces the mindset of living in the gain, where accomplishments are celebrated rather than focusing on what hasn’t been achieved. (13:06) Xavier highlights the power of delegation in freeing up time for high-value tasks and shares his personal growth in this area. (19:42) Erik explains how creating new neural pathways helps develop healthy habits and why routine plays a crucial role in sustaining behavioral changes. (23:00) Erik discusses automation as a form of accountability, making it easier to maintain financial goals such as saving with purpose. (32:00) Xavier concludes by emphasizing the importance of accountability and finding a partner to share and track your goals. (34:44) Key Quotes: “Rather than saying this is my New Year's resolution, let's come up with something that's measurable and that you can actually execute on.” - Xavier Angel, CFP®, ChFC, CLTC “The majority of the financial decisions we make are driven by behavior, not logic. Changing that behavior is key.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

The State Of Our Industry Is The State Of Our Business

Listen in for an exclusive sneak peek into one of our Agency Intelligence Mastermind meetings, where Jason Cass and the Mastermind Champions discuss the biggest challenges and opportunities facing agencies in 2025. Want to participate in meetings like these twice a month? Join Agency Intelligence Mastermind to connect with other insurance agency owners, share insights, ask questions, and grow together.  Key Topics: Tackling technology challenges with shared services. Using AI and RPA to streamline agency operations. Predictions on market trends, softening rates, and acquisitions. Data-driven approaches to improve agency-carrier relationships. The importance of proactive leadership and strong partnerships. Preparing for shifts with customer-focused innovations. Highlights of Brainshare and IndieTech 2025 events. Reach out to: Jason Cass Visit Website: Join Agency Intelligence Mastermind Agency Intelligence Produced by PodSquad.fm

Millionaire Insurance Producer: Throwback: The BOR Process Clearly Defined

Would you like to win more signed Broker of Letters from your prospects but you're not exactly sure how the process works? Would you appreciate it if someone gave you a step-by-step, repeatable process that would help you win more signatures? Well, then it's a good thing you're listening to today's throwback episode because host Charles Specht is going to breakdown ten (10) steps to winning more signed Broker of Record Letters from your prospects. PS: And, in this episode Charles tells you exactly how to get your hands on a copy of a 12-Month Timeline of Services you can use for your prospects. Key Topics: The importance of planning before securing Broker of Record letters Overview of the Broker of Record letter process Strategies for defining your ideal client Choosing the most profitable micro-niche Creating a 12-month timeline of services Branding and scripting for your micro-niche Implementing a three-prong approach to prospecting The critical step of directly asking for the Broker of Record Reach out to  Charles Specht Visit: Permission Network Powered by PodSquad.fm

Power Women In Insurance: Commercial Insurance Secrets To Surviving In This Market With Lorin Montgomery

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Lorin Montgomery, Vice President of Brown & Brown Insurance. Lorin and Teresa talk about how to build relationships, educate and build a business in this crazy market Key Topics: Lorin’s transition from Liberty Mutual to Brown & Brown Insurance. Challenges of rising costs and stricter policies in today’s hard market. Importance of client education to address market changes and build trust. Proactive strategies like year-round communication and consultative advising. Networking tips for building credibility and finding niche markets. Benefits of focusing on larger clients for efficiency and relationship depth. Managing client emotions and expectations during difficult renewals. Connect with: Lorin Montgomery Teresa Kitchens Visit Websites: Brown & Brown Insurance Sterling Insurance Group Produced by PodSquad.fm

Millionaire Insurance Producer: Throwback: How to Become the "Jerry Maguire" of the Insurance Industry

If you can do this one thing, you'll not only win more signed Broker of Record Letters but you'll save yourself a ton of time, headaches, stress, and you'll make a lot more money too. What is it? Here it is: "Show me the money, Jerry!" See, you need to become an insurance agent who is more like Jerry Maguire the sports agent, rather than "Joe Quotes" who offers quotes to non-clients. What I mean is professional sports agents don't offer quotes and quote against other sports agents, and neither should you.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain the how and why being Jerry Maguire is a better choice for you, and then three (3) steps to make it happen. Key Topics: The importance of how you're perceived by prospects Why the traditional quoting process is flawed Adopting the Jerry Maguire approach in insurance sales Key strategies to differentiate yourself in the market How to effectively communicate value to your prospects The benefits of a mindset shift from quoting to consulting Building a client-focused strategy for superior outcomes Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc. Produced by Podsquad.fm

Rough Notes Front Cover, February 2023 & 2023 Agency of the Year: Snellings Walters Insurance Agency

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Clay Snellings, Principal at Snellings Walters Insurance Agency, the February 2023 front cover agency and the 2023 Rough Notes Magazine Agency of the Year. Key Topics: Clay reflects on the honor of being featured on Rough Notes and winning the 2023 Agency of the Year. The transformation of Snellings Walters from family-run to employee-owned. Decisions to expand ownership and talent for growth. Insights into perpetuation planning and shareholder agreements. The role of EOS in driving agency success since 2013. Focusing on priorities to overcome the “tyranny of the urgent.” Clay highlights consistency and teamwork as keys to success. Reach out to: Clay Snellings Jason Cass Visit Website: Snellings Walters Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Stuff About Money: Episode 80: Common Money Mistakes Advisors See Clients Make

In this episode of Stuff About Money They Didn't Teach You in School, host Erik Garcia, CFP®, teams up with Brenton Harrison, the host of the New Money, New Problems podcast, to discuss the most common financial mistakes clients make. Recorded live at Osaic's annual Connected conference in Orlando, they explore the emotional factors that influence poor investment decisions, the critical differences between risk tolerance and risk capacity, and the myths surrounding passive income. Erik and Brenton share real-world examples and insights from their practices as financial advisors, highlighting how emotions like fear and greed can derail sound financial planning. They stress the importance of defining financial purpose and aligning investment strategies with personal goals. Tune in for actionable tips and a deeper understanding of how to make informed financial decisions for a more secure future. Episode Highlights: Erik discusses how emotional decisions, driven by greed and fear, often lead to poor financial outcomes. (02:13) Benton explains the concept of risk capacity and how it differs from risk tolerance, emphasizing its role in long-term investment strategies. (04:48) Benton emphasizes the misconception that real estate is a passive investment and explains the realities of managing properties. (10:52) Erik explains the importance of attaching purpose to investments, such as distinguishing between cash flow and capital appreciation strategies. (13:15) Benton discusses the mistake of buying homes too big or too small for one’s financial situation and shares tailored advice based on income potential. (15:26) Erik highlights the value of a "statement of financial purpose" to align financial decisions with personal values and long-term goals. (18:27) Benton emphasizes the importance of starting financial plans that align with long-term objectives, avoiding unsustainable patterns. (23:11) Benton shares the mistake of perpetually budgeting for car loans. (25:45) Key Quotes: “People act counter to what they say they feel as an investor. I will come across people who are so conservative and they are so afraid of the market that they'll be in their forties before they invest in anything outside their 401k.” - Brenton Harrison “Don't start some plan of action that doesn't tie into what you want to be doing 10, 15 years from now.” - Brenton Harrison Resources Mentioned: Brenton Harrison New Money, New Problems podcast Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Stuff About Money: Episode 79: Navigating Student Loans: A Roadmap to Funding College with John Hupalo

In this episode, Erik Garcia, CFP®, and host of the Stuff About Money podcast, continues his conversation with John Hupalo from My College Corner, exploring the complex world of student loans. Building on their previous discussion about the FAFSA form, they cover the various types of loans available to students, including federal, private, and state-based options. John shares valuable insights on responsible borrowing, the differences between subsidized and unsubsidized loans, and how parents can navigate the financial landscape to support their children's education.  Join them as they unpack essential questions surrounding student loans, such as what to consider when comparing offers, the impact of cosigners, and effective repayment strategies. This episode aims to empower parents and students with the knowledge they need to make informed decisions about financing college, ensuring a brighter financial future for everyone involved. Episode Highlights: Erik discusses the common struggle parents face between saving for retirement and funding their children’s education. (03:12) John explains the importance of prioritizing retirement savings over college funding and the emotional aspect of this decision. (04:12) John explains the differences between subsidized and unsubsidized federal loans and the responsibilities they entail for borrowers. (10:25) John discusses tuition payment plans as a valuable tool to reduce student borrowing through incremental payments. (19:05) John shares the advantages of private credit loans for parents, including fixed rates and co-signer release options. (30:32) Erik emphasizes the importance of having early, realistic conversations with children about college affordability to manage expectations. (39:00) John shares insights on exploring non-traditional options, such as lesser-known colleges with strong programs, as alternatives to expensive brand-name schools. (41:07) Erik discusses the need to separate emotions from financial decisions to ensure sound choices for long-term stability. (44:23) Key Quotes: “Every single student who goes to college, no matter what parents make or have, is eligible for a federal student loan.” - John Hupalo “This is the time in life to be realistic, not optimistic and not pessimistic about what it is, right? You know how much you saved or didn’t save, and that’s not a value judgment.” - John Hupalo Resources Mentioned: John Hupalo My College Corner Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: The Two Careers of an Insurance Producer

No doubt you were hired to sell insurance. But did your agency leadership make you FIRST prove that you can prospect to set appointments? I would suspect probably not. And, that's why so many insurance producers fail and don't make it -- or at least why they don't make enough money. They are good at relationship building and closing business, but they just can't set enough appointments. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will talk about what you need to start saying in order to set more new business appointments with your prospects. After all, prospecting is a numbers-game but selling insurance is a relationship-game. Key Topics: The dual careers in insurance: prospecting versus selling insurance. Why poor prospecting skills often lead to failure and how to fix them. The importance of a defined process for setting appointments. Overcoming objections like gatekeepers and timing issues. Crafting simple, relatable messaging to connect with prospects. Balancing numbers in prospecting with relationships in selling insurance. Refining prospecting skills or outsourcing to avoid stagnation. Reach out to  Charles Specht Visit: Permission Network Produced by PodSquad.fm

GPP: You Control Your Own Destiny in Insurance Sales – Creating Lifetime Value with Coach Angus Nelson

When you're building a book of business, you control your own destiny. If you hit a plateau, it's easy to blame the product or to blame the market, but often times, the problem is you. Today, Angus Nelson, Founder and Executive Coach at Evolve Leadership, joins the show to talk about creating lifetime value and taking control of your outcomes. He discusses innovation, mindset, seeking intentional coaching and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Evolve Leadership: https://www.evolveleadership.org/business LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Angus Nelson: https://www.linkedin.com/in/angusnelson/?originalSubdomain=pt This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Millionaire Insurance Producer: Throwback: Clearly Defining Your Ideal Client

If you have not yet CLEARLY DEFINED what your ideal client both is and is not then you're probably making only $0.50 on the $1 of what you could be earning. That's right. Not clearly defining your ideal client is costing you money -- a lot of money! You not only need to know what you will say "Yes!" to but also what you will say "No!" to in order to enjoy million-dollar success.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to define your ideal client, what types of things to say yes or no to, and why clearly defining your ideal client is the secret to being a successful Millionaire Insurance Producer. Key Topics: Risks of being a generalist insurance agent The concept and benefits of micro-niching Identifying the type of client you truly want The relationship between your ideal client and your lifestyle Strategies to determine and attract your ideal client The significance of saying no to certain clients or opportunities Practical steps to define and target your ideal client base Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc.

Joel Poythress: NOVA AI and VoIP Redefine Agency Efficiency

In this episode of Agency Intelligence podcast, host Jason Cass interviews Joel Poythress, Chief Revenue Officer at Lightspeed Voice. Joel discusses innovations in communication technology, AI integration, and the future of productivity in the insurance industry. Key Topics: Joel’s 30-year telecom experience and role in Lightspeed Voice’s growth. Lightspeed Voice’s focus on in-house development and white-glove customer service. Nova AI’s capabilities: call summaries, sentiment analysis, and transcriptions. Lightspeed Solutions’ IT services complementing VoIP for a full tech stack. The future of AI-powered phone systems automating quotes and workflows. Enhancing work-life balance through productivity improvements and tech. Real-world AI applications transforming agency operations. Reach out to: Joel Poythress Jason Cass Visit Website:  Lightspeed Voice Agency Intelligence Produced by PodSquad.fm

Stuff About Money: Episode 78: Navigating FAFSA with John Hupalo

In this episode of the "Stuff About Money" podcast, host Erik Garcia, CFP®, CHFC®, BFA®, welcomes back his good friend John Hupalo from mycollegecorner to discuss college financing. This is part one of their conversation, where they tackle FAFSA season and share insights, tips, and a few laughs about the sometimes overwhelming process of financial aid applications. They also explore common misconceptions about financial aid and how to best prepare for the application process. Erik humorously suggests that having a therapist on speed dial might be a wise choice for families navigating these financial waters together! Join Erik and John as they explore the rising costs of college tuition and the various ways families can prepare financially. From the complexities of federal loans to the realities of saving for college, this episode is packed with valuable information—and a few light-hearted moments about the emotional rollercoaster that comes with planning for higher education. In part two of their conversation, they will discuss the different loan options available to students. Whether you're a parent with a college-bound child or just curious about the financial aid landscape, this conversation is sure to enlighten! Episode Highlights: John explains why FAFSA opens each year and its importance for families with college-bound students. (1:07) John discusses FAFSA’s purpose in determining eligibility for federal grants, loans, and work-study programs. (5:55) John advises high-income families on why completing FAFSA can still matter for scholarships and federal loans. (11:02) John explains contributor roles in FAFSA and how separated or divorced parents should provide financial information. (19:00) John breaks down the Student Aid Index (SAI), its difference from the Expected Family Contribution (EFC), and its implications for aid eligibility. (25:00) John explains the value of federal student loans for students and contrasts them with the pitfalls of Parent PLUS Loans. (30:15) John emphasizes the importance of early financial conversations with students to set realistic college expectations. (35:10) John advises families to leverage professional judgment if their financial circumstances change significantly after FAFSA submission. (41:00) Key Quotes: “Saving a dollar today is better than borrowing one tomorrow. We actually registered that trademark. We love that.” - John Hupalo “Every single student is eligible, like Bill Gates’ kids, you know, they’re all eligible for federal student loans.” - John Hupalo “Financial fit is important because academically and socially, it might be a great fit, but you have to know what’s realistic financially.” - John Hupalo Resources Mentioned: John Hupalo mycollegecorner Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: How to Triple Your Book of Business in 3 Years - (interview with Guffy Wright)

How would you like to have a $2,500,000 Book of Business (commission)? Sure, we all would. Well, that's what my client--Guffy Wright--from The Mahoney Group was able to accomplish in less than five years after working with me for 1-on-1 coaching! If you're a P&C or EB producer struggling with Micro-Niche selection, differentiation, leveling-up, mindset issues, limiting beliefs, or not getting enough signed Broker of Record Letters from your prospects, then stay tuned.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews his client, Guffy Wright, about exactly what to do or not do in order to grow your Book of Business to well over $1,000,000 or more annually. Key Topics: Guffy Wright's transition from a stagnant $700,000 to a $2.5 million commission in just a few years. The importance of targeting the right account size and client type for substantial growth. How a shift in mindset and approach can lead to significant progress in the insurance industry. The transition from a local to a national client base and the impact of virtual sales. Emphasis on Broker of Record letters over traditional quoting for business expansion. The role of ideal client identification in growing an insurance book of business. Guffy Wright's insights on balancing professional growth with personal commitments. Reach out to  Guffy Wright Charles Specht Visit: The Mahoney Group Permission Network Insurance Agency, Inc.

Rough Notes Front Cover, December 2024: Jeff Wingate, Rate Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jeff Wingate, Executive Vice President & Head of Insurance at Rate Insurance, the agency featured on the December 2024 front cover of Rough Notes Magazine.  Key Topics: Jeff shares the impact of being featured on the Rough Notes cover. A fintech-driven approach using Salesforce for efficiency. Diversifying revenue through partnerships with loan officers and inspection companies. Using AI and data to enhance agent recommendations and client experiences. Targeting small commercial lines for growth in underserved areas. Strategic tech investments to handle rate challenges in key markets. Highlighting data’s future value as a key revenue source for agencies. Reach out to: Jeff Wingate Jason Cass Visit Website: Rate Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowan Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

Agency Freedom: E176: The Time And Money Equation

In this episode, James reflects on the podcast's purpose, shares personal insights, and invites listener feedback to shape its future in 2025.  https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Reflecting on the purpose and challenges of solo podcasting. Plans to pause in December to reassess direction and content for 2025. Insights on balancing time, money, and freedom in business and life. Delegating, using systems, and leveraging technology for sustainable growth. Honest discussion about mental health, self-care, and finding equilibrium. Gratitude for listener support and a call for feedback to guide the podcast’s future.

Millionaire Insurance Producer: Throwback: How to Win Your Next 100 Clients

Are you a P&C or EB producer who is struggling to set enough new business appointments? Or, maybe you're just not able to close and win enough clients? Do you have too much pressure on you to succeed and you need to start delivering some positive results -- ASAP? If that at all describes where you're at right now then stay tuned because, in this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will tell, motivate, encourage, and give you the basic blueprint for what you need to do to win your next 100 clients and build your Book of Business to $1,000,000 or more. And, as a hint for what's to come ..... it all boils down to your "intent" and your "system" for prospecting.  Key Topics: Overcoming the pressure and challenge of client acquisition in insurance sales The concept of finding your ideal 100 clients for sustainable business growth Importance of intention and having a systematic approach in sales Strategies to identify and approach your target client segment The role of micro-niching and account size in building your client base Avoiding the 'sales drift' and staying proactive in client acquisition Developing and implementing effective sales systems and processes Reach out to  Charles Specht Visit: Permission Network Insurance Agency

Stuff About Money: Episode 77: Less Bad Decisions: How To Build Wealth with Bradley Flowers

In this episode of "The Stuff About Money They Didn't Teach You in School," host Erik Garcia welcomes Bradley Flowers, co-host of "The Insurance Guys Podcast" and owner of Portal Insurance. Bradley shares his unique perspective on improving both golf scores and financial health by focusing on making fewer bad decisions rather than striving for perfection. They discuss how this approach can lead to better outcomes in wealth-building and entrepreneurship. Bradley and Erik explore common financial mistakes and strategies to avoid them, drawing parallels between golf and financial decision-making. Bradley also shares insights from his entrepreneurial journey, emphasizing the importance of long-term success by minimizing errors.  Tune in to learn how a shift in mindset can enhance both your financial literacy and your golf game. Episode Highlights: Bradley shares his experience with VR golf and how it helps him practice managing mistakes. (02:07) Bradley’s story of playing with a PGA coach and the lessons on controlling risk and avoiding catastrophic mistakes. (05:27) Bradley shares a personal anecdote about winning a dollar from a PGA tour golfer and how smart risk-taking led to success. (12:29) Erik explains a lesson from his mentor on the importance of choosing safe, consistent gains over risky decisions. (15:23) Bradley shares his approach to avoiding financial mistakes by consulting with a financial advisor. (20:41) Bradley discusses the value of hiring for weaknesses and the difference between business focus and overextending with multiple ventures. (29:26) Bradley discusses how prioritizing relationships over profits helped him gain valuable business insights. (37:21) Erik and Bradley conclude with reflections on avoiding hasty decisions by surrounding oneself with supportive people. (44:46) Key Quotes: “My whole strategy in a nutshell is to never put all the chips on the table. You know what I mean? Like I'm never going to put everything at risk. And, you know, I think it's having good people around you because it's easier.” - Bradley Flowers “Your education is really the only thing that can’t be taken away from you. It’s the relationships and the connections...like that’s really where the value is.” - Bradley Flowers “Build your strengths, not your weaknesses, don’t put it all on the table, be smart.” - Bradley Flowers Resources Mentioned: Bradley Flowers LinkedIn The Insurance Guys Podcast Portal Insurance Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

The Agent Leader: From $10 Million to $140 Million and Beyond - TrueNorth's Blueprint for Success:

Trent Tillman, President and Chief Revenue Officer of TrueNorth Insurance, joins us to share the extraordinary growth story of the agency, scaling from under $10 million to over $140 million in revenue. Listeners will gain insights into a leading agency's strategic vision for growth. The discussion also covers the company's expansion across multiple locations, its robust internship program, and its approach to retaining top talent in a competitive market. Additionally, Trent shares valuable lessons on balancing large-scale growth with community involvement, emphasizing organic growth and specialization as keys to sustained success. Tune in to learn about the transformative power of effective leadership and mentorship as we explore TrueNorth's remarkable journey from a startup to a success story and its ongoing commitment to fostering growth and excellence. To learn more about programs helping accelerate agencies growth, visit www.sitkins.com

Agency Freedom: E175: Lessons From Jake Paul vs. Mike Tyson

Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better.

GPP: Talking All Things Insurance Sales with Micah Salas

Micah Salas, Senior Vice President for Christensen Group Insurance, started inside of a large captive agency and moved into the independent world. He joins the show today to discuss the "business plan" you learn coming up in trenches vs. what independent agencies face. He dives into building your client profile and niche, finding the volume of prospects you need to succeed, avoiding paralysis by analysis, and creating quality opportunities. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Christensen Group Insurance: https://www.christensengroup.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Micah Salas: https://www.linkedin.com/in/micahsalas This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The Agent Leader Podcast: Success Through Strategic Living with Joe Vens

Joe Vens, a distinguished risk advisor at First MainStreet Insurance, joins us once again to share his remarkable journey over success through strategic living. Through the lens of personal and professional growth, Joe reveals how the power of mentorship and being coachable has transformed his career and allowed him to stand out in the industry. His passion for developing a specialized niche in insurance showcases his strategic approach and commitment to excellence. Get inspired by Joe's insights into balancing family life, professional growth, and the pursuit of continual growth in all aspects of life. Highlights include: (06:22) - Personal and Professional Growth Through Mentorship (16:57) - Developing a Specialized Niche in Insurance (27:41) - Building Leadership Through Team Collaboration (36:46) - Achieving Success Through Mindful Living With valuable advice for producers, Joe emphasizes the need for strategic planning, effective communication, and achieving long-term success through mindful living. This episode is brimming with personal anecdotes, lessons learned, and insights that anyone in the insurance industry—new or experienced—will find invaluable. To get your agency on the path to more success, visit www.sitkins.com

Agency Freedom: E174: Niches And Real Estate Insurance

In this episode, James discusses how RISKWELL became a top provider of real estate insurance nationwide. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Ideal number of niches for agencies (3-5) to balance focus and market stability. Criteria for choosing a niche: industry knowledge, sufficient prospects, and revenue potential. Key revenue drivers: building ownership, workforce, vehicles, tools/equipment, and liability needs. Importance of content creation and building credibility as a thought leader. Effective market entry strategies: live events, webinars, and partnerships. Challenges of serving real estate investors and the need for deep industry expertise. Emphasis on continuous learning to prevent E&O claims and build client trust.

Power Women In Insurance: Overcoming Obstacles Against All Odds With Doris Gonzalez

In this episode of Power Women In Insurance, Doris and Teresa talk about her life, her career at Vertafore, and how personal challenges have helped her to pass along her experiences to others. Key Topics: Doris shares her career journey from QQ Solutions to Vertafore Doris discusses the challenges and growth during Vertafore's acquisition of QQ Doris talks about completing her MBA while undergoing a health issue Doris highlights Vertafore’s tech solutions that simplify work for insurance agents Doris introduces her book, Overcoming Challenges Against All Odds Doris stresses the importance of networking and a positive mindset for growth Doris reflects on the support from her family, colleagues, and community Connect with: Doris Gonzalez Teresa Kitchens Visit Websites: Vertafore Book: Overcoming Challenges Against All Odds Sterling Insurance Group Produced by PodSquad.fm

Thriving In A Hard Market: Renewal Strategies And Tech Insights

In this episode of Agency Intelligence podcast, host Jason Cass sits down with Ryan Hanley, CMO of Linqura to discuss the future of the insurance industry, focusing on how agents can thrive in shifting markets through innovation, strategic branding, and leveraging AI. Key Topics: Impact of content sharing and fact-checking on social media Censorship trends across political lines Lessons on personal branding from Curtis Goldberg’s creative content Importance of gradual improvement in content creation Imitation as a tool for success and cross-industry inspiration Market shifts toward rate reductions, urging focus on renewals Ryan’s ITC role, enhancing agent engagement and event inclusivity Reach out to: Ryan Hanley Jason Cass Visit Website: Linqura Agency Intelligence Produced by PodSquad.fm

Stuff About Money: Episode 76: Investing in Quality: A Conversation with Kevin Caron, CFA

In this episode of the "Stuff About Money" podcast, hosts Erik Garcia, CFP®, BFA™, ChFC®, and Xavier Angel, CFP®, ChFC®, CLTC, discuss investing with Kevin Caron, CFA, Senior Portfolio Manager for Washington Crossing Advisors. They explore the firm's investment philosophy, focusing on quality companies with a track record of consistent growth and profitability. Kevin explains their emphasis on businesses that are well-capitalized, with low debt and attractive valuations, ensuring a focus on durability and predictability.  The discussion also touches on the strengths and limitations of this investment approach, including when it performs well and potential times of underperformance. Kevin shares the metrics used to select these companies and provides insights into current economic events, such as the market's narrow leadership by the "magnificent seven" stocks and record U.S. equity valuations. Learn how a focus on quality can lead to a strong and resilient investment strategy. Episode Highlights: Kevin reflects on the past 20 years in the financial markets, highlighting the impact of 0% interest rates and stock market growth. (2:42) Kevin introduces Washington Crossing Advisors' investment philosophy, focusing on quality investing and how it differs from momentum investing. (5:23) Kevin breaks down Washington Crossing’s proprietary grading system for companies, based on financial stability and asset performance. (12:49) Kevin discusses the challenge of evaluating tech companies under their quality standards, and how valuation plays a crucial role. (13:34) Kevin elaborates on the impact of volatility on portfolio returns, using the tortoise and hare analogy to illustrate steady performance versus high-risk investments. (23:56) Kevin explains how Washington Crossing Advisors assesses risk by focusing on predictable, flexible, and durable companies. (26:26) Kevin highlights the importance of building a balanced portfolio with a foundation of conservative, stable investments before venturing into riskier investments. (28:02) Kevin shares the composition of Washington Crossing’s investment committee and the importance of math in investment decision-making. (29:57) Kevin emphasizes maintaining a quality-focused portfolio to navigate both expected and unforeseen market challenges. (35:42) Key Quotes: “I think that by and large, many people overcomplicate investing, and it doesn't need to be all that complicated. And the best way to think is like a bond investor, even if you're an equity investor, because a bond investor asks two simple questions. The first question is whether or not the bond is going to pay me back, and the second question is whether or not I'm being paid to take on the risk.” - Kevin Caron, CFA “We know what we do. We know what we don’t do, and our style, because it’s so carefully prescribed, it’s very hard for us to deviate from something once you very clearly define what it is you’re looking for.” - Kevin Caron, CFA Resources Mentioned: Kevin Caron, CFA Washington Crossing Advisors Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

The Agent Leader: A Tech-Savvy Yet Human-Centric Approach to Agency Growth

Billie Jo Galle, the visionary Senior Vice President of Marketing and Insurance Operations at TRICOR Insurance, brings a wealth of experience and a fresh perspective to our latest episode of the Agent Leader podcast. Billie Jo shares her expertise on balancing technological advancement with human growth within the insurance industry. We discuss TRICOR's exciting journey from a family-owned business to a thriving private equity-backed agency, fueled by strategic partnerships and a dedication to modernization. Discover how their agency leverages data and technology to achieve marketing excellence, refine sales strategies, and enhance business analytics in an ever-changing industry landscape. If your agency wants to get great results like TRICOR, visit www.sitkins.com/bookacall

Rough Notes Front Cover, November 2024: Cyrus Jaffery, Jaffery Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Cyrus Jaffery, Founder & CEO of Jaffery Insurance, the agency featured on the November 2024 front cover of Rough Notes Magazine.  Key Topics: Cyrus shares the honor of being featured on Rough Notes and how his agency’s focus on personal lines sets it apart. Cyrus discusses his transition from State Farm to running an independent agency during COVID-19. Jaffery Insurance has grown to 27 employees, 100 contractors, and $10 million in revenue through organic growth. The importance of hiring key people to manage operations and support growth. Cyrus shares his journey as an immigrant from Afghanistan and how it shapes his leadership. Cyrus discusses the future of insurance, highlighting the need for tech adoption and balancing growth with retention. Reach out to: Cyrus Jaffery Jason Cass Visit Website: Jaffery Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowan Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

Agency Freedom: E173: How To Break Into Commercial

In this episode, James talks about breaking into commercial insurance, focusing on actionable steps and insights drawn from his own experience. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Breaking into commercial insurance offers far higher revenue potential than personal lines Choose a single niche to focus on and develop expertise in that industry Network with thought leaders and decision-makers to build credibility Use empathetic, client-focused communication instead of typical sales pitches Create SEO-optimized content targeted to your chosen industry niche Leverage industry partnerships to secure relevant carrier contracts Next week: James will cover how his agency dominated the real estate insurance niche

GPP: Building and Scaling your Sales Approach with Brett Young

There is a difference between marketing and sales. And the sooner you create that distinction in your firm, the more scalable you'll become, according to Brett Young, CEO of Erb and Young. Brett joins us this week to talk about how his agency has built a brand in their market, grown within their niche and scaled with a repeatable process. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Erb and Young: https://www.erbandyounginsurance.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Brett Young: https://www.linkedin.com/in/brettins/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Making Goal Setting A Fun And Effective Event For Your Business

In this episode of Power Women In Insurance, Teresa Kitchens chats about how she set goals and measures them. Key Topics: Choosing a guiding theme like “discipline” to focus business and personal goals Structuring goals within four core pillars—team, money, operations, and marketing Defining measurable goals that move beyond vague aspirations Engaging your team in goal-setting to create shared ownership Using accountability partners to track progress and celebrate wins Leveraging automation and personalized touches to enhance client relationships Setting “stretch goals” to challenge yourself without overwhelm Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by PodSquad.fm

Revolutionizing Work: How A Shorter Week Drives Agency Success

In this episode of Agency Intelligence podcast, host Jason Cass interviews Michael Cruz, Chief Operating Officer of Virtual Intelligence for a follow-up conversation on the 4-day work week. Key Topics: Successful implementation of a four-day workweek, improving productivity and employee satisfaction Use of AI tools like ChatGPT to streamline tasks and increase efficiency Shift in work structure to promote better work-life balance and retention Strategies for team scheduling to ensure coverage on off-days Leadership's role in embracing and managing change Tracking tools reveal that fewer work hours can still maintain high productivity Encouraging leaders to align present actions with future goals Reach out to: Michael Cruz Jason Cass Visit Website: Virtual Intelligence Agency Intelligence Produced by PodSquad.fm

The Agent Leader: Mastering the Champion’s Mindset: Insights from Dr. Rick Jensen

Renowned sports psychologist Dr. Rick Jensen draws on his remarkable experience coaching 33 major champions across golf and tennis to reveal the mindset of elite performers. Dr. Jensen shares how performance psychology principles apply far beyond sports, offering powerful insights for excelling in insurance. He explores the value of specialization, emphasizing the competitive advantage professionals gain by becoming trusted consultants within specific niches rather than staying generalists. Highlights include: (00:00) - Rick Jensen on Growth and Leadership (12:51) - Specialization and Differentiation in Professional Advice (17:16) - Unleashing Achievement Mindsets in Leadership (32:30) - Analyzing Performance Stats for Success (39:19) - Measuring Performance Metrics in Agencies (43:36) - Learn From Experience (50:45) - Creating the Best Agency Our conversation delves into the transition from transactional to consultative relationships, highlighting how targeting a specific audience with tailored advice can elevate client connections and revenue. Dr. Jensen illustrates how professionals can benefit from a champion’s mindset, including achievement motivation, deliberate efficiency, and the importance of structured time management. This episode sheds light on practices that help top achievers reach new heights, offering listeners actionable strategies to build focus, resilience, and consistent growth. To get started on your agency's growth plan, visit www.sitkins.com/bookacall

Agency Freedom: E172: What To Do When You're Attacked

In this episode, James covers how to handle attacks on your business, whether from negative reviews, social media comments, or competitors. James shares his experience and offers tips on maintaining credibility and improving processes to prevent future issues. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: The importance of closing the loop in every client process Learning valuable lessons from difficult or unreasonable clients Why proactive communication is key to preventing attacks How to handle attacks while maintaining professionalism Extracting additional revenue by targeting low-hanging fruit within existing relationships The role of accountability in minimizing mistakes and misunderstandings

The Agent Leader: Fitness & Focus to Double Agency Revenue with Dick Gibbs

How can leaders help shape up their agency culture for heightened success? Dick Gibbs, CRO and VP of Sales at Hartwig Moss Insurance Agency, joins us to share how his own commitment to personal well-being has propelled his leadership abilities and fostered a thriving team culture. With Dick’s impressive background in both company and agency sides of the insurance sector, he offers a unique lens on how agency leaders can set a powerful example for their teams through modeling positive behaviors. We unravel the keys to Hartwig Moss's remarkable growth, doubling revenue over just six years. From harnessing modern technology to sustaining a strong customer service ethos, the agency's success story is one of strategic innovation and relationship-building. Learn how their five-generational legacy in New Orleans has been a cornerstone for success while embracing the challenges of balancing growth and profitability in a competitive market. Topics discussed include: (00:02) Importance of Agency Leaders Modeling Behaviors (05:05) Importance of Fitness for Agency Leaders (12:17) Multi-Generational Agency Success Culture (19:41) Balancing Growth and Profitability Challenges (26:57) Enhancing Agency Relationships and Communication This episode offers a wealth of insights for agency leaders eager to refine their relationship-building strategies and sustain business growth. If you're ready to get remarkable results like Hartwig Moss, start your agency growth plan at www.sitkins.com/bookacall

Stuff About Money: Episode 75: Boost Your Income: Key Takeaways from IndieTech with Erik and Xavier

In this episode of the "Stuff About Money" podcast, hosts Erik Garcia, CFP®, BFA™, ChFC®, and Xavier Angel, CFP®, ChFC®, CLTC, share their top takeaways from the IndieTech Conference. While they usually dive into saving and investing, this time they focus on boosting your income by investing in yourself. Discover how developing relationships, establishing processes, and leveraging technology can drive revenue for entrepreneurs and professionals.  Erik and Xavier sprinkle humor into their insights on maximizing personal growth and taking risks. Learn why attending conferences is more than just collecting swag—it’s about connecting with like-minded professionals and upgrading your skills. Tune in for a fresh perspective on how investing in yourself can lead to financial success and a few laughs along the way. Episode Highlights: Erik asks Xavier about the common financial challenges his clients, particularly business owners, are facing. (0:54) Xavier explains how small business owners often blur the lines between personal and business finances, which can impact their spending decisions. (2:02) Erik stresses the importance of maintaining updated financial books to manage revenue and expenses accurately. (7:30) Erik discusses the critical role of income generation in building wealth and how income does not always equate to wealth. (11:30) Xavier introduces the idea of investing in yourself as a method to increase your income and professional growth. (14:00) Erik shares their experience at the IndieTech conference and introduces the first takeaway: Developing and strengthening professional relationships. (17:45) Xavier emphasizes how attending conferences helps build valuable relationships and fosters personal and team growth. (24:05) Xavier introduces the second takeaway: Establishing processes and systems to improve business scalability and efficiency. (32:10) Erik explains how well-defined processes can streamline operations and enhance the customer experience. (34:50) Xavier presents the third takeaway: Leveraging technology wisely by focusing on tools that solve specific business problems. (49:30) Erik shares his "technology policy statement," which helps assess the value of new technology in a business setting. (52:40) Erik stresses the importance of treating new technology like an employee, with proper onboarding and training. (57:50) Xavier and Erik discuss the importance of taking calculated risks in business to drive growth and opportunity. (1:06:35) Erik shares a personal example of taking a risk by co-presenting a last-minute joint presentation with Ryan Hanley at IndieTech. (1:09:25) Xavier talks about a recent calculated risk they took by hiring a new team member to grow their firm. (1:13:10) Key Quotes: “More income does not necessarily lead to more wealth. The more income you have, the better opportunity you have to build wealth. But you and I both know, and you listening to this podcast, you know as well as I do, that there's people who make a lot of money who don't build a lot of wealth.” - Erik Garcia, CFP®, BFA “Your books in your business tell a story, paint a financial picture of your business. If you kept good books over a period of years, you can see what are the trends in your business.“ - Erik Garcia, CFP®, BFA “We don't rise to the level of our goals, we fall to the level of our systems and you can substitute processes in there for systems. Right? We all have good intentions in business, but if we haven't built out a systematic way to actually accomplish that, most humans do not have the willpower just to accomplish a goal.” - Xavier Angel, CFP®, ChFC, CLTC Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: How to Brand Yourself and Win More New Clients

Do you struggle at branding? Are you still a quasi-generalist who is not focused in a Micro-Niche? Or, maybe you've chosen a Micro-Niche industry to focus on, but you haven't figured out how to BRAND yourself so that your prospects are attracted to you and want to sign over their insurance to you? Well, I have good news for you if that describes where you're at right now.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you some of the MOST ESSENTIAL things you can do to brand yourself and take your Book of Business to the next level. Charles talks about both personal branding as well as how agency leaders can and should assist their producers by using the agency website to brand the sales team in each and every Micro-Niche they are prospecting. Key Topics: The importance of specializing in a micro-niche for insurance agents. The role of personal branding in the insurance industry. The impact of digital presence and social media in insurance sales. Strategies for creating effective branding in specific niches. How to use branding to differentiate from competitors. Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc.

Agency Freedom: E171: Getting Ready For Innovation

In this episode, James explores how to prepare for innovation in your business. Learn how to identify areas for improvement, address bottlenecks, and implement effective systems to stay ahead of the competition. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Understanding the need for innovation and how to get ready for it The importance of identifying what’s working and what needs improvement Breaking down bottlenecks vs. pain points Using a roadmap to plan future innovations Evaluating and embracing new technology strategically Internal accountability and continuous improvement

Power Women In Insurance: Getting Our Mind Right For Goal Planning Ahead

In this episode of Power Women In Insurance, Teresa Kitchens discusses how to get your mind focused for goal planning Key Topics: Teresa discusses mental challenges in goal planning, like fears and self-doubt She suggests journaling techniques to confront these fears A pros-and-cons method is recommended to analyze fears and their impact Teresa emphasizes creating a yearly focus theme, like her 2025 theme, "Discipline." Teresa discusses the role of discipline in staying consistent and accountable Teresa shares her journey toward healthier habits and overcoming procrastination Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by PodSquad.fm

GPP: A New Way to Think about Property Insurance with Julie Richt

Julie Richt, President and Founder at Lucid Insurance, has seen about every side of the insurance industry in her career. Her path led her to starting Lucid, an MGA focused solely on property insurance. Learn why she's taken such a unique approach to her company, how the industry is evolving, how specialized offerings like hers have become more valuable, and what to expect from the current property market. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Lucid Insurance: https://lucidins.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Julie Richt: https://www.linkedin.com/in/jricht13 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The Agent Leader: Empowering Teams for Lasting Agency Growth with Matt Fairbanks

What if the key to your agency’s growth lies in something you're overlooking? In our latest podcast episode, Matt Fairbanks, Vice President of Sales and Producer Development at EHD Insurance, joins us to reveal how investing in your team can transform your agency’s success. Learn from Matt’s incredible journey from managing a $2 million book of business to excelling in a leadership role dedicated to nurturing the next generation of producers. His practical insights and mindset shifts offer invaluable lessons for anyone in the industry including: (00:01) - Growing Your Insurance Agency Through People (12:51) - Nurturing Success in Insurance (22:55) - Navigating Challenges in Insurance Agency Growth (35:06) - Building Relationships and Behaviors in Sales (46:54) - Mastering Connections for Professional Success (50:52) - Sharing Ideas for Business Growth Discover how leveraging the experience of seasoned producers nearing retirement can boost the entire agency’s performance plus more nuggets of wisdom in this engaging episode! To get your agency on the path to more success like EHD, visit www.sitkins.com/bookacall

Adapting And Innovating: IndieTech’s Path Forward

In this episode of Agency Intelligence podcast, host Jason Cass is joined by Mitch Gibson to recap highlights from IndieTech 2024 and plans for IndieTech 2026 in Fort Lauderdale. Key Topics: Mitch Gibson highlights IndieTech's growth and strong vendor-attendee engagement Breakout sessions featured live demos and collaborative presentations How the team quickly adapted to Hurricane Helene with effective replacement speakers Focus on creating inclusive spaces for agents, vendors, and tech collaboration. Preview of future plans includes tech challenges and deeper automation insights. Special thanks to contributors like James Jenkins for enhancing the event with his voice and video production skills Exciting plans for IndieTech 2026 in Fort Lauderdale aim to create a dynamic experience blending technology, sales, and leadership Reach out to: Mitch Gibson Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

Agency Freedom: E170: We Suck At Storytelling

GPP: Your Commissions Won’t Change, So How Can You Add More Value to Your Clients?

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk about the value an agency can bring to a clients. Your commission percentages aren’t going to change, so how can you change your service model to add value and add revenue? LAUNCH is a tool Ryan uses to expand his offering beyond insurance and encompass more risk management “impact areas.” Learn how you can do the same within your model. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Where Have I Been? - Let's Catch Up!

In this episode of Power Women In Insurance, I discuss where I have been and that I know it is time for a reboot and that I am excited to get back at it!! Key Topics: Teresa discusses taking time away from the podcast to focus on overcoming challenges in her agency How work style assessments helped Teresa build a more cohesive and effective team The impact of business coaching and financial planning on the agency's restructuring process Navigating the acquisition of a commercial lines book and handling complex data integration Managing a virtual insurance team spread across different locations Cultivating a strong team culture built on communication, accountability, and shared goals Teresa previews upcoming episodes with exciting new guests and industry insights Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by PodSquad.fm

Road Session Part 2: Tuxedo Moments And Standing Out

In this episode of Agency Intelligence podcast, host Jason Cass discusses three key topics that can transform professional growth. He shares practical insights and personal stories for agency owners and producers. Key Topics: Discusses "Skill or Luck" in achieving success and encourages self-reflection Shares "Tuxedo Moments" to illustrate the power of standing out Advises new producers on creating their own "Tuxedo Moments." Explores "Behavior Modification" and how rewards can drive outcomes Highlights non-monetary rewards like time off for motivating employees Stresses the need to align KPIs with compensation to encourage desired behaviors Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

Stuff About Money: Episode 74: Top 3 Financial Planning Tips for Early-Career Pharmacists

In this episode of the "Stuff About Money" podcast, co-hosts Erik Garcia, CFP®, BFA™, ChFC® and Xavier Angel, CFP®, ChFC®, CLTC discuss key financial planning strategies for pharmacists at the start of their careers. They explore how to effectively manage income and expenses, set meaningful financial goals, and create a balanced budget to ensure a secure financial future.  Erik and Xavier also discuss the challenges of managing student debt and the importance of making informed financial decisions. With practical insights and tips, this episode is packed with valuable advice to help pharmacists build a strong financial foundation. Episode Highlights: Xavier explains how he began working with pharmacists, including the story of how he met his wife in a pharmacy. (03:00) Xavier emphasizes the importance of understanding your income and expenses as the foundation for building wealth. (07:00) Erik discusses the challenge of managing variable expenses and how they can derail financial goals. (16:00) Xavier explains student loan repayment strategies, including prioritizing high-interest loans or using the “snowball method”. (18:30) Erik discusses the importance of making smart financial decisions early in your career and avoiding the temptation to accumulate too much too fast. (22:30) Xavier shares how to evaluate benefits packages when choosing a job, especially retirement plans and matching contributions. (25:00) Xavier explains the importance of disability insurance and the role of short-term and long-term coverage for pharmacists. (28:30) Erik mentions the importance of knowing where your money is and understanding how benefits like insurance and retirement plans contribute to financial security. (31:00) Erik wraps up with final thoughts on laying a strong financial foundation through careful cash flow management, debt repayment, and understanding benefits. (33:00) Key Quotes: “Cash flow management gives us an opportunity to really sit down and start understanding what your income is and what your expenses are.” - Xavier Angel, CFP®, ChFC, CLTC “If I didn’t know where I was going, then it didn’t matter where I spent my money or where I saved my money. But if I have a direction, if I have an objective, then it matters.” - Erik Garcia, CFP®, BFA™ “Benefits represent money. It might not be cash money that you have to spend, but health insurance, it’s money. Disability insurance, man, if you have a triggering event where you’re disabled and you can’t work, you want to make sure you understand what you’ve got coming in the door.” - Erik Garcia, CFP®, BFA™ Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Set More Appointments and Win More BOR's

Check out: https://permissiongroup.com/permission-producer-school/ Imagine setting twice as many new business appointments with your prospects, tripling your win percentage, writing more accounts, writing larger-revenue generating accounts, and winning most (all?) of these new clients by signed Broker of Record Letter, rather than going through a normal quoting process. Sound to good to be true? Well, it's not. It's exactly what I teach and train my Producer clients to do. And, in this podcast interview, host Charles Specht will tell you what the one thing is that you need to do FIRST in order to make all of this come true. PS: The Permission Producer School starts on October 14, 2024. Don't miss out! Get registered at: https://PermissionProducerSchool.com Key Topics: The importance of choosing a micro-niche  How a focused niche helps create effective scripts, marketing, and branding Aligning your niche with your carriers' preferred markets for better results Examples of agents succeeding by specializing in unique industries Why focusing on fewer, high-value clients is more effective than spreading too thin How micro-niching increases trust and helps you secure more broker of record letters Avoiding the trap of dabbling by fully committing to a niche for greater success Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Agency Freedom: E169: What Now?

In this episode, James introduces a fresh format for the Agency Freedom Podcast. He reflects on the podcast’s journey and shares plans for more concise, value-packed episodes moving forward. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: How the podcast started by helping agents transition from captive to independent Expansion to cover a wider range of topics like sales, marketing, and operations The shift from long interviews to shorter, more focused episodes Future episodes will feature real-life examples, lessons, and practical advice The new format will feature 10-20 minute episodes focused on delivering quick, actionable insights Encouraging audience input to shape future topics Preview of the next episode: “We Suck at Storytelling.”

Millionaire Insurance Producer: How to Ask for the BOR at Just the Right Time

Asking for the signed BOR is part science and part art. And, timing is everything! You need to be careful to not ask too soon and also to not waiver on the fence of indecision by never getting around to popping the actual question. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to ask for the signed Broker of Record Letter at just the right time (not too soon and not too late) and how to ask with just the right words to get what you want. Why is this so important? Because ... you rarely get what you don't ask for! Also, PERMISSION PRODUCER SCHOOL launches on October 14th - 18th. Get registered before it is too late! Go to: www.PermissionProducerSchool.com Key Topics: Ask for the Broker of Record (BOR) letter at the right time to maximize success Help prospects recognize pain points with their current agent before asking for the BOR Position yourself as the solution with a clear 12-month service plan Asking too soon can be off-putting, but waiting too long risks being "friend-zoned" Present the BOR request after uncovering enough issues with the incumbent agent A well-timed BOR request can lead to a 30-40% success rate in the first meeting Consider adopting a "no-quote" policy for non-clients to streamline the process Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

Rough Notes Front Cover, October 2024: Jay Mueller, Camargo Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jay Mueller, CEO of Camargo Insurance the agency featured on the October 2024 front cover of Rough Notes Magazine.  Key Topics: Jay shares the honor of being featured in Rough Notes He talks about joining the family business and his passion for growth and travel Jay explains how he set up his agency to operate remotely from Spain He emphasizes building a strong, independent company culture The episode explores the challenges and benefits of remote leadership Jay highlights the role of an advisory board in his agency’s growth He outlines his goal to become the largest independent agency in Cincinnati Reach out to: Jay Mueller Jason Cass Visit Website: Camargo Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

The Agent Leader: The Journey from $6 Million to $33 Million: Insights from a Top CEO

How did Ed McGrath lead BancFirst Insurance Services from $6 million to an astounding $33 million in revenue? Discover the secrets behind this monumental growth as Ed, the President and CEO, sits down with us to discuss the pivotal strategies and leadership decisions that made this transformation possible. You'll hear about the importance of an independent operational approach, the power of investing in new agents, and the unique leadership style that has driven their success. This episode promises valuable takeaways for any agency leader aiming to elevate their business and achieve ambitious goals. Join us for a conversation that could redefine your approach to growth and leadership in the insurance world. To learn more about programs that helped boost BancFirst's growth, visit www.sitkins.com To order your copy of our Best Version Possible book visit www.sitkins.com/bvp

Millionaire Insurance Producer: Throwback: How to Choose the BEST Micro-Niche to Become a Millionaire Producer

Do you struggle with setting appointment and writing new business? Many agents do. Actually, most do. Why is that? Well, for one thing, most agents don't know where to begin. In other words, they haven't even decided what to prospect, let alone why they should focus on that. They are "generalists" and have a Jack-of-all-trades mindset. Does that describe you? If it does, then this podcast episode is for you!  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you tips on how to choose the most-profitable Micro-Niche for you, and he also gives a few examples of which Micro-Niches he would seriously consider targeting if he were to start writing insurance again. IF YOU WANT TO FIGURE OUT HOW TO CHOOSE THE BEST MICRO-NICHE FOR YOURSELF, I TEACH THAT IN MODULE 2 OF MY DIGITAL COURSE: Millionaire Producer School. Go here to learn more: www.millionaireproducerschool.com Key Topics: Importance of pre-prospecting in insurance sales. Laying the foundation: The first step in the Permission Sales Framework. Identifying and capitalizing on your most profitable micro-niche. The role of geographic territory in micro-niche selection. Understanding and leveraging differentiation in insurance sales. Setting a 12-month timeline of services for effective client acquisition. Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc. Millionaire Producer School

Agency Freedom: E168: Elis Umana On Al Scripting And Staying Scrappy

In this episode, James talks with Elis Umana, Insurance Specialist at Conexion Insurance Agency. To learn more about Conexion Insurance Agency, visit https://www.conexionins.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Elis's start in the insurance industry at 18, working in her father’s agency, and later launching her own agency. How online communities and Facebook groups helped Elis adopt new technologies, like AI, to grow her business. Implementation of GAIL, an AI voice technology, and Elis’s role in helping other agencies customize and utilize it. Educating Hispanic contractors on proper insurance coverage using real-world claim scenarios to overcome cultural barriers. The influence of Elis’s father on her business approach and the value of networking. The importance of continuing education, such as pursuing the CIC designation, in professional growth. The growing presence of younger professionals and women in the insurance industry, and the impact of diversity on innovation.

Millionaire Insurance Producer: MINDSET

MIND SET. You're either strong in the area of confidence and mindset, or you're a weak little puppy. Which one is it? Insurance agents who lack confidence tend to write fewer new accounts each year, they write smaller accounts, and they don't win many (any?) signed Broker of Record Letters. The opposite is also 100% true: Insurance producers who are confident and in the right frame of mind set more appointments and write more accounts, they write larger revenue accounts, and they win significantly more clients through signed Broker of Record Letter. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why MINDSET is so important for an insurance producer but he'll tell you the basic things you need to do -- today! -- in order to start dominating and winning! ---------- PS: Remember, the "PERMISSION PRODUCER SCHOOL" is launching on October 14, 2024. It will give you the blueprint for sales success which, in turn, gives you a strong mindset in order to do all of the above. Get registered right away as the price will be increasing very soon! Learn more and get registered at: www.PermissionProducerSchool.com Key Topics: Confidence comes from having a personalized plan and a clear value proposition Struggles with mindset are common when producers don’t differentiate their offerings Focusing on a specific micro-niche builds confidence and drives better results Generalists often struggle; specialization helps producers stand out and win business The Permission Producer School provides vital sales training to improve prospecting and scripting A well-defined process allows producers to confidently ask for and secure business Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

GPP: Where to Focus If You’re a New Agency Owner, with Shawn Fitzgerald

Shawn Fitzgerald of Sound Harbor Insurance is in a similar place to the majority of Getting Past the Premium listeners. He's four years into owning his own insurance agency. He faces growing pains. He's grown his team. And he's overcome a few obstacles. Shawn and Elliot talk through the most important actions you can take as a business owner – from finding a mentor, investing in yourself, focusing on goal-setting, and understanding your audience. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Sound Harbor Insurance: https://www.soundharborinsurance.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Shawn Fitzgerald: https://www.linkedin.com/in/shawnpfitzgerald This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The Agent Leader: Transforming Challenges into Growth with Bart Straka

Unlock the secrets to agency growth and leadership success with Bart Straka, President and CRO of TRICOR Insurance. Discover how Bart navigated transforming from a producer to a leader at one of the top 100 agencies in the country. Learn how the agency has expanded to 32 locations and 310 employees, with an impressive projected revenue of $58 million, and the pivotal role a strong agency culture plays in this remarkable journey. Highlights include: (00:01) Agency Growth and Leadership Success (06:34) Building Success Through Growth and Development (17:14) Navigating Challenges and Opportunities in Insurance (29:14) Optimizing Agency Efficiency and Growth (40:14) Impactful Relationships in Professional Growth Delve into the multifaceted challenges and opportunities within the insurance industry, such as talent acquisition, market unpredictability, and the lag in technology adoption. Hear Bart's perspective on transforming these hurdles into growth opportunities through proactive strategies and ensuring the right people are in the right roles for maximum efficiency. With personal anecdotes and professional wisdom, Bart underscores the significance of meaningful relationships in achieving both personal and professional growth, rounding off an episode filled with lessons for agency leaders and industry professionals alike. To learn more about how you can transform your agency like TRICOR, visit www.sitkins.com

Kelly Donahue-Piro: Navigating The End Of The Hard Market In 2025

In this episode of Agency Intelligence podcast, host Jason Cass chats with Kelly Donahue-Piro, President of Agency Performance Partners about annual strategic planning for your agency. To learn more about the Agency Performance Partner’s Strategic Planner to build, execute, and stick with your agency’s annual plan visit: https://www.agencyperformancepartners.com/insurance-agency-strategic-planning/ Get 20% off until 12/31/24 with code: Agency Intelligence Key Topics: Exiting the hard market in 2025 requires proactive growth plans as rate increases will no longer drive growth Prioritizing client retention through proactive renewal reviews to avoid losing clients as market conditions stabilize Addressing staffing issues by filling skill gaps and leveraging virtual assistants to ease workloads Agency owners must lead decisively, creating clear plans without relying too much on staff opinions Analyzing agency operations, including revenue per team member, to improve efficiency and optimize growth Improving agency management systems and ensuring accurate metrics to drive better decision-making Long-term planning: Set clear goals for the next 10 years to avoid reactive management and achieve sustained success Reach out to: Kelly Donahue-Piro Jason Cass Visit Website: Annual Strategic Planning Workbook (Get 20% off until 12/31/24 with code: Agency Intelligence) Post Speaking Session Link to Get More Info Agency Performance Partners Agency Intelligence Produced by PodSquad.fm

Stuff About Money: Episode 73: Should My Agency Be My Only Retirement Plan? Insights with Carey Wallace

In this episode of the "Stuff About Money" podcast, host Erik Garcia, CFP®, BFA, ChFC®, welcomes back Carey Wallace to tackle the question: Should your insurance agency be your only retirement plan? Carey shares her expertise on diversifying retirement strategies, the risks of relying solely on your agency, and the importance of planning for a secure financial future. Erik and Carey discuss practical steps to evaluate your current retirement approach, explore alternative investment options, and ensure a balanced financial strategy. Learn how to prepare for a successful retirement and maximize the value of your agency with insights from Erik and Carey's experience in financial planning and agency management. Episode Highlights: Carey discusses the importance of understanding your agency's true value early. (3:24) Carey talks about the factors that determine an agency’s valuation, including profitability, transferability, and growth. (6:00) Carey shares her experience working with clients to prepare their businesses for a profitable sale five to eight years in advance. (11:24) Carey highlights that independent insurance agencies can create significant wealth but also require prudent financial management. (17:10) Carey emphasizes the limitations of an agency if the owner hasn’t prepared for a change in circumstances. (27:00) Carey explains the necessity of balancing investments in technology, infrastructure, and talent to scale an agency. (34:52) Carey mentions that having industry-specific professionals can greatly impact an agency owner's financial planning and strategy. (42:15) Key Quotes: “I fully believe that independent insurance agents can live a very nice lifestyle and you can also, if you're living beyond your means, you can find yourself having to continue to work.” - Carey Wallace “If you have somebody who understands your business, they're going to be so much more impactful than someone who doesn't and be able to piece all this together.” - Carey Wallace Resources Mentioned: Carey Wallace AgencyFocus Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Agency Freedom: E167: Mike Mathweg On Working With Your Exit In Mind

In this episode, James talks with Mike Mathweg, Founder of NexGen Consulting. To learn more about NexGen Consulting, visit https://nexgen-consultant.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Mike's early career and training at Northwestern Mutual Transition from corporate job to full-time insurance Move to Wisconsin and business growth during COVID-19 Acquisition of a business and achieving a significant return on investment Investing in a mentor and the impact on personal and business growth Challenges and strategies in entrepreneurship and consulting

Millionaire Insurance Producer: The Perfect Script for Cold Calling and Overcoming Objections

Cold Calling is never much fun, but it can become your pot of gold at the end of a rainbow if you can figure out the proper Script and get your delivery of the Script down pat with both enthusiasm and confidence. Most insurance agents have a lame, tired, and worn-out Script that makes them sound like every other agent out there. Don't be that agent! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you actual examples of what your C3 (Cold Call Carrot) and Script should be in order to be more successful when cold calling. Then, Charles will walk you through how to overcome the two main Objections you will hear: 1) We're happy with our agent, and 2) Now is not a good time. These will help you set more new business appointments with less time prospecting. PS: The "Permission Producer School" is getting ready to launch on October 14th, 2024. Are you signed up yet? Charles Specht created (and will teach) the Permission Producer School as an intensive 3-week training program to help new(er) Producers write their first $100,000 of commission in their first 6-9 months, and then scale up to $250,000 in commission in their first 15-18 months in the industry. To learn more about "PERMISSION PRODUCER SCHOOL" visit: www.PermissionProducerSchool.com Key Topics: Introduction to cold calling and its crucial role in insurance sales Overview of the Permission Producer School, focusing on sales techniques for producers Crafting the right script and delivery; introducing the "Cold Call Carrot (C3)." Using "price plus something" in your script to meet prospects' needs Overcoming objections with ethical dilemmas to secure meetings Examples of industry-specific scripts and tailoring messages for micro-niches Encouragement to adopt a fresh approach for more effective prospecting Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

GPP: The 5 Agency Sales Metrics You Need to Be Tracking with Ryan Brott

From brand awareness to sales activities to written revenue, what you measure and how you measure it will change. But the reason behind sales analytics doesn't change: You want to know how much it costs to bring in new clients, and what revenue those new clients will generate.  Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins the show this week to break down how Ellerbrock-Norris is tracking its sales goals. At the end of the day, knowing how many top-of-funnel activities it takes to generate bottom-of-funnel revenue can be a game changer for your agency. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Road Sessions: The Highs And Lows Of Business Leadership

In this episode of Agency Intelligence podcast, host Jason Cass takes listeners on a journey through recent personal and professional experiences, while driving a U-Haul through Georgia.  Key Topics: Jason navigates driving a U-Haul through Georgia, recording the podcast under unique circumstances. Jason reflects on a year of significant business highs and lows, underscoring his responsibility towards his employees during growth periods. The episode explores key leadership qualities, such as prioritizing team well-being over business metrics. Jason recounts the complex and emotional process of legally aiding his Cuban friend’s family in emigrating to the U.S. A personal decision to relocate back to Illinois from Florida highlights the interplay between personal life and professional decisions. Encouragement for listeners to pursue passions and face challenges, drawing from Jason's experiences of overcoming hurdles. Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

The Agent Leader: Preparing for Perpetuation with Purpose

In this episode, Brent Kelly is joined by Mark Rollins, a former highly successful insurance agency leader and current founder of Retirement Transformed. Mark, also the author of The Evolving Man, shares insights that go beyond the usual financial aspects of perpetuation. Together, they explore the emotional and spiritual journey leaders face when transitioning from agency ownership, diving deep into vulnerability, authenticity, and the personal impact of retirement. Rollins reflects on his own agency success, while emphasizing the importance of identity, purpose, and staying active in retirement. Tune in for a conversation that will inspire you to rethink how you approach both your professional legacy and personal growth. To learn more about Mark's company visit https://retirementtransformed.com/ To book your agency assessment with one of our coaches visit https://www.sitkins.com/bookacall

Digital Insurance Pint: Existential Threats

This is take 2 on “what keeps you up at night?”. The DIPP crew discusses major industry issues including the rise of vehicle theft, OPCF 49, broker cancellation as a way to manage carrier profitability, embedded insurance, connectivity and technology progress. If that wasn’t dark enough for you, the team also discusses potential existential threats such as earthquake and banking collapse.

Agency Freedom: E166: Maverick Pitchford On Leaning In To Pressure

In this episode, James talks with Maverick Pitchford, Principal Agent at Bison Ridge Insurance.  Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Maverick's transition from a captive agent to launching his independent agency. The unique branding philosophy of Bison Ridge and its commitment to tackling challenges head-on. Discussion on the importance of community involvement and how personal relationships influence business operations. Maverick’s approach to customer service and adapting to clients' needs in a modern digital landscape. The role of technology and AI in enhancing the efficiency and reach of insurance services. Challenges faced in maintaining growth momentum and strategies for continuous personal and professional development. The impact of mentorship and community support in navigating the complexities of the insurance industry.

Millionaire Insurance Producer: Your First $100,000 of Commission - (PermissionProducerSchool.com)

Check out --> www.permissionproducerschool.com Congratulations! You got hired at your agency. You're now an insurance producer. Ummm, what comes next? Well, that's the dirty little secret of most insurance agencies around the USA and Canada. The problem is that most agencies have no plan for their new producers, and these new producers have no experience in insurance as well as little-to-no experience in sales. And that, my friends, is a recipe for a straight up career-ending disaster! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will share the basic steps needed for a new(er) insurance producer to write $100,000 of gross commission in his/her first 9-12 months on the job. It's all about creating the sales system for guaranteed success, also known as the Permission Sales Framework. To learn more, go to --> www.permissionproducerschool.com Key Topics: Importance of having a clear minimum revenue threshold to avoid wasting time on small, unprofitable accounts. Understanding how different agencies operate and tailoring your approach based on geographic territory, available markets, and agency expectations. The value of focusing on external prospecting activities and leaving account management tasks to other team members. How to align your efforts with the carriers your agency represents, specifically targeting industries and businesses that match their appetites for maximum success. Strategies for building an efficient prospect list, including gathering key decision-makers’ contact information and renewal dates. The significance of maintaining consistent prospecting efforts, including cold calls, emails, and in-person visits, to steadily build your book of business. Why a solid system for new producers can drastically reduce ramp-up time, aiming for $100,000 in commission within 6-9 months. Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

GPP: Thriving Agencies Do These Things to Grow Organically, with Consultant Harrison Brooks

Acquisitions have become a major part of growth in our industry, but without strong organic growth, agencies aren't able to thrive. Harrison Brooks, Partner at Reagan Consulting, joins us today to discuss organic growth. We dive into where you should be investing your dollars in marketing and sales, how to compete with the national players, where there are opportunities and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Reagan Consulting: https://www.reaganconsulting.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Harrison Brooks: https://www.linkedin.com/in/harrison-brooks-4a90aa17 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: Episode 72: Momentum Investing: Exploring Relative Strength with Ian Saunders

In this episode of the "Stuff About Money" podcast, host Erik Garcia, CFP®, BFA™, ChFC®, welcomes Ian Saunders, Senior Research Analyst for Nasdaq Dorsey Wright. They explore the world of Relative Strength, also known as Momentum Investing. Ian draws a compelling analogy to March Madness, highlighting that top seeds have an 80% chance of winning their games, similar to how strong investments are identified.  Throughout the discussion, Ian explains what Relative Strength is and how it differs from other strategies. He shares insights into the metrics used for measurement, optimal time frames for assessment, and the process of identifying promising investments. They also explore the advantages and limitations of this strategy, its performance in various market conditions, and the impact of AI on analysis methods. Gain valuable insights into how Relative Strength can enhance your investment decisions. Episode Highlights: Ian shares about his experience with Dorsey Wright and the evolution of the firm, especially after its acquisition by Nasdaq. (01:36) Ian discusses what he wishes he knew about money earlier, highlighting the importance of understanding technical analysis alongside fundamentals. (03:24) Ian explains the concept of relative strength (momentum) investing. (07:17) Ian discusses the practical application of relative strength investing in creating portfolios. (10:44) Ian outlines the main advantages of relative strength investing, such as its objectivity and systematic nature, which help remove emotional biases from investment decisions. (18:28) Ian addresses the limitations of relative strength investing, particularly during market conditions where discernible trends are lacking. (22:44) Ian shares his comments on the current market environment and how relative strength strategies have adapted to recent market challenges and opportunities. (24:24) Ian speculates on the potential impacts of artificial intelligence on investment strategies, emphasizing how AI might speed up data processing without fundamentally changing decision-making processes. (33:18) Key Quotes: “Our approach is a little bit different because it looks at these relative strength comparisons to identify which areas have the best momentum.” - Ian Saunders “Relative Strength Investing, RSI, is essentially taking the price movement of two things and see which one wins that game right now.” - Ian Saunders Resources Mentioned: Ian Saunders Nasdaq Dorsey Wright Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

The Agent Leader: Maximizing Agency Value with Max Olson of Legacy Advisors

Brent Kelly sits down with Max Olson of Legacy Advisors, an expert in agency valuation, to discuss the strategies that can significantly increase the value of your insurance agency. Whether you're preparing for a buyout or simply want to boost your agency's future, Max shares key insights on optimizing revenue, streamlining operations, and securing the best price for your agency. Tune in to learn the steps you can take today to enhance your agency's worth and position yourself for a profitable exit. Visit https://www.legacy-advisors.com/ to learn more about their services for insurance agencies Visit https://www.sitkins.com/bookacall to schedule your Best Version Possible assessment.

Millionaire Insurance Producer: Throwback: Building a Book of Business is like Building a House

Do you struggle at scripting, branding, or sitting down to actually do the hard work of prospecting? Most producers struggle at something, and most of us struggle at many parts of the sales process. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht shares the five parts of his Permission Sales Framework and how selling insurance is like building a house. You have to lay the foundation, build the structure, paint the walls, do the final walk-through, and then get the keys. When you master these five parts of the Permission Sales Framework, you'll become a millionaire insurance producer. Key Topics: The challenge of selling insurance and winning clients in a competitive market. Common struggles faced by insurance producers in appointment setting, scripting, and branding. Introduction to the Permission Sales Framework: A five-part strategy for success. Laying the foundation: Pre-prospecting and preparing for client engagement. Building the structure: Effective prospecting techniques and client acquisition strategies. Painting the walls: Mastering the first appointment and presentation skills. The final walkthrough: Navigating the pre-proposal stage and preparing for a successful proposal. Getting the keys: Closing the deal and achieving the goal of becoming a millionaire insurance producer. Connect with Charles Specht on LinkedIn Visit the Permission Network Insurance Agency, Inc. website for more information and resources.

Digital Insurance Pint: Shawn Antao – EY

In this episode, the hosts interview Sean Antao, a partner at EY and leader of the Insurance Technology Consulting arm. They discuss various topics related to Guidewire implementations and broker connectivity. The conversation covers the dominance of Guidewire in the Canadian market, factors affecting the cost of implementations, and the challenges in creating broker connectivity. They also touch on the standardization of API connections, the role of system integrators like EY, and the importance of consistency in connectivity. Overall, the episode provides insights into the world of Guidewire and its impact on the insurance industry. In this conversation, the participants discuss various topics related to insurance technology, including the costs from the BMS, challenges for BMS vendors, the importance of consistency in APIs, implementing Guidewire Cloud, the impact of customizations, the importance of broker input, and the future of insurance technology. They also touch on AI and its potential for straight through processing and the development of AI chatbots and virtual assistants.

Agency Freedom: E165: Richard Sweet On Loving What You Do

In this episode, James talks with Richard Sweet, Owner of Vantage Point Risk Partners. To learn more about Vantage Point Risk Partners, visit https://www.vantagepointrisk.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Richard's journey from engineering to owning an insurance agency Challenges of operating within the captive insurance model and the shift to independence The growth and scaling of Richard's insurance agency Importance of selecting the right team members and leveraging individual strengths Richard's approach to business management within the insurance industry

GPP: The Catalysts Behind Insurance Agency Growth with Caleb Cramer

Growing an insurance agency can be done hundreds of different ways. The tools you use to enable your sales team can expedite that growth – if it's the right tool, if it's adopted correctly, and if it's serving a true purpose. Caleb Cramer joins GPP today to talk through sales enablement. It's not about which tools you use – it's about solving a problem or creating efficiency with the tool, no matter which tool it is. And... (drumroll)... Caleb is joining us at LAUNCH to help independent agents everywhere effectively share their value proposition with clients and prospects. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Indium: https://goindium.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Caleb Cramer: https://www.linkedin.com/in/caleb-cramer This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Millionaire Insurance Producer: Throwback: The "12X Sales Framework" for Winning New Clients

Do you have a defined and well-structured sales process that helps you win new business? No, I'm not talking about a few lucky points here and there. I'm talking about a "proven by long-term results" A-Z Sales Framework that covers everything from start to finish, from the type of account you're first going to prospect to the end goal of collecting the deposit check. That's what host Charles Specht will teach us all about today.  On today's throwback podcast episode, we'll learn the secrets behind his "12X Sales Framework" that empowers insurance agents to build a $1,000,000 or more Book of Business of happy, loyal, and satisfied clients. Episode Highlights: Charles mentions his framework’s main key areas for selling, servicing, and renewing clients: pre-prospecting, prospecting, first appointment/meeting, strategic report, and proposal/presentation. (4:04) Charles explains that pre-prospecting is the crucial foundation work done before making cold calls, setting appointments, and meeting with potential clients, as it sets the stage for a successful sales process. (5:50) Charles mentions that prospecting involves actively engaging in activities such as making phone calls, sending emails, visiting potential clients, and attending networking events to meet people. (10:32) Charles explains that the first appointment requires preparation and a structured strategy to identify issues, present solutions and obtain a Broker of Record letter. (13:03) Charles discusses the importance of strategic rapport and how building comfort and confidence with insurance buyers can give agents a competitive edge. (20:05) Charles emphasizes the importance of a structured approach to proposals for insurance agents, and the need for sales training and a proper proposal template to communicate with prospects effectively. (23:39) Charles mentions that having a well-defined process from the initial contact to closing the deal is crucial for increasing your success rate. (30:34) Key Quotes: “When you're doing your pre-prospecting, you need to really understand about all the basics of laying the foundation, because if you're going after the wrong business, right off the bat, everything else is messed up.” - Charles Specht “I love when my prospect says, " Yes, Charles, let's go with it.” That's what I like to do. That is just fun. Quoting and not winning, that's not fun. That's something that amateurs do.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Rough Notes Front Cover, September 2024: Chris Peterie, Tower Street Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Chris Peterie, CEO of Tower Street Insurance, the agency featured on the September 2024 front cover of Rough Notes Magazine.  Key Topics: Chris shares the excitement of being featured on the Rough Notes magazine front cover, acknowledging his team's hard work. Emphasis on building a positive workplace culture by hiring the right people and focusing on "The Ideal Team Player" principles. Importance of investing in employees through regular meetings, education, and personal development. Prioritizing strong client and carrier relationships to deliver high-quality service and ensure client satisfaction. Leveraging technology to enhance client interactions and streamline agency operations. Reflection on leadership, the value of continuous learning, and how it influences agency success. Discussion on how Chris’s approach serves as a model for excellence within the industry. Reach out to: Chris Peterie Jason Cass Visit Website: Tower Street Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by MEM. We're what workers comp should be! Get to know us at hello-mem.com to see how we can help you work with confidence This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

Digital Insurance Pint: Adam Hare

In this episode, Adam Hare, CEO of Petley-Hare Limited, shares his journey in the insurance industry and the rebranding process his company went through. The conversation covers topics such as the impact of branding, the cancellation of carrier contracts, and the process of rebranding a brokerage. Adam emphasizes the importance of staying true to your brand and making tough decisions when necessary. Adam discusses his journey of starting an agency, creating a meaningful brand, and the lessons he has learned as an entrepreneur. He shares his accomplishments, mistakes, and the importance of reinvesting in your business. Adam also emphasizes the need for collaboration in the industry and the desire to change the perception of the insurance industry.

Agency Freedom: E164: Andy Neary On Playing A Complete Game

In this episode, James talks with Andy Neary, Founder of Complete Game Consulting. To learn more about Complete Game Consulting, visit https://andyneary.com/complete-game-consulting. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Andy's transition from professional baseball to the insurance industry The impact of moving to Colorado on Andy's career and personal brand development Strategies for building credibility in the insurance industry The role of content and public speaking in establishing thought leadership Overcoming personal challenges and fears to succeed professionally Innovations and trends in the insurance industry post-COVID The importance of addressing real problems and making it easy for clients to engage

Millionaire Insurance Producer: Your First $250,000 of Commission - (Permission Producer School)

You know, if a producer doesn't get to $100,000 of commission in a reasonable amount of time, they often either get fired or they find a new job outside of insurance. So, we not only need to help them get to $100,000 of commission but I think -- more importantly -- we need to get them to a $250,000 commission Book of Business as soon as humanly possible. Why? Because, once a producer gets to $250,000 in annual gross commission, they are usually not going to get fired, they're in the insurance business for life, and they're typically making six-figures in annual take home pay themselves. Therefore, that's why I am launching the PERMISSION PRODUCER SCHOOL, which is a 3-week intensive new producer sales training school to help new producers write $250,000 of commission in 1.5-2 years. (Go to www.permissiongroup.com to learn more) Key Topics: The importance of hitting the $100,000 gross commission milestone for job security. The challenge of transitioning from learning to producing quickly in the insurance industry. Strategies for reaching $250,000 in gross commission, including the Permission Producer School. The need to focus on a single micro-niche to accelerate growth from $100,000 to $250,000. Why a shift in strategy is required to move from $250,000 to $650,000 in commissions. Key changes needed to leap from $650,000 to $1.2 million, such as targeting larger accounts. The mindset and strategy shifts necessary to achieve a $3 million book of business. Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by: PodSquad.fm

The Agent Leader: Under-Utilizing Talent and Technology - Trap #7

What is your agency's talent and growth strategy? In this episode, Brent Kelly gets into how under-utilizing your agency's technology and talent is Good Results Trap #7. Investing in your people and technology is crucial for your agency staying competitive and efficient, with a direct link between employee development and organizational success. It's time for you as a leader to view technology not just as an expense, but as an essential investment in your future. Get ready to start your agency's continuous commitment to learning and adaptation with this episode of The Agent Leader. To learn more about how your agency can reach its Best Version Possible, book a call with one of our coaches at https://www.sitkins.com/bookacall

Reid Holzworth: Strategic Acquisitions And AI's Impact

In this episode of Agency Intelligence podcast, host Jason Cass interviews Reid Holzworth, CEO of Ivans Insurance Solutions. Key Topics: The significant impact of AI on insurance practices, especially in risk assessment Insights on the importance of cultural integration and team dynamics post-acquisition Broad potential and future applications of AI within the insurance industry Advancements and future vision of Ivans under Reid's leadership Seamless integration of technology in improving business efficiencies and client relationships Reach out to: Reid Holzworth Jason Cass Visit Website: Ivans Insurance Solutions Agency Intelligence Produced by: PodSquad.fm

Stuff About Money: Episode 71: Should I Adjust My Portfolio? The Emotions of Investing with Dr. Matt Morris

In this episode of the "Stuff About Money" podcast, host Erik Garcia CFP®, BFA™, ChFC®, is joined by long-time friend of the show, Dr. Matt Morris. Together, they tackle the question: "Should I adjust my portfolio?" as they navigate the emotions of investing in a volatile market. Erik provides insights into current market noise, discussing factors like employment rates, Japan's rate changes, the federal reserve, and media influence on investor sentiment. Dr. Matt and Erik discuss strategies for managing emotions and making informed decisions amid uncertainty. The conversation explores stories from the trenches and examines destructive and disruptive behaviors impacting wealth building. Erik and Dr. Matt emphasize the importance of attaching purpose to your investments. By managing emotions with objective facts and educating oneself on market performance, investors can maintain perspective and avoid fear-based decisions. Tune in to gain valuable insights and learn how to keep your investment strategy on track despite market fluctuations. Episode Highlights: Erik explains the importance of active listening and respecting clients' emotions in financial planning. (3:00) Dr. Matt discusses learning from Erik about behavioral finance and how irrational behavior can affect financial decisions. (5:32) Dr. Matt brings up the complexities of the stock market and Erik responds with an analogy comparing it to a highly emotional client. (10:13) Dr. Matt recounts the alarming news headlines from August 7th that stirred market fears, leading to a broader discussion on media impact on investment behavior. (15:07) Dr. Matt shares a personal experience of reacting to market news and consulting Erik, leading to a discussion about the proper timing for adjusting investment strategies. (22:32) Erik discusses the significance of aligning investment decisions with long-term financial goals and not succumbing to short-term market events. (27:10) Erik emphasizes the commonality of market pullbacks, correcting misconceptions about market corrections and their normalcy. (39:58) Dr. Matt and Erik discuss the importance of aligning investment decisions with long-term financial goals, not short-term market movements. (42:09) Key Quotes: “I think the most successful financial planners are the ones who are good at investor management.” - Erik Garcia “Making a decision that impacts your long-term investment strategy based on a short-term economic market-driven event is often a poor decision.” - Erik Garcia “How do fear and alarm influence my decision making? And that can be financially, but in my field, it's often relationally. Fear is a very effective driver of behavior change.” - Dr. Matt Morris Resources Mentioned: Dr. Matt Morris Matt Morris & Associates Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: How to Present Your Quote Proposal to a PROSPECT

Definitely, getting the signed Broker of Record is the better approach to winning new clients. But there are times when the BOR is not an option and so the only way to win that client is by quoting. No worries, because in this episode of the Millionaire Insurance Producer podcast, host Charles Specht is going to explain to you the three things YOU NEED TO GET from the insured before quoting, and then what to include in your final Proposal in order to strengthen your position to win that new client.  Moreover, at the end of the episode, Charles will explain how to hire him to do a virtual sales motivation summit for your agency, or bring him in for a live, in-person sales training with your producers. Episode Highlights: Charles explains that quoting for insurance policies is a weak move because incumbents have a 92% chance of retaining the business, so agents need to position themselves strategically and not rely solely on quotes. (3:18) Charles discusses three key factors that are crucial in the insurance quoting process: gaining exclusive access to desired carriers, establishing a clear agreement with the insured, and preventing the incumbent agent from re-quoting the account. (5:28) According to Charles, agents should avoid meeting with prospects 10 days before policy renewal because insurance carriers' Broker record letter process prevents payment if signed and submitted within 10 days. (14:50) Charles mentions that it is advised not to meet with a prospect to provide quotes before the incumbent agent has given their renewal quotes. This is because it is important to have strong positioning and the ability to make a decision on the spot when meeting with the insured. (17:52) Charles emphasizes the importance of positioning oneself to win business and increase the hit ratio when offering quotes to non-clients. (26:26) Charles offers his services as a motivational speaker and trainer for insurance agencies, promising to teach the Broker of Record letter process and help agents build a $1 million or more book of business. (29:17) Key Quotes: “I have to be wise as a serpent and as innocent as a dove when I go through this whole process so that I am doing a good job for my underwriters, my agency, my wife, my children, my family, my bank account… because I'm in the sales business. And sales is about positioning.” - Charles Specht “There are things that you can do in this whole process when you are offering quotes to non-client prospects who don't yet fully trust you. It comes down to positioning. If you position yourself to win, you're much more likely to win. If you position yourself just to play, well, guess what? You'll get used.” - Charles Specht “Quoting is weak, but quoting works if you can put yourself in a stronger position. Do those things that we talked about and you’re going to put yourself in a much stronger position. I guarantee it.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Greg Purdy, CEO of Rival

Greg Purdy, CEO of Rival, joins the DIPP crew to discuss his background in insurance and software, his decision to join Rival, and the company’s focus on changing the broker automation process. Rival’s unique competitive advantage lies in its active engine that uses AI to optimize workflows and provide a more intuitive user experience. The company’s RPM platform and marketplace aim to connect data exchange and offer third-party products seamlessly. Rival is also focused on making the transition to their platform easier for brokers and plans to use AI to transform broker workflows and provide more efficient processes.

Agency Freedom: E163: Cameron Pechia On Riding A Niche To Success

In this episode, James talks with Cameron Pechia, Partner at All Lines Associates. To learn more about All Lines Associates visit https://alllinesinsure.com/. To learn more about Valley Trucking Insurance visit https://www.valleytruckinginsurance.com/. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Cameron's personal motivations, including his family and involvement in community sports Challenges and opportunities faced in the early stages of Cameron’s insurance career Evolution into specializing in trucking and transportation insurance The complexities and unique requirements of insurance in specialized sectors like trucking Strategies for proper client engagement and risk assessment in the insurance business Reflections on industry changes and the impact of technology on insurance practices

GPP: Articulating Your Agency's Story with Andy Bassett

What's your story as an agency? In the insurance and risk advisory world, many stories are the same – come to us for a free quote. That's not a story. Andy Bassett, CEO of Ellerbrock-Norris, joins the show to talk about his firm's story, and how their "Protect Your Purpose" tagline has resonated since they've rolled it out over a year ago. Whether it's appealing to clients or recruiting for you team – it starts with that brand story. Learn how to tap into what makes you unique by listening in. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Andy Bassett: https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Grit, Growth and Gumption To Help Develop Your Superpowers

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Tinsley English, Senior Vice President at Marsh McLennan Agency, and Author of Grit, Growth, and Gumption for Women. Tinsley and Teresa talk about strategies for building tenacity and how to push forward with amazing leadership initiatives. Key Topics: Transition from an international business major to an insurance professional Importance of job satisfaction and creating your own career path The significance of vulnerability and authenticity in leadership The role of women in the insurance industry and breaking into leadership roles Writing Grit, Growth, and Gumption for Women as a guide for emerging leaders Balancing career demands with self-care and personal growth Connect with: Tinsley English Teresa Kitchens Visit Websites: Grit, Growth, and Gumption for Women: Three Keys to Lead Yourself and others with Confidence Marsh McLennan Agency Sterling Insurance Group Produced by: PodSquad.fm

The Agent Leader: Is Your Focus on Your Top 20%? - Trap #6

What's the best way to skyrocket your agency's revenue using proven principles? Discover how the power of the 80/20 rule can transform your business model, streamline your operations, and significantly boost your profitability. In this episode of The Agent Leader, Brent Kelly dives into maximizing agency revenue through strategic client and carrier management, with a focus on high-value relationships. Whether you're looking to refine your agency's focus, enhance client satisfaction, or simply increase your bottom line, gain valuable insights and actionable strategies that can help you achieve your goals with our Good Results Traps. Listen in now to start applying these transformative principles to your agency's operations and watch your profitability soar. To learn more about getting your free Agency Assessment, visit https://www.sitkins.com/bookacall

Digital Insurance Pint: Tracy Riley

In this conversation, the DIPP crew are joined by Tracy Riley, Chief Insurance and Technology Officer at Wawanesa Insurance. They discuss the importance of real-time connectivity, Wawanesa’s API sharing initiative, the significance of mutuality in the company, and the decision to opt out of aggregators. Tracy also shares insights into the responsible use of AI in underwriting and the disbanding of the Digital Broker Council. Overall, the conversation highlights Wawanesa’s commitment to improving the customer experience and supporting brokers in the insurance industry. Finally, Tracy discusses the role of APIs in connectivity and ecosystems, future technology investments, and supporting the broker channel.

Agency Freedom: E162: Stephen Turnbull & Shawn Fitzgerald On Scratch Agent Domination

In this episode, James talks with Stephen Turnbull, President of T5 Insurance Services, and Shawn Fitzgerald, Owner of Sound Harbor Insurance. To learn more about T5 Insurance Services, and Sound Harbor Insurance, visit https://www.t5insurance.com https://www.soundharborinsurance.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Shawn's transition from college to the military, and eventually into the insurance industry The significance of networking in finding opportunities and building a career The impact of the COVID-19 pandemic on business strategies and client interactions Stephen's background in a family-run insurance agency and his decision to start his own agency Strategies for recruitment and team building in the modern workplace Utilization of social media for recruitment and client engagement Experiences and challenges of hosting a podcast on insurance and entrepreneurship

GPP: The Art of the BOR Sales Strategy with Nick Aube

Insurance sales for years was based on carrier availability and exclusivity. Today, it's much more nuanced – and providing value is the path to winning new business. Which brings us to the BOR – or Broker of Record. Nick Aube, Founder at Producer Systems, joins the show to discuss developing a BOR sales strategy – or a sales strategy based on educating clients, providing value to those clients, and getting out of the quote-and-pray model. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Producer Systems: https://www.producer.systems LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Nick Aube: https://www.linkedin.com/in/nick-aube This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The Agent Leader: Trap #5 - No Culture of Accountability

Is your agency truly aligned in beliefs and behaviors? In this episode of The Agent Leader, Brent Kelly uncovers Trap #5—having little to no culture of accountability within your insurance agency. Discover how cultivating a strong Culture of Accountability can not only elevate your team's performance but also attract top-tier talent to your agency. Dive deep into the vital connection between Strategy and Accountability, and understand why even the most robust strategies will falter without a solid foundation of accountability. Ready to elevate your agency to its Best Version Possible? Start your journey today at www.sitkins.com.

Stuff About Money: Episode 70: Mental Frameworks for Making Better Financial Decisions

In this episode of the "Stuff About Money" podcast, host Erik Garcia, CFP®, BFA™, ChFC®, sits down with Ryan Hanley, a consultant to an AI marketing company, successful podcaster, and executive coach. Ryan's podcast, "The Ryan Hanley Show," is a top 20 business podcast on Apple and ranks in the top 145 of all Apple podcasts. They discuss the key points from a recent keynote Ryan delivered, focusing on the importance of using mental frameworks to make better financial decisions. Ryan shares how these frameworks help us navigate our inherent biases and beliefs, leading to more sound financial choices. Erik and Ryan cover several valuable concepts, including the Pareto Principle, the metaphor of buffalo running towards a storm, and their shared views on goal setting. They emphasize that goals are not about winning once, but about winning repeatedly and staying in the game. Long-term financial success is achieved through a series of small, wise decisions that compound over time, which is why having frameworks to guide these decisions is crucial. Tune in to discover practical insights and strategies to enhance your financial decision-making using effective mental frameworks. Episode Highlights: Ryan shares his journey in the insurance industry and current roles in consulting, podcasting, and coaching. (3:34) Ryan discusses optimizing for resilience over mere growth, discussing how the right type of growth can contribute to long-term stability. (6:00) Erik and Ryan discuss the influence of James Clear's book, "Atomic Habits," on their approach to personal and professional growth. (12:00) Erik shares insights on how the principle of compounding interest can apply to both financial investments and personal success. (25:24) Ryan discusses his "Finish Formula" for making significant decisions, which considers preparation, pace, time, and distractions to calculate potential upside. (32:24) Ryan discusses the importance of facing challenges head-on, likening it to buffaloes running into a storm to get through it faster. (36:02) Ryan highlights how the fear of losing status, rather than failure itself, can be a significant distraction and how awareness of this can improve decision-making. (40:00) Ryan explains how the 80/20 rule can be applied to various aspects of life and business, including financial decisions and managing personal expenses. (51:11) Key Quotes: “I think we need to optimize for resilience. And what I mean by that is sometimes growth is the best path to resilience in our business. It all depends on what season we're in, what our goals are, what we want our life to look like.” - Ryan Hanley “For me, it's a core foundational aspect of human connectivity is being present. You can't connect with someone unless they believe they're, you're there with them in that moment.” - Ryan Hanley “I call it the finish formula and this is what I created for myself to make big decisions. This isn't something that you would use for every decision in your life. It's just not necessary. However, for bigger decisions in your life, I created this formula called the finish formula.” - Ryan Hanley Resources Mentioned: Ryan Hanley The Ryan Hanley Show Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Is Being an Insurance Consultant Right for You?

You may or may not be an agent looking to shift your career away from slinging policies and throwing mud against the walls to see what sticks. And, I get that. Or, you may not be an agency owner looking to add "Consulting" to your list of services provided. And, again, I get that. But .... it might just be the absolute PERFECT CHOICE for you going forward, and that's what this episode is also about.  In this throwback episode, Host Charles Specht explains and breaks down the two primary business models you can choose from, to help you earn $100k - $350k annually. And, Charles begins to unpack "Phase 2" which will be released later in Q4 of this year that will be specific to insurance agencies who want to take over the policies (via BOR) of mine and the other consultant's client's policies. Get ready, because we're getting ready to disrupt the entire insurance industry! Episode Highlights: Charles mentions that his first approach to prospecting as an independent consultant in the insurance industry is to offer unbiased advice and guidance to small to medium-sized business owners for a fee, without directly involving their brokers or agents. (8:09) Charles discusses his transition to a new business model where he works as an agency retainer, providing ongoing support and advice to clients for a higher fee, and he refers smaller accounts to other consultants in different states. (18:28) Charles discusses how the constructive risk network is a good fit for individuals with insurance backgrounds and experience, including insurance agents, carrier people, sales reps, underwriters, claims people, risk managers, and insurance agency owners, particularly those with small to medium-sized agencies looking to transition into insurance consulting. (22:58) Charles explains that phase one of his Constructive Risk Network involves bringing in insurance consultants under the Constructive Risk Network with exclusive assignments for each state, initially limiting it to three consultants per state. (27:05) Charles mentions that the goal is to revolutionize the insurance industry by bringing in exclusive insurance agencies and consultants, focusing on the success of both the insurance buyer and the agent broker, and eliminating the quoting process. (28:54) Key Quotes: “Getting referrals as an insurance consultant is so easy, it's so easy. You're not competing against other agents, they've already got an agent, you're different.” - Charles Specht  “The goal then, is that we're going to be bringing in insurance agencies in each of the states. Again, very exclusive. We're not bringing in everybody, we're just going to be focused on a number of agencies that have some desire to write certain industries, certain classes of business, and there's no commission split here. You write the policy, you keep 100%. That's it.” - Charles Specht  Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Ema Roloff, Co- Founder of Roloff Consulting

In this episode, Emma Roloff, co-founder of Roloff Consulting, joins the podcast to discuss digital literacy and the challenges and opportunities in the insurance industry. Emma emphasizes the importance of understanding key technologies such as AI, cloud computing, and IoT. She also highlights the need for CEOs to focus on people and process when undergoing digital transformation. Emma shares insights on selling and buying differently, with a focus on education-focused sales and the shift towards online research and self-education by buyers. Overall, Emma emphasizes the importance of a holistic approach to technology adoption and the need for vendors to prioritize customer success. The conversation explores the impact of short-form video on search and trust and the importance of showing up where buyers are. Ultimately, the conversation emphasizes the significance of people and relationships in the insurance industry.

Agency Freedom: E161: Jackson Fregeau On A Quandri North Of The Border

In this episode, James talks with Jackson Fregeau, CEO of Quandri. To learn more about Quandri, visit https://www.quandri.io. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Jackson's background and the founding story of Quandri The disruptive potential of generative AI in various industries Challenges of integrating AI into traditional business models The role of data in enhancing business operations The importance of balancing work and personal life as an entrepreneur How Quandri leverages RPA and OCR technology for agency automation Future opportunities and trends in AI and automation for businesses

The MVP Podcast: Talkin' Tech - Revolutionizing Insurance: The BOR Advantage

This episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with Nick Aube, founder of Producer Systems. Nick shares his insights and experiences in the commercial insurance space. Discussing the importance of technology in improving client experiences, streamlining sales processes, and using broker-of-record (BOR) agreements effectively. Emphasizing the need for agencies to adopt modern technology and strategies to enhance efficiency and client satisfaction. Episode Highlights: Understanding the Broker of Record (BOR) and its impact on the insurance industry The role of technology in enhancing client experiences during the quoting process Importance of creating efficient sales processes through technological integration Challenges and solutions in adopting new technologies in the insurance sector Strategies for improving client satisfaction and engagement Future trends in technology adoption within the insurance industry The relationship between client needs and technology-driven solutions in insurance   Resources Mentioned: Nick Aube LinkedIn Producer Systems Danny Lawrence LinkedIn Reach out to Mitch Gibson Produced by: PodSquad.fm

The Agent Leader: Trap #4 - Part-Time Clients

How can you turn part-time clients into full-time profits for your insurance agency? Brent Kelly shares the strategies that can transform your business model, boost your profitability, and secure your agency's future in this episode which continues our Good Results series with Trap #4 Part-Time Clients. Understand the critical importance of transitioning part-time clients to full-time status for your agency's sustainability. We'll explore strategic client engagement techniques that not only improve client satisfaction and loyalty but also enhance your agency's profitability and market competitiveness. To learn more about our programs for growth-minded agencies, visit www.sitkins.com or schedule your free agency assessment at www.sitkins.com/bookacall

Millionaire Insurance Producer: Throwback: How to Become an Insurance Consultant

I know, I know. This is a different kind of episode than you're used to. But, it just might be one that changes your life for the better!  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you about how to exit the "rat race" of selling insurance policies and -- instead -- become a wholly independent, fee-based insurance consultant where you will likely make between $100,000 - $350,000 in personal "take home" income every single year. I've created an exclusive group with assigned territories and this is available for both P&C agents as well as EB agents. If you're interested in that, keep listening. If you're VERY INTERESTED in it and want to learn more, send me an email by first visiting my website at: www.constructiverisk.com Episode Highlights: Charles shares that he is making a pivot in his business by creating a network of insurance consultants who are hired by insurance buyers to provide unbiased advice for a flat fee. (2:41) Charles discusses the challenges in selling insurance, including time-consuming data gathering and unresponsive marketing departments, and the benefits of being an insurance consultant. (5:53) Charles mentions that an insurance consultant offers unbiased counsel and negotiates premiums down, typically saving clients 11-17% and potentially up to 55% of annual insurance costs, with fees ranging from $2,500 to $20,000. (9:39) Charles explains that insurance agents can save clients money and provide value by representing multiple carriers, allowing them to be unbiased advisors and counselors to insured individuals. (13:48) Charles discusses that having an insurance consultant instead of just trusting an agent can result in better outcomes and higher profits, with minimal expenses and no need for a physical office or additional staff. (18:40) Charles discusses the downside of not having residuals like an insurance agent and the benefits of saving clients time and money through handling negotiations, managing policies, and providing risk management services. (20:56) Charles mentions that an insurance consultant helps insurance buyers navigate the insurance process and ensures that agents have a fair opportunity to win business, benefiting both the buyer and the agents involved. (25:26) Charles shares that he will be giving exclusivity in regards to the territory for insurance agents, with a focus on creating programs, obtaining endorsements, and providing marketing support to generate wealth and achieve personal goals. (29:13) Key Quotes: “I am creating a network of insurance consultants that are no longer having to sell insurance. They're now being hired by the insurance buyer and paid a flat fee to give them unbiased advice.” - Charles Specht “As an insurance consultant, what I have to get the insurance buyer to understand is that I don't sell insurance, I'm not a competitor with their agent... I am completely separate from the entire placing of insurance, I am completely unbiased.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Constructive Risk Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Benchmarking with Carey Wallace

In this episode, host Tom Reid and his colleagues Steve Earle, Adam Mitchell, and Jeff Roy are joined by Carey Wallace, founder of Agency Focus. The episode focuses on key performance indicators (KPIs), metric tracking, the impact of compensation structure, and the efficiency of Canadian brokerages. Carey shares insights from her experience as a fractional CFO and consultant for independent insurance agents, highlighting the importance of growth, profitability, and customer retention in agency performance. The conversation covers various topics related to the insurance industry, including data entry and technology, specialization, differences between personal lines and commercial lines, revenue metrics and contingencies, growth and profitability in 2023, inflation and premiums, challenges with contingencies and carrier relationships, leading and lagging indicators, and the importance of knowing your numbers.

Agency Freedom: E160: Ty Harris On What’s Happening At Openly

In this episode, James talks with Ty Harris, Co-Founder and CEO of Openly. To learn more about Openly, visit https://www.openly.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Overview of Openly's growth from startup to major player in the insurance industry Expansion into new states and increase in agency partnerships Adapting business strategies to deal with rising industry costs and catastrophic events The role of technology in managing and scaling insurance operations Effective leadership and maintaining company culture in a fully remote environment Navigating through the complexities of the insurance market during economic downturns Strategic decisions in response to market conditions and regulatory environments Future plans for Openly and its approach to expanding service offerings and geographical reach

Rough Notes Front Cover, August 2024: Apple Valley Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Nancy Mendizabal and David Brush, Agency Principals of Apple Valley Insurance the agency featured on the August 2024 front cover of Rough Notes Magazine.  Key Topics: Impact of a past feature article in Rough Notes 20 years ago Detailed strategies for recruitment emphasizing cultural fit and employee satisfaction Discussion on the critical role of happiness and culture alignment in hiring processes Overview of leadership role evolution and its influence on agency operations Techniques for maintaining a positive and productive agency culture Future goals for the agency and the strategic initiatives planned to achieve them Reach out to: Nancy Mendizabal David Brush Jason Cass Visit Website: Apple Valley Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

Millionaire Insurance Producer: How to Prospect the Low-Hanging Fruit

I have a confession to make: I firmly believe insurance agents are prospecting all wrong. And, it is not only costing them thousands of dollars every year in new business commission, but they are losing literal weeks (months?) of their lives in the process. But, I also have some good news as well. The good news is that you can be happier as a producer, more successful, get more hours of your life back, and win more frequently. It all boils down to prospecting the low-hanging fruit. In this episode, I (Charles Specht) will tell you what the low-hanging fruit is and also how you can win it! Key Topics: Introduction of "low-hanging fruit" in insurance sales Analogy of picking ripe figs to explain targeting easy opportunities Importance of using the Broker of Record (BOR) letter in acquiring new clients Techniques for identifying and capitalizing on straightforward sales opportunities Discussion on the mindset needed for low-effort, high-return sales approaches Insights into streamlining the sales process by focusing on ready-to-switch clients Encouragement to refine focus on opportunities with the greatest return and least complication Reach out to  Charles Specht Visit: Permission Network Produced by: PodSquad.fm

The MVP Podcast: Talkin’ Tech with Danny Lawrence | Nick Vitali

In this episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with Nick Vitali, Co-Owner & Vice President at All About Insurance. Nick discusses how they overcame the challenges of manual, error-prone sales reporting by implementing Agency Zoom. This solution provided real-time reporting and sales tracking, perfectly aligning with the agency's culture of celebrating wins and achieving sales goals. Episode Highlights: Transition from captive to independent agency technology Challenges of integrating new technologies that don't mesh well The shift from Agency Matrix to AMS 360 and the initial loss of crucial KPIs and sales reporting Adoption of Agency Zoom for enhanced, real-time sales reporting and cultural engagement The importance of professional onboarding and training for new technology Agency Zoom's role in improving customer interactions and automating communication The broader impact of technology on enhancing business processes and staff involvement   Resources Mentioned: Nick Vitali LinkedIn All About Insurance Danny Lawrence LinkedIn Reach out to Mitch Gibson Produced by: PodSquad.fm

Stuff About Money: Episode 69: From Business to Household CFO: Financial Wisdom with Carey Wallace

In this episode of the "Stuff About Money" podcast, host Erik Garcia, CFP®, BFA, ChFC®, welcomes Carey Wallace, a Fractional CFO for independent insurance agency owners. They explore the crucial role of a Household CFO and discuss how the financial strategies Carey uses in her professional life can be adapted for managing household finances. Carey shares her expertise on topics such as the power of compound interest, the differences between business and personal financial management, and the emotional aspects of personal finance. Join Erik and Carey as they offer practical advice and strategies to improve your financial literacy and stability, whether you're a business owner or simply looking to better manage your household budget. This episode is packed with valuable insights to help you create effective financial plans, balance your budget, and make informed decisions to secure your financial future. Don’t miss this opportunity to learn from Carey's wealth of experience and knowledge. Episode Highlights: Carey discusses her personal experience with money, expressing regret over not learning about the power of compound interest earlier. (3:35) Carey mentions that she helps business owners plan for the future, including financial decisions that impact their personal lives. (10:57) Carey shares insights on household CFO roles, including defining, explaining, negotiating, and defending financial goals. (17:55) Erik and Carey discuss the potential conflicts that arise when no one takes on the role of household CFO, leading to overspending and disagreements. (25:48) Carey emphasizes the importance of focusing on the bottom line in business, rather than the middle or the ones in between. (31:36) Erik mentions that he values accountability in his financial advisor relationship. (46:01) Carey discusses the importance of understanding a client's financial goals and values. (47:45) Carey emphasizes the importance of seeking help in both business and personal life. (52:15) Key Quotes: “I can help you with all of those financial decisions that go into building the future you want for your business.” - Carey Wallace “The core of what I do is to make sure that their business has value, right? And so, it's not about helping them make decisions, it's about helping them weigh all the options and understand the information to then lead them to make the decision that makes the most sense.” - Carey Wallace Resources Mentioned: Carey Wallace AgencyFocus Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

The Agent Leader: Trap #3 - Part Time Producers

What percentage of your time is spent in sales-related activities? In this episode, Brent Kelly continues the Good Results Traps with Trap #3 - Having Part-Time Producers. Learn the culture and skills needed to turn your sales team into full-time producers and watch your revenues grow. If you're ready to learn more about our programs for growth-minded agencies, visit www.sitkins.com/bookacall There's more Good Results traps ahead, don't let your agency fall into one!

Millionaire Insurance Producer: Throwback: How a Health Benefits Agent Won 12-15 BOR's in Six Months

What if you could win 12-15 signed Broker of Record Letters from your prospects in the next six months? How profitable would that be for you? Well, that's what one of my "12X Commission Mastermind" members accomplished for his agency in just the first six months of 2023, and since becoming a Mastermind member now only a total of seven (7) months ago.  In this throwback episode of the Millionaire Insurance Producer podcast, my guest is Illinois-based agency owner Ryan Cox and he shares what he's doing to prospect, to set appointments, and to win new business via BOR. And ... if you're interested in learning more about the "12X Commission Mastermind" then visit either www.12X.Club or go directly to: https://permissiongroup.com/mastermind/ Episode Highlights: Ryan discusses his involvement in the management of employee benefit plans and medical insurance for small and midsize businesses. (2:19) Ryan shares what led him to shift his attention to the Denver area and what made it so successful. (4:31) Ryan mentions their outsourcing of telemarketing and email marketing, viewing it as an investment rather than a cold call and he believes this approach not only generates new clients and fuels growth but also helps address healthcare expenses. (17:13) Ryan shares that SLI Benefits allocates 15-20% of its revenue to marketing campaigns, which has seen significant growth since its establishment. (19:01) Ryan highlights that SLI Benefits' programs revolve around innovative concepts aimed at solving the complexities of healthcare. (26:56) Ryan shares about the benefits of the “12X Commission Mastermind” program ane explains that it places great importance on having a well-defined process and unwavering conviction in one's work. (37:02) Key Quotes: “I outsource all of my telemarketing, email marketing, absolutely everything at great expense. But I look at it much more as an investment. If I know I'm going to have 15 conversations in a week, I'm probably going to get one or two new clients out of those conversations.” - Ryan Cox “We really pride ourselves on offering those newer innovative types of concepts to crack the health care code.” - Ryan Cox Resources Mentioned: Ryan Cox LinkedIn SLI Benefits Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Benchmarking with Brett Boadway

In this episode, the DIPP crew discuss benchmarking in the insurance industry with IBAO COO Brett Boadway. They cover topics such as metrics for sales, measuring efficiency, customer sentiment, and colleague satisfaction. The conversation explores various metrics used in the insurance industry and how they are measured. Key criteria include employee satisfaction, carrier relationships, transaction costs, tools and systems for measurement, lagging vs leading metrics, and understanding good metrics. The conversation explores the importance of benchmarking and increasing participation in benchmarking programs. It discusses the challenges in getting brokers to participate and the current participation numbers. The potential for expanding benchmarking nationwide is also considered. The benefits of benchmarking and collaboration are highlighted, emphasizing the value of comparing data and staying ahead of industry trends. The conversation concludes with a call to action for brokers and insurance company personnel to participate in benchmarking programs.

Agency Freedom: Greatest Hits: Podcaster Series: Bradley Flowers & Scott Howell

In this "Greatest Hits" episode, originally aired on January 6th, 2023, James welcomes Bradley Flowers and Scott Howell, co-hosts of the Insurance Guys Podcast. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Episode Highlights: Bradley discusses The Insurance Guys Podcast, how it got started, and what the podcast's hook is. (6:04) Bradley believes that people should create content around their passions, and that podcasting is a great way to do it. (9:51) Scott and Bradley explain that consistency is the key to having more than 300 episodes and that skipping an episode for a week is a good litmus test to see how many people are waiting for that show to drop. (13:29) Bradley mentions that he and Scott often batch record, putting them months ahead of schedule. (16:41) Scott explains that his sole focus is to provide outstanding material every Wednesday at 6:00 a.m. (27:23) According to James, many absolute rockstars are hidden in plain sight, and Vonda Copeland, who has 9 offices with over 50 employees, is one of them. (30:26) Bradley explains that, from a content viewpoint, it is becoming easier for non-content producers to generate content, therefore if you want to be an elite content generator, you must elevate your game. (50:14) James commends the people of Florida for passing special session legislation that limits the assignment of benefits. (1:03:51)

GPP: How to Hire, Train and Find Success with Your New Producer

How do you set a new producer or insurance advisor up for success? From selecting a training program, developing internal processes to align the team, and understanding your target market, bringing on new agents or advisors can be difficult. It's a competitive market – and every independent agency is different. Colby Allen, a financial consultant and analyst at AgencyFocus, helps independent insurance agency owners understand the value of their agency. He joins us today to discuss which milestones your new producers should be hitting and how you can develop a plan to get them there. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com AgencyFocus: https://agency-focus.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Colby Allen: https://www.linkedin.com/in/colbytallen This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Finding Gold In Being Yourself With Kaleigha Moore Fitch

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Kaleigha Moore Fitch, Agency Owner of 212 Insurance Group. Kaleigha and Teresa about how she has built her agency through authenticity with her community, involvement and by being transparent about her challenges. Key Topics: The importance of authenticity in professional and personal interactions Navigating life and business with empathy and understanding The significance of support systems in dealing with personal challenges Personal stories of overcoming adversity through resilience and support Insights into the dynamics of communication and relationship-building in business The role of personal experiences in shaping professional practices Connect with: Kaleigha Moore Fitch Teresa Kitchens Visit Websites: 212 Insurance Group Sterling Insurance Group Produced by: PodSquad.fm

The Agent Leader: Trap #2 - Unique Sales Approach

What is your agency's set offense? Can you clearly articulate the differences of your agency versus everybody else? Are your pipelines overflowing? If any of those answers are no, you may be falling into Good Results Trap #2, which we cover on today's Agent Leader podcast. In this episode, Brent Kelly continues the Good Results Traps 7-part series by covering the “trap” of doing good despite having No Unique Sales Approach. Visit www.sitkins.com/bookacall to Schedule your Free Agency Assessment Episode highlights: 3:50 Brent talks about how 2023 was a record breaking year in organic growth percentage across the board as reported by Reagan Consulting. 6:36 Brent warns that when good results are coming easy, we often forget about what's possible for our agency. Four Areas in Trap #2 to Consider: 6:50 Commodity-based Selling rather than being a trusted advisor 10:15 Not knowing or unable to define your points of differentiation. 12:27 Having pipelines that aren’t full of ideal clients 19:50 Having low referral rates Keep listening for the rest of the Good Results Traps insurance agencies fall into, and learn how to easily avoid them with The Agent Leader podcast.

Millionaire Insurance Producer: Throwback: Is It Better To Quote or BOR?

Are you a crusty old insurance agent who hates BORs? If you are, then, goodbye. (I doubt you'd be reading this anyway if you were). However ... If you're a savvy, hungry, passionate insurance agent who wants to win and not lose, then today's topic is for you.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you why going after the BOR makes more sense than offering quotes, but also why there is nothing wrong with quoting... so long as you're being wise about getting what you want out of the relationship. And, if you're interested in leveling up your sales game, visit www.12x.club and consider joining the 12X Commission Mastermind to learn how to build a $1,000,000 or more Book of Business through a signed Broker of Record Letters. Episode Highlights: Charles discusses the importance of both quoting and pursuing the Broker of Record letter in the insurance industry. (3:38) Charles explains that when presenting quotes, insurance producers must focus on bringing less expensive options to policyholders, as bringing good quotes likely leads to more business. (6:44) Charles mentions that quoting is still an important part of the process but offering quotes without the client’s permission is a weak move. (10:32) Charles explains that it is important to have a bucket system to categorize accounts based on commission to determine how much time and effort to put into them. (15:55) Charles recommends using time wisely to prospect on other accounts and find unhappy clients who may be willing to take over their policy instead of going through a quoting process without a Broker of Record letter. (22:52) Charles mentions that accounts are merit-based, so learning persuasion, asking the right questions, prospecting, and following up is crucial for making business decisions. (25:58) Key Quotes: “I'm not saying that you should go through a quoting process if you don't have the broker of record letter. I'm definitely not saying that. In fact, I would normally caution you not to. But every account is different. And so you have to look at every account based upon its merits.” - Charles Specht “Every single insurance producer, every single one of you needs to have buckets. And in your buckets, those buckets are going to have some kind of a label on them based upon what it is that you're going to do on that account.” - Charles Specht “Every account stands on its own merit. You have to make a business decision on every single account. Therefore, you must always be learning, you must always be learning in order to understand how persuasion works. You must always be learning so that you can see what the relationship is like. You must always be asking the right questions so that you can penetrate deep into the relationship to figure out what exactly is there and what is not.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency

Digital Insurance Pint: CPC – What Do Brokers Want?

The DIPP crew explore the evolution of contingent profit sharing commissions (CPCs) in the insurance industry, as well as the factors that affect CPCs, such as loss ratio and retention, and the challenges brokers face in managing CPCs. They also explore the role of brokers in fraud prevention and the importance of data accuracy. The conversation highlights the impact of external factors, such as weather patterns and regulations, on CPCs. The participants discuss the need to reevaluate CPCs for the future and find ways to incentivize desired behaviors. They also touch on the changing landscape of insurance and the challenges brokers face in navigating the current environment. The conversation explores various challenges and considerations in the insurance industry, particularly related to property insurance rates, moving portfolios, penalties for insurers, contingent profit commissions (CPCs), challenges for smaller brokers, the trade-off between CPCs and efficiency, causes of insurer profitability issues and the need for continued adaptation and collaboration.

Agency Freedom: Greatest Hits: Troy Smith On Upgrading Your Conversational Tactics

In this "Greatest Hits" episode, originally aired on July 22nd, 2022, James talks with Troy Smith, Retired Detective and Hostage Negotiator with the San Antonio Police Department. Troy is now with the Black Swan Group. To learn more about Black Swan Group, Visit https://www.blackswanltd.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Episode Highlights: Troy shares his background story and how he ended up joining the San Antonio Police Department as an officer and later as a hostage negotiator. (5:19) Troy discusses what led him to the Black Swan Group where hostage negotiation skills are applied in a business environment. (6:28) Troy shares the story of a powerful moment when he gave his badge to a young boy with terminal cancer who wanted to be in law enforcement one day. (9:06) Troy explains his day-to-day setup as a Black Swan coach and facilitator. (19:40) Troy shares that the foundation skills as part of the training are labeling, mirroring, and dynamic silence. (22:57) Troy shares how to use dynamic silence as a way to stay in the conversation and continue to get the information that you need. (29:54) Troy explains that if you are in any kind of negotiation, you have to learn to be patient and be willing to commit to it. (32:15) Troy discusses why they limit their coaching sessions to 1 or 2 per day. (41:40)  Troy shares how Chris spends his time on a day-to-day basis as he runs the business and makes important decisions. (45:16) Troy advises the listeners not to get consumed with how everybody is doing down the road, and instead, just give their best at the moment. (47:41) Key Quotes: "If you don't use the silence to give them the time, you start over talking, you start talking over them. And before they can give you an answer, you've already moved on to the next thing." - Troy Smith “If you're in a negotiation, you have to learn to be patient. This is something that you have to be willing to commit to.” -Troy Smith "When you start saying it’s is all about you, it's not about them any longer. And most people are going to get turned off by that." - Troy Smith

GPP: Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh

What's the difference between running a law firm and an insurance agency? No, that's not the start of a joke – it's a mindset that you should be using as a risk advisor. When someone is hiring an attorney, they aren't quoting out 10 different ones, they are finding one that they trust.  Brandon Schuh, head of specialty insurance practice at Christensen Group, joins the show to discuss how you deliver service. Are you going to quote out hundreds of policies you won't win every year, or are you going to lock in a client before you ever approach a carrier? When you act as an advisor, your business changes, your client relationships change and your growth potential changes.  Learn more from Brandon today and better understand the makeup of your business model. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Christensen Group Insurance: https://www.christensengroup.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Brandon Schuh: https://www.linkedin.com/in/brandon-stephen-schuh This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Leveling Up Your Marketing with Safeco's Agent For The Future Program

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Stacie Cooper of Liberty Mutual Insurance | Safeco Insurance. Stacie and Teresa talk about how agencies can level up their marketing and how Safeco is partnering with agencies to make it easier. Key Topics: Evolution of Safeco's 'Bricks and Clicks' program and its impact on digital marketing. Integration of SEO and social media to improve agency visibility and client acquisition. Overview of the 'Agent for the Future' initiative and its resources for adapting to consumer behaviors. Importance of a strong digital presence, including effective websites and Google My Business profiles. Strategies for client engagement and retention through personalized digital content and referral programs. Use of video content in marketing, including the effectiveness of video proposals. The need for continuous learning and adaptation to remain competitive in a digital market. Connect with: Stacie Cooper Teresa Kitchens Visit Websites: Agent For The Future Liberty Mutual Insurance Safeco Insurance Sterling Insurance Group Produced by: PodSquad.fm

Stuff About Money: Episode 68: How to Maximize the Value of Your Insurance Agency

As business owners, the majority of our net worth is tied to the value of our business. What steps should we take today to maximize this value for a future sale?  In this episode of the Stuff About Money podcast, host Erik Garcia, CFP®, BFA™, ChFC®, sits down with tax attorney David Foate JD, LLM, to explore practical advice on preparing your business for a successful sale. David specializes in the buying and selling of agencies and shares his extensive experience with our listeners on how to increase the saleability and value of their agencies. Episode Highlights: David shares his background in tax law and his focus on succession planning for business owners. (01:04) David discusses the financial burdens of student loans and the wisdom of financial pacing. (05:20) Erik shares the key strategies to enhance an agency’s value before selling. (10:04) David explains the legal and financial preparations necessary for selling an agency. (13:57) Erik discusses the importance of understanding why one wants to sell and the preparation timing. (18:14) Erik mentions that a strong management team and advisory board are important for business operations. (27:50) David discusses the significance of clean financial records and the benefits of having a qualified bookkeeper. (38:17) David elaborates on legal strategies for structuring producer agreements and the risks associated with revenue sharing. (45:26) Erik discusses the emotional challenges of selling a business, noting the difficulty of separating from something so integral to one's identity. (56:27) Key Quotes: “Tax law, tax planning, a lot of M&A work, it's very tax heavy. So that's where I spend a lot of my time day-to-day with my clients.” - David Foate, JD, LLM “The better prepared you can be, the better the outcome, just mentally, emotionally, and then the final deal result, everything will just be better.” - David Foate, JD, LLM Resources Mentioned: David Foate, JD, LLM PFS Global Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

The Agent Leader: Trap #1 - No Clear Strategic or Financial Plan

Is your agency getting good results? Careful, these good results could very well be traps that are holding your agency back from becoming its best version possible. In the first of a seven-part series, Brent Kelly is going to talk about having no clear strategic or financial plan. Get ready to ask yourself if your business model is leading your agency to the place that you ultimately want to arrive at, plus more important insights on this episode of The Agent Leader.

Digital Insurance Pint: Louis Gagnon, CEO of Intact Financial Corp.

In this episode of the Digital Insurance Pint Podcast, host Tom Reid and his colleagues interview Louis Gagnon, CEO of Intact Financial Corp. They discuss various topics, including Louis Gagnon’s journey to becoming CEO, improving service in facility insurance, Intact’s strategy for CSIO standards-based APIs, balancing connectivity and aggregators, and the system switch and platform development at Intact. The conversation covers various themes related to the insurance industry, technology, customer experience, and challenges for the future. The complexity of technology and the need for constant improvement and security are highlighted. The benefits and usage of Client Center, as well as the evolving role of brokers, are discussed. The comparison with other industries and the importance of service and connectivity are explored. The challenges of cyber security, social issues, and climate change are also addressed. In this conversation, Louis Gagnon discusses the need for brokers to adapt to the changes in theP & C industry and stay close to their market and people. He emphasizes the importance of investing in technology and creating a positive work environment to keep employees happy. The conversation concludes with a lighthearted discussion about having fun in the industry.

Agency Freedom: Greatest Hits: Cory Schnabel Part 1: Dominating The Referral Game

In this "Greatest Hits" episode, originally aired on May 20th, 2022, James talks with Cory Schnabel, Agency Principal at KC Insurance Group in Kansas City, MO. To learn more about KC Insurance Group, visit https://www.hubinternational.com.Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Episode Highlights: Cory talks about how he got started in the insurance industry. (5:27) Cory shares that he bought his first Allstate agency in 2010. (6:42) Cory how he started KC Insurance Group and what helped him to get contracts with several carriers. (12:51) Cory shares that his referral partners are one of the secrets to his success. (20:46) Cory explains how he connects with his referral partners. (21:36) Cory shares his best practices for establishing value and connection with a channel partner. (26:03) Cory discusses what he believes works best with channel partners in 2022 and beyond. (30:37) Cory explains that most people, perhaps 90% of lenders, agents, wealth planners, CPAs, and insurance brokers, have no idea where a large portion of their business comes from. (32:39) Cory shares his thoughts on what he learned from IAOA. (37:55) Cory discusses some of his decisions that he would alter if given the chance. (51:57) Cory believes if you trust in yourself and bet on yourself, you'll be alright. (54:38)

Millionaire Insurance Producer: Throwback: How to Do "Follow-Up" When Prospecting

Do you struggle with "follow-up" for your prospects? Or, maybe you struggle because you only do follow-up in one form (e.g. cold calls or emails)? If yes, then welcome to the club! We all struggle with it. Prospecting is difficult and confusing and most agencies don't have someone to teach you how to do it because no one else there knows how to do it, either!  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why having a systematized "follow-up" is both wise and necessary to growing your Book of Business, but he'll take you through a step-by-step prospecting follow-up program he recommends to many people in his 12X Commission Mastermind.  PS: If you're interested in learning more about the 12X Commission Mastermind, visit my website at: www.12x.club Episode Highlights: Charles discusses the 12x Commission Mastermind. (1:47) Charles believes that a significant portion of insurance producers and agents lack an established follow-up program when they're engaged in prospecting. (3:40) Charles explains the significance of choosing the right strategies for your prospects to avoid overconcentration on a segment that may not align with your business interests. (08:00) Charles discusses the process of setting up a follow-up program, which includes methods such as cold calls, emails, and social media engagement, along with participation in networking events, soliciting referrals, and incorporating additional elements. (12:01) Charles shares a scenario showcasing diverse ways to prospect, including through cold calls and emails. (15:52) Charles mentions that layering the prospecting follow-up leads to exponential results, as they follow a systematic process, ensuring long-term, measurable results. (29:27) Key Quotes: “Your prospect will respond to you in the time and in the platform that is most comfortable and convenient for them, not you. ” - Charles Specht “You need to have at least three ways in which you're prospecting, but more than that is better. And they have to be effective, based upon the type of prospect that you're going after.” - Charles Specht Resources Mentioned: Reach out to Charles Specht 12x Commission mastermind Permission Network Insurance Agency, Inc.

GPP: How Small of a Niche Can Still Be Successful? Cole Williams Has Cracked the Code.

His LinkedIn profile reads "I keep peoples fingers on their hands."  When it comes to niching down, Cole Williams has carved his out expertly. As a Risk Advisor with Insurance Associates, Inc., Cole focuses his agency on meat and food processors in Nebraska. He understands how to build a target market, how to become an expert in that niche, and how to grow while operating in that niche.  Listen in to learn how you can carve out an expertise and build a network within it to ultimately scale your agency. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Insurance Associates: https://insuranceassociates.biz LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Cole Williams: https://www.linkedin.com/in/cole-williams-42b91423 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The Agent Leader Podcast: Collaborate and Thrive: Specialty Risk Success Story

Brent Kelly gets insights from Chance Morgan of Specialty Risk Insurance Agency to uncover the secrets behind their remarkable growth - 32% for 12 straight years! Discover how their commitment to creating a supportive, family-friendly workplace coupled with a philosophy of collaboration over competition has fueled their impressive growth and cultivated a thriving company culture.

Agency Freedom: Greatest Hits: Dr Billy Williams On Discipline, Process And Niches

In this "Greatest Hits" episode, originally aired on June 10th, 2022, James talks with Dr. Billy Willams, CEO of Inspire A Nation. To learn more about Inspire A Nation, visit https://www.inspireanation.org. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Dr. Billy Williams talks about his background and what led him to start Inspire A Nation. (5:23) Dr. Billy Williams shares that he does not worry about a person's mindset, but what is important is discipline. (10:27) Dr. Billy Williams explains that when he chooses an agency management system, he makes sure that it does 90% of everything he needs. (20:03) Dr. Billy Williams mentions that he is a step-by-step guy, and gives out the steps he is guided through on a normal workday. (24:34) Dr. Billy Williams explains that the reason most people won't follow a process is that they don't take the time to create a process. (30:07) Dr. Billy Williams elaborates on common weaknesses that a lot of people have. (38:17) Dr. Billy Williams explains that he is not a cold caller type of guy, but a big referral type of guy. (44:31) Dr. Billy Williams shares that one thing agents can do to make themselves experts is to understand that insurance is all about claims. (46:43) Dr. Billy Williams explains the importance of having enough of a niche and knowledge in your demographics. (49:18) Dr. Billy Williams elaborates on the importance of people getting back to the process and understanding assurances about the claim. (56:39)

GPP: The First Step to Building a $1 Million Insurance Book of Business with Rob Jacomen

“It takes the same amount of energy to sign a small client as it does to sign a large one." Rob Jacomen, Co-Founder at Basecamp Insurance Growth Mastermind, joins us this week and drops some knowledge on what it takes to build a $1 million book of business. The first step: Get focused on your audience. This isn't a new idea by any means, but Rob dives deep. How do you pick your audience? How do you get introductions? How do you establish yourself as an expert? We cover it all – so listen in. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Basecamp Insurance Growth Mastermind: https://www.basecampinsurancegrowth.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Rob Jacomen: https://www.linkedin.com/in/rob-jacomen This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The MVP Podcast: Talkin' Tech | Unlocking Success: The Hidden Gem of Insurance Careers

In this episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast, Danny Lawrence sits down with Jerry Vollmer, CEO at Voldico. Jerry Vollmer unveils the hidden potential of a career in insurance, a field often overlooked by young people but ripe with opportunities for success and an exceptional lifestyle. Discover how the insurance industry can provide a unique and prosperous path to retirement unlike any other. Episode Highlights: The hidden potential of the insurance industry as a viable career for young professionals Benefits of joining a network for new agents in easing industry entry The crucial role of technology in modernizing and streamlining insurance operations Centralizing operations to improve efficiency and focus on client services The importance of building a sustainable business model for long-term success How industry networks aid in securing better carrier relationships and resources Creating a lucrative and rewarding career in insurance that extends into retirement   Resources Mentioned: Jerry Vollmer LinkedIn Voldico Danny Lawrence LinkedIn Reach out to Mitch Gibson Produced by: PodSquad.fm

Stuff About Money: Episode 67: Build Lasting Financial Security: Embrace These 3 Essential Habits

What does it mean to achieve financial security? Is it having a certain dollar amount in the bank or the ability to maintain your desired lifestyle no matter what happens? Erik Garcia (CFP®, BFA™, ChFC®) shares the three habits he believes are essential for building financial security in this episode. While the path to financial security may seem simple, it's not easy to achieve. In this solo episode of the Stuff About Money podcast, Erik will explore these habits further and explain how you can take control of your financial future. By cultivating these key practices, you can set yourself up for lasting wealth and peace of mind. Episode Highlights: Erik introduces the concept of solo episodes aimed at exploring topics in-depth. He outlines the focus of this episode on three crucial habits for financial security, emphasizing their simplicity in concept but difficulty in practice. (01:13) Erik discusses the importance of defining what financial security means personally, highlighting the concept of "enough" in terms of income, savings, and investment for peace of mind. (03:04) Erik breaks down the first habit: spending less than one earns to avoid debt and financial strain. He explains the challenges posed by societal pressures and the need for disciplined budgeting. (05:48) The second habit involves saving diligently. Erik encourages building wealth through consistent savings, discussing various strategies for effective financial management. (06:51) Addressing the third habit, Erik advises against making foolish financial decisions. He stresses the importance of aligning expenditures with personal values to prevent wasteful spending. (07:36) Erik concludes with encouragement for listeners to apply these habits incrementally to foster financial security, inviting them to engage further through consultations with him and Xavier. (10:53) Key Quotes: “If I do less foolish things and more wise things, less foolish decisions with my money and more wise decisions with my money, that's going to put me in a position to have a fighting chance to build financial security.” - Erik Garcia, CFP®, BFA “Save as much as you can. This is where you really benefit from working with a financial advisor or financial planner.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Rough Notes Front Cover, July 2024: Jack Wingate, ALLCHOICE Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jack Wingate, Founder & CEO of ALLCHOICE Insurance, the agency featured on the July 2024 front cover of Rough Notes Magazine.  Key Topics: Transitioning to a brand that represents the true identity of the agency The pivotal role of website redesign in enhancing customer engagement and SEO Implementing a culture of unlimited time off and its impact on employee satisfaction and productivity The importance of team collaboration and support in a flexible work environment Leveraging personal and professional growth through strategic branding and digital presence The significance of adapting to technological advancements and market demands Cultivating a supportive and innovative agency culture that prioritizes team and client needs Reach out to: Jack Wingate Jason Cass Visit Website: ALLCHOICE Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

Millionaire Insurance Producer: Throwback: Our Time Has Come to an End?

No, I'm not talking about this podcast. I'm talking about you prospecting for new business! How you utilize "time" and the availability of it will have a direct correlation to your success in sales. If your prospect doesn't feel a need to move forward, to get things done, to understand how important it is to move quickly, you will not only struggle at setting new business appointments but you'll have a hard time winning. Why? Because, sales is war! And, because people (prospects) are lazy and unmotivated.  So, In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some practical tips and suggestions about how to incorporate a "drop dead date" in your prospecting in order to win more new clients. Episode Highlights: Charles discusses procrastination and the role of time limits. (2:46) Charles mentions the advantages of including timeframes in emails and calls when reaching out to potential clients. (8:49) Charles explains that successful prospecting involves handling multiple prospects at once, adjusting proofs as needed, and respecting deadlines without applying excessive pressure. (14:39) Charles discusses the crucial role of setting clear timelines and deadlines for prospects in reinforcing the position of an insurance agent. (20:55) Charles believes that timing is a key factor to success in prospecting. (22:24) Charles shares his view on the importance of incorporating time frames in sales, prospecting, and marketing procedures to enhance responses and boost business. (24:01) Key Quotes: “For us to win business, for you to win a new client, means somebody or other people are who are going to have to lose in order for you to win. If you're going to win a new client, at least one person, maybe more, has to lose in order for you to win.” - Charles Specht “Sales is war. And if we don't give the insured some kind of a time period in which to have a decision done, they will continue to push it off, push it off, push it off, push it off. And before you know it, you are no longer at the top of their to-do list.” - Charles Specht “Timing is so important to success. Timing is so important to prospecting. Giving your prospect a certain amount of time in which to get something done is very important.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E159: Brandon Rondon On Empathic Leadership

In this episode, James talks with Brandon Rondon, Owner of Rondon Insurance Services. To learn more about Rondon Insurance Services, visit https://www.rondonins.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Transition from MMA to insurance Approach to sales and client relationships Insights on leadership and team building Effective use of feedback within teams Strategies for personal and professional growth The role of constructive criticism in development Integrating new technologies and systems in business operations

Millionaire Insurance Producer: How to Increase Your Quoting Win-Ratio by 50%

Going for the BOR is always the better option, but sometimes you just have to quote. If you go through a normal quoting process, be sure to get these three (3) things from the prospect. Once you do this, your quote-to-win ratio will increase so much that you could see your new business revenue increase by some 50% annually. That's a lot of commission. It's YOUR new business commission! But only if you get these three buy-in's from your prospect. So, listen and implement. PS: Download a free copy of The Millionaire Producer at: https://permissiongroup.com/the-millionaire-producer/ Key Topics: Understand the significance of the quoting process in the insurance industry The importance of the Broker of Record (BOR) letter Three essential steps to secure more clients and increase commission The importance of exclusive access to key insurance carriers Ensuring guaranteed business through clear agreements on price savings Preventing competitors from getting a last look at quotes Strategies to remind clients of agreed terms during the quoting process Reach out to  Charles Specht Visit: Permission Network Produced by: PodSquad.fm

Power Women In Insurance: Check Out The New National Alliance With Dustyne Bryant

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Dustyne Bryant, Director of Risk & Insurance Education and Research at Risk & Insurance Education Alliance. Dustyne and Teresa explore the changes that are going on at the National Alliance and how they have re-branded to be Risk & Insurance Education Alliance and how they are serving our industry with tons of options to help agents succeed. Key Topics: Transition from the National Alliance for Insurance Education to the Risk and Insurance Education Alliance. Expansion of educational formats to include podcasts and online subscriptions. Impact of COVID-19 on transitioning to virtual learning and webinars. The introduction of AI tools like Alibot to supplement insurance education. Comprehensive educational offerings from basic courses to advanced certifications. Importance of adapting to changes within the insurance industry and leveraging technology. Engaging the next generation through educational outreach from high school onwards. Connect with: Dustyne Bryant, CIC, CISR Teresa Kitchens Visit Websites: Risk & Insurance Education Alliance Sterling Insurance Group Produced by: PodSquad.fm

GPP: How to Handle Cyber Crimes at Your Agency with Daniel Metcalf

Cyber liability coverage is a policy that every insurance agency needs to sell. But how are you handling it at your company? Is it a tack-on policy, or a true consultation? Daniel Metcalf, Co-founder and President at CyberFin, partners with agencies across the company to help small-to-medium-sized businesses find better coverage for their clients, while also taking a more holistic risk management approach. Listen in to learn how to give a white-glove service to your clients and prospects as it relates to cyber. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com CyberFin: https://cyberfin.net LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Daniel Metcalf: https://www.linkedin.com/in/danielmetcalf This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The Agent Leader Podcast: 3 Must-Take Steps to Unlock Your Best Version Possible

In this episode of the Agent Leader podcast, host Brent Kelly discusses the three steps to becoming a Best Version Possible agency. He emphasizes the importance of clarity, alignment, and focus in achieving agency transformation and growth. It all starts with agency leaders answering three key questions: where are we today, where do we want to go, and how are we going to get there?

Agency Freedom: E158: Sandra Gebhardt On Knowing Yourself And Your Strengths

In this episode, James talks with Sandra Gebhardt, an Online Marketing Strategist. To learn more about Sandra Gebhardt Digital Marketing, visit https://sandragebhardt.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Sandra's entry into the insurance industry and transition to marketing Importance of personal branding in marketing Using organic social media to enhance business growth Tips for optimizing marketing strategies and community involvement Benefits of a Fractional Chief Marketing Officer Challenges faced by insurance agents and strategies for success

Millionaire Insurance Producer: Throwback: Prospecting In Your Prospect's "Sweet Spot"

It's really hard to set new business appointments with your prospects if you can't communicate with them directly. (Go figure, right?) So, then, why in the world would you ... (or another agent you know?) ... keep prospecting in ways where you are forced to deal with gatekeepers and receptionists? That just doesn't make sense to me at all. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach the why and how of finding your prospect's "sweet spot" when it comes to communicating with them directly, in order to set more appointments.   Episode Highlights: Charles uses the analogy of hitting the sweet spot in baseball to explain the importance of finding the right platform and script to communicate with prospects. (2:36) Charles explains the importance of prospecting in a way that resonates with the prospect's preferences and needs, rather than solely relying on the salesperson's preferred methods. (6:08) Charles discusses the need for a multi-pronged approach to prospecting, including walk-in visits, email, telephone calls, direct mail, social media, and speaking to centers of influence. (10:01) Charles mentions the importance of finding ways to get direct access to decision-makers, such as using social media or sending a short text message, in order to bypass gatekeepers and increase the chances of success in selling insurance. (12:21) Charles shares that emails should be micro-niched, focused on the major problem the prospects have, and clear and concise about how to fix it. (16:04) Charles explains how to know the best way to prospect depending on the type of business that you are going after. (21:08) Key Quotes: “You need to have multiple different ways in which to speak to your prospect. Otherwise, you're not going to have success in setting appointments. And if you can't set appointments, you will starve.” - Charles Specht “I would tell you just try and prospect in ways in which you can get direct access to decision maker so that you can bypass the gatekeeper, period. I like making phone calls, I actually think making phone calls works with a lot of different businesses. So it needs to be a part of that. However, emails, social media doing walk-in visits, different things like that can be very, very powerful if you do it, right.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: The 4 Ways We Generate Leads

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to pull back the curtain on how Ellerbrock-Norris is growing and thriving. From client referrals to COIs to cold calling, learn how to develop proven processes and build strong relationships through their four primary lead-generation channels. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Working the Balance Between Family and Career With Elisha Cavanaugh

In this episode of Power Women In Insurance, Teresa Kitchens interviews Elisha Cavanaugh, President of Sound Pacific Insurance. Elisha and Teresa talks about the award she won with Safeco, her being on the front cover of Rough Notes and how she is balancing family and career. Key Topics: Elisha's unexpected award and the opportunity to feature on the cover of Rough Notes The challenges of self-promotion and the importance of community support in personal and professional growth Strategies for maintaining authenticity while navigating business pressures and family life The role of direct communication and relationship-building with insurance carriers Leadership lessons on fostering team accountability and the parallels between leading a team and parenting Practical tips for agency owners on engaging with carrier representatives and empowering their teams Connect with: Elisha Cavanaugh Teresa Kitchens Visit Websites: Sound Pacific Insurance Sterling Insurance Group Produced by: PodSquad.fm

A.I. Is Answering The Phone: My Three Live Agency Calls

In this episode of Agency Intelligence podcast, host Jason Cass discusses his experiences and insights on utilizing artificial intelligence within the insurance industry, specifically through Gail, a tool developed by the company Lula.  Key Topics: The convenience and capabilities of Gail in automating responses and handling client interactions The integration of Gail with other systems like Agency Zoom for enhanced functionality Jason's observations on the efficiency and effectiveness of Gail compared to human operators Detailed examples of Gail managing client requests and inquiries The broader impact of AI on the insurance industry and predictions for future developments Reach out to: Jason Cass Visit Website: Gail IndieTech 2024 Agency Intelligence Produced by: PodSquad.fm

Stuff About Money: Episode 66: Do I Need a Bookkeeper? with Jeremiah Bradley

Many insurance agency owners struggle with the financial side of their business - Am I paying too much in taxes? Are my finances in order? Am I making a profit? These questions can be daunting, especially for those who don't have a strong background in accounting and bookkeeping. In this episode, Erik Garcia (CFP®, BFA™, ChFC®) and Xavier Angel (CFP®, ChFC®, CLTC®) sit down with Jeremiah Bradley, an expert in providing bookkeeping and payroll services to insurance agencies and independent agents. Jeremiah shares insights on the benefits of having a dedicated bookkeeper, the impact of not having one, common myths about bookkeeping, and how to build trust with your financial professional. They also discuss some of the crazier tax write-offs Jeremiah has encountered working with his insurance clients. Episode Highlights: Jeremiah shares a lesson about saving money from his youth and its long-term impact. (06:33) Jeremiah explains his journey to specializing in bookkeeping for insurance agencies. (10:12) Jeremiah discusses the significance of understanding and managing cash flow in business. (17:46) Jeremiah explains the importance of accurate bookkeeping for business decisions. (19:04) Erik discusses the necessity of having a good relationship with your CPA and bookkeeper. (25:20) Jeremiah mentions that it is important to ensure that your financial advisors, including accountants and CFOs, have a deep understanding of your specific industry. (33:55) Erik discusses the importance of managing business expenses with an eye toward potentially selling the business in the future. (40:20) Jeremiah believes that it is important for agency owners to continuously question the quality and comprehension of their financials, especially regarding specific practices like agency billing. (44:00) Key Quotes: “Bookkeeping is so important because if you don't know, it's a path, right? It's a path of, Hey, how am I doing? The month-to-month, but also it helps you look back and say, Hey, where did I come from? What have I been doing?" - Jeremiah Bradley “Your bank account statement doesn't tell stories. Your profit and loss statements tell stories. You can't get an accurate profit and loss statement unless you're tracking expenses and income on a regular basis.” - Erik Garcia, CFP®, BFA Resources Mentioned: Jeremiah Bradley Bradley Books and Balancing - Virtual Bookkeeping Services Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Winning 6 BOR's in 6 Months - (interview with Rocio Luna)

How would you like to win 6 new clients via signed Broker of Record Letter in less than 6 months ... with even the smaller of these clients being $12,000 in annual revenue? Would that be OK with you? I'm sure it would! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews [Insurance Producer Rockstar] Rocio Luna, who is also an active member of the 12X Commission Mastermind (www.12x.club) community. Among other things, Rocio explains how she is utilizing social media to get her Micro-Niched prospects (plumbers and concrete subcontractors) to reach out to her directly in order to solve their worker's compensation problems. Episode Highlights: Rocio discusses discovering Charles Specht and the 12X Commission Mastermind via a YouTube video on cold calling and prospecting. (2:46) Rocio shares her insurance background, beginning as a claims manager and eventually becoming a sales producer. (4:11) Rocio mentions that listening to Millionaire Insurance Producer podcast episodes influenced her decision to focus on construction. (7:46) Rocio explains how she secured a client by presenting a solution to reduce the client's X-mod and providing a service timeline. (10:31) Charles discusses the importance of insurance companies having well-targeted social media profiles and insurance buyers being aware of the broker of record letter option. (14:36) Rocio discusses her primary prospecting method: social media, particularly Instagram. (16:39) Rocio explains how embracing micro-niching helped her win a plumbing account. (20:11) Rocio mentions that the insurance industry is not a get-rich-quick scheme; it demands hard work, prospecting, and building relationships with clients. (26:39) Rocio shares how the 12X Commission Mastermind helped her in starting an Instagram account. (27:47) Rocio believes that just one week of cold calling can lead to noticeable improvements in your work. (31:33) Rocio asserts that joining a mastermind, like the one led by Charles, is the best way to reach a million dollars in commission, as it helps agents achieve their goals through repetition, fostering self-awareness and growth. (32:21) Key Quotes: “Agents should be transparent and just have a very simple process. Obviously, know your industry, because it's completely different when you're meeting with a human resources person and an owner.” - Rocio Luna “If you just do one week of cold calling, you'll see the difference in your work.” - Rocio Luna “I absolutely do recommend joining the mastermind if you want to reach a million dollars in commission.” - Rocio Luna Resources Mentioned: Rocio Luna LinkedIn Rocio Luna Instagram Modern Reign Insurance Brokers 12X Commission Mastermind Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E157: Patrick Murakami On Uncomfortable Innovation

In this episode, James talks with Patrick Murakami, Owner of Uprise Unlimited Coaching and Consulting. To learn more about Uprise Unlimited Coaching and Consulting, visit https://upriseunlimited.net. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Patrick's family military background and its impact Overcoming personal challenges  Career transition from call centers to owning an insurance agency Utilizing social media and AI in business growth Patrick's approach to customer relationships and service Leveraging Facebook groups for community and business development Innovations in using ChatGPT for business efficiency and client engagement

GPP: Focus on the Relationship, Not the Transaction with Brett Young

Brett Young, CEO of Erb and Young, joins us to discuss building relationships. A relationship becomes valuable to a client for two primary reasons: trust and access. So how do you build relationships, build your value prop and ultimately build your book of business? Start by building trust and providing access. But then you run into a problem: scale. How do you deliver on trust and access while still being able to scale your business? Listen in. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Erb and Young: https://www.erbandyounginsurance.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Brett Young: https://www.linkedin.com/in/brettins/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Acquisitions: Why Do It? Why Stay Away From Them? What To Know

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Dawn Janes-Bartley, CEO of Maverick Risk Partners. Dawn and Teresa talk about acquisitions including the mistakes they have made and the ways they really excelled. Key Topics: Dawn's unexpected journey from child psychology into the insurance industry The evolution of roles within the agency post-acquisition Challenges of integrating new teams and processes after acquiring another agency The importance of adapting roles and expectations as an agency grows Strategies for managing team dynamics and operational changes during transitions Dawn's insights on personal resilience and strategic thinking while navigating business expansions Connect with: Dawn Janes-Bartley Teresa Kitchens Visit Websites: Maverick Risk Partners Sterling Insurance Group Produced by: PodSquad.fm

The Agent Leader Podcast: The Power of Quitting: Elevate Your Agency by Letting Go

Unlock the secrets to agency success with an uncommon strategy: achieving more by doing less! In this episode, we delve into the core principles of effective leadership, revealing how letting go of non-essential tasks can propel your agency to new heights. Discover the power of strategic delegation and team empowerment so you can quit more to become a better, more effective leader.

Millionaire Insurance Producer: Throwback: Winning New Business Through Association Endorsements

Wouldn't it be great if we could get you a steady flow of business owners to reach out to you to schedule appointments, rather than you contacting business owners who don't know you, like you, or trust you yet? Of course, it would be! It would make everything easier: setting appointments, building rapport, getting more signed BORs, winning business, etc.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why you should contact associations about becoming their endorsed insurance provider, but he tells you exactly how to do it in such a way that the association leadership will even give you a copy of their active membership list. Episode Highlights: Charles discusses the significance of prospecting and appointment setting for insurance agents. (2:07) Charles explains how associations add value to their members and how insurance agents become endorsed agents for these organizations. (4:50) Charles mentions the advantages of association endorsements, such as increased business and easier prospecting. (7:17) Charles discusses the importance of micro-niching in the insurance industry and how it can make prospecting more efficient and effective. (12:10) Charles shares some methods for approaching associations for endorsement, such as targeting smaller regional associations and conducting a Google search for potential associations. (16:29) Charles explains the benefits of becoming an endorsed agent, which include access to membership lists and the ability to relieve executive directors' frustration. (19:47) Charles discusses how becoming an endorsed agent can lead to non-member prospecting and sales opportunities. (22:18) Charles mentions that it is important to focus on certain industries to learn about their risks and get in touch with carriers and associations. (26:00) Key Quotes: “By endorsing you as their agent to their members, it gives the members value that they might be able to lower their costs. Because you're doing business with someone through the association, the association endorses you, introduces you, refers you to them.” - Charles Specht “I truly believe that if you pursue an association endorsement, it's going to put a lot of gold in your pocket. Everything becomes easier, prospecting becomes easier, and setting appointments becomes easier. Working with a few insurance carriers that you want becomes easier, you can write a lot of business doing it this way.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E156: Tyler Woodall On Delivering Agency Aid

In this episode, James talks with Tyler Woodall, Founder of Agency Aid. To learn more about Agency Aid, visit https://agency-aid.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Tyler's entry and evolution in the insurance industry Transition to agency ownership and adoption of VAs during COVID Challenges of managing an insurance agency and solutions through VAs Development of a comprehensive training program for VAs Decision process and execution of selling his insurance agency Use of remote talent in the insurance industry Overview of Tyler's current business, Agency Aid, and its offerings

GPP: What Daily Non-Negotiables Directly Tie to Growth with Cyrus Jaffery

Cyrus Jaffery, Founder and CEO of Jaffery Insurance, grew up in the captive agency model before breaking out to start his own agency. Cyrus joins Elliot this week to talk about what he learned in that captive environment that's created his approach to growth today. They cover "daily non-negotiables" and how they should directly tie to the growth of your agency – and how to ensure your team is living up to your standing of these daily needs. They also cover hiring, training, creating an excellent service model and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Jaffery Insurance: https://jafferyinsurance.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Cyrus Jaffery: https://www.linkedin.com/in/cyrus-jaffery-02840365 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Rising From Trauma To Create A Lasting And Authentic Business

In this episode of Power Women In Insurance, Teresa Kitchens interviews Andrea Vargas, CEO of TTC Leads. Andrea and Teresa talk about how partnering in life and business with Ryan Saridakis and then continuing to build that business after his passing has created the business of her dreams. Key Topics: Andrea's unconventional entry into the insurance industry through family connections and early influences The role of mentorship and the pivotal influence of Patrick Bet-David in her career orientation Development of a non-traditional career path, avoiding college and direct recruitment into the industry Transition from being heavily recruitment-focused to prioritizing substantive, service-oriented business in insurance Insights into personal growth, the impact of significant relationships on professional paths, and navigating business after the loss of a partner Strategies for fostering a positive and productive workplace culture The balance of personal well-being with professional responsibilities in leadership roles Connect with: Andrea Vargas Teresa Kitchens Visit Websites: TTC Leads Sterling Insurance Group Produced by: PodSquad.fm

The MVP Podcast: Talkin' Tech w/ Danny Lawrence | How Advanced Technologies and Big Data are Revolutionizing Insurance

This episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with Chris Senkbile, Founder of Ferro. Chris discusses how Insureds, brokers, insurers, and insurtechs are all driving change in the insurance industry, leveraging advanced technologies to enhance efficiency and customer experience. Success with technology is found in big data initiatives by companies like Verisk, AXA/AWS, and Salesforce/Informatica, which are optimizing data analytics, improving decision-making, and streamlining operations. Episode Highlights: Chris's background and transition into insurance technology Experiences and challenges with technology adoption in insurance agencies Discussing big data's role and who it serves in the insurance industry The impact of technology on the insurance broker's role and client interaction The potential of Salesforce and other technologies to transform agency management systems How insurance companies and brokers are adapting to technological advances Perspectives on future technology integration and collaboration within the industry   Resources Mentioned: Chris Senkbile LinkedIn Ferro Danny Lawrence LinkedIn Reach out to Mitch Gibson Produced by: PodSquad.fm

Stuff About Money: Episode 65: 3 Money Strategies to Teach Your Kids

We all want our kids to develop healthy money habits. We want them to grow to be financially independent humans. They need to develop the skills to face life's financial challenges while the consequences are not too costly. But where do we start? Can Taylor Swift help us in our efforts? Is there something to learn from Erik’s gardening hobby?  In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA and Xavier Angel, CFP®, ChFC, CLTC address a common question they receive from their clients, “How do I teach my kid about money?” Listen in as Erik shares his top 3 money strategies for a parent to teach their kids while Xavier offers some practical action steps. May your kids and Erik’s avocado tree be resilient and fruitful. Episode Highlights: Erik discusses the importance of teaching children about the value of money through rewards and exchanges. (9:43) Erik encourages parents to model healthy financial behaviors and habits for their children, highlighting the importance of effectively aligning actions with advice to teach kids about money management. (16:24) Erik advises parents to approach their children's spending decisions without judgment, promoting thoughtful spending by encouraging kids to reflect on their purchases and learn from their own experiences with money. (26:05) Xavier discusses teaching children to manage their finances by dividing their income into savings, spending, and special purposes. (28:15) Erik explains the importance of teaching children delayed gratification through saving, emphasizing self-control, and prioritizing financial goals over instant spending. (31:58) Xavier mentions that it's important for children to manage digital transactions at cashless events, emphasizing the need for budgeting and understanding the value of money to avoid overspending. (36:30) Erik suggests involving children in family financial goals and decisions to help them understand prioritization and the trade-offs involved in saving for specific objectives, such as vacations or college. (41:16) Key Quotes: “More and more kids, they have these debit cards and it has their name on it, but it's attached to the parent's account. I think that is a great way for us to begin teaching children about the value of a dollar.” - Xavier Angel, CFP®, ChFC, CLTC “We constantly need to be reminded of what we should be doing with our money. It's easy to get distracted, especially in this world where the kids have money to spend.” - Erik Garcia, CFP®, BFA “A very important skill in our culture is to be able to see something and not need to have it immediately.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

How I Use A.I. - My Agency's Real Use Cases

In this episode of Agency Intelligence podcast, host Jason Cass discusses the integration of Artificial Intelligence (AI) and Robotic Process Automation (RPA) in insurance agencies and how these technologies enhance productivity and efficiency, with real-life examples and practical applications that can transform agency workflows. Key Topics: Understanding the broad applications of AI in insurance agencies The distinction between licensed and unlicensed tasks in agency operations Implementing AI and RPA to enhance operational efficiency Case studies on the financial impact of AI integration in agencies Future predictions for AI and automation in the insurance industry Practical tips for agencies to adopt and adapt AI technologies Overview of upcoming IndieTech and resources for further learning about AI in insurance Reach out to: Jason Cass Visit Website: IndieTech 2024 Agency Intelligence Produced by: PodSquad.fm

Millionaire Insurance Producer: Throwback: BOR Confessions of a 12X Commission Mastermind Member - (Daniel Brookman)

Are you an insurance agent who has had moderate success selling insurance, but you just know you're not reaching your full capacity? Do you not have a strategic plan, or a step-by-step process to win new business, and you're merely quoting but not winning? That was the experience of Daniel Brookman, before joining 12X Commission Mastermind and implementing the training. Now, he's winning signed BOR's and building his Book of Business.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews Daniel to find out what is working for him now, what is he saying, and why did that large manufacturing account sign his BOR during their first meeting! Learn more about the 12X Commission Mastermind at this link: 12x.club Episode Highlights: Charles explains that in order to be a successful insurance agent, it is crucial to ask for what you want and to be a hunter, rather than a gatherer. (2:02) Daniel shares that he is an experienced insurance agent from Ohio, specializing in life insurance, but also writes commercial property and casualty policies. (5:32) Daniel mentions that joining the 12X Commission Mastermind has been hugely beneficial, particularly the two weekly calls with the group's leaders, which helped him maintain a productive mindset and keep prospecting as his top priority. (8:33) Daniel believes that the discovery interview is the most important part of the sales process. (11:51) Daniel discusses being explicit about what you are going to provide is a good way to contrast what you're capable of doing and willing to do with what the incumbent agent is doing. (16:30) Daniel explains that he used to cold call and quote policies, but after listening to sales and insurance-based podcasts, he realized the importance of having a specialized and differentiated approach to prospecting and messaging to stand out from competitors. (21:15) Daniel believes that transparency and explaining the process can help buyers understand how to get the best deal without hurting themselves in the long run. (25:00) Daniel explains that 12X Commission Mastermind offers a solution to those who are tired of the same old process of getting quotes and following policies, feeling stuck, and not standing out from others. (26:58) Charles discusses the benefits of being a member of the 12x Commision Mastermind program. (27:55) Key Quotes: “I still think the discovery interview is the most important part of the sales process, because you get invited in for a reason. And the number one thing you got to find out in that discovery process is, why are you there? Why did you get invited in?” - Daniel Brookman “The biggest benefit has actually been mindset. Having those two weekly calls with yourself and the other producers on there, and just keeping those ideas fresh, keeping prospecting, top of mind, it keeps me from kind of straying away, and, you know, kind of losing focus on what's most important as a producer, which is prospecting.” - Daniel Brookman “Now my prospecting is specialized. The messaging is not just industry specialized, but also specialized kind of talking and tailored to this process, and how I'm going to be different than just quoting your insurance.” - Daniel Brookman Resources Mentioned: Daniel Brookman LinkedIn Reach out to Charles Specht 12X Commission Mastermind Permission Network Insurance Agency, Inc.

Rough Notes Front Cover, June 2024: Associated Insurance Services

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Emily Koleno, Clint Paskewitz & Bryan Graham of Associated Insurance Services, the agency featured on the June 2024 front cover of Rough Notes Magazine.  Key Topics: Clint reflects on the historical significance of Rough Notes Magazine as a mentor throughout his career Bryan shares his pride and excitement about the agency's national recognition Insight into the agency's growth, culture, and how their roles have evolved over the years Discussion on the challenges and triumphs of maintaining a niche focus within the insurance industry The team's strategic approach to community involvement and creating a workplace culture that fosters belonging and teamwork Reach out to: Emily Koleno Clint Paskewitz Bryan Graham Jason Cass Visit Website: Associated Insurance Services Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

Agency Freedom: E155: Syd Roe On AgencyOne And Big Orange

This is the final of three episodes recorded live in New Orleans at Accelerate presented by NetVu and Vertafore. In this episode, James talks with Syd Roe, Director, Agency Marketing at Vertafore. To learn more about Vertafore, visit https://www.vertafore.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Syd Roe's career journey from family insurance agency to Vertafore The creation and mission of AgencyOne at Vertafore Challenges and solutions for integrating various tech products in insurance The role of data and technology in the future of insurance agencies The importance of offering choice and independence in insurance technology How Vertafore’s Orange Partner Program supports integration and choice for agencies Syd's philosophy on leadership and work culture in the tech industry

GPP: Advisor vs. Producer: How to Change an Industry's Mindset with Ryan Brott

Are you an advisor or a salesperson? Ellerbrock-Norris' Ryan Brott, Chief Growth Officer, joins Elliot Basset to discuss the difference between the two, the problem that plagues the insurance industry, how to transition to an advisory model, roadblocks along the way and more. Learn how you can step out of a "producer" role and focus on running a business rather than a book of business. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Jason Cass: The 3-Day Off Week

In this episode of Agency Intelligence podcast, host Jason Cass discusses the critical aspects of workplace culture, employee expectations, and the integration of technology in the insurance industry.  Key Topics: The critical role of company culture in employee satisfaction Employees' core needs: culture, opportunity, and money Benefits of a three-day off week for work-life balance Necessity of technology in modernizing insurance agencies Challenges in flexible work schedule implementation Understanding Generation Z's unique work ethic Effective strategies for building a supportive work environment Reach out to: Jason Cass Visit Website: IndieTech 2024 Agency Intelligence Produced by: PodSquad.fm

Millionaire Insurance Producer: Throwback: "Plan B" in the Broker of Record Letter Process

Asking for the signed Broker of Record Letter is hard enough, but what do you do if the prospect actually says no? Do you have a 'Plan B' or do you just rollover at that point and agree to blindly offer quotes? I would tell you that you need to stick to your guns, do not quote (yet), and utilize a 'Plan B' so the prospect will make a choice in your favor after they get a chance to test your Bugatti-like services. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches not only what the 'Plan B' ought to be but he'll give you the exact script to use when creating your own personalized 'Plan B.' MOREOVER..... stay tuned at the end to hear about the "Broker of Record Letter BOOTCAMP" Charles is putting on 3/24/23. You won't want to miss this one! For more details on it this live BOR training, check out: brokerofrecordletter.com Episode Highlights: Charles explains that Plan A is to have a strategy prepared for getting the Broker of Record letter signed on the first meeting with the prospect. (04:29) Charles discusses the percentages of insurance buyers who will sign your Broker of Record letter. (06:20) Charles shares the script that every agent should learn before asking the prospect to sign the Broker of Record letter. (09:47) Charles explains how to transition from Plan A to Plan B if the insured shows discomfort with Plan A. (11:27) Charles discusses why having free services on Plan B is important. (17:26) According to Charles, under Plan B, agents provide the insured with a strategy for what they will be doing in the future so that the insured may see the value they are receiving for the service being offered. (18:55) Charles explains that having a strategy that is still geared toward the Broker of Record letter will give positive results. (24:13) Charles announces the Broker of Record Letter BOOTCAMP, which will take place on March 24, 2023. (24:35) Key Quotes: “A professional has a plan. A professional has a strategy. A professional knows what they're going to be doing next. Even though you might not always know what to expect, you should always have a next step. Plan A, Plan B, Plan C.” - Charles Specht “In Plan B, you're giving the insured a plan on what you're going to be doing going forward so that they can see the value they're getting out of it.” - Charles Specht “Plan A is first and foremost, that's what we're working on first. Plan B, which is what this podcast episode is about, is sticking to your guns and not just giving in. But having a plan of attack that is still pushing towards the Broker of Record letter. Frankly, when you do that, you're going to have really, really good results.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Broker of Record Letter BOOTCAMP Permission Network Insurance Agency, Inc.

Agency Freedom: E154: Raution Jaiswal On Navigating The CRM Game

Recorded live on location at Accelerate 2024 in New Orleans, LA. In this episode, James talks with Raution Jaiswal, Founder of InsuredMine. To learn more about InsuredMine, visit https://www.insuredmine.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: InsuredMine’s emphasis on serving larger agencies with a minimum of 10 seats to deliver more significant value Noteworthy adoption among top agencies, with 14 out of the top 50 using InsuredMine Flexible platform configurations allow customization to fit diverse agency workflows Upcoming CRM 2.0 features include advanced deal predictability and enhanced data integration Continuous enhancements driven by user feedback, aiming for 600-700 new features annually Future focus on AI and natural language processing to improve usability and data handling

Insurance Producers Podcast: Adapting to Change: Insights for Insurance Producers!

In this solo episode of the Insurance Producers Podcast, your host Cyrus Jaffery takes the mic to delve into the complexities of the current insurance landscape. With the industry facing a challenging hard market, Cyrus shares invaluable insights into how insurance producers can navigate this terrain with finesse.

Millionaire Insurance Producer: Your Weak Efforts Are Hurting My Ears - (www.wincroniche.club)

Have you ever gone through a season of prospecting where you weren't actually prospecting? You were doing -- I don't, know, whatever -- but just not a lot of reaching out to prospects? Yes, I think we all have experienced that from time to time. Today I had a coaching call with a new producer who has been in the business for about 8 months ... and I had to light him up! He's being lazy, reactive, and not doing the work that Producers are supposed to do. We all go through seasons like that. If you're in that season right now then GET OUT OF THERE RIGHT NOW!!! Enough is enough. Your weak efforts are hurting my ears. In fact, my own weak efforts hurt ever more. We (you and me both!) can do better. So let's. Also, be sure to check out www.microniche.club and sign-up for a training I'm going to be given about how to choose your most profitable Micro-Niche. I'm also going to be giving people my "go to" Script that almost sets more new business appointments than anything else. Again, go to: www.microniche.club Key Topics: Addressing laziness in insurance agents The dangers of reactive work habits Importance of proactive client engagement and prospecting Strategies for effective phone calls and client interactions The value of walk-in visits and personal networking Advice on focusing on larger accounts and meaningful activities Motivational insights for achieving a million-dollar book of business Reach out to  Charles Specht Visit: Permission Network www.microniche.club Produced by: PodSquad.fm

GPP: Building A Book of Business, Not a Book of Sales with Guffy Wright

Scaling a business is all about understanding your ideal client. "It's called a book of business, not a book of sales," says Guffy Wright, National Sales Leader at The Mahoney Group. Guffy joined us to discuss how he's using a focus on people and treating his book of business as just that – a business. Learn how he's providing value to clients, defining his ideal client, scaling his business and finding success. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com The Mahoney Group: https://www.mahoneygroup.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Guffy Wright: https://www.linkedin.com/in/guffy-wright-752679b This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: Episode 64: Am I Getting a Good Deal in My Marriage? with Dr. Matt Morris

Money is a flash point in marriages. Throw in income disparity between spouses and you have even more opportunity for complex, emotionally charged conflict. In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, ChFC®, BFA™ and Xavier Angel, CFP®, ChFC®, CLTC, invite Dr. Matt Morris, couple's counselor and perennial contributor to the show, to discuss potential pitfalls for couples if they are not engaging in regular, healthy conversations about money. You will walk away with an awareness of areas you can afford to grow in with a list of strategies and tactics to reduce money friction in your relationship. Episode Highlights: Dr Matt notes that couples are increasingly discussing financial matters, such as debt and income, during premarital counseling, as they often marry later and are more financially stable. (06:58) Dr Matt explains that individuals who depend financially on their partners often experience complex emotions, including guilt and unease, due to concerns about their contributions being undervalued. (11:43) Dr Matt emphasizes the need to discuss complex feelings related to uneven distribution of family responsibilities. (16:51) Dr Matt mentions that financial security in relationships is important to prevent feelings of unfairness and power struggles. (21:50) Dr Matt discusses how hiding expenses from partners, like splurging on concert tickets or shoes, can lead to a pattern of non-disclosure in financial matters. (33:09) Dr Matt suggests couples maintain a living document listing financial priorities and regularly update it to reflect changing circumstances and values. (41:15) Dr Matt discusses how financial discussions can address insecurities, leading to budget adjustments that ensure both partners feel valued. (46:23) Dr Matt explains that in couples therapy, the perception of equitable distribution of household responsibilities is crucial, yet challenging, due to the invisible nature of much domestic work. (54:22) Dr Matt emphasizes the need for ongoing discussions about the division of household labor as circumstances change, to prevent resentment and challenge traditional gender roles. (58:22) Key Quotes: “Having a conversation about an agreed upon amount of money that doesn't have to be discussed, I think is helpful to address this power imbalance that both people might be feeling in the relationship.” - Dr. Matt Morris “Every couple has to decide, here's the amount of labor, here's the task, and here's where we're going to sort it out in a way that feels equitable for us.” - Dr. Matt Morris “Relational security is the goal. We feel good with each other. We feel like we’ve got a partner and your finances play a really important part in that. So, just keep asking yourself, are we managing our money in a way that causes us to feel like a team, to feel like we're secure, to feel like we're safe together.” - Dr. Matt Morris Resources Mentioned: Dr. Matt Morris Matt Morris & Associates Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Insurance Producers Podcast: Mastering Time: Delegation, Consistency, and Growth in Insurance with Jason Cass!

Join Cyrus Jaffery on the Insurance Producers Podcast, sponsored by Quotamation, as he sits down with Jason Cass. In this episode, Jason shares expert advice on delegation, time blocking, and consistency in the insurance industry. Discover actionable strategies for boosting productivity, overcoming challenges, and staying focused amidst industry shifts. Don't miss Jason's insights on the truths of insurance and the growth of Indy-Tech at the upcoming conference. Tune in now!

Millionaire Insurance Producer: Throwback: Admit it. You sell on price!

Admit it. Go ahead. Admit that you win a lot of new business by being the agent who offers a cheaper priced quote than your competitor. It's ok. Go ahead and admit. Why? Because that's a good thing. A very good thing. Price is very important. Price is so important, actually, that you'd be doing yourself a disservice to ignore it. In fact, you will set far FEWER new business appointments if you do NOT talk about price.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about why and how you should prospect on price, and how to use it to set more new business appointments going forward. (And, he even gives you a few examples to use toward the end!) Episode Highlights: Charles explains that most insurance agents do not build a book of business being more expensive than the incumbent agent. (2:28) Charles discusses the importance of understanding and admitting that pricing is very important in prospecting and setting appointments. (4:07) Charles explains that prospecting and sitting in on an appointment are two completely different aspects of an insurance producer's job. (8:06) Charles explains what "price plus something" is and why having a script is important when prospecting. (13:34) Charles mentions that very few insurance companies have ever taken the next step and made something that makes them stand out. (20:22) Charles believes that most insurance agents do not provide additional services that help their prospects and insureds and generate new revenue. (22:18) Charles explains that creating a script that gets to the heart of the issue and the value point that an agent has to give a prospect is important because the agent is asking for an hour of their time. (24:30) Charles mentions that the “plus something” has to have so much inherent value that the insured actually gets it. (27:58) Key Quotes: “It's just important that we understand and admit that price is absolutely important. It's important to prospecting and setting appointments.” - Charles Specht “When it comes to your prospecting, I will tell you that you need to have a carat, a C3 - a Cold Call Carat. Your script that is “price plus something”, that “something” is unique to you…that “something” is a service you provide. ” - Charles Specht “Your book of business is going to go up when you really kind of focus on the number plus something.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E153: Chris Cline On Legacy and Technology

In this episode, James talks with Chris Cline, the Executive Director of the Agents Council for Technology with Big I. To learn more about Agents Council for Technology with Big I, visit https://www.independentagent.com/act. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Introduction to Chris Cline and his role as Executive Director of the Agents Council for Technology with Big I The Big I’s national model and its impact on State Chapters Chris Cline's diverse career journey The inception and evolution of technology in insurance Impact of relationships and networking in the industry Future of the Agents Council for Technology and its role in enhancing industry collaboration Chris' perspective on personal and professional growth

Millionaire Insurance Producer: Your Most-Profitable Micro-Niche (www.microniche.club)

(First, go check out www.microniche.club to see what this is all about) - Do you feel like you're struggling setting enough new business appointments or not winning enough new clients? If that's the case for you, I would say it's likely due to a lack of focus in a narrowly defined Micro-Niche. Most producers struggle or don't make the kind of income they want or know they're capable of making because they are prospecting on the WRONG types of accounts.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you about why you need to choose a Micro-Niche in order to accelerate your sales career and make more commission. And, the starting point for you is to first visit: www.microniche.club Key Topics: Micro-niche importance - check out www.microniche.club Leveraging micro-niches for business growth Effective strategies for selecting a micro-niche Success stories from micro-niche strategies Impact of micro-niching on appointment setting and client acquisition Long-term benefits of micro-niching for agents and agencies Reach out to  Charles Specht Visit: Permission Network www.microniche.club Produced by: PodSquad.fm

GPP: How to Look Past the Product and Focus on Advice with Mike Brown of Unbreakable Wealth

In an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that expertise. He takes a wealth coach's viewpoint to advice, understanding how to ask the right questions and unlocking a client's inner wisdom to finding solutions. From flying jets in the Navy, founding and selling a company, coaching other founders and more, Mike is able to draw upon his experience and create content that appeals to his audience. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Unbreakable Wealth: https://unbreakablewealth.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Mike Brown: https://www.linkedin.com/in/mikebrownactual This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

The MVP Podcast: Talkin’ Tech with Danny Lawrence | Elliot Bassett

In this episode of "Talkin' Tech" on the MVP Podcast, Danny Lawrence sits down with Elliot Bassett, President of Ellerbrock-Norris, Co-Founder of LAUNCH, and Co-Host of Getting Past the Premium Podcast. Elliot talks about how to effectively identify client issues and provide impactful solutions. It is crucial to thoroughly understand their unique challenges and requirements. Finishing with how you differentiate from competitors and effectively communicating the urgency and benefits of your solutions involves clearly articulating your unique value propositions and success stories. Episode Highlights: Introduction to consultative risk advisory models The importance of having a structured sales process Transition from transactional to consultative selling Utilizing technology to enhance client engagement and problem-solving Building and licensing innovative sales software Strategies for uncovering and addressing client pain points The future of insurance technology and its impact on agency operations   Resources Mentioned: Elliot Bassett LinkedIn Ellerbrock-Norris LAUNCH Getting Past the Premium Podcast. Danny Lawrence LinkedIn Reach out to Mitch Gibson Produced by: PodSquad.fm

Power Women In Insurance: Why is "Virtual" So Scary? With Teresa Kitchens

In this episode of Power Women In Insurance, Teresa Kitchens explores the stages and opportunities for virtual options inside an agency. Key Topics: Exploring the concept and challenges of virtual agencies Variability in virtual setups from partial to fully remote Essential tools for virtual work include VOIP and VPNs Gradual adaptation starting with flexible work policies Importance of maintaining culture and security in virtual setups Virtual teams enhance productivity and geographic diversity Regular virtual meetings maintain team cohesion and efficiency Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by: PodSquad.fm

Whitney Ricci: The Value Of A Quick No.

In this episode of Agency Intelligence podcast, host Jason Cass interviews Whitney Ricci, President of Ricci Insurance Group. Key Topics: Introduction to Whitney Ricci and her unique approach to insurance The journey of scaling Ricci Insurance Group from scratch The strategic decision to over-hire and the benefits of having a “bench” Importance of data-driven decisions in refining business operations The transformative impact of selective client engagement and saying "no" Whitney’s advice on leadership and cultivating a growth-oriented team environment Reach out to: Whitney Ricci Jason Cass Visit Website: Ricci Insurance Group Agency Intelligence Produced by: PodSquad.fm

Agency Freedom: E152: Niki Henley On Winning In The Hard Market

In this episode, James talks with Niki Henley, Owner of Extra Mile Insurance Solutions. To learn more about Extra Mile Insurance Solutions, visit https://www.extramileins.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Niki shares her early career path and rapid shift to agency ownership Importance of technology and automation in scaling insurance operations Utilization of social media and video for market leadership Strategies for navigating hard market conditions effectively Emphasis on education and learning within the insurance field Challenges and opportunities of running an agency in a competitive environment

GPP: New Insurance Producers Need to Overcome These Hurdles with Ryan Garzon

There are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms. Learn the benefits of splitting commissions, saying no to certain clients, focusing your time and energy in the right place and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Keyes Coverage Insurance Services: https://keyescoverage.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Ryan Garzon: https://www.linkedin.com/in/ryangarzon This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Leadership Through A Hard Market

In this episode of Power Women In Insurance, Teresa Kitchens discusses how to lead in this market and how to make a difference in the future of this industry. Key Topics: Importance of leadership in today's challenging insurance market Broadening the definition of leadership beyond official titles The role of awareness and proactive steps in effective leadership Mental health and operational efficiency in leadership roles How to innovate and inspire within a team setting Encouragement of personal and professional growth through leadership Ways to implement leadership strategies practically and effectively Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by: PodSquad.fm

Elliot Bassett: Unveiling Effective Strategies For Insurance Prospecting And Sales

In this episode of Agency Intelligence podcast, host Jason Cass interviews Elliot Bassett, President of Ellerbrock-Norris, Co-Founder of LAUNCH, and Co-Host of Getting Past the Premium Podcast. Key Topics: Impact of Apple Podcast's algorithm changes on listener numbers Transition to a consultative selling model at Elliot’s firm Importance of effective prospecting in sales Building and maintaining Centers of Influence (COI) Structured referral process introduction Utilizing technology to enhance human interactions in business Embracing continuous adaptation and learning to leverage technology Reach out to: Elliot Bassett Jason Cass Visit Website: Ellerbrock-Norris Agency Intelligence LAUNCH Getting Past the Premium Podcast Produced by: PodSquad.fm

Stuff About Money: Episode 63: Security, Hope and Significance: The True Value of Mothers

Mother’s Day seems like a silly holiday! Well, at least that's the perspective of guest hosts Missy Garcia and Grace Angel on the Stuff About Money podcast.  In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Xavier Angel, CFP®, ChFC®, CLTC, step back as their daughters take the lead in discussing the significance and value of their mothers and mothers everywhere. Episode Highlights: Grace and Missy share their perspectives on Mother's Day. (1:07) Erik discusses how mothers provide security, hope, and significance throughout life. (7:23) Xavier believes that mothers are the backbone of the family, providing security and support. (11:00) Xavier mentions that mothers serve as nurturers by nature, providing a soothing presence and grounding influence, even in times of conflict. (17:59) Missy shares that expressing appreciation and kindness towards mothers can be shown through gestures such as making breakfast in bed or simply being nice, giving hugs, and smiling. (20:20) Grace and Missy each share their favorite quality about their mother. (23:55) Key Quotes: “My mom to this day makes me feel significant. The whole world could be against me. I think my mom would still make me feel significant. ” - Erik Garcia, CFP®, BFA “I'm a better person, you know, physically, spiritually, from a professional standpoint. She's made me a better person all around.” - Xavier Angel, CFP®, ChFC, CLTC “My favorite quality about my mom is I like having quality time with her. But, I like how I feel like we have a lot in common for most for most things. So, I think that's one of my favorite qualities about my mother.” - Grace Angel. “My favorite quality about my mom is she's always kind to me and she always loves me, no matter what I do. She always loves me.” - Missy Garcia Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Get Off My Lawn!

There are a lot of male, pale, and stale insurance agents out there who think winning a new client by anything other than with a handshake and a "napkin deal" is unethical. Well, I kindly disagree.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains why the BOR is an ETHICAL instrument used by the policyholder to ensure great service. And, also, how you can use it to win new clients. Episode Highlights: Charles shares a story about his neighbor Fred, who was so focused on keeping his lawn in perfect condition that he ruined relationships with his neighbors, and compares that to many insurance agents who are set in their ways. (1:55) Charles mentions that the history of the insurance industry was constructed on the shoulders of many outstanding individuals over many decades but it is largely dominated by white older males. (4:20) Charles discusses what a Broker of Record (BOR) letter is and what purpose it serves. (7:18) Charles explains that the BOR letter is the insurance buyer's final recourse. (11:03) Charles believes that the BOR letter makes perfect sense and that it is the insurers' greatest chance to get a great deal. (14:59) Charles explains that you do not need to tell the insured what they need; you just need to provide what you can. (19:41) Charles mentions that we live in the era of social media, the internet, and email, and we don't have to be there face to face to win an account. (22:21) Key Quotes: “I actually say the Broker of Record letter is ethical. The insurance industry is an ethical industry, we don't allow things that are unethical to take place in the insurance business. We just don't let that happen.” - Charles Specht “The more that you are singularly focused in one main particular area, the more likely you will be successful. And, you will be successful because you are repelling all the people who will not be your client and you are absolutely hyper attracting those who will be your client.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E151: Interviewing The RiskWell Exec Team (Part 2)

In this candid and revealing conversation, James interviews the three most senior members of the RiskWell team. This special two-part episode gets into origin stories, and personal anecdotes and goes deep into how RiskWell operates in the marketplace. To learn more about RiskWell, visit https://www.riskwell.com.  Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Implementing structured processes in insurance Specialization and scalability in business operations Leveraging past experience for better client relationships Adapting services to client needs and service improvement Enhancing team dynamics and communication Strategies for future growth and maintaining client relationships

Rough Notes Front Cover, May 2024: Shawn Myers, Iron Insurance Partners

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Shawn Myers, CEO of Iron Insurance Partners, the agency featured on the May 2024 front cover of Rough Notes Magazine.  Key Topics: Shawn Myers reacts to his agency being featured on Rough Notes Magazine's cover Discussion on the merger that formed Iron Insurance Examination of the synergies between merged agencies Overview of Iron Insurance's risk management strategies Importance of culture and team dynamics in management Introduction of a producer pathway to ownership Insights into the agency's community engagement and philanthropy Reach out to: Shawn Myers Jason Cass Visit Website: Iron Insurance Partners Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Fortegra: This podcast is sponsored by Fortegra. For over 45 years, we’ve delivered innovative risk management solutions. Fortegra is more than a specialty insurer – we’re the partner committed to your success.    Produced by PodSquad.fm

GPP: AI is Changing the World. Where Insurance is Seeing an Impact with Aaron Ammar.

Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies in your agency, and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Brightside AI: https://brightsideai.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Aaron Ammar: https://www.linkedin.com/in/aaron-ammar-14a41022 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Jackson Fregeau: Building Smarter Agencies Through Automation

In this episode of Agents Influence podcast, host Jason Cass interviews Jackson Fregeau,  Co-Founder & CEO of Quandri. Key Topics: Background of Jackson Fregeau and the inception of Quandri. The evolution and potential of RPA in financial services. Challenges and solutions in deploying automation in the insurance industry. Quandri's specific automation solutions for insurance agencies. The role of RPA in reducing manual tasks and increasing operational efficiency. Future prospects for RPA technology in various sectors. Discussion on industry adaptation and the integration of new technologies. Reach out to: Jackson Fregeau Jason Cass Visit Website: Quandri Agency Intelligence Produced by: PodSquad.fm

Agency Freedom: E150: Interviewing The RiskWell Exec Team (Part 1)

In this candid and revealing conversation, James interviews the three most senior members of the RiskWell team. This special two-part episode gets into origin stories, and personal anecdotes and goes deep into how RiskWell operates in the marketplace. To learn more about RiskWell, visit https://www.riskwell.com.  Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Introduction of the Executive team at RiskWell and their roles in the agency Reflections on the growth and evolution of the podcast from its early episodes The challenges and advantages of working remotely and the dynamics it brings to the team Insights into the culture of innovation and willingness to experiment within the agency Discussion on the impact of personal growth on professional development within the company Exploration of the unique management style and team interactions at RiskWell Plans and visions for the future of RiskWell and its continued evolution

Millionaire Insurance Producer: Throwback: How to Get Your Prospects to Stop Lying to You

Lies, lies, and more lies. So very often that's all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and--even--use it to win more signed Broker of Record Letters. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you about why prospects are lying to you and then provides a few tips (tactics) about how to overcome these roadblocks and get the prospect to finally tell you the truth about what you have to do to win their business. Episode Highlights: Charles discusses why some insurance industry prospects are liars. (2:07) Charles shares a quick story about when he was relatively new in the insurance industry and discovered that the insured was lying to him. (3:18) Charles explains that just because you make an appointment doesn't imply you're meeting with someone who will really give you a chance. (5:48) Charles mentions that he simply cannot be someone's agent unless they are willing to terminate their relationship with their current agent. (8:30) Charles explains that in sales, you get what you ask for and will not receive what you do not ask for, and you must push because the insurers are lying to you. (11:26) Charles believes that as an insurance agent, you are your own biggest hurdle. There are factors blocking you from attaining what you want, and you need to recognize them so you can delegate, remove, or overcome them. (13:05) Charles discusses what happens if insurance agents don't put up rules of engagement. (19:09) Charles explains that since prospects don't understand how insurance works behind the scenes and are trying to figure it out for themselves, they often say things to insurance agents that they believe insurance agents want to hear in hopes the agent will do a better job for them. (20:52) Charles emphasizes the need for insurance agents to continue to push if they do not feel like they have a clear idea of what the insured will do to make their decision on which agent they will do business with. (22:38) Charles discusses one of the most important things he believes insurance agents should do when interviewing prospects. (24:36) Key Quotes: “Insurance agent, you are your own biggest hurdle. There are things that are stopping you from getting what you want. You need to be able to figure those out, identify them, label them if need be so that you can either delegate out the issue to somebody else, remove it altogether, or figure out a way in which to overcome it.” - Charles Specht “What I'm really trying to get to at the core of this podcast episode is that your prospects, because they don't understand how insurance works behind the scenes, they're trying to figure it out themselves. And so, many times they are saying things to you that they think you want to hear that's going to cause you to do a better job for them.” - Charles Specht “One of the main things that I think you need to do when you are asking questions of your prospect is, one, you need to find out how many years they've been with their current agent. Anything that is three years or longer is a red flag to me.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: How to Grow Faster Than Your Competition With Andy Mathisen

How are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their firms, tapping outside resources and more to beat their growth goals. Andy and Elliot dive into sales training and not only finding good talent, but training them to succeed. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com FirstChoice, a MarshBerry Company: https://www.marshberry.com/solutions/aggregation/about-firstchoice LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Andy Mathisen: https://www.linkedin.com/in/andy-mathisen This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: Episode 62: Margin, Seasons, & Values. Work-Life Balance in Perspective.

In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, ChFC®, BFA™ is joined by a long-time friend of the show, Couples Counselor Dr. Matt Morris, and first-time guest Michael Baudin. Listen in as they discuss what work-life balance is and, maybe more importantly, what it is not. This recording extends from a casual conversation among friends that originated at a Pelicans NBA basketball game. Erik felt compelled to share this compelling dialogue with Stuff About Money listeners.  Drawing from his expertise as a family therapist, Dr. Matt offers valuable insights, while Michael contributes his perspectives as a successful entrepreneur. Together, they conclude the discussion by offering practical strategies to attain fulfillment in one's professional and personal life. They address pressing questions such as: Is work-life balance merely a myth? How can entrepreneurs effectively juggle the demands of business, family, and self-care while maintaining their well-being? And what sacrifices are acceptable in the pursuit of business growth? A standout moment in the episode is when Dr. Matt underscores the significance of creating margin in one's life to achieve a sense of “balance”. Episode Highlights: Dr. Matt explains why work-life balance is important due to the limited time we have on earth. (6:27) Michael discusses work-life balance using the analogy of dividing a dollar into life's responsibilities: work, family, and self. (13:54) Michael shares experiences of his business's growing pains, hiring employees, and increasing responsibilities that occasionally made him less present at home. (21:33) Dr. Matt discusses the distinct challenges entrepreneurs face compared to employees, particularly in balancing time and resource allocation between business and family. (29:00) Michael acknowledges that a one-size-fits-all approach doesn't work for managing family dynamics and business commitments. (34:58) Erik emphasizes the importance of maintaining a "margin" in life, especially for entrepreneurs managing multiple demands. (41:00) Michael values maintaining a work-life balance, prioritizing attendance at his children’s events and allowing his employees the same flexibility. (59:38) Key Quotes: “You get a lot of pride out of building your business, it's an enjoyment for you to build your business.” - Dr. Matt Morris “Leave enough margin in your life and in your day that you can respond to needs as they pop up.” - Dr. Matt Morris “You have to be fluid, you have to just be able to recognize what's happening and what's coming and be able to react, because that's all part of being a business owner and entrepreneur, whatever you want to call yourself. ” - Michael Baudin Resources Mentioned: Dr. Matt Morris Michael Baudin  Matt Morris & Associates Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Leveling-Up for Higher Commissions

Are you happy with your current status quo or are you satisfied with mediocrity? No doubt, you're not. If not, are you doing anything significant to level-up your revenues, or write larger accounts, or close more new business? I hope you are! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will help you to see what leveling-up would look like for you and he'll give you some key takeaways to figure out and then implement in order to finally begin closing more deals and making the money you know you're capable of earning.  Key Topics: Importance of moving beyond comfort zones to achieve substantial growth Strategies for targeting and securing larger accounts The role of mindset in surpassing traditional business limits Practical tips on choosing insurance carriers and maximizing commissions Evaluating and adjusting business strategies to align with growth objectives Real-life success stories of agents transforming their business scale Prospects for agents willing to adopt aggressive growth strategies Reach out to  Charles Specht Visit: Permission Network Produced by: PodSquad.fm

Agency Freedom: E149: Beaux Pilgrim On Carrying The Flag Forward

In this episode, James talks with Beaux Pilgrim, Owner of Reed Insurance. To learn more about Reed Insurance, visit https://www.reedinsla.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Beaux Pilgrim's introduction to the insurance industry through family connections The evolution of Beaux's career from commercial lines to agency owner Navigating the dynamics of working with family in the business Strategies for adapting and growing an insurance agency in a rural setting The significance of building relationships with municipal clients and the community Launching a remote staffing company to address industry-wide challenges in talent acquisition Insights into maintaining work-life balance while managing multiple ventures

Millionaire Insurance Producer: Throwback: Sales is War!

None of the insurance carriers pay you a commission for coming in 2nd place. 1st Place is King. 2nd Place is for losers. Literally, not figuratively. The incumbent wants you to lose. The other competing agents want you to lose. Most of the time even your prospect wants you to lose. Therefore ... SALES IS WAR!  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to prepare a New Business Prospecting Strategy for 2023 that will help you to dominate and write up to 50% more commission in the year than you would have otherwise. *** And, he talks about the "DOMINATE 2023 WEBINAR" he's conducting on 12/16/22.  Episode Highlights: Charles explains that none of your insurance carriers pay commission for second place, only the incumbent agent gets paid. Everyone else loses because sales is war. (1:53) Charles mentions that insurance agency owners can't have producers who don't produce. (3:42) Charles believes that it is very difficult to achieve any goals as an agency owner if you do not have a plan or a strategy. (9:00) Charles mentions that if you want to dominate in 2023, you need to start planning your strategy now. (13:10) Charles mentions that the goal of his "DOMINATE 2023 WEBINAR” is to teach people how to create a step-by-step process that will help them achieve up to 50% more commission written or earned rather than received in 2023. (15:05) Charles discusses that in the "DOMINATE 2023 WEBINAR”, he will also teach how to put together the simplest differentiator service that you can offer to your prospects in return for their business. (19:11) Charles explains how to sign up for the "DOMINATE 2023 WEBINAR”, which will take place on December 16th at 1:30 p.m. CST. (21:39) Key Quotes: “None of your insurance carriers pay commission for second place. Only number one gets money, only number one gets to sit on the throne as an incumbent agent. Everybody else is a loser. Sales is war. And it's no different when it comes to insurance sales.” - Charles Specht  “The whole strategy of selling insurance and quoting business, the way the industry is set up, you're expected to lose if you are an agent who is just competing, based upon how everything has always been done.” - Charles Specht  “If you want to dominate 2023, you really have to get after it here in 2022. And by getting after, I mean, we start putting together a plan of attack for 2023. This is important because I know that those who have it tend to be successful, and those who don't are not successful.” - Charles Specht  Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: The Domino Effect to Winning: Training and Team Building with Brett Young

Talent acquisition is a game-changer for your company. But adding solid team members can be useless without proper training on your process, your ideology, or your sales model. Brett Young, CEO of Erb and Young, joins the show to talk through talent acquisition via networking, establishing culture within your team, and training new producers to adapt to your firm's target market. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Erb and Young: https://www.erbandyounginsurance.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Brett Young: https://www.linkedin.com/in/brettins/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Unfiltered Insights: Behind The Scenes

In this episode of Agency Intelligence podcast, host Jason Cass discusses the impacts of generational shifts and technological advancements on the insurance industry. Key Topics: Reflection on podcast history and listener loyalty since 2013 The impact of personal life events on professional paths Discussion on generational differences in career expectations and values Insights into agency growth and personal anecdotes from industry colleagues Introduction of the new podcast series, "The Front Cover" Overview of upcoming industry events and the importance of specific tech for independent agents Personal updates and future plans in both professional and personal realms Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by: PodSquad.fm

Agency Freedom: E148: Ryan Englund On Freedom Jumping With Family

In this episode, James talks with Ryan Englund, Founder of Englund Insurance Group. To learn more about Englund Insurance, visit https://www.englundins.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Ryan Englund's early career and the pivotal decision to enter the insurance industry The evolution of Ryan's career from captive to independent agent Challenges and triumphs of transitioning in the insurance industry The impact of technology and personal relationships on business growth Ryan's advice for insurance professionals considering a similar transition The importance of family support and team collaboration in achieving business success Ryan's vision for the future of his agency and the insurance industry

GPP: Adapt Your Agency to a New Generation of Commercial Clients With Mick Hunt

There has been a shift in business owners. Generationally, today's owners are different: expectations, buying habits, communication preferences, pace of production, and plenty more. Mick Hunt, CEO at Premier Strategy Box, joins the show today and challenges you as an insurance agency to put yourself in the shoes of your audience. How do you need to shift your firm today to better fit with the modern buyer? How can you ask the right questions to understand that audience? Hear how Mick and his team have created the playbook around building these relationships. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Premier Strategy Box: https://www.mystrategybox.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Mick Hunt: https://www.linkedin.com/in/mickhunt/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: Episode 61: S-Corp vs. LLC: Which Is Best for My Company?

In this episode of the Stuff About Money podcast, Xavier Angel, a Certified Financial Planner (CFP®), Chartered Financial Consultant (ChFC), and Certified in Long-Term Care (CLTC), sits down with CPA Keith Raymond to discuss common questions from business owner clients about LLCs and S-Corporations. Keith Raymond simplifies the key differences and misconceptions about LLCs and S-Corporations, providing valuable insights into how business owners should navigate tax considerations. Whether you're a seasoned entrepreneur or just starting out, understanding the tax implications of being taxed as an LLC versus an S-Corp is essential. With the complexities of tax codes, having a knowledgeable CPA like Keith Raymond as a guide is invaluable for business owners. Tune in to this episode to gain clarity on LLCs, S-Corporations, and make informed decisions for your business's financial future. Episode Highlights: Keith discusses his career beginning in accounting with Ernst and Young in New Orleans, facing early challenges due to Hurricane Katrina. (1:53) Keith explains the distinction between an S Corp (tax status) and an LLC (legal structure), highlighting misconceptions about tax implications. (7:57) Keith emphasizes the protective benefits of an LLC, which safeguards an owner's personal assets from business liabilities, such as lawsuits or bankruptcy. (15:25) Keith discusses S Corp benefits, including tax savings on earnings above a reasonable salary with certain limitations. (18:19) Keith shares the key differences in business structures: sole proprietorship for simplicity, partnerships for flexible profit allocation, and S Corps for equal distribution among owners. (22:21) Keith discusses the importance of considering both direct and indirect expenses when operating or planning to start a business. (28:04) Keith mentions that it is important to understand deductible expenses, including recent changes to meals and entertainment rules, and encourages consulting professionals to ensure correct tax deductions. (29:47) Key Quotes: “The whole purpose of the LLC, the Limited Liability Company, is to protect the assets that are in the business, to the business.” - Keith Raymond, CPA “The benefits of an S corp, for the most part, comes down to a popular strategy that is used where earnings within an S Corp are generally not subject to self-employment taxes.” - Keith Raymond, CPA Just make sure you're capturing all of your business activity. Because, if you miss some expenses, that's tax dollars, that could be in your pocket that you're ultimately could be paying into government, that you just don't want to miss out on.” - Keith Raymond, CPA Resources Mentioned: Keith Raymond, CPA Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Agency Freedom: E147: Nathan Hirsch On Finding Balance

In this episode, James talks with Nathan Hirsch, Co-Founder of TrioSEO. To learn more about TrioSEO, visit https://trioseo.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: What drove Nathan to become an entrepreneur and his early efforts in dropshipping on Amazon Startup and sale of FreeUp, a freelancing platform, and virtual assistant recruiting and management lessons Virtual assistants in Nathan's firms, stressing Filipino workers' quality and influence Starting Outsource School to educate entrepreneurs their hiring methodology Launching new businesses after FreeUp sale, like TrioSEO and an e-commerce accounting service

Millionaire Insurance Producer: The BOR Process Clearly Defined

Would you like to win more signed Broker of Letters from your prospects but you're not exactly sure how the process works? Would you appreciate it if someone gave you a step-by-step, repeatable process that would help you win more signatures? Well, then it's a good thing you're listening to today's episode because host Charles Specht is going to breakdown ten (10) steps to winning more signed Broker of Record Letters from your prospects. PS: And, in this episode Charles tells you exactly how to get your hands on a copy of a 12-Month Timeline of Services you can use for your prospects. Key Topics: The importance of planning before securing Broker of Record letters Overview of the Broker of Record letter process Strategies for defining your ideal client Choosing the most profitable micro-niche Creating a 12-month timeline of services Branding and scripting for your micro-niche Implementing a three-prong approach to prospecting The critical step of directly asking for the Broker of Record Reach out to  Charles Specht Visit: Permission Network Powered by PodSquad.fm

GPP: Building the Right COI Relationships With Ryan Brott

Let's talk all things COIs. What kind of relationships are building with your centers of influence? Do have three or four COIs giving you multiple leads each month? Or are you spreading yourself too thin, trying to work with dozens of industry-adjacent professionals to little or no avail? Ryan and Elliot talk through what makes for an effective COI, and how to build your relationship to the point that it's mutually beneficial. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Throwback: Showing Up Courageously and Making a Difference With Rebecca Adelman

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Rebecca Adelman, a lawyer for insurance companies defending insureds in lawsuits to talk about the legal and insurance industries and how she had made her home in that space. They also talk about how to step over challenges and show up authentically by embracing the courage to make a difference in our world. Episode Highlights: Rebecca talks about her past and how she got to where she is in her work now. (2:01) Rebecca notes that she has dealt with a wide range of coverage kinds and finds it to be an interesting aspect of her job. (9:39) Rebecca explains that over the years, insurance companies have been able to adapt to what the consumers' needs are. (15:21) Rebecca discusses her story and how she overcame the odds in the insurance and law fields, which have traditionally been controlled by men. (18:23) Rebecca explains that she tells her story to inspire people, especially women, to pursue the path that they want in their careers. (23:03) Rebecca shares that there is no work-life and no life outside of work, but only your life that you have to live out. (28:00) Rebecca discusses how empowerment for her is the byproduct of this idea of showing up authentically and showing up with courage. (34:50) Rebecca explains that thresholds are at the beginning and end, depending on how you courageously see it. (43:47) Rebecca shares that part of courageous living is showing presence in our professional lives, particularly in this world of insurance. (48:30) Rebecca says that, despite the industry's natural progress, she believes there is still a long way to go. (53:14) Rebecca shares that a way to authentically show up is to ask yourself if you have done five things that made you happy. (55:54) Key Quotes: "10 years ago, well, most of the interfacing I would do and the networks on my insurance side were men. Now 10 years down the road 90% of the work that I do is for women." - Rebecca Adelman "There's nothing like your work life and your life outside of work. There's just your life. It's just your life. There's no work-life, this life is just your life, go and live your life." - Rebecca Adelman "Dismantling the idea that there's any, that there's even a possibility to find a balance, like, it's not really about balance, it's how you deal with being inbalance." - Rebecca Adelman Resources Mentioned: Rebecca Adelman LinkedIn Adelman Law Firm Contact Teresa Kitchens Sterling Insurance Group

The MVP Podcast: Talkin' Tech with Danny Lawrence | Part 2 To Add More Tech or Focus on a Foundational Infrastructure?

In this episode of "Talkin' Tech" on the MVP Podcast guest Co-Host Danny Lawrence sits down with Host, Mitch Gibson. They discuss Mitch's journey some more then lead into how you should manage your technology at the agency. Episode Highlights: The journey of becoming a CTO/CIO in an agency setting Evaluating and optimizing technology use within agencies The importance of vendor education and support Effective onboarding and training strategies for new technologies The role of leadership in tech integration and team management Strategies for efficient internal process management and technology utilization Future planning for technology implementation and agency growth   Connect with: Danny Lawrence LinkedIn Mitch Gibson LinkedIn Produced by PodSquad.fm

Rough Notes Front Cover, April 2024: Elisha Cavanaugh, Sound Pacific Insurance

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Elisha Cavanaugh, President of Sound Pacific Insurance, the agency featured on the April 2024 front cover of Rough Notes Magazine.  Key Topics: Elisha Cavanaugh's journey from part-time agency work to owning her agency The importance of building strong relationships with carriers The challenges and opportunities facing women in the insurance industry The value of agency councils and networking for independent agents The importance of giving back to the community Elisha Cavanaugh's advice for other agency owners and those looking to start their own agencies The future of the independent agency system Reach out to: Elisha Cavanaugh Jason Cass Visit Website: Sound Pacific Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowen Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. One80 Intermediaries: This podcast is sponsored by One80 Intermediaries, a specialty insurance broker offering market-leading access to insurance markets across the globe. For wholesale brokerage, in-house binding authority, online quotes, affinity programs and more visit www.one80.com Produced by: PodSquad.fm

Agency Freedom: E146: Brett Young On Culture Building In The Sunshine State

In this episode, James talks with Brett Young, CEO of Erb and Young. To learn more about Erb and Young, visit https://www.erbandyounginsurance.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: The impact of mentorship and network marketing on career trajectory Creating a voluntary army through positive culture and team building The shift from network marketing to the insurance business The importance of personal development in business success Leveraging technology and community for growth in the insurance industry Strategies for building a successful insurance agency in challenging markets

GPP: Disciplined Prospecting in Your Niche With Kody Houk of Premier Strategy Box

Throughout his career, Kody Houk, Senior Advisor at Premier Strategy Box, has grown as an agent in a captive environment, launched and grown is own independent agency, and now spends his time consulting insurance agents and risk advisors around the country. Kody covers how to improve your overall sales effectiveness by being disciplined, having a servant heart, and getting truly focused on your niche. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Premier Strategy Box: https://www.mystrategybox.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Kody Houk: https://www.linkedin.com/in/kodyhouk This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Growing a Career In Insurance Authentically With Treell Gorden

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Treell Gorden, Partner at Premier Insurance Advisers. Treell and Teresa talked about how to be authentically you in this industry. Key Topics: Overcoming scammy experiences and finding legitimate opportunities Treell Gorden’s transition from a receptionist to agency owner The importance of authenticity in professional growth Managing work-life balance, especially when working from home The shift from captive to independent agency work Strategies for building long-lasting client relationships Connect with: Treell Gorden Teresa Kitchens Visit Websites: Premier Insurance Advisers Sterling Insurance Group Produced by Podsquad.fm

Stuff About Money: Episode 60: Understanding the Dow Jones, S&P 500, and Nasdaq Composite

"I was excited when I finally understood what the radio announcer was talking about this morning on my commute! All of those financial terms made perfect sense to me" 🙂 In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA and Xavier Angel, CFP®, ChFC, CLTC, share the story that led to that comment from one of their clients. They break down the three most popular indices for measuring stock market performance: the Dow Jones Industrial Average, the S&P 500, and the Nasdaq Composite.  You will learn how they are similar, how they are different, and generally what the indices track and tell us about the stock market. Episode Highlights: Erik emphasizes the necessity of separating emotions from financial decisions, and its impact on financial success. (3:34) Erik explains discusses the Dow Jones, S&P 500, and NASDAQ. (6:51) Erik mentions the Dow Jones consists of 30 big U.S. companies, with the lineup sometimes changing, such as Amazon recently taking Walgreens' spot. (11:03) Erik shares that the S&P 500, a broader index than the Dow Jones, reflects the stock market's general direction by including a wide range of large companies. (12:44) Erik explains that the NASDAQ Composite is known for its volatility, primarily includes technology and growth-oriented startups, contrasting with the stable, dividend-yielding companies of the Dow Jones. (15:15) Erik shares that the S&P 500, covering 80% of the market capitalization of U.S. publicly traded companies, offers a comprehensive view of the stock market. (20:02) Key Quotes: “There's something called a stock market index. An index is a collection of stocks that we use as a proxy or something to gauge what the stock markets are doing.” - Erik Garcia  “There's a Russell 3000, there's a Dow Jones Industrial Transportation Index, there's an index that tracks semiconductors, if you can think of a possible index or something that you want to track, there's an index that exists.” - Erik Garcia Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Just Shut Up and Prospect!

You don't need more 'time' on your calendar in order to be more successful. What you need is better 'usage' of your time. In others, stop doing whatever is keeping you from getting the results you ultimately want to achieve. To summarize it even more .... JUST SHUT UP AND START PROSPECTING!  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down the prospecting numbers (both weekly and annually) for you to demonstrate what is needed in order to start having the financial success you want for yourself. Episode Highlights: Charles shares why you need to stop doing whatever else you are doing and start focusing on prospecting, or in other words, shut up and prospect. (1:53) Charles discusses why prospecting is the most important thing you can do as an insurance agent. (6:35) Charles mentions that prospecting can take many forms; you may be able to prospect current clients by gathering references and having them make phone calls or send emails on your behalf. (9:19) Charles explains why producers should generally spend 30 minutes to an hour every day on LinkedIn. (16:05) Charles mentions that prospecting is a numbers game and we work the numbers to get what we want while selling is a relationship game. (22:21) Charles shares that while you're branding yourself, you'll be able to advertise yourself as the go-to expert in that industry. (24:57) Charles explains that producers have been hired to prospect, make appointments, and convert those prospects into customers, with everything else being secondary. (29:05) Key Quotes: “Prospecting is your number one focus as a producer. If you are not focused on prospecting, something is wrong.” - Charles Specht “Prospecting is a numbers game; Selling insurance is a relationship game.” - Charles Specht “Make your money. Build your book. Become a millionaire insurance producer. There's no reason why you can't do it.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E145: Taylor Garcia On Playing With The Beat

In this episode, James talks with Taylor Garcia, President of Jackson & Jackson Insurance. To learn more about Jackson & Jackson Insurance, visit https://jjinsurance.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom  Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Taylor Garcia's unique transition from musician to insurance professional The importance of content creation and personal branding in the insurance industry Navigating generational shifts within a family-owned insurance agency Strategies for maintaining the legacy of a longstanding agency while injecting new, innovative ideas The role of authenticity and personal interests in connecting with clients and building lasting relationships Leveraging creative skills to offer additional value to clients and the community Adapting to changes within the industry and embracing new opportunities for growth

Millionaire Insurance Producer: Throwback: What Size Agency is Best for Building a $1,000,000 or More Book of Business

There are one-owner shops, small agencies, medium-sized agencies, large alphabet houses, and everything else in between. The question is: Which one can you make more money at as a producer?  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht walks you through the pros and cons of each, tells you which type/size agency he would work at today if he was planning to pick one to work at, and an option for you if you're considering making a switch. Episode Highlights: Charles mentions that he learned more at a large agency than at any other agency he has worked for. (4:41) Charles explains why, after learning so much at a bigger agency, he would never work for one again. (6:48) Charles discusses that, after 20 years of business, he already knows what to do if he is approached by an agency for consultation or assistance with their operations. (7:34) Charles mentions that all of the producers he knows that have to have some form of servicing role for whatever they do in their everyday operations have smaller books of business. (10:42) Charles explains that if you're the owner of the agency, having a one-man shop is fine as long as you're writing some business. (12:06) Charles believes that a tiered system that rewards constant activity, building a book of business, and bringing on more new clients throughout the year would make a lot more sense for an agency. (14:26) Charles explains that if your agency is unwilling to give you the opportunity to own a stake in the business, it may be in your best interest to look into other options because there are other options. (17:06) Charles believes that you don't have to make a habit or build a large book of business to be fairly wealthy as an agent in the United States of America. (20:01) Charles believes that if you are looking for a new agency, you should go to one that puts money into training, sales, and other similar things. (23:30) Charles mentions that if you're considering changing agencies, reach out to him and he'll try to give you some advice on what to do or look for. (28:19) Key Quotes: “I've been in the business now for over 20 years, I understand a lot of these different things, I would know what to do tomorrow if I went to work with an agency, if an agency brought me on, for some consulting, consulting, to help them with operations, and their producers and so forth.” - Charles Specht “There are other options out there, there is no shortage of opportunities out there in regards to the agencies that you might be a really good fit for. So, if you don't feel like your agency is a long-term play for you, then maybe make a switch.” - Charles Specht “If you're thinking about switching the agency where you're at, you know what, reach out to me. And I'll try to give you some advice maybe on what to do or what to look for, I might even be able to give you a referral in a few different agencies if you're willing to work remotely.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: What Randall Stutman Has Learned From Coaching Some of the World’s Most Influential Leaders

From coaching Fortune 500 CEOs, Ryder Cup teams, four-star generals, more than 400 CEOs and even a President of the United States, Randall Stutman, PhD, has learned some of the commonalities and differences among some of the greatest leaders in the world.  Randall joins us today to talk about how he's grown his company, Admired Leadership, while staying "kind of a ghost" and thriving on relationships. From a risk management sales perspective, Randall dives into the conversations we have, how they lead to effective relationships, and the behaviors all great leaders have in common. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Admired Leadership: https://admiredleadership.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Admired Leadership: https://www.linkedin.com/company/admired-leadership This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Stepping Out of Our Comfort Zones But Achieving Awesome Growth With Agency Point

In this episode of Power Women In Insurance, to close out our financial series, we talk to Chris Paradiso, Carey Wallace, and Aaron Stocks with Agency Point. Agency Point is a full-service financial service for agency owners for commissions reconciliation, bookkeeping, and other important services that help your agency run like a well-oiled machine. Key Topics: The significance of understanding and managing financials in the insurance industry The journey of agency owners from initial struggles to achieving financial clarity Insights into the importance of commission reconciliation and its impact on agency operations Strategies for agency owners to overcome common financial hurdles The role of external financial services in enhancing agency financial health Real-life examples of how accurate financial management can lead to agency growth and stability The importance of preparing agencies for future transitions, including acquisitions and perpetuation planning Connect with: Chris Paradiso Carey Wallace Aaron Stocks Teresa Kitchens Visit Websites: Agency Point Paradiso Insurance AgencyFocus PFS Global Sterling Insurance Group Powered by Podsquad.fm

Jason And Travis, Two Insurance Hacks

In this throwback special episode of Agency Intelligence podcast, Jason Cass and Travis Etheridge are guests at the Insurance Hacks webinar where they chat with Brad Ruben, of Archway Computer, about how Virtual Employees (VE's) are changing the game when it comes to handling unlicensed tasks in your agency. Episode Highlights: Brad shares his background, what Archway Computer does for independent insurance companies, and the Insurance Hacks webinar's goal. (1:11) Jason Cass and Travis Etheridge discuss how they got into the insurance industry. (5:40) Jason explains why they decided to form a Virtual Employee (VE) firm and how they plan to influence the independent agent's thinking in the future. (8:00) Jason explains why he is prepared to pay more and treat his company’s VE’s better. (10:32) Jason and Travis talk about how fantastic their company's VE relationship and culture are. (14:05) Jason discusses what made him realize that he didn’t need licensed employees doing unlicensed tasks. (19:38) Jason mentions that InsurTechs aided the insurance industry in sales, prospecting, and CRMs. However, Indietech 2.0 will assist insurance professionals from the time the policy is sold until they cross sell. (22:29) Jason explains that their VE's know how to read a contract, how to look at it, and how to prepare it for the Senior Account Manager to review. (24:41) Jason explains that Indietech 2023 will be different, with a trade show, four stages on each side, and demos every 30 minutes. (28:21) Jason explains why they don't have onshore virtual or multilingual employees. (29:57) Jason and Travis explain why agents who want to be treated as professionals should begin acting as such. (30:56) Jason describes the Virtual Intelligence training procedure with its employees to ensure they can manage the tasks efficiently when placed in an agency. (37:56) Key Quotes: “If we can educate the independent agent on the questions they should ask, they're going to start making better decisions. And these people who are taking advantage of independent agents are going to be put out of business and that's a good thing.” - Jason Cass “If you need help in your office, stop thinking of licensed people. Get your people together and say, what are 25% of the jobs that you do every day that you hate doing and you don't need to be licensed to do? Then write them down. And you now know what you need a VE to do. And now your staff is freed up and you're actually paying half the cost to get the person who's going to do a better job.” - Jason Cass  Resources Mentioned: Brad Ruben LinkedIn MyArchway  Travis Etheridge LinkedIn Reach out to Jason Cass Agency Intelligence

Agency Freedom: E144: Ben Criss On Winning The Hard Reset

In this episode, James talks with Ben Criss, Owner of Strong Insurance. To learn more about Strong Insurance, visit https://www.stronginsuranceinc.com/. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Introduction of Ben Criss and the backstory of his family-owned insurance agency Challenges and strategies in transitioning to commercial insurance Importance of knowing your numbers and financial literacy in executing a business pivot The role of market access and rebranding in aligning with new business objectives Insights on building a supportive team and fostering a shared vision for the future The significance of specializing and finding your niche in the insurance industry

Millionaire Insurance Producer: Throwback: How to Achieve the Millionaire Producer Mindset

A weak mindset is often what most of your competitors possess. But what about you? Do you have a robust and competitive mindset when it comes to sales? Are you afraid to ask for the signed Broker of Record Letter? Are you nervous about telling the insured what you require from them in order to move forward?  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the seven things insurance producers need to have in order to possess a Millionaire Producer Mindset. Episode Highlights: Charles shares that he is developing his own producer school that will be launching very soon, which will go from A to Z on the entire sales process. (2:07) Charles explains that the first thing to having a Millionaire Producer Mindset is to understand that sales are both a sprint and a marathon. (3:58) Charles shares that prospecting is your primary daily function, and there really isn't a way in which to set appointments without prospecting. (8:27) Charles explains that insurance agents should consider themselves both advisors and producers. (10:31) Charles reminds us that agents need to remember that prospects want three things, to save money, save time, and have peace of mind. (12:18) Charles shares that, as an agent, competitive dethronement is the business you are in. (16:18) Charles explains that, as an agent, offering quotes to non-clients is a waste of time and not a very nice strategy. (17:47) Charles explains that the last thing on the list to having a Millionaire Producer Mindset is to ask for a sale. (21:09) Charles shares that everything is a sale, and to be human is to sell. (23:35) Charles wraps up the episode by reminding listeners of the seven things to know in order to have a Millionaire Producer Mindset. (26:43) Key Quotes: "What you do for your prospects is serve happiness and collect signatures. Let me say it again, serve happiness and collect signatures. Did you hear me because I need to say it again, you need to serve happiness and collect signatures. That's what you are doing." - Charles Specht "Always be closing. I just think there's truth to it. The truth of the matter is that yeah, you always need to be closing. Everything is a close. To be human is to sell. Everything is a strategy." - Charles Specht "We need to ask for the business, we need to hold people's hand and take them down the path we want them to go. If you don't have that kind of a mindset. I would venture to guess that you're not very successful in sales." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Stuff About Money: Champion People With Jeff Roy

Whoa! Mind blown. Rescuing donkeys from the side of the road, funding hospitals, training hockey players, and so much more. Jeff and Una Roy live by the mantra, “Give with no expectation of anything in return”. They are catalysts for change in their community.   Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Jeff Roy LinkedIn Excalibur Insurance Group Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

GPP: Most Important Metrics for a Healthy Insurance Agency With Carey Wallace

How do you evaluate the health of your agency? Carey Wallace, Founder of AgencyFocus and noted speaker, joins us to talk about how to maximize your business – from selecting your carriers to honing in your book of business, evaluating your producers, diversifying your revenue and more. Learn what makes a healthy insurance agency from important metrics to stable growth. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com AgencyFocus: https://agency-focus.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Carey Wallace: https://www.linkedin.com/in/carey-wallace-393a8620 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: The Agency Profit Playbook: Aligning Finances with Future Goals

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Colby Allen, Consultant and Financial Analyst at AgencyFocus. Teresa and Colby discuss what is profit and how to use it to get you where you want to go in your business.  Key Topics: The role and impact of financial consulting for independent insurance agencies Understanding and defining profit for your agency The importance of aligning personal values with business financial decisions Strategies for budgeting and financial planning to achieve your goals Differentiating between core and non-core income for a more accurate financial picture The significance of intentional decision-making in business growth and sustainability Personal reflections on the emotional aspects of discussing and managing business finances Connect with: Colby Allen Teresa Kitchens Visit Websites: AgencyFocus Sterling Insurance Group

Stuff About Money: Paying for College With Christen Arafeh

College is CRAZY expensive. As a parent, where do you start planning for your child’s Higher Ed? There is so much competing for your money and with many colleges not offering merit-based financial aid, the prospect of paying for college is daunting, to say the least.  It seems inevitable that our kids will be buried in college loan debt forever.  In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA™, has a conversation with Christen Arafeh of Crescent City College Consulting. Christen is a speaker, college admissions advisor, and scholarship strategist, and she shares her story of winning $900,000 total in scholarship money to pay for her own college. Today, Christen helps families navigate the college admission maze, and best of all she helps students find scholarships that they may qualify for. Episode Highlights: Christen shares her journey of starting scholarship applications as a high school freshman and eventually securing over $900,000 in scholarships. (2:39) Christen discusses the misconception that scholarships should only be sought after choosing a college and a major. (7:47) Christen recommends searching for scholarships based on specific criteria relevant to the student, such as grade level, career interest, personal characteristics, and unique backgrounds, to find more applicable opportunities. (13:29) Christen emphasizes the essential components of a scholarship application, including transcripts, resumes, letters of recommendation, and essays. (20:27) Christen discusses the need for open conversations about college affordability between parents and students. (30:33) Christen discusses services offered by Crescent City College Consulting from one-time consultations to ongoing support in creating college lists, application reviews, essay brainstorming, and scholarship searches. (36:15) Key Quotes: “I feel like when you surround yourself with people who are making good decisions, making good financial decisions, and you see their direction, like the successful decisions that people are making, to surround yourself with more people who are making great choices, rather than the people who may not be making those same great financial moves.” - Christen Arafeh “I have a workbook that I've published, that it's my college-ready roadmap that we go through, it's kind of a timeline and the steps that you need, creating a college list, planning, school tours, all of the things.” - Christen Arafeh Resources Mentioned: Christen Arafeh LinkedIn Crescent City College Consulting Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

An Abundant Tech Conversation With Garrett Droege

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Garrett Droege, Director of Innovation at IMA Financial Group. Garrett discusses the future of tech in the insurance industry and beyond and how to learn from your competitors. Episode Highlights: Garrett mentions that they have worthy rivals in their company with whom they share information and learn and that anyone can learn if their ears are open. (5:41)  Garrett shares his background story and how he got to where he is today in the insurance industry. (6:58) Garrett mentions that he used to run a global broker network called Tech Usher, which specializes in technology-related insurance. (8:26) Garrett mentions that everything he learned in the insurance industry was from other people and probably some of the competitors or people he thought were better than him in some way. (10:38)  Garrett explains how he and Ryan Hanley had the same idea on how Twitter is going to be the future of business. (15:33) Garrett mentioned how Bezos and Elon are different kinds of geniuses. (20:59) Garret discusses his theory that man will never reach a point when all cars on the road are smart enough to have a truly autonomous experience on highways. (23:28) Garrett explains the difference between when the internet and online chat room first came out. (29:18) Garrett mentions that you shouldn't be afraid to share your best stuff with people as you might learn a thing or two. (31:52) Key Quotes: "We have worthy rivals in this industry. We share information with them, they share information with us. You can learn things from anybody if your ears are open. You can't learn anything if you think you do everything well." - Garrett Droege "Once we perfect the technology, there's more competition." - Garrett Droege "Don't be afraid to share your best stuff with other people. You might learn a thing or two." - Garrett Droege Resources Mentioned: Garrett Droege LinkedIn IMA Financial Group, Inc. Reach out to Jason Cass Agency Intelligence

Agency Freedom: E143: Kody Houk On Being Both A Player And Coach

In this episode, James talks with Kody Houk, Senior Sales Advisor at Premier Strategy Box/PADI. To learn more aboutPremier Strategy Box/PADI, visit: https://www.mystrategybox.com/premier-institute. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: The impact of specialization in the insurance industry Ethical considerations and honesty in policy representation The significance of continuous learning for insurance agents The role of comprehensive training and resources for professional development Building a community for collaboration and knowledge sharing The importance of underwriter relationships Strategies for handling a hard market in insurance

Stuff About Money: Leave the World Better Than How You Found It With Vonda Copeland

Entering into the personal pain of others is no easy feat. Hear how Vonda found personal healing through her involvement with crime stoppers and foster summer camp.  Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Vonda Copeland LinkedIn Copeland Insurance Agency Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Millionaire Insurance Producer: How to Become the "Jerry Maguire" of the Insurance Industry

If you can do this one thing, you'll not only win more signed Broker of Record Letters but you'll save yourself a ton of time, headaches, stress, and you'll make a lot more money too. What is it? Here it is: "Show me the money, Jerry!" See, you need to become an insurance agent who is more like Jerry Maguire the sports agent, rather than "Joe Quotes" who offers quotes to non-clients. What I mean is professional sports agents don't offer quotes and quote against other sports agents, and neither should you.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain the how and why being Jerry Maguire is a better choice for you, and then three (3) steps to make it happen. Key Topics: The importance of how you're perceived by prospects Why the traditional quoting process is flawed Adopting the Jerry Maguire approach in insurance sales Key strategies to differentiate yourself in the market How to effectively communicate value to your prospects The benefits of a mindset shift from quoting to consulting Building a client-focused strategy for superior outcomes Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc. Produced by Podsquad.fm

Power Women In Insurance: Knowing Your Numbers: Balance Sheets and Business Ownership

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Colby Allen, Consultant and Financial Analyst at AgencyFocus. Colby shares his deep knowledge of financial statements like profit & loss and balance sheets, and they discuss how important it is to understand money matters for running a business, and why knowing your financial numbers is key for making smart choices in business and life. Key Topics: The role of financial statements in business ownership Navigating the complexities of P&L statements and balance sheets The significance of knowing your numbers for strategic decision-making Strategies for effective financial planning and risk management The impact of financial literacy on personal and business growth Understanding the value of your agency and preparing for future transitions The importance of professional guidance in financial management Connect with: Colby Allen Teresa Kitchens Visit Websites: AgencyFocus Sterling Insurance Group Produced by Podsquad.fm

The MVP Podcast: Talkin' Tech with Danny Lawrence | Add More Tech or Focus on a Foundational Infrastructure?

In this episode of "Talkin' Tech" on the MVP Podcast guest Co-Host Danny Lawrence sits down with Host, Mitch Gibson. Mitch discusses his new opportunity and what he has learned so far.... Maybe instead of adding more tech, take a look what you have now and learn all that it can do and then build internal processes for how/when to use the tool. Episode Highlights: The importance of technology in the insurance industry Insights from conversations with industry professionals The transition to a technology-focused approach in insurance The role of a Chief Technology Officer in an insurance agency Strategies for evaluating and streamlining agency technology The impact of technology on agency operations and employee efficiency Upcoming initiatives and events in insurance technology   Connect with: Danny Lawrence LinkedIn Mitch Gibson LinkedIn Visit: The Insurance Alliance Produced by Podsquad.fm

Coming To America: I Felt The Wind I Was Breathing Was Not Mine

In this throwback episode of the Agents Influence podcast, host Jason Cass and Erik Garcia, CFP®, sit down with Felix Garcia and Ebens Jean to discuss their journeys to America, their careers in the insurance industry, and the life lessons they have learned along the way. Episode Highlights: Erik shares what inspired him to interview Felix Garcia and Ebens Jean, both of whom immigrated to America, not speaking the language, and ended up in the insurance industry. (1:47) Ebens shares his experience of immigrating to America from Haiti and the challenges of not speaking the language and adjusting to a new culture and climate. (5:04) Felix shares about his childhood in Cuba and his journey as a teenager from Cuba to Spain and ultimately to New Orleans, and the difficulties and discomfort of being a foreigner in a new country. (10:38) Felix and Ebens recall what it was like going to school as immigrants who spoke with an accent and did not know the language well. (17:51) Ebens shares the story of getting his first paycheck in America and how that felt. (22:48) Felix shares the trajectory of his career and what led him to the insurance business. (29:08) Felix explains that the desire to succeed is ingrained in immigrants. (39:08) Ebens shares why his company looks for and hires people with an entrepreneurial-driven mindset. (44:46) Ebens shares that he is currently reading "The Power of Broke" by Daymond John. (49:55) Felix reads an excerpt from the book he wrote, “Ingredients of Success”, about what success really means to him. (50:26) Key Quotes: "When I first arrived in the United States, I was afraid. The wind that I was breathing wasn’t mine, the language barrier, new people in a new country. I didn't feel right about walking in the street, because I just felt like I was a foreigner and I didn't believe belonged here. And those were my feelings at the very beginning." - Felix Garcia "If you're willing to put in that work, and the sky's the limit, especially in this industry, you could make as much as you want, but it depends on you." - Ebens Jean "Some people think that success is driving an expensive automobile, buying a big house, being successful in business. Success is more than that. Success to me, is the way you walk the path of life each day. It is the things you do and the things you say." - Felix Garcia Resources Mentioned: Ebens Jean LinkedIn Felix Garcia LinkedIn Erik Garcia LinkedIn American National Insurance One Way Insurance Group   Reach out to Jason Cass  Agency Intelligence

Rough Notes Front Cover, March 2024: Jim Schubert, Southern States Insurance

In the inaugural episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jim Schubert, President & CEO of Southern States Insurance, the agency featured on the March 2024 front cover of Rough Notes Magazine. Key Topics: Jim Schubert shares the significance of Southern States Insurance's feature on the front cover of Rough Notes Magazine The rarity and honor of being featured among thousands of agencies The strategic growth and planning behind the agency's success The importance of core values and developing a strong team culture Leveraging relationships and community engagement for agency growth The impact of mentorship and leadership in shaping the future of the agency Future growth plans and the emphasis on serving more clients effectively Connect with: Jim Schubert Jason Cass Visit Website: Southern States Insurance Rough Notes Magazine

Agency Freedom: E142: Peter Covill On Building Community

In this episode, James talks with Peter Covill, Owner of Humphrey, Covill & Coleman Insurance Agency. To learn more about Humphrey, Covill & Coleman Insurance Agency, visit https://www.hcandcinsurance.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Peter Covill's rich history in the insurance industry and the evolution of Humphrey, Covill & Coleman Insurance Agency The impact of leveraging social media groups to enhance agency growth and community engagement Strategies for building strong relationships with clients and stakeholders through personalized interactions and technology Insights into adapting and thriving in a rapidly changing insurance market The importance of automation, process improvement, and focusing on client experience to stay ahead Advice for current and aspiring agency owners on building a solid foundation and being proactive in a challenging market

Stuff About Money: Surprise and Delight With Erin Richardson

“Listen intently and respond creatively”. Listen to how Erin and Mike Richardson deepen relationships through intentional listening and then responding to other’s needs. Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Erin Richardson LinkedIn Richardson Insurance Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Power Women In Insurance: Making Hiring Make Sense For Your Agency-With Colby Allen of AgencyFocus

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Colby Allen, Consultant and Financial Analyst at AgencyFocus. Colby and Teresa talked about the mental and emotional journey of an agency owner to hire and to deliver solid compensation. We also talked from the producer conversation about what producers want and how both sides can create a great working relationship. Key Topics: The transition from individual success to agency growth and the role of agency focus Insights into the valuation and financial organization for agency growth The challenges and strategies of transitioning from a salesperson to an agency owner The critical role of hiring, onboarding, and managing talent in agency expansion The concept of equity and ownership in the producer-agency owner relationship Strategies for planning, implementing, and managing growth objectives Connect with: Colby Allen Teresa Kitchens Visit Websites: AgencyFocus Sterling Insurance Group

Stuff About Money: Basics of Estate Planning for Everyone with Ryan McBride

In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA and Xavier Angel, CFP®, ChFC, CLTC, are joined by Attorney at Law Ryan McBride to discuss the basics of estate planning. They discuss what estate planning is, the importance of beneficiary designations on life insurance and retirement accounts, and finally one of the core tools used in estate planning, a will. Episode Highlights: Ryan shares his non-linear journey to becoming an attorney, starting from pre-med to obtaining a finance degree, then exploring business ventures before eventually specializing in estate planning and probate law. (5:37) Ryan discusses the importance of professional estate planning to cover wills, asset distribution, and powers of attorney for both health and financial matters. (13:21) Ryan emphasizes the need for coordination between financial advisors and estate planning attorneys to ensure comprehensive estate planning, focusing on asset distribution, guardianship for minors, and the best interests of the child. (21:38) Ryan explains the critical role of choosing an executor for estate management, mentioning the benefits of an independent executorship for streamlining the process and reducing costs. (24:13) Ryan emphasizes the need for primary and contingent beneficiaries for probate and non-probate assets to avoid unintentional distribution of retirement funds and life insurance proceeds. (29:08) Ryan explains the difference between community and separate assets and how inheritance and ownership decisions affect asset distribution to spouses, children, and siblings without a will. (36:33) Key Quotes: “Everyone should consider putting together an estate plan. Spouses should do it together, you know, because there are a lot of obviously, interconnected assets and concerns.” - Ryan McBride “It's important to have your financial advisor and your estate planning attorney working together, because it's really imperative that the attorney knows what's going on, from a financial standpoint, what your plans are in financial, and things to be able to properly prepare for your estate planning.” - Ryan McBride “I really encourage clients to make sure they have a first and then a contingent choice on their life insurance beneficiary, so that that's not something that happens because a lot of times that money may end up in the hands of folks that they don't want that money to get to.” - Ryan McBride Resources Mentioned: Ryan McBride LinkedIn McBride-Legal McBride-Finance Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Loss Run Pro Is Awesome And My Team Is A Daily User

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Brenden Corr, Senior Director of Business Development at Loss Run Pro. Brenden discusses how their simple and easy-to-use subscription software service helps insurance professionals. Brenden and Jason also discuss the software's influence on Jason's agency. Episode Highlights: Brenden shares that he is an iPhone user and the last application he downloaded is about the NFL playoffs. (3:00) Brenden explains that he loves to win more than he hates to lose because he is competitive. (6:16) Brenden shares that he believes that luck got him to his position but his skills got him to understand the responsibilities of his position. (7:22) Brenden talks about the history of Loss Run Pro, how it was built, and its success in the industry. (14:46) Brenden elaborates on how Loss Run Pro was able to get the help they needed to build the system from betas and focus groups. (17:05) Brenden explains that having the ability to get direct loss runs from the carriers is the next step and the next direction of growth for them. (20:45) Brenden shares that they are redoing workflows to incorporate Loss Run Pro on a larger scale. (22:20) Brenden shares that he is currently reading a book about moods and how it affects our leadership ability. (25:14) Key Quotes: "We spent all of 2020 in betas and focus groups, but our focus groups and betas were with Graham Heffernan, you know, Conner Strong, the Partners Group, like all like some big hitters in the industry. And they helped build out the interface." - Brenden Corr "Having the ability to get direct loss runs from these carriers. You know, that's the next step. That's kind of the next 12-month roadmap for Loss Run Pro." - Brenden Corr "We don't need to do anything special. The platform is fantastic. So as you said, it's an agency platform. It's built around getting loss runs for new business." - Brenden Corr Resources Mentioned: Brenden Corr LinkedIn Loss Run Pro Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: How to Write $250,000 in Commission in the Next 12 Months

Could you write $250k of new business commission in the next twelve months? I think you can ... And here's how! There are three main things you need to do in order to successfully write a quarter of a million dollars in commission this next year. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down the step-by-step process of how you can do this and how you can get every agent at your agency to do the same thing as well. Episode Highlights: Charles explains that the reason why he loves prospecting is that this activity results in having money in his pocket. (3:47) Charles elaborates on how he fell into writing for subcontractors and other types of accounts. (5:02) Charles explains why he decided that the first policy to write for an account was going to be $20,000 of commission or more because he was only writing for small accounts. (9:35) Charles shares that the thing that is stopping you from writing $250,000 of the new commission is the blockage that you have in your mindset. (11:47) Charles discusses how the size of the accounts that your agency goes after determines your path. (13:47) Charles shares that if you go after whatever classes of business you are most competitive in, you are going to be successful. (17:38) Charles explains why it is important to focus your time on carriers that are choosing to write certain classes of business to be competitive. (23:25) Charles mentions that the only thing that is stopping you from writing $250k of revenue is your mindset. (25:30) Charles explains how he helps people be able to achieve this goal, as he was able to do the same thing, in his 2nd year in business (29:37)  Key Quotes: "The thing is, is that all I want you to understand when we're talking about you writing $250,000, of new commission over the course of a full year is that the thing that is stopping you from doing that is the blockage that you have in your mindset, period." - Charles Specht  "If you have a process, a system in which you are prospecting the type of business that your carriers want to write and are most competitive, then you are going to be successful." - Charles Specht  "The main thing that is stopping you from writing to under 250 grand of revenue over the next 12 months, is a limited mindset that is doing something that you've always done because you've gotten the same result." - Charles Specht  Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E141: McKlane Bobbitt On Perspectives Of A Real Estate Investor

In this episode, James talks with McKlane Bobbitt, Owner of Lone Star Equity. To learn more about Lone Star Equity, visit http://www.txlonestarequity.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: The entrepreneurial journey of McKlane Bobbitt from medical device sales to becoming a professional real estate investor An in-depth look at wholesaling as a stepping stone in the real estate investment world The importance of insurance policies in closing real estate deals and how they influence investor decisions Strategies for navigating the current real estate market, with insights into flipping properties and timing investments The critical relationship between real estate investors and their vendor partners, highlighting the significance of customer service in the insurance industry Tips for insurance professionals on connecting with real estate investors, emphasizing the value of understanding the investor's business model and needs McKlane's personal approach to selecting investment opportunities, balancing business needs with market conditions

Stuff About Money: Serving Veterans With Rob Bowen

Rob is passionate about veterans. Hear how he meets their needs, from mental health to dressing nicely. Thank you for your service. Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Rob Bowen LinkedIn Patriotic Insurance Group Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Clearly Defining Your Ideal Client

If you have not yet CLEARLY DEFINED what your ideal client both is and is not then you're probably making only $0.50 on the $1 of what you could be earning. That's right. Not clearly defining your ideal client is costing you money -- a lot of money! You not only need to know what you will say "Yes!" to but also what you will say "No!" to in order to enjoy million-dollar success.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to define your ideal client, what types of things to say yes or no to, and why clearly defining your ideal client is the secret to being a successful Millionaire Insurance Producer. Key Topics: Risks of being a generalist insurance agent The concept and benefits of micro-niching Identifying the type of client you truly want The relationship between your ideal client and your lifestyle Strategies to determine and attract your ideal client The significance of saying no to certain clients or opportunities Practical steps to define and target your ideal client base Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc.

GPP: Grow Your Insurance Agency's Marketing Presence with Cameron Carlow

Where do you begin when marketing your insurance agency? With limited time, budgets and expertise, it can be hard to stand out among the competition. This week, Cameron Carlow, Chief Marketing Officer at Ellerbrock-Norris, joins the show to talk through the essentials for a growing agency, from brand awareness to lead generation and closing the sale. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Cameron Carlow: https://www.linkedin.com/in/ccarlow This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Leading Innovative Approaches in Insurance With Joyce Segall of Pattern Insurance

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Joyce Segall. Joyce is with Pattern Insurance and they are thinking outside the box in new ways to serve our community through insurance. Key Topics: Joyce Segall's unconventional path to the insurance industry The emergence of Pattern Insurance and its role in modernizing insurance offerings Exploring embedded insurance and its impact on consumer experiences The challenges and successes of implementing technology in insurance The significance of understanding customer journeys to provide tailored insurance solutions Future directions for Pattern Insurance and the industry's digital transformation The balance between technology and human interaction in enhancing customer service Connect with: Joyce Segall Teresa Kitchens Visit Websites: Pattern Insurance Sterling Insurance Group

Nyasha Gutsa: A Story Of Skill And Luck, A Story Like No Other

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Nyasha Gutsa, CEO at Billy. Jason and Nyasha discuss: Nyasha’s journey from Zimbabwe to the United States and how it all started with a penpal. Nyasha’s experience in private aviation as a pilot.  The inspiration behind Billy, the end-to-end insurance platform for construction. Nyasha’s thoughts on what’s ahead for Billy and for the industry as a whole. Key Quotes: "I think the analogy to that is, sometimes the things that, you know, seem laughable might be the biggest opportunities ever." - Nyasha Gutsa "I was really lucky that I came to this country to learn how to fly in, you know, the United States remains the cheapest place, in my opinion, to learn how to fly and many countries, you know, ship their pilots to learn how to fly here." - Nyasha Gutsa "That's what we're really trying to do, which is just remove those insurance headaches, so the contractors can just focus on what they do best, and make insurance work for them instead." - Nyasha Gutsa Resources Mentioned: Nyasha Gutsa LinkedIn Billy Book: When things fall apart Reach out to Jason Cass Agency Intelligence

Agency Freedom: E140: Keenan And Jessica On Farm And Freedom

In this episode, James talks with Jessica Holder, and Keenan Rice, Owners of Eclipse Insurance Agency. To learn more about Eclipse Insurance Agency visit https://www.eclipseinsure.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: The backstory of Jessica and Keenan's entry into the insurance industry The pivotal moments that led to their decision to start an independent agency Challenges faced during the transition from captive agents to independence The importance of niche specialization Strategies for navigating a hard market and maintaining client relationships The role of technology and processes in scaling an insurance agency Future growth plans and the potential for acquiring other agencies

Stuff About Money: Going Where Others Won’t With Mohamad Momin

Hear how at an early age, giving to others was instilled in Mohamad as a value. He’s driven to make a positive impact in the lives of others the way THEY need to be helped.   Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Mohamad Momin LinkedIn VA Simplified Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

GPP: Using a Marketing-First Mindset to Grow a Book of Business with Brett Young

Brett Young, CEO of Erb and Young, joins us for another crossover episode. This time, we're covering the baseline skills you need to develop ask you're growing your book of business. Where do you start? What is your focus – or, more importantly, what are you NOT going to do. From overcoming capacity issues to marketing yourself, we cover how we've taught risk advisors to grow and thrive. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Erb and Young: https://www.erbandyounginsurance.com LAUNCH: https://getlaunch.io Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Brett Young: https://www.linkedin.com/in/brettins This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Marriage, Family and Agency Ownership...OH MY!!

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Beth and Grayson Thompson. Beth and Grayson Thompson are an amazing couple building an agency that allows them to live life on their terms.  They talked about working with your spouse, overcoming challenges, working with team members, and capitalizing on the strengths of the two to make a great symbolic relationship between work and home. Key Topics: Beth and Grayson Thompson’s journey into the insurance industry The transition from captive to independent agency Balancing family life and business growth Importance of communication and setting shared goals The role of counseling in strengthening business and personal relationships Strategies for scheduling and managing time as a couple in business Advice for other couples in the insurance industry Connect with: Beth Thompson Grayson Thompson Teresa Kitchens Visit Websites: Mission Insurance Agency Sterling Insurance Group

Stuff About Money: Making Each Other Better

In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA and Xavier Angel, CFP®, ChFC, CLTC, take you on a trip down memory lane. They reminisce on how they first met (it has something to do with shoe shopping) and how Xavier ended up joining the Plan Wisely Wealth Advisors team. They share how they ended up developing their business model to deliver ongoing financial advice to clients. Erik shares his one-page monthly business plan. And finally, Xavier shares a little bit about his experience as a black advisor in a predominantly white industry. Episode Highlights: Xavier congratulates Erik for earning his Chartered Financial Consultant (ChFC) designation. (2:47) Erik and Xavier share a light-hearted memory of bonding over shoe shopping during a financial planning course, highlighting their start and strategic networking in the industry. (7:19) Erik reflects on the importance of reflection and considering one's actions, rather than moving too quickly and not fully absorbing the present moment. (10:44) Erik and Xavier discuss estate planning, beneficiary designations, and succession planning for business owners, with a focus on checking company-sponsored life insurance and retirement accounts. (14:12) Xavier shares the value of learning from others in different regions. (19:23) Erik emphasizes the importance of hiring professionals to help achieve personal and financial goals. (21:54) Xavier shares his experience of being the only minority in a conference room full of old white men. (26:54) Key Quotes: “When you start to live life, and walk day by day, with people of a different culture, you start to understand so much more about why things are the way they are, you start to understand why people are the way they are.” - Erik Garcia, CFP®, BFA “Go out there, listen to someone's story talk to one person that you normally wouldn't have spoken to. When you walk in that building, say hello. Because you never know what someone else is going through. You may just make their day. ” - Xavier Angel, CFP®, ChFC, CLTC Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

This Agency Is Everyone's Legacy

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Jonnie Anderson Owner, and Olivia Hein Owner and Producer of Legacy Insurance Partners. Olivia and Jonnie discuss how they were able to build a women-owned and operated agency that is passionate about helping its clients completely understand their insurance coverage and helping to protect them from the unexpected. Episode Highlights: Olivia shares that she is an iPhone user, and Jonnie is an android user, and both have recently downloaded the Hi-Hello and Stash applications. (3:28) Olivia explains that she has always loved to win, but it is okay to lose sometimes. (5:21) Jonnie shares that skill has been a bigger factor in her life, while Olivia shares that it is luck. (6:31) Jonnie and Olivia share their backgrounds and how they both started in the insurance industry. (7:32) Olivia and Jonnie explain that they are the total opposites of each other, but their differences are a big factor in their success. (14:12) Olivia shares that you need to admit to yourself what you are passionate about as well as the things that exhaust you. (17:13) Jonnie discusses how they do 95.5% more commercial personal lines to bring in the business. (23:35) Olivia shares how she was able to build her network, starting with a friend in the real estate industry. (25:03) Jonnie explains that they are very proud that they are a female-owned and operated agency. (29:40) Jonnie shares that as owners, they collaborate with their team, and they have an open-door policy in the company. (31:16) Jonnie and Olivia share that they are currently waiting for the audible book "Atomic Habits". (35:59) Key Quotes:  "I think you have to admit to yourself what you're passionate about, and what exhausts you because being 50-50, you never want to think, why don't I contribute that to our agency?" - Olivia Hein "I turned the no’s into yes’s by just by being really annoying and consistent, and at some point, they needed me to save the day, whether it's a Sunday night and just slowly build up my reputation, kind of one person at a time." - Olivia Hein "We're extremely proud that we are female-owned and operated. We never started our agency thinking, this is like a girl power agency, no boys allowed. But we haven't recruited a single person that's on our team...it’s just been word of mouth and it feels really good" - Jonnie Anderson Resources Mentioned: Jonnie Anderson LinkedIn Olivia Hein LinkedIn Legacy Insurance Partners Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: Your Clients are Meeting with Other Brokers (and what you should do about it)

Yes, indeed, your clients get solicited by other insurance agents all the time. During this policy renewal year, they are more likely to meet with those agents (your competitors!) to see if there are alternative options available to them to cut costs. Why? Because inflation, a lack of workers, and a hardening insurance market are forcing them to look at options in order to do nothing more than stay in business.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains the THREE things you can do to ensure your clients renew with you rather than one of your competitors. Episode Highlights: Charles shares that the reality is that clients have almost no plan to leave you and yet they still talk to other agents. (2:11) Charles explains that it is becoming difficult for insurance buyers and business owners to make a profit and stay in business. (4:41)  Charles elaborates on the industry's current situation and what people need to be careful of at this time. (7:31) Charles explains that clients do not normally tell their agents that they are talking to their competitors. (10:21) Charles explains how the challenge of maintaining clients can be turned into an asset in converting prospects into clients. (12:52) Charles discusses three reasons why clients speak with other agents and what triggers these situations. (16:54) Charles explains that clients meet other agents and competitors because of a lack of peace of mind. (21:34) Charles explains how to create a significant amount of peace of mind in the minds and consciences of your clients. (23:45) Charles explains that if you are able to provide clients with a renewal strategy and assurance, then they will most likely meet with you. (26:53) Key Quotes: "For the most part, most business owners or leaders in an organization do not tell their current providers of whatever the service or product is that they are getting quotes, and they are meeting with other vendors. " - Charles Specht "Your clients are going to be meeting with competitors, other agents, other brokers, they're going to be meeting with direct writers, captives, other independent agents, and so forth, because they don't have peace of mind with anything that's happening right now." - Charles Specht "We need to be able to create a significant amount of peace of mind in the minds and the consciences of our clients." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: My Mollin ─ Guiding Us Through Guidewire

What is guidewire and what makes it so popular? How can guidewire help the broker channel. The DIPP crew sit down with Amy Mollin, Head of Product Management at Guidewire to find out. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E139: Michael Wark On Outsourced Accounting

In this episode, James talks with Michael Wark, CEO of Trimline. To learn more about Trimline, visit https://trimline.co. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Transition from traditional employment to entrepreneurship The importance of understanding business numbers for successful management Challenges faced by founders and business owners at different stages of growth The concept of hiring a virtual or fractional CFO and its benefits Strategies for business owners to transition out of being the primary revenue driver Effective delegation and management techniques for business growth Understanding and navigating the 'founder's trap' The role of planning and goal setting in business success

Stuff About Money: Changing lives through swimming with Margaret Rutherford

Hear how Margaret connects her 3 agency locations to different organizations she supports. And you do not want to miss her story about the Special Tigers swim team! Oh my goodness, grab your Kleenex.  Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Margaret Rutherford LinkedIn 4 State Insurance Agency Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Millionaire Insurance Producer: How to Triple Your Book of Business in 3 Years - (interview with Guffy Wright)

How would you like to have a $2,500,000 Book of Business (commission)? Sure, we all would. Well, that's what my client--Guffy Wright--from The Mahoney Group was able to accomplish in less than five years after working with me for 1-on-1 coaching! If you're a P&C or EB producer struggling with Micro-Niche selection, differentiation, leveling-up, mindset issues, limiting beliefs, or not getting enough signed Broker of Record Letters from your prospects, then stay tuned.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews his client, Guffy Wright, about exactly what to do or not do in order to grow your Book of Business to well over $1,000,000 or more annually. Key Topics: Guffy Wright's transition from a stagnant $700,000 to a $2.5 million commission in just a few years. The importance of targeting the right account size and client type for substantial growth. How a shift in mindset and approach can lead to significant progress in the insurance industry. The transition from a local to a national client base and the impact of virtual sales. Emphasis on Broker of Record letters over traditional quoting for business expansion. The role of ideal client identification in growing an insurance book of business. Guffy Wright's insights on balancing professional growth with personal commitments. Reach out to  Guffy Wright Charles Specht Visit: The Mahoney Group Permission Network Insurance Agency, Inc.

GPP: Setting Your Sales Team Up for Success with Nate Sannes

Nate Sannes, a Partner and Advisor at InCite Performance Group, joins the show to talk about successfully leading a sales team. When you're bringing on new risk advisors or insurance agents, how long does it take to train them? How are you measuring success? How are you setting them up for that success? Nate and Elliot dive into all this and more – all surrounding driving the outcomes you want at your firm. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com InCite Performance Group: https://incitepg.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Nate Sannes: https://www.linkedin.com/in/natesannes/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Authenticity Through Adversity: Navigating Gender and Race in the Insurance Industry

In this episode of Power Women In Insurance, Teresa Kitchens and Kai Leach - Smith talk about her journey in insurance over the past two decades as a woman and a woman of color. She was able to help others along their journey and she is a huge inspiration for finding and being our authentic selves in this industry. Key Topics: Kai's unconventional entry into the insurance world Overcoming personal and professional challenges The transition from captive insurance to running an independent agency Strategies for building and maintaining client relationships Embracing identity and overcoming industry stereotypes The importance of betting on oneself and embracing change Navigating the complexities of the insurance industry as a woman and a person of color Connect with: Kai Leach - Smith Teresa Kitchens Visit Websites: Station 5 Insurance Sterling Insurance Group

The MVP Podcast: Talkin' Tech with Danny Lawrence | Let's Talk Strategy... Turning Data into Revenue

In this episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast, Co-Host Danny Lawrence sits down with Kiarra Walden. Kiarra Walden, the data guru, knows the real game-changers in business: data is not just about strategy, it's the blueprint for revenue. With her keen insights, she's turning raw information into dollars, proving that in today's world, data is not just a tool – it's the ultimate revenue engine. Key Topics: Kiarra discusses the significance of data and analytics in the insurance field and her journey into the industry The importance of understanding different types of data for strategic decision-making in insurance  Kiarra advises new agents to focus on niche industries and use data to understand client pain points How data can be used to forecast trends, set pricing models, and enhance employee satisfaction The impact of technology and InsurTech on the personal lines insurance market Kiarra stresses the necessity of maintaining clean, accurate data from the outset for effective decision-making   Resources Mentioned: Kiarra Walden LinkedIn Danny Lawrence LinkedIn Reach out to Mitch Gibson

Kim Beach: Watch Out Here Comes InsureWomen!

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Kim Beach, Founder, and CEO at InsureWomen. Kim discusses the opportunities for women in the insurance industry and how her company, InsureWomen, provides a network to support both women who buy insurance and women who sell insurance.  Episode Highlights: Kim shares her perspective on winning and losing. (5:50) Kim elaborates on how her skills have helped her get to where she is today. (7:05) Kim discusses her background and how she came to work in the insurance industry. (8:09) Kim explains that their mission at InsureWomen is to serve women that are not being served and create a network that cares about women in buying process. (13:49) Kim expands on the events that led her to believe that women in the insurance business need to be empowered. (15:57) Kim shares that she created the network to help both women insurance buyers and women insurance sellers. (19:22) Kim discusses that the insurance business is a great business for women as there is a lot of opportunity for them. (22:39) Kim shares that she is currently reading Daring Greatly by Brene Brown. (26:49) Key Quotes: "I want to help women insurance buyers and women insurance sellers basically I'm going to create that network. I'm not looking to become a big agency." - Kim Beach "I mean, this business, is a great business for a woman, you know, it's a great business, I mean, better than real estate, because guess what, you end up with an asset at the end." - Kim Beach "This whole platform gives women something that men kind of can't have unless you want to be an InsureWoman." - Kim Beach Resources Mentioned: Kim Beach LinkedIn InsureWomen Book: Daring Greatly Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: How to Be the Best

You don't have to be the "best" insurance agent out there. (Please, read that again!) There are literally tens of thousands of insurance agents out there who prospect in your very own geographic territory. You don't need to be the best out of all of them. In fact, all you have to be is the better CHOICE of whichever agent the prospect is using to get quotes on their behalf for that renewal. That's it.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can get your prospect to perceive you as the best CHOICE out of three agents, and fire their current agent in order to hire you! Episode Highlights: Charles shares that in any line of business, you do not have to be the best, but remember that you are unique. (2:10) Charles explains that the main struggle that most agents have, regardless of whether they are new or experienced, is mindset. (4:30) Charles discusses that there are a lot of agents that are also contacting your clients and prospects, and you do not have to be better than those agents. (9:15) Charles shares that you only have to be better than a handful of other agents that are your competitors. (12:43) Charles explains that the strongest position for you to be in is to be the best option based on who your prospects are meeting with. (17:59) Charles explains that if you create a strategy and do it right, you will be able to eliminate the other competing agents. (20:26) Charles elaborates on forcing your thinking to be positive, telling yourself that there is no reason why prospects should pick other agents other than yourself. (23:35) Charles shares the new things that will be coming in for 12x Mastermind, as well as putting together actual microniches for exclusive members. (27:43) Key Quotes: "I just want to tell you that there are a lot of agents out there who are calling on not only your own clients but your prospects' lot. You don't even have to be better than those 100." - Charles Specht "I know how to make super producers. And so what I'm doing now is I'm taking that information and I'm going to be bringing it down now to an exclusive few those who become members of my 12x Mastermind."- Charles Specht "You don't have to be the best insurance agents that's out there. You just have to be the best choice for whichever prospect you're talking about." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: EDI & eDocs

EDI (Electronic Data Exchange) has been a standard way of transmitting data in many industries since the early days of business automation. It’s also a back bone of the insurance industry, with millions of policy transactions downloaded from carrier to broker each week. It also (still) doesn’t work right all the time. eDocs is a relatively new addition to the broker/carrier data exchange landscape, replacing paper & courier for many transactions. It is showing great potential for expense reduction and client experience improvement. It doesn’t work right all the time either. Join the crew as we discuss what doesn’t work with these technologies and what impact that has on the broker channel. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E138: Randel Bennett On Incubating And Launching Good Ideas

In this episode, James talks with Randel Bennett, Principal Consultant at Qixent. To learn more about Qixent, visit https://qixent.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: The unique journey of Randall Bennett in the insurance industry. Insight into Quickset, Bennett's company specializing in insurance product development. The process and importance of insurance innovation and product creation. Exploration of the non-standard auto insurance market targeting the Hispanic community. Discussion on the role of technology in insurance and the balance between tech and human interaction. Challenges and strategies for independent insurance agents in the current market. The concept and potential of parametric insurance in various sectors.

Stuff About Money: Welcome to America with Michael Overstreet

Michael’s mom taught him to consider others who have less. Hear Michael’s heart for the refugee. “Withhold judgment until you hear other’s stories”.  Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Michael Overstreet LinkedIn Heritage Insurance Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

GPP: Connecting Culture and Technology with Big I's Chris Cline

What intentionality are you bringing to your firm from a cultural perspective? Often culture is tied to office fun, hiring practices, and benefits offerings. But Chris Cline, Executive Director of Agents Council for Technology with Big I, walks through how technology plays a huge role in the experience you create – and the culture that develops at your company. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Agents Council for Technology with Big I: https://www.independentagent.com/act LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Chris Cline: https://www.linkedin.com/in/chris-cline-0195121b This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Stuff About Money: 2 Things Erik and Xavier Are Doing to Better Their Finances in 2024

Better health and finances always top the charts for New Year's resolutions. Clearly, improving your health and finances are both noble causes that many value. But only 1% of Americans follow through on their resolutions! Is it even worth making resolutions? For this reason, in this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA and Xavier Angel, CFP®, ChFC, CLTC, share one piece of advice they would give to anyone wanting to better their finances and one thing they are each doing to better their finances. They are not much for making "New Year's resolutions," but they do champion better finances. Episode Highlights: Xavier emphasizes the essential practice of regularly integrating budgeting and saving into daily life to manage finances effectively. (6:46) Erik discusses the importance of being aware of how you spend your money by checking and understanding your recent spending habits. (9:31) Erik shares that his 2024 personal financial goal is to spend more on family experiences and focus on being intentional with his time to align his work schedule with his wife's teaching calendar for shared family activities. (14:42) Xavier mentions that he aims to save more by carefully checking his spending and making a budget, especially to pay for his daughter's school without needing a loan. (17:26) Xavier emphasizes the importance of writing down goals for regular visibility and having accountability partners like family and friends to stay on track with financial and personal objectives. (20:32) Erik explains his plans to hold himself accountable to be able to achieve his financial goals in 2024. (21:22) Erik mentions that he and Xavier focus on helping clients change financial behaviors, not just saving for retirement or investing, but also in managing cash flow and spending intentionally on experiences, offering to assist anyone seeking guidance in these areas. (25:32) Key Quotes: “I'm not against the idea of resolutions. All resolutions are coming from a position of people recognizing that there are areas in their life that they value that they deem important that they recognize they need to change or improve upon.” - Erik Garcia, CFP®, BFA “Sit down and look at what your budget is. And then from that budget, what I want you guys to do is to come back and put together a saving strategy and begin saving more.” - Xavier Angel, CFP®, ChFC, CLTC “We recognize the importance in engaging people, particularly our clients in behavior change as it deals with their finances.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Andy Mathisen: We Are Going To Space And Taking Everyone With Us

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Andy Mathisen, Co-Founder, and CMO of GloveBox. Andy talks about his approach in the insurance industry and what we should know about GloveBox. Episode Highlights: What has contributed to Andy’s success, skill or luck? (8:17) Andy mentions the last book he read. (8:32) Andy shares his background. (13:03) Andy shares how GloveBox was created. (17:52) Andy mentions how they work on the API. (22:00) Andy explains the main reasons why policyholders don't start an account with their carrier. (25:50) Andy shares what their web app does. (27:53) Andy explains what a “learned experience” is. (31:25) Key Quotes: “We're trying to bring everyone together, huddle everyone up... say, look, this is benefiting the distribution channel of the independent agent, and it's helping them service their book of business, and it's helping the policyholder have a better relationship with their insurance, which ultimately helps everybody: the agency and the carrier.” - Andy Mathisen “The best part about GloveBox as a user is that you don't have to remember a username and password. You enter your phone number, you get a pin number. Thank goodness. The day of username and passwords are gone, let’s get rid of that.” - Andy Mathisen “You're only thinking of your insurance once or twice a year. But, if we can have them learn to come and use this more frequently, you're going to see a better client out of it, and their retention is going to go up.” - Andy Mathisen Resources Mentioned: Andy Mathisen LinkedIn GloveBox Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: How to Win Your Next 100 Clients

Are you a P&C or EB producer who is struggling to set enough new business appointments? Or, maybe you're just not able to close and win enough clients? Do you have too much pressure on you to succeed and you need to start delivering some positive results -- ASAP? If that at all describes where you're at right now then stay tuned because, in this episode of the Millionaire Insurance Producer podcast, host Charles Specht will tell, motivate, encourage, and give you the basic blueprint for what you need to do to win your next 100 clients and build your Book of Business to $1,000,000 or more. And, as a hint for what's to come ..... it all boils down to your "intent" and your "system" for prospecting.  Key Topics: Overcoming the pressure and challenge of client acquisition in insurance sales The concept of finding your ideal 100 clients for sustainable business growth Importance of intention and having a systematic approach in sales Strategies to identify and approach your target client segment The role of micro-niching and account size in building your client base Avoiding the 'sales drift' and staying proactive in client acquisition Developing and implementing effective sales systems and processes Reach out to  Charles Specht Visit: Permission Network Insurance Agency

Digital Insurance Pint: Dario Battista

The DIPP crew has the express pleasure of welcoming Dario Battista – one of the OG “modern brokers” to the show. We talk with Dario about the iSure story & their path to digitization, which is a bit different than the path others have taken. Dario also shares his thoughts on a wide variety of topics, including broker independence, Covid learnings, lead gen cost trends, carrier relationships and what it will take to succeed in the future. Dario is a true renaissance man (well, a drummer and Rush fan anyway) & a pleasure to tallk with – join us for this interesting conversation. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E137: Trent Warner On Building A Better Brand

In this episode, James talks with Trent Warner, Managing Director of Strategic Brand Builders. To learn more about Strategic Brand Builders, visit https://strategicbrandbuilders.com. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Exploring the journey from blogging to strategic marketing in the insurance sector The importance of strategy over tactics in marketing Examining the challenges and misconceptions in insurance marketing The role of trust and customer experience in branding and marketing The advantages of independent insurance agencies over big carriers in marketing Discussing the impact and future of AI in marketing The importance of starting small and practical with AI integration in marketing

Stuff About Money: Always be giving with Gertha Jean

Hear how Gertha passionately serves her community and meets the needs of others. She says, “Bless others as you are blessed”, and “If we have and you need it, come and get it”. Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Gertha Jean LinkedIn One Way Insurance Group (OWIG) Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: How to Uncover "Bad News" and Win More Clients

Delivering bad news to current clients is an art. So is uncovering bad news from your prospects. In fact, the best and most wealthy insurance agents out there are typically the ones best at advising their current clients on industry trends, and uncovering pains/problems with their competition.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain how to do this for better client retention and for winning more signed Broker of Record Letters from your prospects. Episode Highlights: Charles explains that giving bad news and uncovering bad news are critical aspects of building a $1 million or more book business since it all comes down to winning and retaining clients. (3:30) Charles discusses why delivering bad news to current clients is challenging. (9:21) Charles explains the three most important strategies for maintaining a strong and loyal relationship with current clients and how to deliver bad news and get good results. (11:39) Charles mentions that insurance agents must handle renewals in a very planned and strategic way in order to be considered an advisor. (17:20) Charles believes that being able to spot pain is one of the most significant things insurance agents can do to win new clients. (24:54) Charles discusses the significance of taking advantage of the hardening market in order to make more appointments and win more Broker of Record Letters. (25:36) Charles encourages insurance agents to focus on being professional advisors in delivering bad news to current clients and becoming expert persuaders by identifying their pain points and issues with their present agents and then informing them about the superior services. (28:53) Key Quotes: “Delivering bad news and uncovering bad news are very, very important aspects to building a $1 million or more book business, because it all has to do with being successful at winning and retaining.” - Charles Specht “You need to make sure that you are handling your renewals in a very structured and strategic way so that you are indeed an advisor and not necessarily someone who is quasi unethical when it came down to delivering that bad news.” - Charles Specht “If there is one thing that will ensure your prospects start to meet with you and maybe consider options and even consider doing business with you is if you somehow were able to give them the information that it's likely their insurance rates are going to be increasing significantly, because that's what's happening in the rest of the marketplace across the United States of America and beyond. “ - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

The Future Of Insurance: Insights From Winston Smith

In this episode of Agents Influence podcast, host Jason Cass interviews Winston Smith, CEO of Bridge Insure. Key Topics: Winston Smith's background and his transition to running Bridge Insure The evolution of Bridge Insure under Winston's leadership Bridge Insure’s role as a comprehensive customer communication management platform The significance of technology and systems in the growth of insurance agencies Winston's perspective on the resilience and future of independent agents The strategic approach behind acquiring and scaling Bridge Insights into Bridge's unique offerings, including substitutes for popular tools like RingCentral, HubSpot, DocuSign, and others The importance of self-awareness and strategic thinking in business success Reach out to: Winston Smith Jason Cass Visit Website: Bridge Insure Agency Intelligence

Digital Insurance Pint: Quandri - Jameson & Jackson Fregau

Domo Arigato Mr. Roboto (Domo) Now that Styx is stuck in your head, you can only get rid of it by listening to the cnversation with Jackson & Jameson Fregau from Quandri. How can RPA – Robotic Process Automation cure the ills of the insurance industry? Listen to find out! Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E136: Andrew Filar On Mayhem And Making The Next Call

In this episode, James talks with Andrew Filar, Co-founder of Next Call Club. To learn more about Next Call Club, visit https://nextcallclub.com. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: The evolution of Andrew Filar's career in the insurance industry. Insights on transitioning from a captive to independent insurance agency. Strategies for outbound calling and lead acquisition. Discussion on the variable compensation plan in insurance agencies. The impact of agency size on agent attitudes and strategies. The role of brand equity in the insurance industry. The launch and services of Next Call Club. Perspectives on purchasing internet leads and dealing with lead companies.

Stuff About Money: “My heart is smiling,” with Chris Paradiso

Chris shares his dad’s wisdom “The greatest gift we can give is to someone who could never repay us.” Hear how Chris involves his team and his family in giving.  Welcome to "Insurance Professionals Are Givers," a podcast series led by Erik Garcia CFP® and guest co-host Billy Wagner, exploring the essence of Erik's fifth pillar of financial security: "Give To Others." Dive into engaging conversations with diverse insurance professionals as they share their journeys of creating legacies for their families and leaving a meaningful impact on their communities through generous acts. Discover the driving forces behind their giving, heartfelt stories of their chosen causes, and the profound transformations sparked by their dedication to giving back. Prepare to be inspired to engage with your community in profound ways, reminding us all that giving isn't confined to a season—it's a mindset that cultivates lasting connections and fulfillment. Resources Mentioned: Chris Paradiso LinkedIn Paradiso Financial and Insurance Services Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: When to Present Your Proposal to a Prospect

Please .... do not be one of those insurance agents who have no strategy or process when it comes to presenting renewal quotes/proposal to the prospect! If you do that, you're more likely to lose than win. Why? Because, if you do that you're wingin' it and throwing mud against the wall to see what sticks. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some options to consider to put you in a stronger position to win the business at the time you present your proposal, even if you can't get the signed BOR. Episode Highlights: Charles explains that many consumers do not make the decision to switch to a big provider with a single signature on a piece of paper. (5:40) Charles discusses how to determine the best timing to offer a quote to the insured. (7:26) Charles discusses the benefits of presenting a quote proposal to a prospect a week or two before the renewal date. (10:29) Charles explains that submitting a renewal quote is a competitive bid situation, and it's war, and you must put yourself in a stronger position. (18:44) Charles mentions that he prefers to give a quote within 10 days because most carriers have a Broker of Record letter policy that states that if something is not received within 10 days, the new agent will not be paid. (20:16) Charles explains why you should not send your quotes to the insured by email and then let them decide. (26:14) Charles mentions that many insurance brokers will present their proposals, but they have no knowledge of how the insurance buyer decides which quote to go with. (27:54) According to Charles, millionaire insurance producers are professionals, they are strategic and have processes and systems which they follow for a reason. (29:19) Key Quotes: “Do not ever send your quotes to the insured by email and then let them make a decision.” - Charles Specht “A lot of insurance agents will offer their proposal, but they have no idea how an insurance buyer goes about to actually deciding which quote to go with.” - Charles Specht “I'm telling you that one of the more foolish things you can do is not having a step by step process or strategy for presenting your proposal to the insured right before their renewal window. If you don't have the insurance buy-in, you are hurting yourself. And I don't want you to do that. Why? Because you're better than that.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Power Women In Insurance: Should You Open Your Own Insurance Agency?

In this episode of Power Women In Insurance, Teresa Kitchens discusses what people should consider when opening an insurance agency. Key Topics: Determining readiness to open an insurance agency Captive vs. independent insurance agency considerations The importance of knowing your business partner Strategies for successful business partnerships Understanding carrier relationships and their impact Navigating the journey of obtaining carrier appointments The reality of agency ownership and market challenges Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group

Stuff About Money: What will the stock market do in 2024? with Phil Blancato

In this episode of the Stuff About Money podcast, join Erik Garcia, CFP®, BFA, as he sits down once again with two-time guest Phil Blancato, CEO of Ladenburg Asset Management and Chief Market Strategist for Osaic Research. Phil shares his top 5 themes for the 2024 stock market, addressing key questions about inflation, the Federal Reserve's next moves, and the impact of China on portfolios. Erik and Phil also inject some humor into the conversation by exploring the connection between Nick Saban's retirement as the head coach of the Alabama Crimson Tide college football team and its potential effects on the stock market. Tune in for a thoughtful and entertaining exploration of the financial landscape in 2024. Episode Highlights: Phil shares his thoughts about the impact of Nick Saban's retirement as Alabama Crimson Tide coach. (3:10) Phil explains that while inflation has decreased from its peak, the reset higher inflation is causing concerns about the state of the economy and the impact on markets, largely influenced by the actions of the Federal Reserve. (4:50) Phil believes that the first six months of the year will be challenging for the stock market due to high valuations, followed by better performance from cheaper stocks. (9:18) Phil mentions that the stock market is expected to have a positive year, especially during election years, with historical data showing average returns of 12% and a track record of positive returns when the Federal Reserve stops or cuts interest rates. (15:13) Phil believes that inflation may fall faster than expected, leading to a positive impact on the bond market and stock market in the second half of the year. (19:48) Phil explains that the bond market is expected to perform well in the coming years due to the slowing down of the economy and the Federal Reserve cutting interest rates. (25:17) Phil discusses why it is important to stay invested, make gradual changes to the portfolio, and focus on long-term strategies to outperform in the marketplace. (27:11) Key Quotes: “Risk plus time equals reward. That's all you have to know everybody. The less time you have, the less risk you take.” - Phil Blancato “History is a great place to begin in markets, history is on your side here, it's a chance to really use history to your advantage.” - Phil Blancato “Let's take advantage of what the market’s going to give us. What it is that we can do that's going to allow us to really be smart about what's happening in the marketplace.” - Phil Blancato Resources Mentioned: Phil Blancato LinkedIn Ladenburg Asset Management Osaic Research Erik Garcia, CFP® Xavier Angel, CFP®, ChFC, CLTC Garcia Financial Group

Mastermind Insights with Reid Holzworth

Listen in for an exclusive sneak peek inside one of our Agency Intelligence Mastermind meetings featuring insights from special guest, Reid Holzworth. Reach out to: Reid Holzworth Jason Cass Visit Website: Ivans Insurance Solutions Agency Intelligence

Millionaire Insurance Producer: How to Brand Yourself and Win More New Clients

Do you struggle at branding? Are you still a quasi-generalist who is not focused in a Micro-Niche? Or, maybe you've chosen a Micro-Niche industry to focus on, but you haven't figured out how to BRAND yourself so that your prospects are attracted to you and want to sign over their insurance to you? Well, I have good news for you if that describes where you're at right now.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you some of the MOST ESSENTIAL things you can do to brand yourself and take your Book of Business to the next level. Charles talks about both personal branding as well as how agency leaders can and should assist their producers by using the agency website to brand the sales team in each and every Micro-Niche they are prospecting. Key Topics: The importance of specializing in a micro-niche for insurance agents. The role of personal branding in the insurance industry. The impact of digital presence and social media in insurance sales. Strategies for creating effective branding in specific niches. How to use branding to differentiate from competitors. Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Broker Independence

What is broker independence and what impact does it have on a brokerage? This is a big & much discussed topic in the industry. DIPP doesn’t think that horse is quite dead yet, so we’re also going to flog it. What does independence mean for succession, client advocacy, staff attraction / retention, carrier relationships, business perpetuation and financial returns? This episode is a don’t miss… so don’t. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E135: Andrea Olson On Connecting And Caring Deeply

In this episode, James talks with Andrea Olson, Founder of Andrea Olson Coaching. To learn more about Andrea Olson Coaching, visit https://onamission.bio/andreaolson.  Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Andrea Olson's transition from corporate HR to entrepreneurship The importance of doing the uncommon thing consistently in business Building a team and onboarding structure in a non-traditional business model The role of personal branding and innovation in business success Strategies for customer retention and creating a personalized experience Leadership in a multi-level marketing context The significance of adapting and evolving business strategies over time

Stuff About Money: “Give To Others” with Billy Wagner

Join Erik Garcia, CFP®, and guest co-host Billy Wagner in their new mini-podcast series, "Insurance Professionals Are Givers," as they explore Erik's fifth pillar of financial security: "Give To Others." Discover how generosity isn't just about material wealth—it's about finding joy and happiness through cheerful giving. In each episode, Erik and Billy sit down with different insurance professionals, delving into how these individuals are shaping legacies for their families and impacting their communities through their acts of generosity. Tune in weekly to uncover the inspiration and drive behind their giving, as they share heartfelt stories of causes close to their hearts and the transformative power of giving to others. Get ready to be inspired and empowered to give back and forge deeper connections within your own communities. Remember, giving isn't tied to a season—it's a mindset that fosters lasting change and fulfillment. Resources Mentioned: Billy Wagner LinkedIn Brightway Insurance Erik Garcia, CFP®, BFA Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Strategies for Winning the Broker of Record Letter

It's one thing to agree that targeting BOR's is a smart move but it's another thing altogether to develop a step-by-step process to winning signed Broker of Record Letters on a consistent basis.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will "build you a house" by explaining what the foundation is, what the four walls are, and what the roof is to winning more signed Broker of Record letters from your prospects. Episode Highlights: Charles explains why winning in a standard quoting procedure is quite difficult. (3:24) Charles demonstrates how a Broker of Record letter is a better option than the quoting process. (7:05) Charles believes that one of the main strategies in regards to the Broker of Record letter is asking for it. (9:13) Charles explains that every single prospect meeting you have with an insured person needs to have a goal. (10:43) Charles explains the advantages of being aggressive in your requests in order to persuade others to do what you want them to do. (13:50) Charles explains that it is impossible to train individuals to be successful at selling anything if they are not aggressive in asking for the business. (17:10) Charles discusses why the micro-niche, the foundation for your house, is so important in obtaining a signed Broker of Record letter. (17:49) One of the ways to create a wall when building your house, according to Charles, is to plan out how you're going to prospect. (20:20) Charles mentions that if you have a very powerful message that includes both the pricing side and a significant service side, you'll have a very excellent hit ratio on prospecting and setting appointments. (23:34) The fourth wall, according to Charles, is how we lead that appointment to ask for the business. (24:17) Charles discusses how the follow-up program will be the roof of the construction that binds the four walls together. (25:57) Charles explains that the foundation is everything; it is the micro-niche, and everything is constructed on top of that; you can't have walls or a roof until it is completed. (27:45) Key Quotes: “You have to be aggressive in regards to what you're asking for in order to get them to do what you want them to do.” - Charles Specht “If you have a very strong message that has both the price side as well as the significant service side, you're going to have a very good hit ratio on prospecting to setting appointments.” - Charles Specht “Foundation is everything it is the micro niche, everything is built on top of it, you can't have walls and you can't have the roof until you get that done.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Power Women In Insurance: 5 Be's of A Successful Insurance Career

In this episode of Power Women In Insurance, Teresa Kitchens discusses the 5 things we have to exercise to have a successful insurance career. Key Topics: The evolving focus of the Power Women in Insurance podcast is on leadership and success in the insurance industry. The underrepresentation of women in leadership roles within the industry. The diverse definitions of success and the importance of balance in life. The first Be of success: Be persistent despite challenges. The second Be of success: Be present and aware in your business and personal life. Embracing changes and new ideas is essential for growth and success. The importance of generosity and kindness in personal and professional settings. Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group

Peter MacDonald: On Advancing Insurance Tech

In this episode of Agents Influence podcast, host Jason Cass interviews Peter MacDonald, Co-founder & CEO of Wunderite. Key Topics: Introduction of Peter MacDonald and the creation of Wunderwrite. Discussion on the independent agent landscape and the IndieTech event. Insights from CEOs of major industry players on the rate of industry change. Exploration of the customer journey in insurance and its impact on agency operations. The challenge of integrating technology and maintaining relevancy in a rapidly evolving industry. The role of Open API in advancing industry connectivity. Perspectives on investment in technology by insurance agencies. Reach out to: Peter MacDonald Jason Cass Visit Website: Wunderite Agency Intelligence

Digital Insurance Pint: Pete Tessier & Curt Wyatt

It’s an epic slugfest as we host Pete Tessier & Curt Wyatt from the Insurance Podcast on the show. We discuss how brokers can grow their books, how connectivity can help and how did Curt manage to end up in Greece? No holds barred – enjoy the ride! Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E134: Jim Harris on Spotting Patterns and Delivering The Wow

In this episode, James talks with Jim Harris, International Bestselling Author and Principal at Strategic Advantage. To learn more about Strategic Advantage, visit https://jimharris.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Discussion on disruption, generative AI, and evolving customer expectations in the insurance industry. Insights into the power and potential of generative AI in enhancing customer service and business efficiency. Exploration of innovative strategies for improving insurance services, such as automating processes and utilizing AI. Examination of the impact of technology trends on the insurance industry and how companies can adapt. Discussion of the importance of constant innovation and incremental improvements in the insurance sector. Analysis of the balance between personalized customer service and automation in insurance.

Millionaire Insurance Producer: How to Choose the BEST Micro-Niche to Become a Millionaire Producer

Do you struggle with setting appointment and writing new business? Many agents do. Actually, most do. Why is that? Well, for one thing, most agents don't know where to begin. In other words, they haven't even decided what to prospect, let alone why they should focus on that. They are "generalists" and have a Jack-of-all-trades mindset. Does that describe you? If it does, then this podcast episode is for you!  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you tips on how to choose the most-profitable Micro-Niche for you, and he also gives a few examples of which Micro-Niches he would seriously consider targeting if he were to start writing insurance again. IF YOU WANT TO FIGURE OUT HOW TO CHOOSE THE BEST MICRO-NICHE FOR YOURSELF, I TEACH THAT IN MODULE 2 OF MY DIGITAL COURSE: Millionaire Producer School. Go here to learn more: www.millionaireproducerschool.com Key Topics: Importance of pre-prospecting in insurance sales. Laying the foundation: The first step in the Permission Sales Framework. Identifying and capitalizing on your most profitable micro-niche. The role of geographic territory in micro-niche selection. Understanding and leveraging differentiation in insurance sales. Setting a 12-month timeline of services for effective client acquisition. Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc. Millionaire Producer School

GPP: Sales Process Series: Articulate Your Value and Avoid Being Put in the "Insurance Box"

In the first episode of our sales process series, Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot to discuss the importance of your process – from value prop to target market and beyond. From there, how do you get tactical and ask the right questions? You want to avoid ending up in the dreaded "insurance box" – where you're viewed as a one-trick pony who can't add value other than price quoting. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Special Episode: Growth & Efficiency Through Labor Arbitrage

This throwback episode is an hour long webinar sponsored by InsuredMine with Jason Cass, where he discusses VE's with other top CEO's of VE companies.

Stuff About Money: Income Is Not Wealth. Wealth Is Not Income. w/ David Carothers

There is a myth that people who look “richer” are thought to be “wealthy, but in reality, all that tells us is they have a more expensive lifestyle. Tied to that is the myth that big incomes mean you are wealthy. But income is not wealth, and wealth is not income. In this episode Erik Garcia, CFP®, BFA, and David R. Carothers, CIC, CRM, CWCA discuss the secrets of millionaires of converting income into wealth. It's real simple to become a millionaire. It's just not easy! Episode Highlights: David mentions that his mission is to help people with unique skills and talents and surround himself with talented individuals to compensate for his weaknesses. (6:42) David believes that the key to building wealth is not to emulate the ultra-wealthy but to follow the principles outlined in books like "The Millionaire Next Door" and practice financial discipline and common sense. (14:45) David explains that the key to financial success is making wise long-term investment decisions rather than chasing get-rich-quick schemes like cryptocurrency. (22:35) David mentions that taking quantifiable risks and having the financial means to self-insure can be a viable strategy for wealthy individuals to minimize the impact of insurance costs. (25:14) David discusses the importance of staying disciplined and committed to financial goals, such as saving for future expenses, and avoiding borrowing or deviating from the plan. (32:10) David explains that the current generation is successful because they are willing to ask for help and delegate tasks, allowing them to focus on being owners rather than workers, which leads to financial success and defined goals. (34:51) David shares that young people today prioritize values and making a difference in their job, valuing experiences over material possessions, and prioritizing travel and personal growth over traditional career paths. (38:09) Key Quotes: “Income is finite and wealth can be infinite if you do it right. You know, if you get your family on the right course, and you teach your kids the right way, then you should be able to reasonably assume that things are going to work out okay for a few generations to come.” - David Carothers, CIC, CRM, CWCA “If you're gonna build wealth, it's gonna change generations, It can't end with you knowing how to manage that.” - David Carothers, CIC, CRM, CWCA “You don't get into debt, without making bad conscious to subconscious bad decisions. You've got to make conscious good decisions to get out of debt.” - David Carothers, CIC, CRM, CWCA Resources Mentioned: David Carothers, CIC, CRM, CWCA LinkedIn Florida Risk Partners Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Digital Insurance Pint: Matthew Turack

The DIPP crew welcome Matthew Turack from CAA to the podcast in an effort to get to know this new (ish) market & to understand their growth philosophy. We get into CAA’s business strategy and their approach to broker distribution. We discuss how important is broker modernization to CAA and their plans to contribute to efficient broker workflow and client experience improvement. As CAA is a smaller carrier, Matthew shares with is what they need to do better than the big guys to be competitive & relevant and which provinces or lines of business he worries about. Finally, we discuss the future holds for CAA and its distribution partners. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: Keys For Winning in 2024

In this solo episode, James shares three key points for how RiskWell is going to win in 2024. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Millionaire Insurance Producer: Throwback: How to Get More Referrals

Referrals, referrals, referrals! You've probably heard that referrals are great to get and have the highest win percentage when compared to other forms of prospecting. And, you'd be right to think that because it's true. However, most insurance agents and agencies do either a very poor job at systematically asking for (and receiving) referrals from their client base or COIs, or they have no process for referrals at all. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you a step-by-step process you can use to get more profitable referrals from your clients and COIs. Episode Highlights: Charles reveals that while he was a producer for almost 10 years, he wasn't very good at getting references. And it was partly because the kind of company he was pursuing was not one that relied heavily on referrals. (2:01) Charles explains that when it comes to requesting referrals, you must be careful what you ask. (5:56) Charles discusses the reasons why it is critical to have prospects prepared ahead of time. (9:04) Charles mentions that if you are comfortable with your customers and your circle of influence, the recommendation will be substantially better. (12:00) Charles explains that when you work with clients and centers of influence, you highlight possible opportunities that can be powerful for prospecting. (14:47) Charles suggests that if you've saved 30 customers in various places, you can create Excel lists for different prospects you're analyzing and identifying as possibly good prospects to go after in those geographic territories. (16:37) Charles believes you should invest heavily in referral prospecting. (18:46) Charles explains that when he asks his coaching clients, who are insurance agents, about their methods of prospecting, very rarely do they mention referrals. (21:57) Charles mentions that we are severely lacking in getting referrals, an excellent method of prospecting but that it shouldn't be too tough to improve. (25:04) Key Quotes: “If referrals are important to you, then choose wisely.” - Charles Specht “When you work with each of your clients, and your centers of influence and you're going through the list of these potential prospects and they're highlighting them, you need to utilize that information because you're going to have multiples. You're going to have multiples. And that becomes very, very strong information to use when you're prospecting.” - Charles Specht “I encourage you to start looking into getting better at doing referral prospecting. And then thank me later.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: Intentional. Candid. Clear. How to Approach Strategic Planning for Your Business

It's the time of year to get intentional. Strategic planning can be exciting – but it doesn't always mean being the "smartest" or the "first" in your niche. Strategic planning is about being intentional with your vision and anticipating what could throw you off of that vision. Learn what Brett Young at Erb and Young is doing to set their firm up for success in 2024. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Erb and Young: https://www.erbandyounginsurance.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Brett Young: https://www.linkedin.com/in/brettins This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

How Many Referrals A Month Do You Get? But Do You Really?

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Chuck Blondino, Author of the book: The Remarkable Insurance Agency. Chuck discusses how his book can help independent agents and agencies in generating revenue while having fun with clients, the community, and marketing. Episode Highlights: Chuck shares his journey from entrepreneur to writing his own book. (3:27) Chuck mentions that Liberty and Safeco allowed him to establish his own department with a dozen people dedicated just to helping independent agents grow. (5:29) Chuck discusses the post-retirement realizations that inspired him to write his book, The Remarkable Insurance Agency. (11:43) Chuck shares that multiple companies were willing to be interviewed to share their stories, results, and marketing examples for his book. (14:04) Chuck discusses some of the challenges he encountered when publishing his book in a different format, and that he hasn't started the e-book or the audiobook yet, but expects to do so eventually. (19:45) Chuck shares several of the strategies from his book that he says will significantly increase your referrals. (23:07) Chuck believes that becoming unique in how you communicate, how you support your community, and becoming vulnerable in sharing more about who you are will be your ultimate differentiator. (27:16) Chuck mentions that 62% of high-growth agencies have marketing on staff, not simply a marketer with whom they work outside, but someone who is part of the team and with whom they can communicate. (30:33) Chuck shares that his vision for the future is all about retaking market share and giving businesses the freedom they deserve. (33:16) Key Quotes: “I sent out notices to multiple agencies. I had 11 that responded that were willing to be interviewed to share their story, and to share their results and their marketing examples all within the book.” - Chuck Blondino “My vision is we retake market share, and everybody is growing and starting to have the freedom they deserve rather than feeling like their business is a straight jacket.” - Chuck Blondino “Get vulnerable, sharing more about who you are because that's the one thing that cannot be copied. That is your ultimate differentiator, is your story of you and who you are.” - Chuck Blondino Resources Mentioned: Chuck Blondino LinkedIn Book: The Remarkable Insurance Agency Reach out to Jason Cass  Agency Intelligence

Digital Insurance Pint: Aggregators

Let’s talk about the aggregators. The DIPP crew starts at the beginning – what are they? Why do they exist? How did they become important in the P & C landscape? Who are the major players? We then move on to key discussions, including: are they good or bad for brokers, carriers and consumers? and how can average brokers compete? Finally, we talk about connectivity and discuss whether carrier APIs help will aggregators. Join us for this insightful amalysis of aggregators in the Canadian P & C channel. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: Lessons Learned in 2023

In this solo episode, James shares reflections on a very challenging 2023. This is a two-part episode that continues next week with the RiskWell plan for winning in 2024. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Millionaire Insurance Producer: Building a Book of Business is like Building a House

Do you struggle at scripting, branding, or sitting down to actually do the hard work of prospecting? Most producers struggle at something, and most of us struggle at many parts of the sales process. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht shares the five parts of his Permission Sales Framework and how selling insurance is like building a house. You have to lay the foundation, build the structure, paint the walls, do the final walk-through, and then get the keys. When you master these five parts of the Permission Sales Framework, you'll become a millionaire insurance producer. Key Topics: The challenge of selling insurance and winning clients in a competitive market. Common struggles faced by insurance producers in appointment setting, scripting, and branding. Introduction to the Permission Sales Framework: A five-part strategy for success. Laying the foundation: Pre-prospecting and preparing for client engagement. Building the structure: Effective prospecting techniques and client acquisition strategies. Painting the walls: Mastering the first appointment and presentation skills. The final walkthrough: Navigating the pre-proposal stage and preparing for a successful proposal. Getting the keys: Closing the deal and achieving the goal of becoming a millionaire insurance producer. Connect with Charles Specht on LinkedIn Visit the Permission Network Insurance Agency, Inc. website for more information and resources.

GPP: Becoming a Broker of Record Instead of a Price Quoter with Nick Aube

Shift your agency's value proposition away from the carrier (price quoting) and onto your firm (broker of record). Nick Aube, Founder of Producer Systems, walks through the importance of taking control of your own destiny and selling yourself vs. selling on price. It not only helps your company, but your clients, too. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Producer Systems: https://www.producer.systems LAUNCH: https://getlaunch.io Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Nick Aube: https://www.linkedin.com/in/nick-aube This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io to learn more.

Stuff About Money: Impacting Community Through Giving With Inman Houston

Discover how $350,000,000 is making a profound impact in New Orleans! In this episode, Inman Houston, President and CEO of Baptist Community Ministries (BCM), sheds light on how BCM is transforming lives by financially supporting organizations that address crucial community needs in safety, education, and health. However, the true highlight lies in Inman's compelling personal narrative. Joined by co-hosts Erik Garcia, CFP®, BFA, and Xavier Angel, CFP®, ChFC, CLTC, Inman shares a deeply personal story about receiving a life-changing gift with profound insight: "Before you can be a good giver, you have to be able to receive other people’s generosity." Tune in for this moving narrative and gain valuable perspectives on the power of giving and receiving. Episode Highlights: Inman explains that being intentional with budgeting and tracking expenses can help avoid financial challenges. (4:23) Inman shares that the Baptist Community Ministries (BCM) is a private foundation with a mission to invest in the needs of people and honor and glorify God through healthcare and grants. (8:10) Inman discusses the Congregational Wellness Division's efforts to train and equip nurses and health advocates to support physical, emotional, mental, and spiritual health within local churches, focusing on education, public safety, and health. (16:43) Inman explains that to address the challenges and disadvantages individuals face, it is important to focus on preventative measures and addressing the realities of society and culture. (24:09) Inman mentions that their foundation is fully funded and encourages listeners to support their grantees by donating online. (32:20) Inman shares that it is important to be both a generous giver and a willing recipient of others' generosity to experience the joy of giving and receiving fully. (38:40) Key Quotes: “Our work is more funding and catalyzing than engaging directly in the activity. So, we went to a sense of drawing people together for the conversation to try to be creative and developing solutions.” - Inman Houston “We just love people who are doing good work, doing it with a high level of integrity, and you have developed sustainable models.” - Inman Houston Resources Mentioned: Inman Houston LinkedIn Baptist Community Ministries (BCM) Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Reghan Brandt: A Journey From Idea To Industry Impact

In this episode of Agents Influence podcast, host Jason Cass interviews Reghan Brandt, CEO of Loss Run Pro.  Episode Highlights: Reghan shares her background, including being raised by entrepreneurial parents and launching a premium finance company and Loss Run Pro in 2020. (3:03) Regan mentions that the current hard market conditions have made it crucial to have accurate data and a full submission to gain traction and solve the pain points in the industry. (8:57) Reghan explains that insurance agents who prioritize doing the right things and investing in technology and good people will continue to thrive and generate significant revenue in the changing market. (10:40) Reghan discusses the challenges she faced as a female founder in a male-dominated industry, including having to create a fake male persona to gain trust and recognition, but now believes that women deserve a seat at the table and that the perception is slowly changing. (17:21) Reghan mentions that it is important for individuals to assess their own needs and find the technology tools that will provide the most efficiency and return on investment for their specific tasks and responsibilities. (23:23) Reghan discusses how using a feature that allows for automated reminders and follow-ups can greatly improve productivity and ensure important tasks are not forgotten. (27:09) Key Quotes: “I always have looked out for my agents. And so there is a loyalty with me, because I'm going to treat them right, I'm going to create tools for them, I'm going to try to find them market opportunities.” - Reghan Brandt “Women need to also look out for other women and make sure that they're also trying to make opportunities to bring them to the table or better their careers, because that's what brings me a lot of joy.” - Reghan Brandt Resources Mentioned: Reghan Brandt LinkedIn Loss Run Pro Reach out to Jason Cass Agency Intelligence

Digital Insurance Pint: Sherif Gemayel

Round 2 with Sherif Gemayel. Sherif gives us an update on the state of broker modernization. Are the advanced brokers separating from the pack? What’s going on with SEO in the insurance industry? What’s holding brokers back from going all in on digitization ? Sherif tells us about an exciting government incentive program called CDAP that is available to brokers to help modernize their businesses and what Trufla is doing to help brokers take advantage of it. If that wasn’t enough, we also talk about how AI can help brokers grow and why Trufla is investing in their AI product suite. Do you want to know about what’s available to help modernize your brokerage? You need to check out this episode. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E133: Jarid Beck On Understanding Captives Better

In this episode, James talks with Jarid Beck, Co-Founder of Risk Management Advisors. To learn more about Risk Management Advisors, visit https://www.riskmgmtadvisors.com. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Jarid discusses the focus of Risk Management Advisors which is to provide creative and multifaceted insurance solutions to businesses in various industries to help them better manage their risks and outperform their competition. (3:00) Jarid mentions that in a competitive insurance market, the key to success lies in providing excellent service and finding creative ways to differentiate oneself from other providers. (8:01) Jarid explains that captive managers provide valuable services in setting up and administering captives, but they do not handle the full range of services and policy placements that traditional brokers do. (16:06) Jarid mentions that captives can be a viable solution for existing property exposures, but they are not suitable for covering catastrophic losses due to the high premiums and long recovery time. (21:28) Jarid mentions that the key to success in implementing a comprehensive insurance program is to start building gradually and not try to have everything at once. (39:30) Key Quotes: “We got into corporate financial planning strategies, retirement plans, defined benefit plans, deferred comp, you name it, executive benefits. And in the process of doing this and doing some planning for some, some prospects and clients, we saw captive insurance companies cropping up, more and more it was becoming something either business owners had, or they wanted to see or wanted to learn more about.” - Jarid Beck “We like to do things in phases, you know, hey, let's phase one, phase two, phase three, and let's tackle it over, you know, over a period of months or years, and then you know, have a smooth glide path, then you get down the road and you're like now we've got a program that does everything we want” - Jarid Beck

GPP: Larry Linne and Mick Hunt: Insurance Industry Mastermind with Two Powerhouse Consultants

Two of the biggest agency consultants in the industry, Mick Hunt, CEO at Premier Strategy Box, and Larry Linne, CEO at InCite Performance Group, join us for a special edition of Getting Past the Premium. The duo covers what it takes to be committed to growth, solving the right problem for your clients, building the future you want and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ InCite Performace Group: https://incitepg.com/ Premier Strategy Box: https://www.mystrategybox.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Mick Hunt: https://www.linkedin.com/in/mystrategybox/ Larry Linne: https://www.linkedin.com/in/larrylinne/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Building Better Teams That Fuel The Agency's Future With Amy Drewel

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Amy Drewel, Amy and Teresa talk about how to build a team that fuels our agencies for tomorrow. Key Topics: Amy’s transition from HR manager to insurance agency owner, and the founding of Mosaic Insurance Alliance. The importance of transitioning from an agent role to focusing on business development. Challenges in hiring and team management within the insurance industry. Strategies for maintaining a strong, motivated team in a challenging market. The impact of the current market on insurance agencies and the necessity for adaptation. The role of transparency and communication in managing an agency and its team. The significance of listening to team members and clients for effective agency management. Adapting to technological changes and leveraging them for better agency operations. Strategies for future-proofing the agency and team amidst market uncertainties. Connect with: LinkedIn: Amy Drewel  LinkedIn: Teresa Kitchens Visit Websites: Mosaic Insurance Alliance Sterling Insurance Group

Joe Stephenson: New Age Fraud Tactics

In this episode of Agents Influence podcast, host Jason Cass interviews Joe Stephenson, Director of Digital Intelligence at INTERTEL, an Ontellus Company.  Episode Highlights: Joe shares his journey from law enforcement, to accident reconstruction, to insurance fraud investigations, and his current role as the Director of Digital Intelligence at INTERTEL. (2:29) Joe discusses how easy it is to gather personal information about someone through technology, such as LinkedIn profiles, and how this can be used for fraudulent purposes. (8:51) Joe shares that insurance agents are often the first to notice suspicious activity, such as uncharacteristic emails or requests for additional information, which could indicate fraud or identity theft. (11:18) Joe emphasizes that investing in software protection is crucial to prevent fraud and protect against cyber threats, even if it seems expensive, as one security breach can have significant consequences. (18:17) Joe discusses the importance of understanding technology before implementing it, including asking about cloud services, security measures, data usage, and client protection against breaches, to avoid making costly mistakes and ensure the right technology choices. (23:06) Joe explains that the potential data leakage from using chat models like GPT is a concern that users should consider before jumping on board. (24:22) Key Quote: “We really have to start investing in our budgets into technology and people who understand the technology because this is the only way we're going to protect ourselves against it.” - Joe Stephenson Resources Mentioned: Joe Stephenson LinkedIn INTERTEL, an Ontellus Company Reach out to Jason Cass Agency Intelligence

Digital Insurance Pint: Carol Jardine

Carol Jardine – one of the leading lights in our industry announced her retirement a number of months ago. We were honoured to be able to talk with her on her last day in the office. Carol told us about her career journey through the insurance industry, including her best & worst memories. We discussed some of the major hurdles facing the industry, including Wawanesa’s leading implementation of broker connectivity. Carol also tells us about the Wawanesa journey over the last decade, moving to broker only distribution and offers up some advice for the next generation of insurance exec. Check out this episode for a close up & personal discussion with one of the movers and shakers in the P & C industry. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E132: Caden Braly On Attacking The Hard Market Head On

In this episode, James talks with Caden Braly, Business Development Manager at Braly Insurance Group and CEO of Innovative Risk. To learn more about Braly Insurance Group, visit https://bralyinsurance.com. To learn more about Innovative Risk, visit https://www.innovativerisk.io. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Caden discusses Braly Insurance Group's proactive approach to preparing customers for insurance policy renewals, including contacting them ahead of time, educating them about potential price increases, and providing resources to explain market conditions. (3:45) Caden mentions that agents are diversifying their portfolios by shifting towards large-scale GL, and commercial auto, and expanding into other states to reduce their reliance on property and personal lines in Texas. (12:14) Caden shares that he has extensive experience in vetting and testing various technology companies in the insurance industry, allowing him to offer credible recommendations to his clients. (16:13) Caden explains that Innovative Risk is an insurance consulting firm that acts as a buyer's agent, helping customers navigate the complex world of insurance and holding agents accountable for their work to ensure the best coverage and pricing for the customer. (24:15) Caden discusses Braly Insurance Group's specialization in providing excellent insurance services for contractors, auto service, non-commercial construction, and lessors risk, while also partnering with Innovative Risk for larger scale and manufacturing accounts. (32:13) Caden believes that the insurance industry needs to be held to a higher standard and that consultants with experience and knowledge in the industry are the best option for clients. (36:21) Caden mentions that it is important to consider alternative options and compare offers when it comes to mergers and acquisitions, as some agencies and firms will purchase your business without requiring a lengthy buyout period or strict maintenance of the book of business. (40:30) Key Quotes: “One of the things that we started doing in the last couple of months is a proactive shopping of insurance. So, we get to the customer, even before the renewal comes out, and prepare them for what's to come.” - Caden Braly “Insurance technology is not hard to become an expert in it. It's not very advanced, I say this with all kindness in the world to all of our tech partners out there. The technology and understanding other industries is far more advanced and more difficult to learn and to grasp.” - Caden Braly “We do a full breakdown of an agency before we even get to the point of offering any sort of technology solution.” - Caden Braly

GPP: How to Approach Agency Technology with Vertafore's Sydney Roe

Insurance agencies know they need to modernize and adopt technology. But that brings in a new set of challenges. Sydney Roe, Director of Agency Marketing at Vertafore, dives into the importance of connection among your tech stack – connection to your team, your other tech, your clients and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Vertafore: https://www.vertafore.com LAUNCH: https://getlaunch.io Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Sydney Roe: https://www.linkedin.com/in/sydney-roe-32b927bb This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io to learn more.

The MVP Podcast: Comprehend Your Data and Master Your Actions

In this episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast, Danny Lawrence sits down with Greg De Jesus, Director of Sales at Ennabl. Greg gives us a couple of examples of how to understand your agency's data to inform and empower strategic decision-making. Harness this knowledge to effectively master and optimize your actions for maximum impact. Episode Highlights: Greg mentions that the goal of Ennabl is to help organizations succeed by utilizing their data to provide insights on how to drive action and change for operational efficiencies and revenue growth in the insurance industry. (4:38) Greg discusses the importance of cleansing data to identify strengths and target potential customers to enhance business performance. (9:44) Greg shares their development of new tactics and strategies for reaching out to potential customers, including providing additional information and identifying key individuals for prospecting. (16:10) Greg discusses how the monoline report and cross-sell report generated from the AMS provide a simple and efficient way for insurance agencies to identify opportunities and target clients for growth. (25:24) Greg mentions that Los Run Pro and Loss Scan are two great options for brokers looking for easy solutions to streamline renewals and loss runs in the insurance industry. (31:02) Key Quotes: “I want you to just understand that what we do here, our organization we are success driven for our partners in our agencies that we work with, we're here to meet that make their jobs easier. We're here to help them drive action, drive strategy, using what they already have.” - Greg De Jesus Resources Mentioned: Greg De Jesus LinkedIn Ennabl Danny Lawrence LinkedIn Reach out to Mitch Gibson

Stuff About Money: College Financing: Mastering FASFA, 529s & Essential Planning Tips with John Hupalo

FAFSA? EFC? SAI? What does all this mean? College planning is complicated and overwhelming for both the student and the parent. There should be an easy button to plan for college.  In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, has a candid discussion with John Hupalo (4-time guest on the show) on navigating the FASFA maze. From demystifying FASFA responsibilities to understanding asset impacts on aid eligibility, get expert insights into college planning essentials. They discuss strategies to pay for college using needs-based methods as well as merit-based methods. This is a must-listen if you have a student in the 8th grade all the way to college age. Episode Highlights: John mentions that there is still work to be done in expanding and improving the prepaid college savings program. (2:16) John discusses how having a conversation about college affordability and financial fit early on in a student's high school years is crucial to making informed decisions and potentially reducing the amount of debt required for higher education. (6:53) John explains that students must fill out the FAFSA form as it determines their eligibility for work-study, Pell grants, and federal student loans, and using online tools like the financial aid calculator can help estimate their Student Aid Index. (14:28) John shares that it is important to understand the implications of the IRS having access to your financial information for automatic uploading into forms. (25:58) John discusses improvements in the treatment of 529 plans for financial aid, including the removal of penalties for draining the account and the inclusion of grandparent 529 plans. (29:42) John mentions that the recent changes to the 529 account program allow for greater flexibility in using the funds for education, including private and public schools, student loans, apprenticeships, and even rolling over into Roth IRAs. (44:28) John believes that the key to planning for your child's education is to be realistic about your financial situation and not sacrifice your retirement savings to pay for college. (47:18) Key Quotes: “The college planning process does not start at senior year. It really starts freshman year for students.” - John Hupalo “Student loans should be the last resort, not the first option to pay for college.” - John Hupalo “Be realistic in your college planning. Avoid compromising your retirement savings to fund your child's education.” - John Hupalo Resources Mentioned: John Hupalo LinkedIn Invite Education My College Corner Blog: Parents: Know the College Admissions Timeline Blog: The Critical Student Financial Aid Terms You Should Know Building Us Podcast: Part 1: Where Do I Start in Planning for My Child’s College? With John Hupalo Building Us Podcast: Part 2: How Am I Going to Pay for College? With John Hupalo Erik Garcia, CFP®, BFA Stuff About Money: College Loans and Financial Aid with John Hupalo Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

AI Live with Ebens Jean, Margeaux Giles, CJ Hutsenpiller, & Michael Lebor

In this live episode of the Agency Intelligence podcast, host Jason Cass, and guest host Mitch Gibson interview Ebens Jean, Co-Founder of One Way Insurance Group, Margeaux Giles, CEO of Irys, CJ Hutsenpiller, Owner of Hutsenpiller Insurance, and Michael Lebor, CEO of InsuranceGIG. Resources Mentioned: Ebens Jean LinkedIn Margeaux Giles LinkedIn CJ Hutsenpiller LinkedIn Michael Lebor LinkedIn Mitch Gibson LinkedIn One Way Insurance Group Irys Hutsenpiller Insurance InsuranceGIG Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: The Quality of Your Prospect List

One of the biggest reasons insurance agents don't achieve success as a producer is due to the QUANTITY of accounts on their prospect list. But the biggest reason overall is no doubt the QUALITY of the accounts on their prospect list.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to increase the QUALITY of the accounts you are prospecting in order to close more deals and make more money! Episode Highlights: Charles explains that most insurance brokers are inexperienced and have a large number of accounts to call. (3:57) According to Charles, insurance brokers might have 1000 different prospects on their database. However, if none of them are truly qualified to the point that they are likely to conduct business with you, calling them to set up appointments would be the largest waste of your time. (4:35) Charles discusses the three most important things that insurance agents should have in terms of their database quantity. (9:21) According to Charles, the quality of the prospect list is the difference between being a millionaire insurance producer and always spinning your wheels and not achieving the results you want. (10:51) Charles believes that the reason people are not achieving the financial status and the results they desire, is that they have a deficient prospect list. (14:00) Charles explains that if you contact customers that are coming up in the buying window, the number of set appointments you have will significantly increase. (18:27) Charles mentions that your database should include the most profitable micro-niches. (19:37) Charles discusses that there are lots of different ways in which to find lists of prospects. (22:21) Charles explains that when your book of business and profession develops, you may not need the quantity as much since the quality will be there. (29:37) Key Quotes: “The quality of your prospect list is the difference between you becoming a millionaire insurance producer versus you continually spinning your wheels and not getting the results that you want.” - Charles Specht “The reason that you are not achieving the financial status, the results that you want the amount of commission money in your own bank account right now, the reason why you're not winning as many clients gathering enough broker record letters and so forth is because you likely have a deficient prospect list.” - Charles Specht “As you're maturing in your book of business, as you're maturing in your career, you might not need the quantity any longer because the quality will be there. But, as of right now if you don't have either, it must be very difficult for you to actually keep going and to have the success that you want.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: CJ Nolan

In this episode, the guys talk to CJ Nolan, President of Munn Insurance – Canadian broker of the year. We learn about the origin story of Munn insurance and how they became broker of the year. We also talk about Munn’s investment in technology, staffing and their biggest challenges. We also dig into what needs to be done to accelerate connectivity, how broker consolidation is affecting the industry, how happy CJ is with his carriers and what he sees as requiring fixing in the industry. Join us for a chat with CJ – one of the truly good guys in the industry. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E131: Alex Toler On Benefits And Middle Market Buyers

In this episode, James talks with Alex Toler, Director of Business Development at SimparaHR. To learn more about SimparaHR visit https://www.simparahr.com. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Alex shares his journey from being an aspiring baseball player to underwriting homes, navigating the insurance industry, and finding success in middle-market employee benefits. (4:06) Alex shares how his passion for health insurance was reignited after witnessing Adam's work and the level of care his clients received. (19:07) Alex explains that their goal at SimparaHR is to help employers and employees make smart healthcare cost decisions and lower costs through active risk management and prevention. (30:49) Alex discusses the lack of transparency in employer-broker relationships and the benefits of operating transparently in self-funded health plans. (35:30)  Alex emphasizes the importance of mentorship in navigating the challenges of the benefits industry, especially for young producers, and the need to seek guidance from experienced professionals to succeed. (40:57) Alex mentions that the key to success in making a career jump is to lean on mentorship, thoroughly assess your readiness, understand contract terms, and utilize the abundance of resources available today. (47:17) Key Quotes: “Our goal is to go in, operate on a fee-only basis to where we're not making commissions off of what we're selling where our goal is to drive your cost down.” - Alex Toler “Finding a mentor, and I think, really niching down or just having a real target market that you stay in. You might not see the fruits as early and as fast, but it's going to save you from so many headaches in the future.” - Alex Toler

GPP: Sales vs. Consulting: How To Sell Your Insurance Knowledge With Chase Courtney

How do you go from sales to consulting? What's the difference? Chase Courtney, a "recovering CPA" and the Director of Technology Sales at Imperial PFS, joins us to discuss how to apply your foundation of knowledge to help sell a particular product. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ IPFS: https://www.ipfs.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Chase Courtney: https://www.linkedin.com/in/chase-courtney-cpa-5a0a2276/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

IndieTech: Michael Nelson, EZ Lynx

In this episode of 10 Rules of Business, recorded live from IndieTech 2023, Sean Kirby is joined by Michael Nelson of EZ Lynx. Michael gives a glimpse into the next big things for EZ Lynx, including AI enhancements, integrated solutions, and the commitment to make every agent's life easier and more productive.

Andrew Chermark: Driving Data To Safety

In this episode of Agents Influence podcast, host Jason Cass interviews Andrew Chermark, Founder of Ensure Analytics. Episode Highlights: Andrew shares his experience in the telematics industry, starting with cellular one and Nextel, and how he got into the industry through tracking devices. (3:37) Andrew mentions that utilizing scorecards and clean driving data can help brokers provide value to their clients and improve their chances of securing insurance coverage in the current hard market. (6:14) Andrew discusses how using smartphone apps like E-driving can provide positive reinforcement and improve driving behavior. (11:09) Andrew explains how utilizing telematics and driver behavior data is crucial for insurance brokers to effectively manage risk and provide better policies for their clients. (12:46) Andrew mentions that brokers need to encourage their clients to share their data and utilize technology to improve driver safety and reduce accidents and claims. (19:02) Key Quotes: “There's a couple of different ways that they can provide value to their clients, is by using companies like our company, or any company that can provide a resource to educate your clients on these scorecards, and how they can use those scorecards to make themselves look attractive.” - Andrew Chermark “We're actually doing positive reinforcement, to improve scorecards and to really get them to get engaged, and drive safer.” - Andrew Chermark “Just be conscious when you get behind the wheel. If you have a fight or you get a phone call or something happens personally in your life, pull over to the side of the room, take a couple of deep breaths.” - Andrew Chermark Resources Mentioned: Andrew Chermark LinkedIn Ensure Analytics Reach out to Jason Cass  Agency Intelligence

Agency Freedom: E130: Anxiety And Taking Big Steps

Listen to the latest solo episode from host, James Jenkins. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Stuff About Money: Taking Flyte and Changing Lives Through Financial Literacy With Alex Bigbie

In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA, and Xavier Angel, CFP®, ChFC, CLTC, hear from Alexander Bigbie of Flyte as he shares his story of running small programs to help individuals in vulnerable communities with their financial literacy. Be prepared to be inspired. Episode Highlights: Alexander explains that establishing credit at a young age and learning how to effectively manage credit cards can have long-term benefits and help avoid future financial mistakes. (3:13) Alexander discusses his journey in creating Flyte, which aims to provide financial wellness programming and support to small business owners, particularly focusing on black women-owned businesses from low and moderate-income households. (9:11) Alexander mentions that Flyte partners with local banks to provide virtual sessions on personal and business finance, covering topics such as building credit, cyber security, P&L and balance sheets, and separating personal and business finances. (14:09) Alexander explains that Flyte’s financial education program focuses on credit building and counseling, helping individuals pay down bad debt and improve their credit scores by an average of 40 points, while also guiding them on establishing credit, budgeting, and reducing overspending. (21:25) Alexander discusses the importance of planning for retirement and avoiding relying on uncertain future windfalls or burdening children financially. (27:01) Alexander shares that Flyte brings in volunteers with various skill sets to help small businesses, including lawyers, bankers, and college students, and makes volunteering easy and rewarding by providing feedback and opportunities to see the impact of their assistance. (33:29) Alexander explains how Flyte helps local business owners in New Orleans, particularly those who couldn't get into other programs. (41:01) Key Quotes: “Get into saving habits early, even if it's a little bit of money, you know, $50 a month, you know, whatever, start, put it have a savings account, start putting that money away, and then start investing that money into index funds. Because that will just passively grow your net worth in the background.” - Alexander Bigbie “We make volunteering very easy, and very rewarding too. Because you get feedback on everything and you get to see the business kind of take what you taught them and apply and, hopefully, you know do great things with it.” - Alexander Bigbie Resources Mentioned: Alexander Bigbie LinkedIn Flyte Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

IndieTech: Reid Holzworth, Ivans

In this episode of the Agency Intelligence podcast, recorded live from IndieTech 2023, host Jason Cass sits down with Reid Holzworth, CEO of Ivans Insurance Solutions. From tackling initial challenges to connecting with 120 carriers in just one year, Reid shares the transformative journey of Ivans under his leadership. Resources Mentioned: Reid Holzworth LinkedIn Ivans Insurance Solutions Reach out to Jason Cass Agency Intelligence

Agency Freedom: E129: Nikki Ostrander On Nebraska Nice As A Business Model

In this episode, James talks with Nikki Ostrander, Owner of Vault Insurance & Risk Management. To learn more about Vault Insurance & Risk Management. visit https://www.vaultinsure.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Nikki shares that her mom who was in the insurance industry inspired her to become an agent which led her to start her agency and bring on her best friend and husband to build their dream. (3:49) Nikki shares her experience of finding a unique commission structure that works for her and her agency, highlighting the importance of individualized approaches in the industry. (8:36) Nikki believes that treating people right, doing the right things, and showing a smile can lead to positive outcomes, especially in small towns. (13:30) Nikki emphasizes the importance of having the right team members and support system to maintain balance and handle the demands of a growing business. (18:44 ) Nikki discusses the importance of maintaining connections with other agents and brokers to stay informed about industry developments and potential opportunities. (26:26) Key Quotes: “If you treat people right, and you do the right things, and you show up with a smile on your face, people are going to know, people are gonna talk about it.” - Nikki Ostrander “It's about having the right pieces in place to make things flow and go. Because if you don't have the right pieces in the place to move forward, things get unbalanced and they get hectic.” - Nikki Ostrander “It's all about relationships and keeping the relationships good and the lines of communication open.” - Nikki Ostrander 

IndieTech: Jake Jines, The Insurance Alliance

In this episode of 10 Rules of Business, recorded live from IndieTech 2023, Jake Jines talks with Sean Kirby about the transformative role of Virtual Employees (VEs) in the insurance industry. Discover how VEs handle renewals and daily tasks, epitomizing efficiency in today's digital age.

Power Women In Insurance: From Insurance Agent to Breaking Ground In Tech With Elizabeth Culley

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Elizabeth Culley, Owner of GravityCerts. Teresa and Elizabeth discuss GravityCerts and how agencies can achieve better-streamlined processes with their systems. Episode Highlights: Elizabeth discusses the flexibility and options available in running an independent agency and how she created GravityCerts from scratch, developing the necessary tools and systems for success. (3:48) Elizabeth shares the challenges GravityCerts faced as a new agency as it experienced rapid growth and struggled to keep up with the influx of new business. (8:35) Elizabeth emphasizes the importance of prioritizing quality service and customer loyalty over rapid growth in their insurance agency. (16:54) Elizabeth mentions that the Client Center is an online client service portal that provides 24/7 access to services and information, currently integrated with NowCerts and Agency Zoom. (21:26) Elizabeth discusses the need for agencies to adapt to changing consumer behaviors and allow clients to access services online, even outside of traditional business hours. (31:36) Elizabeth mentions that the goal of GravityCerts is to streamline different systems and platforms and to be the central hub that connects various tools and eliminates duplicate data entry, ultimately improving efficiency in the industry. (36:15) Elizabeth believes that the use of technology does not diminish the human touch but rather strengthens the relationship by freeing up time for more meaningful interactions. (40:49) Key Quotes: “We try to be pretty flexible, of course. I want everyone to have all the bells and whistles, and I want them to have the best of everything.” - Elizabeth Culley “There's no reason for us to have to continue to be putting the same information in over and over again, there has to be a way to streamline that. And so, that's really what we're going to try to work on 100% with the different tools that we have.” - Elizabeth Culley Resources Mentioned: Elizabeth Culley Facebook GravityCerts Contact Teresa Kitchens Sterling Insurance Group

Steve Mohr: The Architect Of The Insurance Industry Index

In this episode of Agents Influence podcast, host Jason Cass interviews Steve Mohr, Founder of Insurance Industry Index. Episode Highlights: Steve discusses his “Insurance Industry Index” platform, an all-in-one source for insurance professionals that covers technology, coaching, podcasts, jobs, and events (5:46) Steve mentions that his initial goal was to help the independent agency channel, but he has also realized that service providers in the industry need just as much help, especially with hiring and training new staff. (9:17) Steve shares that the Insurance Industry Index’s website is evolving to offer a more advanced search feature, allowing users to find service providers that integrate with specific technologies, making it easier to target the right options. (11:17) Steve expresses his excitement about the opportunity to bring together different vendors and create a unified effort, despite the challenges and busy schedules of those involved. (16:57) Steve explains that navigating the challenges of building a personal brand alone while juggling social media and other responsibilities has been overwhelming. (19:59) Key Quotes: “The deal is really meant to be that all-in-one resource for everything insurance. And you know, whether it's technology, coaches, podcasts, jobs, events, all these different things really coming together in one spot. ” - Steve Mohr “My main goal coming out of the gate was to help the independent agency channel. I think it's like the most badass group of people in the world. It's such a simple industry, it's such a difficult job. I have all the respect in the world for independent agents. And the goal was really to help them out. ” - Steve Mohr Resources Mentioned: Steve Mohr LinkedIn Insurance Industry Index Reach out to Jason Cass  Agency Intelligence

Agency Freedom: Emergency PSA Regarding Cyber/Data Breach Coverage

Please visit https://www.riskwell.com/cyber-insurance-for-insurance-agents/ to learn more about this critical exposure. We have multiple programs available to help you get the right coverage placed for your agency in 1-2 business days or less. If you want to talk further, please email commercial@riskwell.com.

Millionaire Insurance Producer: Throwback: The Insurance Industry's Best Prospecting Script

Setting appointments with new prospects is hard. But it's also one of the most important things a producer needs to improve at in order to win new clients. "Scripting" (what you say or write to your prospects) is the difference maker for all of it. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht outlines what is potentially the best prospecting script in the entire insurance industry, as well as how you can personally edit it to make it your own. Episode Highlights: One of the most difficult challenges, according to Charles, is getting over the point of hesitancy. (2:37) Charles explains that the insurance industry's best prospecting script is the one that works for your unique prospect. (3:40) Charles mentions that anything you provide your prospect in return for an hour of their time must be meaningful and simply understood. (5:55) Prospecting, according to Charles, is not easy, is not pleasant, and is challenging. However, if you want to establish a million-dollar book of business, you'll need to persuade individuals to meet with you. (07:29) Charles provides samples of the top prospecting scripts in the insurance industry. (11:23) Charles explains that everything is constructed on the micro-niche, and you must start there. (17:04) Charles discusses why he typically encourages insurance salespeople to have their first script be fairly price sensitive, so that it resonates with everyone. (29:48) Charles mentions that the finest prospecting script for the insurance sector must fit the needs of the individual you're interacting with at the time. (30:42) Key Quotes: “If you don't have many different scripts to use for your prospects, you are probably not getting the results you want.” - Charles Specht “Focusing on how to set appointments is probably the smartest thing you will ever do in your career.” - Charles Specht “As you're figuring out what your script and your pitch and your cold call carrot is, you have to really understand what is one of the main problems they're dealing with. Because whatever you're saying has to be a solution to that problem. And if you don't understand your prospect's problems, the solution that you have to offer really isn't going to be that great.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E128: Colby Allen On Making Smarter Data-Based Decision

In this episode, James talks with Colby Allen, Consultant and Financial Analyst at AgencyFocus. To learn more about AgencyFocus, visit https://agency-focus.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Colby shares his background in the insurance industry, from a non-traditional path and working his way up through various positions in finance, operations, M&A, and analytics. (6:25) Colby discusses the importance of having conversations with carrier representatives and that aligning with their distribution strategies is often overlooked by independent agents in the insurance space. (13:11) Colby explains the concept of "managing up" and how taking the initiative and adding value to the team can lead to rewards. (22:36) Colby mentions the importance of paying attention to the increasing cost of benefits and considering team culture and alignment when evaluating agency opportunities. (28:22) Colby explains that the two factors determining an agency's value in mergers and acquisitions are profitability and risk profile. (34:00) Colby mentions that it is important to have an exit plan for your business to be prepared for future opportunities. (46:54) Colby shares that AgencyFocus offers services to assist agency owners in managing their finances, achieving growth goals, and providing consulting services. (50:48) Key Quotes: “Knowing the makeup of your book of business, your ideal client, your average client, how your staffing is put together, knowing your own agency will put you in a better position to make a more intentional decision for purchasing another book of business.” - Colby Allen “You need to kind of see your end goal and what you want your end goal to be so that you are taking steps. So that when that opportunity does come around, you're ready to kind of hit that checkbox.” - Colby Allen “If we can step in to help put the financial picture to accomplish your goals a little bit easier for you, that's our goal.” - Colby Allen

GPP: Reid Holzworth: How to Literally Build Connections Using Your Agency Tech Stack

Reid Holzworth, CEO of IVANS Insurance Solutions, has been an instrumental player in the insurtech space, from building one of the premier agency management systems to now leading IVANS. He joins Elliot Bassett and Ryan Brott to talk connectivity. How do you better connect your technology? How does that better connect you to carriers? To clients? To your service team? Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ IVANS: http://www.ivansinsurance.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Reid Holzworth: https://www.linkedin.com/in/reidholzworth This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Leading With Resilience and Tenacity with Susan Wathen Johnston

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Susan Wathen Johnston, President of Countryside Insurance Agency. Susan discusses how to build resilience and how to approach each day with Tenacity. Episode Highlights: Susan shares her early involvement in insurance, spending time at age 6 in her father's agency and getting her license at 18 to work part-time. (2:32) Susan mentions that the availability of online groups and communities allows us to easily access information and get quick responses to our questions, making us fortunate in the digital age. (9:47) Susan explains that the ability to be a leader is partly innate and cannot be taught, so leaders need to protect their team and establish processes to filter out those who may not be a good fit for the organization's health and success. (14:46) Susan discusses the importance of self-care and maintaining a positive mindset to avoid bringing others down. (18:06) Susan shares that she finds time blocking helpful for managing multiple tasks and interruptions in a busy work environment. (22:44) Susan discusses the importance of finding balance and complementary skill sets, even if you only have one other person on your team. (26:14) Susan explains the importance of attending conferences, networking, and being open to new ideas and strategies to grow and improve professionally. (32:17) Susan mentions that the key to success is being authentic, without trying to be someone you're not. (39:15) Susan encourages women to reach out and connect with others in their industry, as they will likely find support and inclusivity. (42:41) Key Quotes: “As leaders, we can try to protect our team and help as much as possible. But I don't think that's something that you can teach.” - Susan Wathen Johnston “That’s what I like too about going to conferences, meeting new people, getting on the Facebook groups is getting other ideas hearing what works for other people, and trying something that you may not have ever even thought of.” - Susan Wathen Johnston “If anyone's struggling in our industry through this time, they need to just reach out.” - Susan Wathen Johnston Resources Mentioned: Susan Wathen Johnston LinkedIn Susan Wathen Johnston Facebook Countryside Insurance Agency, INC Contact Teresa Kitchens Sterling Insurance Group

Stuff About Money: Prepare, Don't Predict. Surviving Uncertain Markets.

If we could predict how the stock market performs, we'd be retired! The only thing CERTAIN right now is UNCERTAINITY. But is this uncertainty, new? War, presidential elections, inflation, oil, & ongoing recession talk have us all feeling a bit, well, yucky!  In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA sits down with Michael Laughlin, CFA, FRM, Head of Portfolio Specialist Team at Morningstar to discuss some key ingredients to building long-term-investment portfolios. You will be surprised to learn one key ingredient is humility. Episode Highlights: Michael discusses his role as a translator and liaison for the investment team which is helping clients understand market environments and build intentional portfolios to manage risk. (3:21) Michael mentions that investing is a slow but effective way to build wealth, especially through the power of compounding and sticking to a long-term plan. (5:45) Michael explains that trying to time the markets is not recommended, as studies show that investors tend to buy high and sell low, resulting in significant underperformance. (8:12) Michael discusses how recessions have consistent outcomes within three to five years, making it crucial for those nearing retirement or transitioning to be cautious about spending down principle during a market shock. (16:29) Michael explains that Morningstar is a research-driven investment firm that believes in being prepared for different market environments rather than trying to predict specific outcomes. (20:25) Michael mentions that the current market environment is characterized by a high degree of uncertainty, leading to a cautious approach to taking smaller bets in portfolios. (26:31) Michael discusses how Morningstar started as a research and data company in the 80s and now manages investments by categorizing equities based on value, core, and growth, as well as large, mid, and small sizes, to understand the characteristics of a portfolio. (30:27) Michael explains that the price you pay for an asset is crucial in determining its investment potential, as a great asset at a bad price can be a bad investment, while a not-so-great asset at an amazing price can be a good investment. (39:24) Michael emphasizes that historically, markets have experienced fluctuations and declines on an annual basis, but have also shown overall growth over time. (44:51) Key Quotes: “True investing is a great way to build wealth slowly and not a great way to build wealth quickly.” - Michael Laughlin, CFA, FRM “What we actually try to do is build portfolios that are robust to multiple different market environments, or multiple different outcomes. And then, as time passes, and those outcomes reveal themselves in a way, we continually update, we continually tweak, we continually tilt. But we never say, okay, you know, we're going to be in a high inflation, low growth regime.” - Michael Laughlin, CFA, FRM “It's important to remember that the price you pay for something matters. So you can have a great asset, but at a bad price be a bad investment. And, you know, conversely, you can take maybe a not-so-great asset at an amazing price can be a good investment.” - Michael Laughlin, CFA, FRM Resources Mentioned: Michael Laughlin, CFA, FRM, LinkedIn Morningstar Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

AI Live with Jeff Roy, Davie Holt, & Steve Mohr

In this live episode of the Agency Intelligence podcast, host Jason Cass, and guest host Mitch Gibson interview Jeff Roy, CEO of Excalibur Insurance Group, and Davie Holt, President of Virtual Intelligence. Resources Mentioned: Jeff Roy LinkedIn Mitch Gibson LinkedIn Excalibur Insurance Group Virtual Intelligence Reach out to Jason Cass Agency Intelligence

Agency Freedom: E127: Scott Knowles On Scanning For Losses

In this episode, James talks with Scott Knowles, Co-Founder of Loss Scan. To learn more about Loss Scan, visit https://lossscan.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Scott mentions that he has been in sales for a long time, starting with a food broker and then transitioning to insurance. (3:13) Scott shares his experience with a potential acquisition and the cautious approach he took in sharing information with a direct competitor. (9:57) Scott discusses his decision to start a new business venture in the insurance industry called Loss Scan, which aims to solve the problem of extracting data from loss runs accurately using an algorithm. (15:56) Scott explains that the advantage of running a SaaS company for 12 years before being acquired is the deep understanding of building a solid foundation and implementing necessary security measures, allowing for quick growth and success in launching a new product. (18:36) Scott discusses the primary core of Loss Scan which is to extract data from loss runs of any company and present it in a format that can be downloaded as a CSV file or viewed visually in a dashboard, making it easier for producers to review and analyze loss runs with clients. (22:11) Scott encourages listeners in the insurance industry to embrace technology, make investments, and utilize products that can save time, and money, and provide accuracy, specifically mentioning Loss Scan as a potential solution. (36:29) Key Quotes: “Listening to your customers, no matter what company, know what business you're doing, whether you're a broker, or InsureTech, SaaS company, use your ears and listen. Listen to what your customers are saying, listen to what their needs are, if you want to grow your platform in the right ways and be able to, you know, pinpoint and provide a product that's going to solve a problem.” - Scott Knowles “If you're out there producing on a day-to-day basis, or you're an underwriter or whoever you may be, embrace the technology that's out there, you know? Don't close your mind to what type of technology can help you. Don't be afraid to make the investment.” - Scott Knowles

GPP: Find What Works, Do More of That: Ryan Hanley's Agency Approach

Find what works, and do more of that. Find what doesn't work, and stop doing that. In many cases, operating an insurance agency can be that simple. Ryan Hanley, Founder and President at Rogue Risk and the creator of the Finding Peak Podcast, joins the show to discuss success, personal growth, and setting aside blinders that could be holding your agency back. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Rogue Risk: https://www.roguerisk.com/ Finding Peak: https://ryanhanley.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Ryan Hanley: https://www.linkedin.com/in/ryanhanley/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

IndieTech: Thomas Berry, Trufla

In this episode of 10 Rules of Business, recorded live from IndieTech 2023, venture into the world of data-driven insurance with Thomas Berry, Director of Sales at Trufla. Thomas sheds light on Canada's unique data standardization, the pivotal role of SEO in organic traffic, and the innovative use of AI in blog content creation. A must-listen for those curious about how tech is changing the insurance world!

Power Women In Insurance: Is Automation the Way to a Better Agency? With Austin Moorhead

In this episode of Power Women In Insurance, Teresa Kitchens is joined by Austin Moorhead, Founder of Lava Automation. Austin and Teresa talk about how automation can help the agency of the future. Episode Highlights: Austin shares his insurance background and how he transitioned to automation technology. (1:37) Austin mentions that Lava Automation has successfully assisted numerous agencies in getting their CRM up and running in just a few months, compared to the longer timeframe it used to take in the past. (4:12)   Austin discusses the importance of CRM tools for agency owners in managing lead data and staying accountable. (7:26)  Austin explains that the CRM automation and features save approximately 2.3 weeks of monthly work per person, allowing for more follow-ups and time savings. (14:18) Austin mentions that creating regular accountability meetings and maintaining clean data in business software is crucial for success. (20:09) Austin discusses the different attitudes towards automation between producers and CSRs in the insurance industry. (25:54) Austin suggests that organizations should focus on implementing and maximizing the benefits of new technology before jumping to embrace the next big thing. (28:36) Key Quotes: “If you're going to compete with our quality of build standard that you didn’t have to put in the years that we have doing this. This is all we do.” - Austin Moorhead “Anyone who does outreach with a CRM gets an additional 2.3 weeks worth of work done.” - Austin Moorhead Resources Mentioned: Austin Moorhead LinkedIn Lava Automation Contact Teresa Kitchens Sterling Insurance Group

We Focus On Perfection When We Should Focus On Becoming Perfected

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Travis Parry, Ph.D., Balance Coach and Bestselling Author of Achieving Balance. Travis shares why we need to shift our focus from perfection to becoming perfected and shares how you can achieve balance in your career and life.  Episode Highlights: Jason started his show by discussing what balance is. (1:20) Travis shares that he is an iPhone user. (4:22) Travis says that the last application he downloaded was Pos Bean. (4:33)  Travis answers the question of whether he loves to win or he hates to lose. (5:34) Travis chooses luck over skill as the bigger factor in his career. (6:34) Travis shares his background story, how he started, and where he is at this point. (7:34)  Travis talks about his father and his achievements. (12:13)  Travis shares the reason that made him write his book, Achieving Balance. (18:03)  Travis shares what we can do to achieve more balance in our life. (25:54)  Travis explains the difference between owning a business and running a business. (35:15)   Travis shares the books that he is currently reading. (40:00) Key Quotes: “Time is our greatest asset. What are you doing with it? What will you be known for because of how you’ve used it?" - Travis Parry “Whenever it's hard and challenging upfront. That's when you're going to have the best podcast.” - Travis Parry “We are perfectionists to a fault. We focus on perfection as the goal instead of becoming perfected.” - Travis Parry Resources Mentioned: Travis Parry LinkedIn Travis Parry Achieving Balance Reach out to Jason Cass Agency Intelligence

Agency Freedom: E126: Georgi Nenov On Serving Up A Delightful Experience

In this episode, James talks with Georgi Nenov. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Georgi shares his journey of coming to America, starting with a student visa and working various jobs, eventually finding love, pursuing education, and becoming a proud American citizen. (5:12) Georgi discusses the importance of focusing on the positive and providing excellent service in the hospitality industry, including getting to know customers and personalizing their experience. (15:09) Georgi mentions that the key to successful sales is to focus on creating a great experience for the customer, rather than simply selling them a product or service. (23:41) Georgi discusses the importance of educating and consulting people about services they may not realize they need and the need for insurance even if people don't think about it until they need it. (33:52) Georgi mentions that Boston is a city with a strong market share in the tech and pharmaceutical industries. (42:00) Georgie expresses interest in software development, noting that he might engage in some projects on the side for additional income. (48:54) Key Quotes: “You should not take yourself too seriously. There's absolutely no point because you can learn your whole life.” - Georgi Nenov “You really need to know your audience. You know, we live in different times markets are I don't want to say difficult because there's no such way, they're a little more challenging. But if it's easy, who's going to like it?” - Georgi Nenov

Millionaire Insurance Producer: Throwback: Get Ready to Pivot!

If you're like most insurance agents out there, you're not getting the new business commission results you know you're capable of. You're either not prospecting enough, prospecting inefficiently, not setting enough appointments, not sure how to transition to asking for the signed Broker of Record Letter, or how to close the business if you go through a quoting process. Usually, this boils down to doing things over and over and over again that do not work or do not get a high enough ROI.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will talk about how you should Pivot, what to Pivot to/from, and how to determine if the Pivot you make will be profitable or not for you or your agency. Episode Highlights: Charles explains that a common issue that people have is that they can't stop doing one thing and start doing something else. (4:53) Charles shares that pivoting starts at the very beginning of the building process. (7:02) Charles talks about his experience working with a very large agency over the last three years. (10:23) Charles advises listeners to start utilizing some of the technologies that are out there, such as InsurTech. (14:50) Charles explains that you need to have more prospects in your database than you think is necessary. (19:17) Charles explains that the pivot and the database are important as you cannot call the same account every couple of weeks. (23:38) Charles shares that it does not make sense for you to keep doing something that doesn't get you results. (25:36) Charles shares some of the things that would cost you zero dollars but still help you in your success. (28:20) Charles explains that you need to step back and begin to list the things you need to pivot and go through them one at a time. (29:14) Key Quotes: "You need to take a step back, begin to look around at the things that you need to pivot, and make that change today." - Charles Specht "Tech really doesn't help you to sell; that's completely different. You need to be able to persuade, you need to be able to ask for the business, you need to be able to prospect, you need to be able to do all of that." - Charles Specht "If you're actually you're able to do certain things in certain ways, and you can help yourself by including technology into your entire process, then I would say it would probably make financial sense for you to actually do that." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: Client Experience vs. Service: What's the Difference?

Sean Brooks, Divisional Manager at Buckingham Strategic Partners, joins hosts Elliot Bassett and Ryan Brott to discuss how to go from a transactional-based business model to an agency based around client experience. An experience is something you see or feel – where service is just background work.  Listen in to learn how to showcase your value and reduce friction for your clients. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Buckingham Strategic Partners: https://buckinghamstrategicpartners.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Sean Brooks: https://www.linkedin.com/in/sean-brooks-aif%C2%AE-76482621/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

IndieTech: Steve Mohr, Insurance Industry Index

In this episode of The MVP Podcast, recorded live from IndieTech 2023, Mitch Gibson sits down with Steve Mohr, Founder of Insurance Industry Index. Steve discusses the future of the insurance industry, the significance of integrating technologies, the importance of perpetual learning, and the mantra of 'trusting the journey.  Resources Mentioned: Steven Mohr Insurance Industry Index Reach out to Mitch Gibson

Power Women In Insurance: The Social Coverage Collective To Skyrocket Your Social Media - With Megan Thomas

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Megan Thomas, Founder of Social Coverage Collective. Megan and Teresa talk about social media and how to get started. Resources Mentioned: Megan Thomas LinkedIn Social Coverage Collective Contact Teresa Kitchens Sterling Insurance Group

Mastermind Insights with Andy Neary

Listen in for an exclusive sneak peek inside one of our Agency Intelligence Mastermind meetings featuring insights from special guest, Andy Neary.  This guy gets insurance agents, and he brings a new perspective to the things that we do. Not to mention he is a professional athlete and you know how athletes dominate insurance.

Stuff About Money: Bánh Mìs, Daiquiris & Celebrating Financial Milestones

Bánh Mìs and Daiquiris have nothing to do with money. But what better way to celebrate achieving a financial milestone than with a bang bang shrimp Bánh Mì (Vietnamese po-boy) and a crawgator Daiquiri? In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA celebrates with Xavier Angel, CFP®, ChFC, CLTC as he recently achieved a financial goal that took self-discipline and a lot of delayed gratification. And driving around an old 2008 Honda! Episode Highlights: Xavier discusses his recent financial experiences, including unexpected debt incurred from traveling to help his daughter move to DC, and the challenges with his current car, including the AC breaking down. (4:28) Xavier shares that he set a goal that if he was able to pay off his debt by October 1st, he would get a new car. (7:47) Erik discusses the importance of celebrating milestones along the financial journey, even if it temporarily sets back the ultimate goal. (13:44) Xavier shares how they successfully retrained themselves over a four-month period to change their daily habits and stay out of debt, and now their goal is to continue this behavior. (17:05) Xavier challenges listeners to set meaningful goals for the upcoming year and find an accountability partner to ensure that they follow through and celebrate their achievements. (19:54) Erik mentions that financial planners are hired not just to manage money, but to help clients achieve important life goals and make sound financial decisions by providing outside perspective and guidance. (22:22) Key Quotes: “When we go out and we set these goals, when we meet those goals, celebrate them. Celebrate when you come through and you meet a goal.” - Xavier Angel, CFP®, ChFC, CLTC “I like this idea of, yes, we celebrate goals, milestones along the way that are in line with that, are kind of pointing us towards our long term kind of vision, our long term purpose, or long term values.” - Erik Garcia, CFP®, BFA “This is not just about saving for the sake of saving or spending less for the sake of spending less. This is saving and spending less, because there's something that has a purpose more important in your life.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: Throwback: Your Most Profitable Micro-Niche

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what type of business you should target for prospecting. In other words, Charles will teach you the step-by-step process he takes his 1-on-1 coaching clients through to determine their own most profitable micro-niche focus. This is the topic Charles gets asked about most, which is why he gets very detailed in the process of it in this episode. Episode Highlights: Charles explains the difference between a niche and a micro-niche. (1:48) Charles shares that if you do not know what you are targeting, then everything is a target. (5:00) Charles explains that you can be passionate about other things, but it does not necessarily have to be your micro-niche. (7:30) Charles shares that micro-niching means you are focusing only on a specific area of a niche and not different areas. (11:16) Charles explains that it is important to consider your geographic territory when creating a micro-niche. (15:42) Charles explains that every agency is different and should have a minimum revenue threshold, which can also help you determine your micro-niche. (20:26) Charles talks about the importance of having access to carriers to be competitive. (22:14) Charles shares that he personally wants to go after classes of business that are ugly and nasty that most insurance carriers don't want. (26:12) Charles explains that it is important to know your competition and to start to ask yourself if it is the best area for you to spend your time. (30:09) Charles shares that micro-niching means being seen by your prospects as exactly what they need. (33:42) Key Quotes: "Being a micro-niche means you're focused in that area. And you can't be focused in that area if you're torn between too many different areas." - Charles Specht "It's a whole lot easier to win the race if you're driving the fastest car, riding the fastest horse, whatever, it's just a whole lot easier to win when you have the best." - Charles Specht "The thing about a micro-niche is that you get so dialed in, that you become the most obvious choice of which agent to do business with." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency

Agency Freedom: E125: Mike Fusco On Winning With Value Adds

In this episode, James talks with Mike Fusco, CEO of Fusco & Orsini Insurance Services. To learn more about Fusco & Orsini Insurance Services, visit https://foagency.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Mike mentions that he learned valuable lessons in efficiency and multitasking in the general business world from working in a call center to managing a team of agents and starting his agency. (6:57) Mike shares his experience working at an independent agency with no structure, where they had to create their opportunities and eventually manage a challenging sales team. (14:54) Mike believes in constantly pushing for improvement and not settling for comfort, as competition and the desire to be the best motivate him to always strive for growth and success. (24:54) Mike discusses the mistakes made in his business journey, and the success of hiring and developing a dedicated team, bringing in effective management, and providing value-added services to clients beyond insurance. (28:31) Mike mentions that the key to successful policy renewals is effective communication with clients throughout the process, whether it's manual or automatic, to show that you value and prioritize their needs. (37:24) Mike discusses how breaking down into smaller teams has helped his agency maintain a personal touch with clients and ensure accountability for each team's book of business. (44:56) Key Quotes: “When I start to think back to our challenges and what we've been through, it's actually incredible that we're at the point where we are because we've had so many of them.” - Mike Fusco “At the end of the day, I want to have the best reputation. I want our clients to like us the most. And of course, you're not always gonna have clients that like you the most, but I want our employees to enjoy working here. I want them to get the ultimate level of growth from their career, and satisfaction and pride in what they do.” - Mike Fusco “We have to be more advisory, more consultants to our client, and really understand business, not just insurance.” - Mike Fusco

Power Women In Insurance: Throwback: Creating A Culture of Caring In The Insurance Industry With Kelly Mora

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Kelly Mora, owner of Heritage Insurance Agency. They discuss how to create a culture of caring and how in Kelly’s agriculture-based agency, her team cares and builds community. Episode Highlights:  Kelly mentions she comes from a hospitality background and considers herself to be more of a creative thinker than a technical thinker. (04:30) Kelly emphasizes that they want to have control over who they associate with, not just within their agency but also with the clients they serve. (10:37) Kelly believes that when you're happy and feeling fulfilled by your day, you owe it to your community and that you're incredibly privileged to serve the people you do. (12:10) Kelly shares that metrics are hard and that's something they're working on currently to help them fill out their analytics a little more. (16:53) As leaders of their organization, Kelly mentions that their role is to help people achieve their goals. (17:52) Kelly explains that although many people criticize the millennial generation, they have embraced it. (21:01) Kelly thinks that symbiotic relationships are the only way for longterm success to work. You're not just looking for a job, but a place to call home. (26:04) Kelly mentions that they value work ethic, and if you don't share that mindset and take pride in yourself, you won't be successful on their team. (27:11) Kelly shares the importance of addressing trust. (32:04) Key Quotes: "We always remind ourselves, we are very fortunate to serve the people we do, and that they have entrusted at. And we try to continually earn that every day." - Kelly Mora "It's a culture of care that our agency is a family and you can't expect the value to be given to your agency by your members if you don't first value them." - Kelly Mora "In the last five years, we recognized we had a very youthful team. And it was by design. You know, that's where some real great energy comes from. A lot of people complain about the millennials set, but we embraced it." - Kelly Mora   Resources Mentioned: Kelly Mora LinkedIn Heritage Insurance Agency Contact Teresa Kitchens Sterling Insurance Group

GPP: Ignite Your Team Using Internal Live Events with Brett Young

How do you light a fire and empower your team? Brett Young joins Elliot Bassett to share how their Leadership Summit is driving their team forward. Internal events cost time, money, planning and the ROI is apparent right away. But regular events for your teams are about belief. You're inspiring your team, bringing transparency and, more than anything, helping your team believe in your mission. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Erb and Young: https://www.erbandyounginsurance.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Brett Young: https://www.linkedin.com/in/brettins/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

IndieTech Insight: A Glimpse into the Future

In this special episode, get an inside listen to the opening of IndieTech 2023 where Jason Cass & Mitch Gibson lay out the cause and vision for IndieTech, which focuses on independent agents and the technology that empowers them to profit.

Agency Freedom: E124: Cyrus Jaffery On Striking Gold Twice

In this episode, James talks with Cyrus Jaffery, Founder of Quotamation. To learn more about Quotamation, visit https://quotamation.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Cyrus shares his experiences growing up as a refugee from Afghanistan and finding his place in America. (3:03) Cyrus mentions that to succeed in the independent world, people must learn to sell value because this will lead to success in the independent channel. (12:32) Cyrus discusses his decision to leave State Farm and build a legacy as an independent agent. (21:25) Cyrus discusses the four verticals of Quotamation which include Jafri Insurance, CJ Insurance Group, Real Estate Joint Ventures, and Coordination Technology. (25:09) Cyrus emphasizes the importance of having a RESPA attorney, avoiding one-sided agents, and promoting a formal relationship between insurance agents and clients. (36:55) Cyrus shares how he and his wife made a promise not to work weekends, and how they made time for important matters, including a golf tournament for charity. (43:16) Key Quotes: “To all my captive friends, independent friends, if you haven't done the captive world, then do the captive world. If you want to stick in the personal lines, or even commercial, man, like, it's so, so awesome to learn how to sell value, man. If you know how to sell value, then you come on this side on the independent channel, you're going to take off.” - Cyrus Jaffery “The four buckets that I was telling you about, that third bucket, which is the business piece of it, I'm super competitive, all that stuff is good, but I just didn't wake up excited about it. And I don't know what it was man, it was just God's way of telling me, "Hey, man, I think you need a change and it's going to be the best thing that's ever happened to you.” - Cyrus Jaffery “Every real estate broker, every mortgage company, every financial advisor, accounting firm, they are having talks, or they have already started an insurance thing. So, why not have the independent agents go to them and do a joint venture with them potentially, because we know we can give the right education to the clients instead of these tech companies.” - Cyrus Jaffery

Young Agent: Transforming Between What I Read Vs Now What I See

In this episode of Agency Intelligence podcast, host Jason Cass interviews Zach Simmonds, Account Executive at Eber & Associates Insurance Services. Zach talks about his career as a new agent and his niche in the insurance industry. Episode Highlights: Zach shares his background. (5:14) What has attributed to Zach’s success, skill or luck? (10:03) Zach shares some of the strategies he uses to be successful. (13:52) Zach mentions his biggest learning curve. (18:28) Does Zach have any niches? (21:05) Zach shares the full package, plus work comp that they offer. (22:43) Zach shares his thoughts about having the right relationship. (35:12) Zach mentions what he’s currently doing in the agency. (39:26) Key Quotes: “I think in this industry, any sales position, you have to be willing to just kind of throw yourself in the fire.” - Zach Simmonds “I think people genuinely, for the most part, do want to help younger people in their career. When you show that you're willing to put the work in, I think not only the people you work with, but the people that are clients want to help out.” - Zach Simmonds “There’s a lot of things that I think sometimes you can assume a business owner understands it, because you see business owners that do...but, there's business owners that really don't want to get in the weeds with what we do, and you’ve got to help them see how it impacts them.” - Zach Simmonds Resources Mentioned: Zach Simmonds LinkedIn Eber & Associates Insurance Services Reach out to Jason Cass Agency Intelligence

Stuff About Money: How Often Do You Think About the Roman Empire (How They Viewed Wealth)? #romanempire

Puff Daddy wasn’t Roman, but "Mo Money Mo Problems" may have resonated with the Stoics. Apparently, Erik thinks more about Roman views on wealth than he realized. And the Roman Empire is alive & well & taking TikTok over by storm thanks to Gaius Flavus…who?  In this episode, Erik Garcia, CFP®, BFA, and guest host Dr. Matt Morris LPC & LMFT discuss what some well-known Stoics had to say about wealth (thanks to an extensively shallow search on ChatGPT). Episode Highlights: Matt discusses his experience using ChatGPT in the classroom and the potential benefits and challenges of using generative AI technologies in higher education. (7:59) Matt explains how being discontent is a major source of unhappiness in society and the contrast between people in societies with little material wealth who are content, and those who become miserable when they become aware of what they lack. (12:12) Erik discusses the concept of asceticism in Roman stoic philosophy, highlighting the idea that despite the opulence associated with Rome, there was a belief in not being attached to wealth. (15:20)  Matt emphasizes that building wealth doesn't have to be about accumulating material goods, but can also involve investing in experiences and helping others. (18:49) Erik and Matt discuss the idea of not being overly attached to material wealth, as seen in quotes from Epictetus and Marcus Aurelius. (25:28) Matt discusses the Roman Empire's approach to debt management, which aligns with his perspective on responsible debt use. (31:43) Erik explains that debt is like fire, it can destroy if not managed properly, but it can also provide necessary warmth and sustenance, just like the principles of managing money that have persisted for thousands of years. (33:50) Key Quotes: “Even the wealthy can benefit from the humble help of others if they avail themselves.” - Dr. Matt Morris LPC & LMFT “If you're poor, that's not evidence of your moral condition. If you're wealthy, that's not evidence of your moral condition.” - Dr. Matt Morris LPC & LMFT “Debt is like fire. Fire can destroy if it's not contained or used properly, but fire can also give life.” - Erik Garcia, CFP®, BFA Resources Mentioned: Dr. Matt Morris Linkedin Dr. Matt Morris, LPC, LMFT Matt Morris & Associates Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Millionaire Insurance Producer: The "12X Sales Framework" for Winning New Clients

Do you have a defined and well-structured sales process that helps you win new business? No, I'm not talking about a few lucky points here and there. I'm talking about a "proven by long-term results" A-Z Sales Framework that covers everything from start to finish, from the type of account you're first going to prospect to the end goal of collecting the deposit check. That's what host Charles Specht will teach us all about today.  On today's podcast episode, we'll learn the secrets behind his "12X Sales Framework" that empowers insurance agents to build a $1,000,000 or more Book of Business of happy, loyal, and satisfied clients. Episode Highlights: Charles mentions his framework’s main key areas for selling, servicing, and renewing clients: pre-prospecting, prospecting, first appointment/meeting, strategic report, and proposal/presentation. (4:04) Charles explains that pre-prospecting is the crucial foundation work done before making cold calls, setting appointments, and meeting with potential clients, as it sets the stage for a successful sales process. (5:50) Charles mentions that prospecting involves actively engaging in activities such as making phone calls, sending emails, visiting potential clients, and attending networking events to meet people. (10:32) Charles explains that the first appointment requires preparation and a structured strategy to identify issues, present solutions and obtain a Broker of Record letter. (13:03) Charles discusses the importance of strategic rapport and how building comfort and confidence with insurance buyers can give agents a competitive edge. (20:05) Charles emphasizes the importance of a structured approach to proposals for insurance agents, and the need for sales training and a proper proposal template to communicate with prospects effectively. (23:39) Charles mentions that having a well-defined process from the initial contact to closing the deal is crucial for increasing your success rate. (30:34) Key Quotes: “When you're doing your pre-prospecting, you need to really understand about all the basics of laying the foundation, because if you're going after the wrong business, right off the bat, everything else is messed up.” - Charles Specht “I love when my prospect says, " Yes, Charles, let's go with it.” That's what I like to do. That is just fun. Quoting and not winning, that's not fun. That's something that amateurs do.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: 2023 Predictions

What will 2023 bring to the Canadian P & C industry? We asked a panel of leading experts what they thought, rejected everything they said & came up with our own thoughts, including discussions on: The impact of high interest rates & a potential recession The pace of broker M & A The future of carrier portals The potential impact of the Alberta provincial election Mutual consolidation The Maple Leafs playoff chances What do you think 2023 will bring? Leave us a comment and get your voice heard.

Agency Freedom: E123: Hank Watkins On Lloyd's Leading The Way

In this episode, James talks with Hank Watkins, Regional Director & President of Lloyd's. To learn more about Lloyd's, visit https://www.lloyds.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Hank explains what Lloyd's is and how it functions as a marketplace for insurance. (5:53) Hank shares why Lloyd's is relevant today, including its role in insuring new risks like the sharing economy and providing capacity for property insurance. (15:09) Hank discusses the importance of environmental, social, and corporate governance (ESG) in the insurance industry, particularly in relation to the energy sector and the transition to renewable energy. (24:50) Hank discusses Lloyd's Lab, an accelerator program for InsurTech startups. (31:39) Hank acknowledges the philanthropic efforts of the insurance industry and promotes the Insurance Industry Charitable Foundation, which raises money for people in need in various communities. (41:08) Hank shares the history of Bermuda and how it became a marketplace for complex claims. (45:13) Key Quotes: “I would say anybody who is in the insurance industry and is currently partnering with the traditional extraction, refining and delivery segments of our economies, which clearly drive our economies and should not be disrupted overnight has a role to play in ensuring the transition.” - Hank Watkins “I just like to acknowledge the insurance industry in general, you know, for all the work we do in our communities. We don't toot on our own horns enough.” - Hank Watkins

Power Women In Insurance: Throwback: Embracing Self Love, Leadership, and the Gift of Stepping Into Our Power with Mernice Oliver

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Mernice Oliver, Founder and Executive Director of The National Association for Advancement of Women In Insurance. Mernice is a business coach in the insurance industry who focuses on women and helping them achieve their goals. Episode Highlights: Mernice shares her humble beginnings and how she got to where she is today. (2:06) Mernice shares her opinion on the difference between men and women in the industry. (15:54) Mernice talks about her book What I Wish I Knew on The Other Side of Agency Ownership. (18:49) Mernice shares her insights about being able to get to a point of equality in ourselves. (24:11) Mernice shares what women can do to build up confidence. (27:24) Merince shares her Facebook community page called Insurance Women Rock where people can connect. (32:19) Mernice talks about the leadership organization she has created, the National Association for Advancement of Women In Insurance. (37:38) Key Quotes: “I believe that you can always change, you can grow and evolve, and you can come back stronger and bigger and better, no matter how low you get.” - Mernice Oliver “I believe the linchpin of change that happens for women is when we identify our purpose.” - Mernice Oliver “I'm going to create a company that really fills that gap for women. Because I'm not just going to help you with a business, you're more than your numbers.” - Mernice Oliver Resources Mentioned: Mernice Oliver LinkedIn Mernice Oliver International National Association for Advancement of Women In Insurance Contact Teresa Kitchens Sterling Insurance Group

The MVP Podcast: Talkin' Tech with Danny Lawrence | Technology Is Rapidly Being Adopted and The Time To Act Is Now

In this episode of the MVP Podcast, we’re "Talkin' Tech" with Danny Lawrence. Danny sits down with Jacob Bolton, Account Executive at AgencyZoom. A fresh young mind in the Indietech world discusses modernizing your Agency - 75% of the workplace will be millennial or gen-z by 2026. Customer/Employee expectations are higher than ever - how do you provide a better experience for both? Episode Highlights: Jacob mentions that adopting technology is crucial for businesses to scale, stay protected, and be successful in today's evolving world. (3:12) Jacob shares his unexpected journey into the industry and how it has become a passion. (5:27) Jacob discusses the importance of curiosity, asking questions to learn, and understanding that every agency is unique and their needs must be considered. (9:54) Jacob explains that it is essential to integrate a CRM into a tech stack and management system to save time and centralize all applications and solutions. (10:52) Jacob mentions that the rapid adoption of technology is driven by increasing customer and employee expectations, influenced by the convenience and ease of use provided by platforms like DoorDash, Uber Eats, and Amazon Prime. (13:20) Jacob discusses the benefits of using a CRM system to streamline data entry and avoid inaccuracies. (18:08)  Jacob explains the importance of adopting technology in agencies, highlighting the need for CRM, e-signatures, text messaging, VoIP systems, and integration to save time and improve efficiency. (19:48) Key Quotes:  “When you can adopt technology, you enable yourself to be successful and to scale out your business, because at the end of the day, you have to adapt with technology or else evolve or dissolve, you don't want to dissolve. So how do you adapt? That's where technology comes in.” - Jacob Bolton “The best agencies are leveraging technology. And when the best agencies are leveraging technology, there's more usage.” - Jacob Bolton Resources Mentioned: Jacob Bolton LinkedIn AgencyZoom Danny Lawrence LinkedIn Reach out to Mitch Gibson

Ebens "Benz" Jean: It's Always Been About The Community And Always Will Be About The Community

In this episode of Agency Intelligence podcast, host Jason Cass interviews Ebens Jean Co-Founder/CEO at One Way Insurance Group. Ebens talks about the diversity of life, and how building community strengthens our unity.   Episode Highlights: Ebens shares that he just recently switched to an iPhone and the last application he downloaded was YouTube Kids. (3:43) Ebens explains that he loves to win because he gets the feeling of success every time he wins something. (5:30) Ebens discusses that he had to learn a lot of things growing up, making him believe skill over luck has had a greater impact on his success. (7:11) Ebens shares his inspiring background story and how he was able to get to where he is today. (8:07) Ebens shares that he got into the insurance industry because of his work that dealt with B2B sales. (13:01) Ebens shares how he was able to go from personal lines to commercial lines. (17:31) Ebens discusses how the community has been a big part of the success of his business. (22:03) Ebens explains that when they help a community, they do not ask for anything in return. (24:26) Ebens shares his story of returning to Haiti in 2009 to give back to his people. (26:14) Ebens explains that if you have a dream, you must also know and accept the risk. (30:56) Ebens shares that he is currently reading the book called "The Acts You Answer." (33:59) Key Quotes: "All the stuff I had to learn, how to talk to people, how to approach people, how to build relationships with people, it's all become a skill for me like to work to get where I'm at now." - Ebens Jean "We are big on our community, man. Like without the community, we wouldn’t be here today." - Ebens Jean "We want to continue to bless others like, not in return like we build relationships with people in the community. If they want to do business with us, that's great. If they don't want to do business with us, that's fine." - Ebens Jean Resources Mentioned: Ebens Jean LinkedIn One Way Insurance Group Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: How to Present Your Quote Proposal to a PROSPECT

Definitely, getting the signed Broker of Record is the better approach to winning new clients. But there are times when the BOR is not an option and so the only way to win that client is by quoting. No worries, because in this episode of the Millionaire Insurance Producer podcast, host Charles Specht is going to explain to you the three things YOU NEED TO GET from the insured before quoting, and then what to include in your final Proposal in order to strengthen your position to win that new client.  Moreover, at the end of the episode, Charles will explain how to hire him to do a virtual sales motivation summit for your agency, or bring him in for a live, in-person sales training with your producers. Episode Highlights: Charles explains that quoting for insurance policies is a weak move because incumbents have a 92% chance of retaining the business, so agents need to position themselves strategically and not rely solely on quotes. (3:18) Charles discusses three key factors that are crucial in the insurance quoting process: gaining exclusive access to desired carriers, establishing a clear agreement with the insured, and preventing the incumbent agent from re-quoting the account. (5:28) According to Charles, agents should avoid meeting with prospects 10 days before policy renewal because insurance carriers' Broker record letter process prevents payment if signed and submitted within 10 days. (14:50) Charles mentions that it is advised not to meet with a prospect to provide quotes before the incumbent agent has given their renewal quotes. This is because it is important to have strong positioning and the ability to make a decision on the spot when meeting with the insured. (17:52) Charles emphasizes the importance of positioning oneself to win business and increase the hit ratio when offering quotes to non-clients. (26:26) Charles offers his services as a motivational speaker and trainer for insurance agencies, promising to teach the Broker of Record letter process and help agents build a $1 million or more book of business. (29:17) Key Quotes: “I have to be wise as a serpent and as innocent as a dove when I go through this whole process so that I am doing a good job for my underwriters, my agency, my wife, my children, my family, my bank account… because I'm in the sales business. And sales is about positioning.” - Charles Specht “There are things that you can do in this whole process when you are offering quotes to non-client prospects who don't yet fully trust you. It comes down to positioning. If you position yourself to win, you're much more likely to win. If you position yourself just to play, well, guess what? You'll get used.” - Charles Specht “Quoting is weak, but quoting works if you can put yourself in a stronger position. Do those things that we talked about and you’re going to put yourself in a much stronger position. I guarantee it.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: 2022 Year In Review

Time to look back on the year that was 2022. The guys tackle the impact of some of the most interesting (to them) events in the past year, including: The great return to the office Broker M & A Carrier implementations of Guidewire The hard market Facility Association The impact of inflation on the broker channel Join Tom, Adam, Jeff & Steve for their (censored) take on the last 12 months.

Agency Freedom: E122: IndieTech 2023 - AndDone Live

Recorded LIVE from IndieTech 2023! In this episode, James talks with Ryan Westerman, President of AndDone, and Chase Courtney, Director of Technology Sales at Imperial PFS. To learn more about AndDone, visit https://anddone.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Chase and Ryan discuss AndDone, a wholly-owned subsidiary and payment solution that exists in the IPFS ecosystem, for the first time on a podcast. (3:59) Ryan explains that AndDone is an API-first enterprise-grade payment solution application that offers a web app for agents to use. It is designed for integration with other solutions such as rate quote buying platforms and AMS systems. (12:34) Chase mentions that IPFS has extensive experience in premium finance services and offers payment processing services to both customers and non-customers while prioritizing providing value and benefits to their customers without any extra charges. (16:30) Ryan discusses the importance of selecting a solution that aligns with your business model and how your team interacts with customers and products. (19:58) Ryan discusses the goal of IPFS which is to provide assistance and offer the most convenient and straightforward payment methods for insurance. (23:38) Key Quotes: “We're in the situation now, where we are replacing Stripe, we are replacing PayPal for our customers. No premium finance involved.” - Chase Courtney “We wake up every day and have IPFS premium volume run through our payment processing. We pass those benefits on to our customers.” - Chase Courtney “We want to give the easiest ways to pay. We want to give the simplest solution for you for the insurance and the options that you need to get that deal closed.” - Ryan Westerman

Millionaire Insurance Producer: Throwback: How to Write Bigger Accounts [interview with Man Phung]

In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews one of his sales training clients, Man Phung. Man only started writing commercial accounts about three years ago but has been implementing the things Charles has been teaching, such as Thinking BIGGER, micro-niching down, utilizing the 12-Month Timeline of Services, etc. The result is that he's writing much bigger accounts today. Charles and Man share tips in this episode about what is working and what Man changed in order to be successful. Episode Highlights: Man shares his background story and how he got started in the industry. (6:35) Man shares that their agency has over one hundred commercial accounts both in Indiana and Texas. (8:58) Man talks about the two biggest accounts that they are writing, which are construction and manufacturing. (9:45)  Man explains that he does a little bit of everything as a business owner, from cold calling to social selling to managing a team. (11:49) Man shares understanding the size of the account and class of business helped him to choose the accounts that contribute to the success of his business. (13:08) Man talks about the first big account he had in his agency and what he did to be able to write that account. (20:33) Man advises everyone to believe in their perspective and never to hold themselves back. (23:52) Man shares how he was able to win a new account with a good broker of record, which was by accident. (26:06) Man advises listeners not to let themselves hold themselves back and to change the way they think about their limiting beliefs. (29:34) Key Quotes: "You can only write so many accounts. No matter how good you are, you can only write so many accounts." - Man Phung "We are our worst enemy. We hold ourselves back. And it's true. And I used to think the same way like I couldn't do it because I'm playing against the biggest broker in the world" - Man Phung "So if you're starting some something new like me three years ago, start high and and hone in. So, figure out the revenue and then figure out what markets you have." - Man Phung Resources Mentioned: Man Phung Linkedin Brightway Insurance Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: Insurance Agencies Need to Automate Tasks, Not Relationships

Private equity doesn't always win outright, but it almost never loses. As the independent insurance model continues to face consolidation, how do you compete? Andrew Wynn, Co-Founder at Ascend, joins the show to dive into how you can build an efficient agency model by automating tasks and focusing on relationships. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Ascend: https://www.useascend.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Andrew Wynn: https://www.linkedin.com/in/wynnandrewj/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Sharpening Your Sales Skills To Get Everything You Want With Elyse Archer

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Elyse Archer, CEO & Founder of She Sells. Elyse discusses the roadblocks to selling and how to move through the blockages to achieve great sales numbers.  Episode Highlights: Elyse shares that her passion for her business stems from a challenge she faced early on in her career (1:41) Elyse mentions that the Big Three for women to achieve superhuman selling results are: reprogramming their subconscious mind, shifting their relationship with money, and aligning their masculine and feminine energy. (8:00) Elyse explains that the mind-body connection is powerful in restoring our sense of worthiness and achieving our goals, as we can use our emotions as cues to identify limiting beliefs and rewrite our programming for success. (13:11)  Elyse discusses the impact of limiting beliefs on men and women, and how shifting mindset can lead to greater success and fulfillment. (20:52) Elyse shares the importance of healing and changing subconscious beliefs to attract positive experiences and adopt an abundance mindset in sales. (28:19) Elyse discusses her coaching program for entrepreneurs and sales professionals, offering group coaching and a high-level mastermind for women, focusing on overcoming obstacles and implementing strategies for success without burnout. (35:13) Elyse believes money is seen as a tool for personal expansion and expression, and the goal should not be solely focused on accumulating wealth, but rather on using money to achieve one's vision and help others. (43:39) Key Quotes: “The biggest, most transformational moments in your life can come when you realize that, just because you're thinking a thought, it doesn't mean it's true.” -   Elyse Archer “Our specialty and our focus is helping driven high achieving entrepreneurs and sales professionals who want to expand six or seven figures. But do it without burnout, hustle, exhaustion, overwhelm, helping them dramatically increase their results in a very different way.” -  Elyse Archer Resources Mentioned: Elyse Archer LinkedIn She Sells Contact Teresa Kitchens Sterling Insurance Group

Torey Maerz: Innovating Customer Engagement With ClientCircle

In this episode of Agents Influence podcast, host Jason Cass interviews Torey Maerz, Founder and CEO of ClientCircle. Episode Highlights: Torey mentions that AI has evolved and improved significantly, leading to the rebranding of their AI as Circle AI, which has allowed for greater efficiency and better results using new and advanced models. (3:26) Torey explains that automating the customer journey requires defining clear goals for each stage and using specific actions to move customers closer to conversion. (5:40) Torey shares that Circle AI combines their AI product with other large language models like Chat GPT, specifically utilizing the fine-tuning turbo 3.5 model to achieve better results. (7:59)  Torey expresses a desire to integrate with other technologies and encourages listeners to take a second look at their newest offerings. (10:43) Torey believes that agents often shoot themselves in the foot by thinking they know the best way to do something, but data shows that sometimes the simplest solution works best. (11:41) Torey mentions that the key to success is mastering the fundamentals before getting caught up in shiny distractions and trying to do too much. (12:22) Key Quotes: “Get your fundamentals down, right? Once you have that, then you can really start to tweak but don't have that shiny objects syndrome and try and do too much when you don't have the fundamentals down. And so, that's what we're trying to do is we're very opinionated on how we communicate, but it's based on the fundamentals.” - Torey Maerz “AI tools have exploded like they have gotten so much better…I mean, it's just, it's so much easier to be more efficient and get better results with these new models, these big massive models that are out there it's amazing what can happen.” - Torey Maerz Resources Mentioned: Torey Maerz LinkedIn ClientCircle Reach out to Jason Cass  Agency Intelligence

Stuff About Money: #GirlMath…Come On Man!

Are girls really bad at math? If something costs less than $5, it’s practically free, right? If I return something and get a store credit, I make money, correct? LOL Xavier Angel, CFP®, ChFC, CLTC, and Erik Garcia, CFP®, BFA, discuss one of the latest TikTok trends #girlmath. Erik dispels the myth that girls are worse at math than boys. They discuss how we all tell ourselves stories to justify what we want to buy. Episode Highlights: Erik discusses the myth of "girl math" and disproves the idea that girls are bad at math by pointing out that, according to statistics, women are just as good at math as men. (2:53) Erik mentions that girls lose confidence in math by grade two or three, leading to a lack of interest in math and STEM careers by ages 13 to 17, with only 11% of girls planning to pursue STEM compared to 35% of boys. (5:42)  Xavier explains that paying for a vacation on a credit card may seem like it's free, but it actually costs more due to accruing interest. (8:00) Xavier discusses the tendency to justify purchases with "girl math" and encourages listeners to consider the long-term cost of charging items instead of paying upfront. (13:40) Erik shares the importance of being mindful of the stories we tell ourselves, such as the unnecessary purchases we make to justify free shipping. (14:46) Erik explains that teaching kids about money using cash is important for early understanding, but as they grow older, teaching discipline with digital currency becomes crucial. (20:39) Key Quotes: “Let's stop and think about what we're doing. You know, to charge something is costing you more in the long run.” - Xavier Angel, CFP®, ChFC, CLTC “Teaching young kids about money early on, it's really good to have something tangible because they're incapable of thinking abstractly. So keeping coins around the house or something that represents money is important. But once your kids are able to start thinking abstractly, probably at age seven or eight, then I think you need to start teaching them discipline in spending money.” - Erik Garcia, CFP®, BFA “Think about the stories that you tell yourself. When you buy stuff, you want something, buy it, and give yourself a good reason to buy it. If you can't think of a good reason to buy it, don't buy it.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Digital Insurance Pint: Mergers & Acquisitions Part 7: Gregory Belton - HUB

Selling the insurance brokerage in which you’ve put a lifetime of effort is no small step. How do you know that you’ve got the right partner? The right price? The right place for your clients & staff? Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Gregory Belton, Executive Chairman of HUB Ontario - and recipient of the Order of Canada. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

Agency Freedom: E121: IndieTech 2023 - Hawksoft Live

Recorded LIVE from IndieTech 2023! In this episode, James talks with Paul Hawkins, CEO of Hawksoft & Jerry Fox, Vice President of Carrier Relations at HawkSoft. To learn more about HawkSoft, visit https://www.hawksoft.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Paul discusses how his son's passion for computers led to them to start Hawksoft. (2:26) Jerry shares his role with Hawksoft and how he got involved with it. (5:41)  Paul shares his journey from working in a warehouse to digitizing insurance forms to building a thriving company. (9:25) Paul explains that Hawksoft values relationships and choice, connecting with Insurtechs to provide independent agents with options for their unique businesses. (16:22)  Jerry mentions that Hawksoft's philosophy is centered around being a people-centric business, helping a people-centric industry protect the people and businesses around the country. (18:00) Paul shares that their key to success is prioritizing relationships over finances, as it creates a sense of trust and support. (19:55) Jerry discusses the unique company culture of Hawksoft where core values are not just talked about, but lived by the entire team, resulting in a dedicated and loyal workforce of 150+ employees. (21:47) Key Quotes: “The relationship is the top thing for us. When we bring on an agency to our system, they're part of the HawkSoft family.” - Paul Hawkins “We are a people-centric business, helping a people-centric industry, protect the people and the businesses of the country.” - Jerry Fox “My goal as a CEO is to raise up each one of my employees to become the best person that they can be both personally and professionally.” - Paul Hawkins

Power Women In Insurance: Making The Most of A Hand Up - With Carrie Cheeks of Jencap

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Carrie Cheeks. Carrie Cheeks is a Workers Comp expert with Jencap and she discusses how she got into the industry and how she is connecting with agents to build a better workers comp industry. Episode Highlights: Carrie mentions that she initially had no interest in the insurance industry but was convinced by her Uncle to try it, and after a few years, she realized that it was more than she expected. (1:22) Carrie discusses her journey of leveling up in the industry, transitioning from copy-and-paste work to sales, with a focus on Workers' Compensation. (8:49) Carrie shares her upcoming role as a Corporate Relationship Manager, where she will be working with carriers, agency partnership groups, and aggregators to create mutually beneficial relationships and serve them effectively. (15:51) Carrie believes that the Workers' Comp market is currently chaotic and confusing, with carriers unsure of how to act in the face of low prices and rising costs, leading to a need for constant learning and staying informed. (20:01) Carrie discusses the importance of simplifying communication with agents by using abbreviations and clear instructions to expedite the process and ensure that agents understand what is needed. (28:09) Carrie advises agents in Workers’ Comp to build a community of knowledgeable individuals by reaching out to people online who are posting about the topic, asking for information and advice on how to excel in it, and discussing opportunities for education and growth. (31:38) Key Quotes: “It's really my management that has helped me elevate myself because they are so open to new ideas and new places. And I'm not afraid to ask either. I've never been afraid to ask for anything in my life. And I don't think I'll start being afraid to ask anytime soon.” - Carrie Cheeks  “It's nice to see agents elevating their game, because then it helps us elevate our game to our carriers, it helps the whole entire line of the process work…knowledge is power, and you're going to be more successful if you have more knowledge.” - Carrie Cheeks “Education is obviously so important. But also building a community around you that is like-minded helps a lot too.” - Carrie Cheeks Resources Mentioned: Carrie Cheeks LinkedIn Jencap Contact Teresa Kitchens Sterling Insurance Group

Scott Knowles: From Manual Loss Runs To One-Click Analysis

In this episode of Agents Influence podcast, host Jason Cass interviews Scott Knowles, CEO and Co-Founder of Loss Scan. Episode Highlights: Scott shares his background in the industry and the development of a tool called Loss Scan to extract data from loss runs for analysis. (2:31) Scott explains that Loss Scan is a one-click tool that imports and extracts detailed information from loss runs, streamlining data analysis and eliminating manual processes, with future features including claim comparison, customization, and organized data export for client presentations. (5:44) Scott mentions that Loss Scan is an algorithm that aims to solve problems by thinking outside the box and enhancing human capabilities, with potential applications beyond the insurance industry. (10:36) Scott discusses how Loss Scan is revolutionizing the industry by providing quick and easy analysis of loss runs, saving time for carriers and underwriters, and improving the underwriting process. (13:37) Scott believes that understanding the needs of clients and getting in their shoes is crucial for success in the insurance industry, and providing a product that helps facilitate those conversations is key. (19:52) Scott expresses his desire to attend the IndieTech2023 to collaborate with other Insurtechs and have meaningful conversations about connecting products and exploring new ideas. (23:58) Key Quotes: “It's not that we want to replace humans from doing this process, we want to improve their capabilities, we want to enhance what they're doing. And so that's what Loss Scan is about.” - Scott Knowles “I can tell you, what we're doing and what's coming is phenomenal. I mean, it's just we've tapped into something that is so much better than what we've done before. ” - Scott Knowles “The best technology that you can get out there is technology that comes from people who are in the industry, understand the industry.” - Scott Knowles Resources Mentioned: Scott Knowles LinkedIn Loss Scan Reach out to Jason Cass Agency Intelligence

Digital Insurance Pint: Mergers & Acquisitions Part 6: Joe D'Annunzio - Brokerlink

Selling the insurance brokerage in which you’ve put a lifetime of effort is no small step. How do you know that you’ve got the right partner? The right price? The right place for your clients & staff? Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Joe D'Annunzio, President of Brokerlink. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

Agency Freedom: E120: IndieTech 2023 - GloveBox Live

Recorded LIVE from IndieTech 2023! In this episode, James talks with Ryan Mathisen & Sean Mulhern, Co-Founders of GloveBox. To learn more about GloveBox, visit https://gloveboxapp.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Ryan mentions that this year GloveBox has successfully developed base features and is now focusing on releasing a desktop version and a metrics dashboard with policyholder analytics. (4:32) Sean discusses his role as handling operations and being responsible for various tasks and processes within the company, including transitioning, executing, and strategizing for new features and go-to-market plans. (7:54) Ryan shares that reflecting on past experiences and considering how to improve current processes is an invaluable tool for product development and workflow optimization. (16:40) Sean discusses the importance of considering the prospect and aligning interests between the agency, policyholder, and carrier for successful interactions and benefits for all. (21:31) Ryan explains the challenges of achieving SOC 2 compliance due to receiving data from multiple sources but highlights their efforts in strengthening security over the past two years. (24:40) Ryan discusses the GloveBox app’s two agreements: one with the policyholder and one with the agency, allowing anyone to use the app and connect with carriers, while also enabling the sharing of policy information with agents. (29:31) Ryan mentions that smaller agencies often prefer a simple and basic platform, so it's important to cater to their needs and facilitate the market accordingly. (34:16) Ryan emphasizes the importance of being cautious about misinformation in the current tech-driven era and highlights the benefits of their platform for agents, which was built with the intention of improving their lives. (37:29) Key Quotes: “We're very excited about the desktop version. It's literally going to be this living, breathing client playground from your website. It's going to be awesome.” - Ryan Mathisen “Think about your prospect. Think about the other person that you're talking to. And I think that's one thing we just inherently do really well at GloveBox is, every idea is filtered through a few different lenses… GloveBox, the policyholder, the agency, and the carrier. And it has to work for all of them.” - Sean Mulhern

The MVP Podcast: Improved Customer Experience = Enhanced Competitive Edge

In this episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast, Co-Host Danny Lawrence sits down with Andre Wiafe, Senior Account Executive at Insurance Agent App in his first podcast appearance. Andre discusses how offering digital convenience, companies can foster customer loyalty and retention, ultimately leading to a stronger competitive advantage through an improved customer experience. Episode Highlights: Andre mentions that agents can gain a competitive edge by providing a better customer experience through loyalty schemes and digital convenience, which is increasingly essential in the post-COVID world. (2:39) Andre discusses how he was introduced to the world of independent insurance and the benefits of working with an independent insurance agent. (5:20) Andre explains the importance of customer experience and the role of digital convenience in providing a competitive edge for insurance agents. (12:35) Andre mentions that the Insurance Agent App allows custom branding, easy communication tools, streamlined service requests for certificates and changes, and the ability to refer the agency or individual team members. (16:12) Andre explains that the Insurance Agent App has access to carriers for bill pay and claims, as well as customizable add icons, which are valuable features in managing client relationships. (21:00) Andre believes that when an agency is efficient and uses automation to run its business, it can grow and focus on future opportunities instead of always having to deal with repetitive tasks. (24:35) Key Quotes: “With Insurance Agent App, what we really believe is putting the agency at the point where  they can get access 24/7, the customers can do business really easily from a mobile app, kind of moving forward into the future.” - Andre Wiafe “Another way of modernizing your agency is not necessarily taking shortcuts but when you can be efficient in different areas, it allows areas for you to grow your agency.” - Andre Wiafe Resources Mentioned: Andre Wiafe LinkedIn Insurance Agent App Danny Lawrence LinkedIn Reach out to Mitch Gibson

Power Women In Insurance: Building An Agency, Having Babies and Knocking It Out Of The Park!

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Ashley Mastowski , the agency owner of First Choice Insurance. Ashley and Teresa have a follow up on how she has built her agency through CoVid, having twins, and navigating a hard market. Episode Highlights: Ashley mentions that after working in the captive world for 12 years, she decided to explore other opportunities and started First Choice Insurance, and has successfully been running it for almost four and a half years. (2:58) Ashley shares the challenges she faced in starting a family while growing a business. (5:01) Ashley discusses the importance of treating employees well and hiring the right people for key roles in order to achieve growth and success in an agency. (12:44) Ashley shares her experience with a local agency specializing in commercial insurance, and the push and pull dynamics between her and the agency owner regarding taking on different types of clients and the possibility of merging. (18:04) Ashley explains the importance of surrounding oneself with a supportive team and seeking continuous learning opportunities in the insurance industry. (26:52) Ashley mentions that going independent has its own struggles, but it offers more freedom and flexibility. (30:57) Ashley shares that she values having conversations with others and loves to connect with people for educational purposes and support, particularly with moms of toddlers. (39:01) Key Quotes: “If you don't have the right people around you and the right team with you, growth doesn't matter. So I honestly give everything to them. And they've gotten me through everything that I've needed. ” - Ashley Mastowski “When I train my new employees, I tell them, don't be scared to do that. Because I'd rather have you say, you know what, I'm new or, you know what, I'm actually not sure what that answer is. Let me find that out.” - Ashley Mastowski “I love talking to people and I love furthering my education that way versus actually going back to school.” - Ashley Mastowski Resources Mentioned: Ashley Mastowski LinkedIn First Choice Insurance Group Contact Teresa Kitchens Sterling Insurance Group

Stuff About Money: 8 Reasons Business Owners Should Diversify Their Wealth

Business owners often have the majority of their net worth tied up in their business. Does it make sense for them to diversify their wealth to protect their assets and achieve long-term financial security? Erik Garcia, CFP®, BFA, talks about why it’s a bad idea to have all your eggs in one pocket and shares his 8 compelling reasons why business owners should diversify their wealth (reason #8 is the most compelling for him). Episode Highlights: Erik announces that the Stuff About Money podcast is now part of the Agency Intelligence Podcast Network. (1:33) Erik discusses the importance of diversification for business owners to protect their assets and create long-term financial security. (3:10) Erik explains that the first reason to diversify our small businesses is risk management, as spreading investments across different assets reduces risk and mitigates losses in market downturns or negative events. (5:06) Erik mentions that the second compelling reason to diversify is the preservation of capital because if we manage risk outside of the small business, reduce volatility, and put our money elsewhere, we can preserve the capital and net worth we've created with our small businesses. (7:39) Erik explains the third reason for diversification is retirement planning because diversifying and saving for retirement is crucial to avoid relying solely on the success of a business or its sale when it's time to retire. (8:15) Erik shares that the fourth compelling reason to diversify your business is liquidity, as diversification helps you build liquidity outside of your small business because you can't sell it overnight like a stock. (8:57) Erik explains that the fifth compelling reason for diversification is to seize growth opportunities. (9:30) Erik mentions that the sixth compelling reason for diversification is for wealth preservation and smooth succession. (10:00) Erik explains that the seventh reason is tax efficiency because it is a crucial reason for small business owners to diversify their investments and take advantage of tax-advantaged retirement plans to minimize taxable income and maximize returns. (11:33) Erik shares the eighth reason to diversify from your small business is peace of mind because as business owners, we have a lot of pressure to make sure the business continues to succeed, especially in the insurance space. (12:07) Key Quotes: “As business owners, we should be actively looking for ways to diversify our wealth from our businesses. ” - Erik Garcia, CFP®, BFA “Your small business is the engine of you creating wealth, you creating net-worth.” - Erik Garcia, CFP®, BFA “Let's make sure that all of our eggs are not in one basket or all of our eggs are not in our right hip pocket that is about to smash into the piano.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Andy Neary: Reinventing Sales With Storytelling & Simple Marketing

In this episode of Agents Influence podcast, host Jason Cass interviews Andy Neary, Founder of Complete Game Consulting. Episode Highlights: Andy shares his journey of struggling in sales for 10 years, reinventing his career, and finding success by adopting innovative marketing strategies, now helping others in the industry through his coaching and training business. (5:07) Andy mentions that marketing in the insurance industry needs to shift from talking about yourself to focusing on the prospects' story, which can lead to significant changes and success for agencies and producers. (10:55) Andy explains that the best marketing is simple and straightforward because if people don't understand what you're talking about, none of it matters. (13:47) Andy believes that the key to success in sales is clear expectations and storytelling that resonates with the psychographics of ideal prospects. (15:47) Andy mentions Complete Game Consulting does workshops and one-on-one coaching, and plans to launch a new online coaching platform called Complete Game University on January 1, 2024. (19:35) Andy explains the importance of input and storytelling in attracting the right prospects and not getting complacent in the insurance industry, especially for former athletes. (26:07) Key Quotes: “I realized if we could help producers and the agencies they work for build better marketing messages directed at the right people, everything would change. And we've seen the fruits of that from our clients.” - Andy Neary “The best marketing is the most simple, clearest marketing. And people don't like hearing that, because they love their fancy words, and they love the catchy phrases they use. But if people don't understand what you're talking about, none of it matters.” - Andy Neary “I urge any agency, any producer who has reached that point to go, what are you going to do to double your book of business without all the effort that you had to put in to get to the first million or first five, whatever that number is? Brand recognition is the name of the game.” - Andy Neary Resources Mentioned: Andy Neary LinkedIn Complete Game Consulting Reach out to Jason Cass Agency Intelligence

RHS 195 - MM: The Man in the Arena

In this engaging discussion, we unpack the significance of individual citizenship and the fundamental values that make one a quality human and a contributing member of society. Inspired by Teddy Roosevelt's iconic speech, 'The Citizen in a Republic,' we emphasize the need for these ideals in our current society, where they seem to have been replaced by more materialistic values. Further into the discussion, we highlight skill, leisure, and wealth privileges and the responsibility to use them for the greater good. In an age of cynicism, we stress the importance of the average citizen in achieving greatness, challenging those who criticize without putting in the effort. We wrap up this chapter by discussing the need to play one's part in life's struggle and not hide behind contempt for others' achievements. Toward the end of our discussion, we shed light on the significance of virtue and personal agency and the need for guiding intelligence in various human activities. We share our belief that admiration should be directed at the deed and not the reward and that after achieving tangible material success, there must be a corresponding benefit to the nation. Tune in as we conclude the episode with a reflection on the importance of positive action in nation-building and encouragement for listeners to participate in creating change, no matter how small. We can't wait to hear your thoughts, so remember to leave your comments on the YouTube channel and subscribe for more episodes! Resources Mentioned: Reach out to Ryan Hanley Ryan Hanley - Website Ryan Hanley - Instagram Subscribe to the Podcast Rogue Risk Finding Peak

Millionaire Insurance Producer: Throwback: Becoming a Millionaire Insurance Producer

Most insurance agents out there don't really know what they are supposed to be doing, as far as prospecting and selling are concerned. They have little training and often they're trained to do what the person before them has done, even if that person didn't achieve A+ results.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will detail seven things insurance agents need to do to become Millionaire Insurance Producers. Episode Highlights: Charles explains why he wrote the book, The Millionaire Producer, about permission, and why it matters. (2:49) Charles elaborates on the first aspect of the book, which is collecting signatures and serving happiness. (05:44) Charles explains that when you create enough value and solve major problems, your insured would be happy to sign all your broker letters. (08:18) Charles shares that you have to think bigger than you think is already big. (10:25) Charles advises everyone to start targeting larger revenue-generating accounts. (13:30)  Charles explains the 4th chapter, which is to stop quoting insurance renewals. (14:36) Charles explains why rich people are always in micro-niches. (20:18) Charles shares that insurance agencies should create fee-based products. (23:57) Charles elaborates on Chapter 7 that it is very important to have your accountability group. (30:25) Charles shares about the 12x group coaching mastermind program. (33:45) Key Quotes: "My philosophy of insurance sales is centered around the idea of permission. Some call it sales, others refer to it as persuasion. But I firmly believe that what matters most to you is that you secure your prospect's permission." - Charles Specht "Think bigger, not merely big, not what you think is big but bigger than that. The best learning moment is the idea, the concept, and the reality of what it means to think bigger." - Charles Specht "The issue comes down to whether or not you're going to need to do what you know you need to do to be successful." Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Mergers & Acquisitions Part 5: Jamie Reid - Westland

Selling the insurance brokerage in which you’ve put a lifetime of effort is no small step. How do you know that you’ve got the right partner? The right price? The right place for your clients & staff? Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Jamie Reid from Westland. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

Agency Freedom: E119: IndieTech 2023 - Doug Mohr Live

Recorded LIVE from IndieTech 2023! In this episode, James talks with Doug Mohr, Vice President of Industry Relationships and Partnerships at Vertafore. To learn more about Vertafore, visit https://www.vertafore.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Power Women In Insurance: Throwback: Ashley Mastowski-First 2 Years As An Agency Owner

Meet Ashley Mastowski, an independent insurance agency owner at First Choice Insurance out of Las Vegas. She has over 20 years of customer service and sales in the insurance industry and now helps families protect their assets and loved ones against the unexpected.  In this throwback episode of The Power Women in Insurance, Ashley shares her insurance journey from an office manager in a captive insurance agency to owning an independent agency. She explains how she navigated the industry by researching and learning from others in her agency’s niche. Listen in to learn how to perfect the art of vulnerability and adaptability to achieve success in your insurance agency. “A big piece of my success is just being vulnerable to learning and growing and opening up to other people.”- Ashley [24:02] Top Takeaways: How to move past the research phase to the execution phase when starting a business How to find the right systems and programs to utilize for an independent agency by learning from others in the same niche as you How to learn from your mistakes when running a business  Learn to be open to vulnerability and adaptability to be successful.  Key Moments: [1:52] Ashley shares how she went from a 12-year office manager career for an insurance agency and jumped headfirst into agency ownership. [6:44] She explains how she navigated being an agency owner versus when she was employed. [11:36] The pro and cons of owning an independent agency when it comes to operating systems and programs.  [17:46] How she found what works for her by asking questions and educating herself.  [23:29] Ashley explains how she has grown and succeeded by educating her clients whatever she learns. [27:58] The lesson of vulnerability and adaptability to change that Ashley would give her younger self. [29:15] How she’s inspired by her ability to build a successful business in a short period of time.  Resources Mentioned: Ashley Mastowski LinkedIn First Choice Insurance Group Contact Teresa Kitchens Sterling Insurance Group

RHS 194 - MM: Navigating Personal Growth and Emotional Leadership Challenges

Ever wondered how community and emotions can shape your business leadership journey? Buckle up as Ryan Hanley opens up about his roller-coaster ride in the business world - from getting fired multiple times to eventually running his own company. Through his intimate storytelling, we uncover the emotional turmoil leaders often face and appreciate the power of choosing the right words for every situation. We then transition into exploring the stark loneliness that surfaces when charged with the task of managing a company's culture. Following our guest's shift from mechanical engineering to insurance, we learn the mental strain that comes with challenging decisions like firing someone and why reaching out for support during such times is crucial. The conversation culminates in a powerful message on the importance of a supportive community. Drawing from his personal growth and risk-taking journey, our guest sheds light on how finding empathy and understanding within a community can pave the way for better decision-making and problem-solving. Tune in to this enlightening episode and explore how leaning on a supportive community can help navigate the complexities of leadership and business management. Resources Mentioned: Reach out to Ryan Hanley Ryan Hanley - Website Ryan Hanley - Instagram Subscribe to the Podcast Rogue Risk Finding Peak

Erik Garcia: The Agency Owner's Guide To Wealth And Worth

In this episode of Agents Influence podcast, host Jason Cass interviews Erik Garcia, CFP®, owner of Garcia Insurance Services and Garcia Financial Group, and host of the Stuff About Money They Didn't Teach You In School podcast.  Episode Highlights: Erik shares that aside from hosting the Stuff About Money They Didn't Teach You In School podcast, he also spends 90% of his time on financial planning and investment management, with 50% of that time working directly with insurance agency owners and related professionals. (2:54) Erik discusses two ways agency owners make money - through dividends/profit distributions and through capital appreciation, while also paying themselves based on their role in the agency. (7:21) Erik explains the importance of having mentorship relationships in various aspects of life, as exemplified by the biblical characters Paul, Timothy, and Barnabas. (15:02) Erik mentions that aligning company culture with core values and ensuring that the desired culture is manifested within the organization is important. (18:32) Erik shares that he discovered his company's values by asking his staff through a questionnaire, and based on the responses, he developed core values centered around professionalism, knowledge, empathy, and creating a family-like atmosphere. (21:03) Key Quotes: “As agency owners, there are two ways we make money in this space... Number one is through dividends or distributions of profit, right? If I'm an owner, and whatever I own is profitable and there's money to distribute, I take money, right? The second way we make money as owners is through capital appreciation.” - Erik Garcia, CFP® “As owners, we should pay ourselves for the work that we do. And then we should be motivated to be profitable” - Erik Garcia, CFP® “We're a family and people sense that when they meet us and do business with us. They sense that we're family, they sense it when they come in, they feel that we're family. Our culture of family is a way that we can create a better memory for them a better experience for them. This is powerful stuff. This is my staff telling me, this is not me sitting in a room telling them what our values are. This is them telling me.” - Erik Garcia, CFP® Resources Mentioned: Erik Garcia, CFP® LinkedIn Garcia Insurance Services Garcia Financial Group Podcast: Stuff About Money They Didn't Teach You In School Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: You Must REPEL in Order to ATTRACT New Clients

In order to attract new clients, you must repel those who are not ideal for you. The right messaging will attract the right people, and you'll win more new clients with very attractive marketing that repels everyone you don't want. It works, but most agents haven't figured it out quite yet. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains what you need to do in order to repel bad (not ideal) prospects to attract and win the best and most profitable clients. Episode Highlights: Charles shares that the success rate of attracting your ideal client comes from being able to repel those who are not. (1:53) Charles explains how to attract a level of comfort with prospects. (04:51) Charles discusses how you can repel prospects that you do not want by starting with a particular message. (06:44) Charles elaborates on how you can focus and figure out who your ideal prospect is. (10:43) Charles shares that he is articulating a certain message that is going to resonate with those people that are trying to sell new business. (14:50) Charles explains that people will get the absolute best results by being more specific in what they want to write. (19:40) Charles shares that everybody wants a specialized brand and nobody wants a generic brand. (21:00) Charles shares that individualizing is what prospects want for their businesses. (23:34) Charles talks about an agent he met, and the lesson we can learn from them. (27:19) Charles explains the idea of winning more clients through the competitive quoting process. (31:49) Key Quotes: "I truly believe that the success rate of being able to attract your ideal client comes from being able to repel those who are not." - Charles Specht "I'm trying to articulate a certain message that's going to resonate with those who are trying to actually sell new business period, and it's called millionaire insurance producer podcast because it has nothing to do with account managers." - Charles Specht "I truly believe that the entire industry and society as a whole is becoming less generalist and much more interested in finding the brand that that really speaks to them and writing something that really speaks to them." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Mergers & Acquisitions Part 4: Dave Partington - AJ Gallagher

Selling the insurance brokerage in which you’ve put a lifetime of effort is no small step. How do you know that you’ve got the right partner? The right price? The right place for your clients & staff? Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Dave Partington from AJ Gallagher. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

Agency Freedom: E118: Arel Moodie on Adult Development Theory

In this episode, James talks with Arel Moodie, Co-Founder of Talkadot. To learn more about Talkadot, visit https://www.talkadot.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Arel shares about his childhood growing up in a difficult environment and how his desire to get out of that environment fueled him. (2:53) Arel discusses how he went from being a successful college student to hosting a TV show, getting invited to the White House, and standing on TEDx stages. (17:37) Arel explains the conventional stages of adult development theory, including self-centric, group-centric, skill-centric, and achiever stages. (26:15) Arel discusses how individuals move from a self-centric mindset to a group-centric one, where they accept the group's beliefs as their own and develop an "us versus them" mentality. (35:41) Arel mentions the difference between the skill-centric and achiever stages, and how the latter involves enlisting people with complementary skills. (43:33) Arel explains how the achiever stage involves delegating and empowering others, while the skill-centric stage tends to hold onto tasks and believe that nobody can do it as well as they can. (49:07) Key Quote: “For any of us, when we look at our story, it's very easy to look at the things that happened to us and say, that's the exact reason why I can't make it. Where, I think if you look at it from a different perspective, you always build a skill set, you always build a survival mechanism to get through anything that's tough. And that mechanism, that skill might just be the thing that makes you more successful than you would have been without it.” - Arel Moodie

Millionaire Insurance Producer: Throwback: How to 12X Your Everything

QUESTION: Are you 12X? Professional insurance agents aren't throwing mud against the wall to see what sticks. Super producers are in the right mindset, they have a plan, and they go for the jugular. They ask for the business, they demand attention, they require the insured's permission, they get awarded a signed Broker of Record Letters, and they build a $1,000,000 or more Book of Business. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain how to become 12X. Episode Highlights: Charles explains what 12x is all about, where it is used, and how important it is. (2:10) Charles says there is no reason not to be able to prospect greatness. (05:20) Charles explains that productivity is an aspect of being successful in almost anything we do. (9:18) Charles discusses the importance of knowing your numbers. (10:58) Charles shares that he always loves hearing stories about Brokers of Record. (12:57) Charles explains that in the insurance industry, permission is one of the most important things to keep in mind. (14:21) Charles shares you can get more accomplished with a very tight relationship with one underwriter than you could ever get with a very strategic plan. (17:37) Charles explains the importance of the 12x mindset and focusing on your micro-niche. (20:31) Charles shares that sometimes business owners don't know exactly what's in their own best interest. (24:19) Key Quotes: "Lot of people can show up. But not a lot of people can show up and deliver. If you can show up and deliver, you are essentially writing yourself a blank check for the future. Sky's the limit if you're 12x." - Charles Specht "I also know that you can get more accomplished with a very tight relationship with one underwriter than you could ever get with a very strategic plan." - Charles Specht "You're not in the insurance business. You're in your micro-niche, your unique industry, of your prospect. And that's 12x. That is the mindset that you are in." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

GPP: Process & Automation: Eliminating Repetitive Tasks at Your Agency

“Repetitive tasks aren't profitable tasks.” CJ Hutsenpiller of Hutsenpiller Insurance joins the show to talk about an industry filled with repetition.  You can't always eliminate repetitive tasks, but you can control them through process, automation and a solid game plan for profitability. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Hutsenpiller Insurance: https://www.hutins.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ CJ Hutsenpiller: https://www.linkedin.com/in/cjhutsenpiller/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: How To Know If You Need A Business Coach

Sometimes we don't explore utilizing a business coach because we feel that it means we can't build the business or we don't know how..BUT, a great business coach is worth more than gold..and this is how to reframe your search for the right business coach for you. Episode Highlights: Teresa mentions that having a business coach is beneficial for those who want to improve their business, achieve their goals, and have a better work-life balance. (1:28) Teresa discusses the first step in determining if you need a business coach is to identify areas where you need growth, inspiration, or extra energy, and then write down 20 areas for improvement in your business or career. (3:19) Teresa explains why it's crucial to find coaches who are industry-specific to effectively help with specific tasks. (6:49) Teresa mentions that leadership coaches and culture coaches can help teams level up their communication and achieve objectives, while sales coaches can assist in improving sales processes and asking better questions. (12:21) Teresa discusses the foundational points to determine what we truly want and how to improve our lives. (17:48) Teresa believes that it's important to acknowledge and appreciate the knowledge and skills gained from previous coaches, as they contribute to personal growth and self-confidence. (19:54) Teresa shares that joining a mastermind group can provide support, brainstorming, and guidance for career advancement, with different groups offering various formats and focuses to match individual needs and goals. (22:43) Teresa emphasizes the importance of having a coach in life, acknowledging that nobody is perfect and there is always room for growth. (28:38) Key Quotes: “The first step to being able to decide if you need a business coach is to identify some of those areas that you need to grow in.” - Teresa Kitchens “Some people get what they need from that coach, and then they have to move on to the next coach. But we need to honor the steps that that previous coach gave us. The knowledge, the skills that that previous coach gave us.” - Teresa Kitchens “A really good coach understands you have your own goals, you have your own agenda, you have your own culture of who you are, and what you bring to the table. And a really good coach is going to help you to be a better person through that.” - Teresa Kitchens Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group

Ted Stuckey: Building Confidence In A Changing Market

In this episode of Agents Influence podcast, host Jason Cass interviews Ted Stuckey, President of Nationwide Brokerage Solutions. Episode Highlights: Ted believes that IndieTech has created a supportive and collaborative environment where agents and entrepreneurs selflessly help each other succeed, making it a unique and inspiring industry to be a part of. (3:17) Ted mentions that NBS is focused on giving agents confidence and helping them understand market trends and carrier reactions to better protect their client's assets, particularly for local agents in the sub $4 million revenue range. (8:51) Ted explains that the high net-worth insurance market is facing challenges as fewer carriers are willing to provide coverage, leading to potential loss of business to other carriers and a lack of specialized coverage options for high-value assets. (13:29) Ted discusses how the current crisis is causing agencies to reevaluate their strategies and relationships with carriers, as they consider the potential risks and impacts of relying on a limited number of partners. (23:51) Ted mentions that NBS is focused on the evolving middle market, offering a range of products including specialty lines and ancillary products, and providing support to local agents throughout their lifecycle. (29:44) Key Quotes: “The thing that I keep reminding my folks who are having, you know, probably similar reactions as your producers, is the market’s not discriminating, right? The reality of what any individual producer is going through is the exact same reality as any individual wholesale broker.” - Ted Stuckey “If you think about NBS, and why we exist, what we do, it's, it's giving that local agent competence and meeting them where they are. Uniquely, we will broker a monoline work comp policy for a minimum premium.” - Ted Stuckey Resources Mentioned: Ted Stuckey LinkedIn Nationwide Brokerage Solutions Reach out to Jason Cass  Agency Intelligence

Stuff About Money: The Power of Simple in Financial Planning

We are thrilled to welcome the Stuff About Money They Didn’t Teach You In School Podcast to the AI Podcast Network! Making a financial plan is complicated. There are a lot of moving parts and complexity…you could fill a book with just one plan! But often, more isn’t always better. Xavier Angel, CFP®, ChFC, CLTC and Erik Garcia, CFP®, BFA, talk about the benefits of keeping it simple. From children practicing copyright law to adults presenting too-long packets of paper to a 40 year monster of a plan, our intrepid hosts explore why simple is sometimes best. Episode Highlights: Xavier discusses the use of children on a mock jury to simplify arguments and make them more understandable, highlighting the need to keep things simple in various fields, including financial planning. (1:31) Erik mentions that human nature tends to favor complexity over simplicity, but sometimes it's important to remember that simplicity can be more efficient and productive. (4:09) Erik explains that the role of a financial planner is to help clients clarify their goals and provide simple steps to achieve them. (8:47) Xavier believes that ongoing financial planning involves financial planner and client engagement to stay updated on their life events and ensure comprehensive financial management. (11:12) Erik discusses how creating a one-page financial plan helps align your financial decisions with your values and goals, allowing you to take intentional steps toward where you want to be and remove obstacles along the way. (17:48) Erik explains that financial planning is not just about creating a plan, but also about the ongoing process of discussing and prioritizing financial decisions and effectively communicating and implementing them. (20:24) Xavier discusses the concept of simplifying news for kids and the importance of starting with simple and easy financial strategies before considering more advanced ones. (23:43) Key Quotes: “Ongoing financial planning, it's working with us, working with clients on a regular basis so that we can make sure we're keeping up with everything that occurs in your life.” - Xavier Angel, CFP®, ChFC, CLTC “You have to know where your money is and where it's going. You have to take account of your assets and your liabilities, the money in the money out of your accounts. It's not that complicated.” - Erik Garcia, CFP®, BFA “There's some very simple foundation fundamental things that we need to do first before we can layer in the more advanced, complicated strategies, we’ve got to start with the simple, we’ve got to start with the easy moving parts.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

RHS 193 - Monday Mindset: This is the Way

Ready to commit to a transformative journey and reach your highest potential? The episode takes a fascinating turn as we delve into the Mandalorian Code from the Star Wars series, illuminating how keeping personal promises shapes our identities. This is the way. We raise the question - what would it mean to live by this code in today's society? This intriguing discussion segues into the power of making and committing to singular promises to ourselves, exploring how this creates a virtuous cycle towards achieving our goals. So, tune in, engage with us on YouTube, and let us embark on this transformative journey together. Resources Mentioned: Reach out to Ryan Hanley AI Tool Report Daily Prompt Taplio Wonderchat.ai Rogue Risk Finding Peak

Digital Insurance Pint: Mergers & Acquisitions Part 3: Bruce Rabik - Rogers Insurance / CBN

Selling the insurance brokerage in which you’ve put a lifetime of effort is no small step. How do you know that you’ve got the right partner? The right price? The right place for your clients & staff? Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Bruce Rabik, Rogers Insurance / CBN. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

RHS 192 - Hanley on AI

Can AI really be our steadfast ally, or is it an intimidating opponent lurking in the shadows? In a world where technological advancements are taking giant leaps, we stand at the intersection of fear and excitement. We delve deep into the transformative potential of AI, discussing its applications in modern business and everyday life and its pivotal role in reshaping industries like insurance. Notwithstanding the dread that the rapid pace of AI development may instill, we explore its remarkable potential in fostering personal and professional growth. Now, shifting gears to personal branding and testing strategies, we explore the critical tools and tactics that have been instrumental in shaping my own journey. This podcast, in all its unfiltered essence, serves as a testing ground for these strategies, unraveling valuable insights and lessons applicable to all business or individuals. We also emphasize the need to stay connected, to ensure your brand resonates with your audience, and how it all ties in with AI and its tools for content creation, and platforms like LinkedIn and Twitter. As we wrap, we focus on the controversy that AI sparks. We present a balanced view - encompassing both the pessimists who foresee a dystopian AI-dominated world, and the optimists who, like me, see immense potential in AI when harnessed for the greater good. We reflect on how AI has augmented our creativity and productivity, showing you how you can leverage these tools to elevate your personal brand and business. So, tune in, as we debunk the myths, unveil the realities, and reveal the tangible implications and potential of AI in our world. Resources Mentioned: Reach out to Ryan Hanley AI Tool Report Daily Prompt Taplio Wonderchat.ai Rogue Risk Finding Peak

Agency Freedom: E117: Tomer Kashi On Skywatching Over Your Clients

In this episode, James and guest host Peter talk with Tomer Kashi, Co-Founder & CEO of VOOM Insurance and SkyWatch. To learn more about VOOM Insurance, visit https://www.voominsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedo Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Tomer explains how his company, VOOM Insurance, and InsurTech MGA that creates usage-based insurance products for underserved niche segments within the mobility world. (4:24) Tomer discusses his education and background in the Israeli army, which led him to become a tech founder in the insurance industry. (7:52) Tomer shares the founding story of SkyWatch and how it started as a commercial drone insurance solution. (13:03) Tomer explains how SkyWatch expanded into other niche insurance segments, such as motorcycle insurance, and the advantages of a pay-per-mile basis. (19:50) Tomer explains how SkyWatch prices its drone insurance policies based on utilization and offers an optional telematics service to provide a risk score. (26:21) Tomer mentions that drone insurance is currently a product that is pulled by commercial drone operators and their customers, rather than pushed by brokers and that it is not yet necessary for generalist agencies to offer it across the board. (34:05) Tomer explains that SkyWatch works with aggregators like First Connect for distribution, but also offers direct appointments for those with relevant customers. (41:23) Tomer shares their teamwork within the company, with a core value of "It's never not my problem." (47:02) Key Quotes: “Skywatch started as a commercial drone insurance solution. You see drones everywhere, from wedding photographers, to drone deliveries and in agriculture inspection. Really, everyone like even doing live shows, and we have customers in all of these segments.” - Tomer Kash “We need to help these newcomers to join the industry,. We also see ourselves as a part of the ecosystem that wants to help this industry to thrive because we're, you know, benefiting from that. So, we work with flight schools, and we work with other organizations to promote flight safety, and also, you know, promote insurance.” - Tomer Kash “One of the core values of our company is, “It's never not my problem”. Meaning, the R&D really cares about what the sales are doing in a day to day, and vice versa, and marketing and compliance everything. Really, everyone walks together. And this is what really drives everyone to work every day. It goes through different time zones, which is not easy.” - Tomer Kash

Power Women In Insurance: Throwback: Women: We CAN and we DO have it all with Teresa Kitchens

In this throwback episode of the Power Women In Insurance, Teresa discusses something she often hears people talking about: the struggle to "have it all"...balance family, career, kids, and public service. Teresa talks about her 18 years as an agency owner and how she has learned to have it all. Episode Highlights: Teresa mentions the insurance conference she attended recently. (2:20) Teresa shares her challenge for the listeners. (6:32) Teresa explains what “interrupting politely” means. (9:14) Teresa shares what she does after picking up her kids from school. (10:36) Teresa mentions what she’s trying to do more with her team. (11:52) Teresa shares why utilizing the knowledge of having all things is revolutionary. (13:07) Teresa explains the benefits of time blocking. (14:36) Teresa shares the ‘why’ in her life. (23:24) Key Quotes: “Having it all is kind of like multitasking. They say that there's no such thing as multitasking because really all you do is you switch your attention from one thing to another thing... And, then we constantly rotate our attention.” - Teresa Kitchens “I think sometimes whenever we get into these conversations with our families, that they feel like we're not spending enough time with them, or we're too distracted... That it's because they don't feel seen, they don't feel heard, they feel like they're second-rate citizens. And, I don't want my family to feel that way... and I would never want them to feel that way.” - Teresa Kitchens “When I don't listen, I am a lot. When I overpower people, I'm a lot. But that energy that I have, that voice, and the sense of discernment that I do have is something that people are attracted to. And with that, that makes me a great coach. That makes me a great mentor. That puts me in a space where I can work with a lot of people, and I love to do that.” - Teresa Kitchens Resources Mentioned: Sterling Insurance Group Contact Teresa Kitchens

Stacey Giulianti: Inside The Florida Insurance Crisis

In this episode of Agents Influence podcast, host Jason Cass interviews Stacey Giulianti, Chief Legal Officer at Florida Peninsula Insurance Company. Episode Highlights: Stacey shares that Florida has a severe insurance crisis, with 76% of lawsuits against insurance providers for homeowners claims filed in the state, causing a negative economic impact and 71% of the money going to attorneys instead of consumers. (3:46) Stacey explains that insurance companies are raising premiums to cover increasing costs of roofing materials and labor, and are working to change laws to reduce lawsuits and outlaw assignment of benefits by third-party contractors. (11:47) Stacey mentions that insurance companies should better explain that regular homeowners insurance policies don't cover flood damage to avoid Better Business Bureau complaints. (16:07) Stacey discusses the tort reform laws that Florida recently implemented which limit the ability of individuals to collect damages in liability cases if they are more than 50% responsible for the incident, aiming to make the system fairer and discourage unnecessary lawsuits. (18:47) Stacey discusses the importance of good underwriting and building codes in minimizing the impact of a tragedy. (24:35) Key Quotes: “The market in Florida if you're a Florida agent is going to be absolutely phenomenally good over the next 36 months, even to 60 months. I believe it's going to be absolutely amazing.” - Stacey Giulianti “To our underwriting people who took good policies, if you want to get a good rate, make sure that you have a good roof and an upgraded home. You’ve got to put some money into it and then you're going to have a safer home. And over the long run, it's less expensive from an insurance perspective.” - Stacey Giulianti Resources Mentioned: Stacey Giulianti LinkedIn Florida Peninsula Insurance Company Reach out to Jason Cass  Agency Intelligence

Digital Insurance Pint: Mergers & Acquisitions Part 2: Shawn DeSantis - Navacord

Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Shawn DeSantis, Navacord CEO. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

Agency Freedom: E116: Fly On The Wall In A Hard Market Conversation

In this episode, you get to listen in to a private shop talk conversation James had with a group of agency principal in Somewhere, USA. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: A speaker on the call shares the importance of integrating core values into daily activities and operations, particularly in the context of trucking and sales. (5:16) James discusses the possibility of charging a fee in addition to the commission, the requirements for different licenses, and the potential profitability of running their own insurance program as both a wholesaler and retailer. (13:29) James discusses his struggle with holding people accountable and his growth as a leader by delegating responsibilities to others, in order to focus on his own growth and goals. (18:51) A speaker on the call discusses their profitable focus on personal lines and plans to expand into commercial lines while delegating day-to-day operations to managers. (24:21) James explains the importance of narrowing down the target market and specializing in a specific niche to gain a competitive advantage and better serve clients. (26:33) A speaker on the call emphasizes the importance of prioritizing qualifying needs and diving deeper into the process while acknowledging that there is no wrong process as long as there is a process in place. (32:53) A speaker on the call mentions that James is known for executing his business strategies, making him a standout among others who only talk about it. (33:43) A speaker on the call believes that joining a call with other independent agents can be beneficial for personal growth and motivation. (34:15) Key Quote: “You have to give your team opportunity to fail and fail big. That's the only way you grow. Otherwise, you're rate limited. You're capped. ” - James Jenkins

RHS 191 - AMA: Leading a Remote Team, Training Programs & Advice to My Younger Self

Ready to master the art of remote leadership and build effective training programs? We discuss these and so much more in my first AMA (Ask Me Anything) episode of the podcast... Strap in as we embark on a journey through the complexities of maintaining unity and connection within a remote team environment. We'll get hands-on with the power of regular meetings, random check-ins, and the unifying force of company swag. I’ll share with you my own experiences and insights on how to celebrate team win in a remote setting and the importance of intentional connections within the team. Navigating the challenges of training and managing remote teams can be tricky, but fear not. We delve into the process of onboarding new employees remotely, customizing training approaches, and developing a modular program for company-specific training. From the benefits of digital training platforms to the importance of cultural understanding and process familiarity, we'll equip you with the tools you need to ensure your remote team is on the same page. In the final leg of our journey, we get real about underwriter-agent relationships, focusing on solutions and how to help agents get to a 'yes'. I open up about personal experiences and the frustrations that come with submitting accounts to underwriters. Further, we discuss the concept of service in solving problems and the importance of a killer instinct in life. To round off, we end on a lighter note and indulge in my love for conspiracy theories and the role of entertainment in our lives. So tune in and buckle up, because this is going to be one insightful adventure. Resources Mentioned: Reach out to Ryan Hanley Ryan Hanley Instagram Rogue Risk Finding Peak

GPP: Solving the Experience: How to Connect the Client, Agent and Service Team with Peter Teresi

User experience is vital to any agency, especially in the independent space. But what happens when you're serving multiple users? Who takes priority? Peter Teresi, Co-Founder and CEO at Certificial, joins the show to walk through how Certificial is connecting the end client's experience to your agents and your service team. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Certificial: https://www.certificial.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Peter Teresi: https://www.linkedin.com/in/pete/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: How to Build a Successful Medicare Book With Kathryn Arnold

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Kathryn Arnold, Insurance Broker. Kathryn discusses how she came into the health/life industry and how much she loves the Medicare space in insurance. She also discusses her passion for helping others build their business and how she shares that passion through the Women In Insurance team. Episode Highlights: Kathryn shares that got into the insurance industry to prevent others from experiencing the financial burden she faced when her father passed away without a proper life insurance policy, and now finds fulfillment in helping people with Medicare, health insurance, retirements, and annuities. (1:23) Kathryn mentions that she found her tribe within Women of Insurance, which helped her transition from a toxic work environment to building her own successful business through natural connections, lazy prospecting, and community outreach. (6:38) Kathryn mentions that she receives a lot of gratitude and appreciation for organizing conferences, training, and providing resources, with many women unaware of the available options and benefits. (18:54) Kathryn believes that learning from others is essential for personal growth and success, as no one has all the answers. (23:33) Key Quotes: “To me, Women of Insurance is a supportive, empowering, safe space for women to come together and connect without the drama and negativity or pressure.” - Kathryn Arnold “Self-growth is something that you're going to have to constantly have. Because the industry is ever-changing, things are constantly changing, and you're gonna have to constantly self-grow.” - Kathryn Arnold “The insurance industry is super competitive. It doesn't have to be so competitive. I don't have to compete with other people, there is enough of it to go around.” - Kathryn Arnold Resources Mentioned: Reach out: Kathryn Arnold Kathryn Arnold Facebook SLA Legacy Women of Insurance Contact Teresa Kitchens Sterling Insurance Group

Jason's Dive Into AI, Automation, And IndieTech 2023

Innovation and Invention: Steve Anderson gets Jason's thoughts on the invention and innovation he sees in the industry today. Be prepared to hear how the old way of taking 90 minutes to quote 10 companies is over, Jason and his team can do it in less than five minutes. It's a game changer for efficiency. Episode Highlights: Jason discusses how they use a risk advisor tool and an AI language model to quickly enter and process information for insurance quotes, reducing the time it takes from an hour and a half to less than five minutes. (3:01) Jason explains that Robotic Processing Automation allows robots to perform routine tasks in agencies, such as checking claims reports, monitoring changes in notes, and handling cancellations. (8:00) Jason emphasizes the cost-saving benefits of using virtual employees and investing in technology for agencies, and the significant gap between those who adopt these practices and those who don't. (10:40) Jason mentions that he created IndieTech 2023 for independent insurance agents to learn about and experience the latest technology in the industry, including education classes on data management, automation, and digital tools, as well as a CEO panel. (13:44) Jason announces that if people use the code: “IPFS300” when purchasing a ticket for IndieTech 2023, they will get $300 off the regular price. (17:08) Steve believes that the best way for agents to understand what's happening is by being exposed to others who are doing it, even if it may be mind-blowing and lead to some deciding to sell, it's important for leaders to support and allow those in their organization who see the potential to take action. (17:27) Key Quotes: “In the middle of the heartland in Indianapolis, Indiana for independent insurance agents, I am creating a technology show that is for tech and for agents. And it's going to be fantastic.” - Jason Cass “All indietech is insurertech. But not all insurtech is indietech.” - Jason Cass “For agents, the best way to figure out what's going on is to be exposed to other people that are doing it. And this is a way to do that.” - Steve Anderson Resources Mentioned: Steve Anderson LinkedIn Catalyit IndieTech 2023 Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: How to Get Motivated & Confident

Do you lack the Motivation to prospect for new business? Most insurance agents say they have a difficult time maintaining Motivation. However, I think the real culprit is something different and that it's because producers lack Confidence that they, therefore, lack the Motivation to prospect. But -- if the truth is known -- In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht feels that something else is the real reason you lack Confidence and therefore lack Motivation and therefore lack results. And, in this episode, he'll explain what it is and how you can get it! Episode Highlights: Charles asks the question of which comes first, is it the motivation or is it the confidence? (1:28) Charles shares that he wants people in the industry to have both motivation and confidence. (4:01) Charles shares that you need to have a lifetime goal and a destination so that plans can be made to make it to that destination. (8:29) Charles mentions that Confidence comes from the plan, and motivation is the fruit. (11:20) Charles shares that when you have the structure in order, process and strategy, you are going to have results. (15:12) Charles explains how you're going to use your social media strategy. (19:53) Charles shares that you should keep in mind what's the one thing that you can do that makes everything else easier or unnecessary. (22:48) Charles talks about a message that he got from someone on LinkedIn. (25:08) Charles explains that we lack true accountability, and it causes us not to follow through. (28:15) Key Quotes: "When you have confidence, you get motivation, I don't think that you can have motivation that is any kind of motivation, certainly, that's going to last any amount of time if you don't have the confidence to follow through." - Charles Specht "Confidence comes from the plan, when the plan is established motivation is the fruit." - Charles Specht "If you lack true accountability, then it's quite likely, you're not going to follow through with the things that you want to actually do. You're just not." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Mergers & Acquisitions Part 1: Kenny Nichols - Western Financial Group

Good news – the DIPP crew has done a bunch of legwork for you. Our M & A series covers some of the most important questions & brings you the answers, right from the source. In this episode, you’ll hear the answers straight from Kenny Nichols, Western Financial Group CEO. We asked Western Financial Group, Navacord, Rogers Insurance (CBN), AJ Gallagher, Westland, Brokerlink and HUB International the following questions: Where did your firm come from and where are you going? Why should a broker sell to you – what value do you bring? What’s your target broker? Does a broker with a strong digital presence get a valuation boost? Do you want former owners to stick around? Do you keep the original name? What’s in it for the acquired employees? What’s in it for carriers? Who wins & who loses? How do you value a brokerage? What can a broker do to make their business worth more? How do valuations compare between heavy CL brokers vs heavy PL brokers? Does a ROFR diminish the value of a brokerage? What is your firm’s end game?

Agency Freedom: E115: Strong Opinions About The Hard Market

In the final installment of our summer solo episode series, James talks about navigating the hard market. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Millionaire Insurance Producer: Throwback: Clearly Defining Your Ideal Prospect

Most insurance agents fail at selling insurance because they started on the wrong foot. They never achieved traction and so they failed. What I've found is that many agents lack traction because they don't know what they're selling or to whom they're selling. They are "generalists" and they achieve mediocrity every single day. If you want to become more successful at selling insurance, figure out who your ideal prospect is (with absolute clarity) and prospect with diligence. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to do exactly that. Episode Highlights: Charles shares that articulating or defining your ideal client is the foundation of prospecting. (1:59) Charles explains that if your message is that of the one you were focused on, it will tilt up towards the client you are messaging. (6:22) Charles defines every agent as being very unique in every way in your own agency. (10:19) Charles shares his experience with a shooting gun and how it relates it to the industry. (11:44) Charles discusses instances where an agent will likely start to flounder. (15:06) Charles shares a story of an agent that he knows and how it went with the agent's client. (17:02) Charles explains that it's amazing what happens when you get clearly defined about who you're trying to attract, and who you're trying to repel. (20:17) Charles shares one of the more difficult things for an insurance agent to do. (21:53) Charles explains that the key to being successful in your niche is ultimately to decide to go all-in on the type of account that you want. (26:25) Key Quotes: "Those insurance agents who lack clarity and understanding or being able to articulate and define your ideal client are the ones who are going to fail." - Charles Specht "If you don't have a script that is focused on your ideal client, you are basically playing luck, you're gambling." - Charles Specht "If you don't have a clear idea of what you're trying to accomplish and who you're trying to resonate with, then you're likely going to sort of flounder." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

The MVP Podcast: Talkin' Tech with Danny Lawrence | Transforming Front and Back Offices with InsurTech

This episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with Caden Braly, VP of Business Development at AgentsTech.  Using Caden's expertise as an agent and insurtech specialist, he advocates for AgentsTech, by empowering agents to embrace insurtech solutions, revolutionizing both their front and back offices. This transformation is essential for their growth and success in the digital era. Episode Highlights: Caden explains that AgentsTech is a technology consulting firm that helps independent insurance brokers modernize their agencies by connecting them with the right InsurTech companies through personalized consultations. (2:11) Caden mentions that not every InsureTech or IndieTech company is a good fit for your agency and its goals, so it's important to be unbiased and consider the specific needs and market of your agency before jumping on the latest buzzword or trend. (4:57) Caden discusses his role as the VP of Business Development which includes being responsible for overseeing technology for inbound and outbound leads. (7:21) Caden explains that Agents Tech specializes in teaching, training, and integrating peripheral software like Wunderite, Loss Run Pro, Bold Penguin, and Tarmika to increase efficiency and revenue for insurance agencies. (15:48) Caden mentions that Wunderite and Bold Penguin are two companies making waves in the insurance market and the upcoming AMS CRM system called Iris is set to challenge legacy systems with its impressive integrations. (19:25) Caden believes that IndieTech is a game changer for independent P&C brokers, providing efficient tech solutions that will give them a competitive edge in quoting and accessing markets. (25:06) Key Quotes: “We really try to do a good job of determining what is these insurance agencies need and then we connect them with those IndieTech companies.So we make sure that we know who they are, and we don't put them with a company or a tech company, that's maybe not going to solve their problem.” - Caden Braly “IndieTech represents a shift in insurance brokers and you want to be on the good side of that shift before you get left in the dust, because other agents are going to be able to quote faster than you, they're going to be able to get accord forms and block markets faster than you. It's all about the efficiency.” - Caden Braly Resources Mentioned: Caden Braly LinkedIn  AgentsTech Reach out to Mitch Gibson

Power Women In Insurance: How To Thrive While Building A Scratch Agency With Niki Henley

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Niki Henley, Owner of Extra Mile Insurance Solutions.  Niki started her agency in 2019 and was a guest in 2020. Today, we followed up with her progress and talked about what has helped her build her agency most successfully. Episode Highlights: Niki shares that she opened her own agency in 2019, and faced challenges in the first year, including the impact of COVID-19, but ultimately learned valuable lessons and adopted new technologies and strategies that put them ahead in the market. (2:04) Niki discusses the importance of seeking advice and guidance from trusted mentors and industry experts before making decisions or implementing new tools in order to avoid unnecessary expenses and ensure success. (7:43) Niki mentions that she is not a big gift person and has struggled with showing appreciation to her team, but has made efforts to improve by valuing their input and being transparent about goals and the bigger picture. (16:27) Niki explains that implementing automation and streamlined processes has allowed for better collaboration and efficiency within the team, making it easier to onboard new staff and ensuring continuity in case of absences or emergencies. (24:11)  Niki shares that she learned that planning for the next five years is setting oneself up for failure due to unpredictable events, so she focuses on making realistic plans for one year at a time and taking advantage of opportunities in the current market. (29:34) Niki advises beginners in the market to seek out mentors who have already achieved what they want to do, get their advice and feedback, and don't try to figure it all out on their own. (40:03) Key Quotes: “This may be surprising to some people but it's not actually technology or a tool. It was a mentor that changed the game for me.” -  Niki Henley “Get with mentors for people that you know, have already done it, seek them out, they're out there.” - Niki Henley Resources Mentioned: Niki Henley LinkedIn Extra Mile Insurance Solutions. Contact Teresa Kitchens Sterling Insurance Group

There Are A Ton Of Solutions Just Not A Lot Of Execution

In this episode of Agency Intelligence podcast, host Jason Cass is joined by Kelly Donahue-Piro, President of Agency Performance Partners to discuss the solutions to the problems that the majority of agencies are experiencing. Kelly also talks about their courses and training, which can help agents and agencies improve. Episode Highlights: What’s Kelly’s opinion about the role of Jason Cass with his partner Travis? (10:32) Kelly advises Jason on whether he should hire someone to manage his company. (12:05) Kelly recommends that agency owners establish a vision of where they want to go in 10 years. (15:38) Kelly believes that there is a lack of execution rather than a shortage of solutions to the hiring problem. (16:37) What are the benefits of the great resignation for insurance agents? (17:16) Kelly thinks that every agency must fight for what it needs and also be intentional and strategic. (19:59) Kelly discusses their online school and the process pack that can be purchased on their website. (21:18) Kelly talks about their next course, Plan and Execute: Creating Your Agency Success Blueprint, which will be available in October. (23:38) Kelly explains how they can help agencies with their metrics. (28:32) Kelly discusses the agency with whom they worked during the pandemic. (32:49) What does Kelly watch to unwind? (34:31) What book is Kelly currently reading? (35:45) Key Quotes:  “If you find the good people, and you can make it work, because that's your culture, you also have to have fairness and equality between everybody.” - Kelly Donahue-Piro “You have to figure out your vision, like what do you want to be in 10 years and be every year working 10% closer to that, because that's the right thing, right?” - Kelly Donahue-Piro “There is no shortage of solutions. What there is, is a shortage of execution.” - Kelly Donahue-Piro Resources Mentioned: Kelly Donahue-Piro LinkedIn Agency Performance Partners Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Is Being an Insurance Consultant Right for You?

You may or may not be an agent looking to shift your career away from slinging policies and throwing mud against the walls to see what sticks. And, I get that. Or, you may not be an agency owner looking to add "Consulting" to your list of services provided. And, again, I get that. But .... it might just be the absolute PERFECT CHOICE for you going forward, and that's what this episode is also about.  Host Charles Specht explains and breaks down the two primary business models you can choose from, to help you earn $100k - $350k annually. And, Charles begins to unpack "Phase 2" which will be released later in Q4 of this year that will be specific to insurance agencies who want to take over the policies (via BOR) of mine and the other consultant's client's policies. Get ready, because we're getting ready to disrupt the entire insurance industry! Episode Highlights: Charles mentions that his first approach to prospecting as an independent consultant in the insurance industry is to offer unbiased advice and guidance to small to medium-sized business owners for a fee, without directly involving their brokers or agents. (8:09) Charles discusses his transition to a new business model where he works as an agency retainer, providing ongoing support and advice to clients for a higher fee, and he refers smaller accounts to other consultants in different states. (18:28) Charles discusses how the constructive risk network is a good fit for individuals with insurance backgrounds and experience, including insurance agents, carrier people, sales reps, underwriters, claims people, risk managers, and insurance agency owners, particularly those with small to medium-sized agencies looking to transition into insurance consulting. (22:58) Charles explains that phase one of his Constructive Risk Network involves bringing in insurance consultants under the Constructive Risk Network with exclusive assignments for each state, initially limiting it to three consultants per state. (27:05) Charles mentions that the goal is to revolutionize the insurance industry by bringing in exclusive insurance agencies and consultants, focusing on the success of both the insurance buyer and the agent broker, and eliminating the quoting process. (28:54) Key Quotes: “Getting referrals as an insurance consultant is so easy, it's so easy. You're not competing against other agents, they've already got an agent, you're different.” - Charles Specht  “The goal then, is that we're going to be bringing in insurance agencies in each of the states. Again, very exclusive. We're not bringing in everybody, we're just going to be focused on a number of agencies that have some desire to write certain industries, certain classes of business, and there's no commission split here. You write the policy, you keep 100%. That's it.” - Charles Specht  Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Taylor Rhodes - Applied

We first hit up Taylor soon after he started his role with Applied. He gave us a lot of insight into his background, his approach to the business and future plans for Applied. Now that Taylor has had a chance to settle into the role, he’s starting to see some of the fruits of his efforts take shape. Taylor then shares an update on the Epic transformation – making it more open, efficient & leveraging API connectivity. We also get insight into the Epic data lake and how Applied plans to use this for the benefit of their broker clients. In the first podcast with Taylor, he introduced us to his “say/do” ratio. While he admits he’s not perfect, it sure sounds like there’s a lot of doing that corresponds to what he was saying.

Agency Freedom: E114: Hot Takes and Strong Opinions (Part 3)

In this episode, James talks about 4 reasons why you should NOT launch an insurance-related podcast in 2023. He ends the episode with a much better idea for generating real impact and profitable opportunities for your office. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

RHS 190 - Joey Coleman's Guide to Navigating Leadership, Empathy, and Employee Experience

Some of the toughest decisions in my life involved hiring and firing employees. I was confronted with the emotional toll it took on both ends of the spectrum. That's why our guest, Joey Coleman, renowned author of 'Never Lose a Customer Again' and 'Never Lose an Employee Again', is here to shed some light on this intricate process. With his own experiences as a leader and the challenging decisions he made as a CEO, Joey offers a unique perspective on the employer-employee dynamic. The episode further highlights the intertwined connection between customer experience and employee experience, shedding light on the employer's responsibility to create a remarkable environment for their team members. We also dissect the balance of hierarchy and dialogue in decision-making, the dangers of confirmation bias, and the importance of rest and recovery after big projects. So, grab your headphones and tune in to this enlightening episode packed with valuable insights for leaders and managers alike. This is not just a conversation; it's a transformative journey. Episode Highlights: Ryan and Joey discuss their experience of speaking with Marcus Sheridan and how much they admire his skills. (6:57) Joey shares his experiences during COVID, including giving speeches and consulting for struggling businesses, and witnessing the contrasting emotions of people facing hardships and successes. (15:43) Joey discusses the importance of employee experience in creating remarkable customer experiences and the interconnectedness between the two. (25:51) Joey mentions that employers struggle to create a positive employee experience due to a lack of firsthand experience, a fear of vulnerability and admitting uncertainty, and a disconnect between customer and employee experience. (30:42) Joey believes that being a great employer is understanding that employee experience is a journey, not a destination, and adapting to the changing world and employee needs (34:29).   Joey discusses the importance of valuing team opinions and involving them in decision-making while acknowledging that leaders must make tough decisions and take responsibility for the results. (46:42) Joey mentions that leaders often fail to learn from experiments because they focus on justifying the results instead of understanding why things didn't go as planned. (56:25) Joey discusses the episode's main takeaway, which is to be intentional about the type of people you want in your organization and to incorporate that into every step of the hiring and employee management process. (1:00:08) Key Quotes: “The best books are the ones that you can come back to. You can read it at a different point in your career when you're facing a different problem, a different situation, a different scenario, you're in a different organization, you've got a new product, a new service, whatever it may be.” - Joey Coleman “Most leaders don't actually learned from the experiments. They justify why the experiment ended up the way it did, without exploring why the experiment didn't go the way they thought it was.” - Joey Coleman “Words totally matter, like, it is literally the foundation of our ability to communicate in the modern era, is words, language.” - Joey Coleman Resources Mentioned: Joey Coleman LinkedIn Website: Joey Coleman Book: Never Lose an Employee Again Book: Never Lose a Customer Again Reach out to Ryan Hanley Rogue Risk Finding Peak

GPP: How to Rid Yourself of Repetitive Tasks Using Robotic Process Automation

What is robotic process automation and how can you use RPA to eliminate repetitive tasks at your agency? Bharath Bangalore, founder at Blue Ocean Strategic Partners, is focused on helping the insurance industry save time, money and unnecessary headaches. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Blue Ocean Strategic Partners: https://blueoceansp.ai/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Bharath Bangalore: https://www.linkedin.com/in/bharathrbangalore/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Empowering Your Team Into The Next Generation Of Insurance Agencies-With Kelly Donahue - Piro

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Kelly Donahue-Piro, President of Agency Performance Partners. Kelly Donahue-Piro and Teresa chat about how to lead a strong team into next generation of independent agencies Episode Highlights: Kelly explains that account managers often feel overwhelmed by their work and the demands of their roles. However, it is crucial to hold them accountable and focus on their potential. (3:13) Kelly mentions that agencies should focus on sharing metrics with their team, providing tools and resources, and encouraging them to prioritize high-value clients during a hard market. (17:02) Kelly discusses the importance of permission and rewiring behaviors to build trust in agency-client relationships, and the need for clear communication, proactive outreach, and a focus on building trust during challenging times. (21:30) Kelly explains that effective leadership communication and the power leaders have in guiding their teams through change and difficult situations is important. (26:50) Kelly discusses the challenges of the current market and the need for agents to adapt and communicate their value, while also acknowledging the potential for carriers to go insolvent and the frustration of customers. (30:55) Kelly mentions that the insurance industry is facing challenges due to unpredictable weather events, aging agencies, and a shift towards online formats, but leaders can adapt by focusing on sales skills, controlling the message, and supporting their team. (37:10) Kelly explains that attitude matters for leaders, as it sets the tone for the team's morale and productivity. (42:01) Key Quotes: “The reality is, I'm optimistic that in this market, the best agents will be created of all time. And we will learn how to have these difficult conversations, maybe kicking and screaming, but we will learn our tools, we will also learn how to communicate our true value.” - Kelly Donahue-Piro “Your attitude is contagious. As a leader, they are watching you. When you come in bummed out, you've given them permission to do the same and instead, you need to be giving high fives.” - Kelly Donahue-Piro “Our goal is just to give people the tools that they need, whether that's working directly with the coach, or whether it's working directly online, or just going to a website and getting it for free.” - Kelly Donahue-Piro Resources Mentioned: Kelly Donahue-Piro LinkedIn Agency Performance Partners Contact Teresa Kitchens Sterling Insurance Group

Scott Howell Explains Why Romance Is Needed When Starting An Agency

In this episode of Agency Intelligence podcast, host Jason Cass interviews Scott Howell, CLCS, Agency Owner of iProtect Insurance & Financial Services, and Co-Host of The Insurance Guys Podcast. Scott talks about how he met Bradley Flowers and why communication plays a huge role in the insurance industry. Episode Highlights: Scott mentions what he really appreciates about Jason. (4:04) Does Scott listen to a lot of podcasts? (6:26) What has attributed to Scott’s success, skill or luck? (16:29) Scott shares his professional background. (24:27) How did Scott become institutionalized? (34:47) Scott shares the story of how he met Bradley Flowers. (37:38) What’s something that Scott learned in his business, that he didn't know in the past? (42:42) Scott explains why communication is so important. (43:41) Key Quotes: “I would say I love to win. I don't think much about losing, I just keep going every day, putting one foot in front of the other. I've always said that insurance is a lot like working out.” - Scott Howell “I think it's good to hear what everybody's doing. And, no matter which podcast you listen to, no matter who the host of the podcast is, as long as it's within the insurance sphere, okay. You can always learn something from every single podcast.” - Scott Howell “I think that you have to communicate with your spouse, and let them know how much time, energy, and dedication that starting an insurance agency from scratch or less than scratch is going to take.” - Scott Howell Resources Mentioned: Scott Howell LinkedIn The Insurance Guys Podcast iProtect Insurance & Financial Services Reach out to Jason Cass Agency Intelligence

Digital Insurance Pint: Theo Duchen - Acturis

For most brokers, their BMS is critical to the success of their business. As such, we felt it was important to have another discussion with Theo Duchen, Acturis co-CEO. We also discuss Power Broker vs Acturis and what their broker clients get from those systems. We also discuss some of their other key developments and what brokers can expect in the future from Acturis.

Agency Freedom: E113: Hot Takes And Strong Opinions (Part 2)

This is the second installment of hot takes and strong opinions, James talks about prospecting and how to better connect with new prospects in the sales process. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Millionaire Insurance Producer: Throwback: Excuses, Excuses, Excuses

Excuses never made anyone any money. People who go bankrupt always have an excuse as to why. Salespeople who don't win an account always have an excuse for their failure. That goes for insurance producers as well. There are reasons and excuses for all failures. But insurance agents who hold onto excuses are the ones who live paycheck to paycheck.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to eliminate excuses, how to execute a plan, and how to set S.M.A.R.T. goals that achieve success. Episode Highlights: Charles talks about excuses being the reason for us not achieving our goals in life. (1:14) Charles provides some examples of the excuses that we commonly have in the industry. (3:45) Charles tells us what excuses are going to do to our life. (7:52) Charles says that a lack of execution on actual prospecting will cause failure. (11:25) Charles shares that we have to have 12x goals, not only get out of the box but destroy the box. (16:47) Charles gives us the S.M.A.R.T. goal strategy that we can apply to our daily actions. (19:21) Charles shares that lack of execution results in excuses. (22:38) Charles tells us to be S.M.A.R.T. (Sizable, Measurable, Actionable Reachable, Time-sensitive) about our goals. (24:36) Charles says if we continue to hold on to excuses and reasoning and grudges we will ruin relationships. (26:37) Key Quotes: "A lack of prospects in the pipeline, a lack of execution on the actual prospecting activity will cause you to starve. Period." - Charles Specht "The problem, however, is that we have a vast amount of times throughout the year where we do not take action. There's no execution. - Charles Specht "If you begin to execute, rather than have excuses, you're probably going to be much more likely to succeed, not merely in the long term, but also right now in the short term." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Power Women In Insurance: The Power Of Automation To Give You The Agency You Want with Kali DeWitt Rodgers

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Kali DeWitt Rodgers, Insurance Advisor at DeWitt Insurance Group. Kali and Teresa talk about how using automation in the family agency has helped them scale and yet work a flexible schedule for their team. Episode Highlights: Kali mentions that the most important thing to her about working in insurance is that you can still take care of your family and set your own hours. (4:06) Kali shares that the DeWitt Insurance Group aims to educate new clients through a welcome campaign, guiding them through potential claims and repercussions. (12:11) Kali mentions how automation has changed their agency for the better. (20:12) Kali discusses how everyone in the agency has adapted to and embraced technology. (31:40) Kali shares that a video proposal helped her sell their largest commercial account. (35:24) Kali mentions that Lava Automation has significantly improved the wording of templates, making it easier for users to understand and respond to messages. (40:15) Key Quotes: “The one thing that I've really valued in our industry is that you can still take care of family, you can work your own hours, but the family is always going to come first.” - Kali DeWitt Rodgers “We were certainly trying to get as many touchpoints as possible. So when someone comes to the agency, they're a new client, they're getting in touch points all through a welcome campaign, and it's educating them.” - Kali DeWitt Rodgers “The one thing that we implemented that has been a total game changer is automation.” - Kali DeWitt Rodgers Resources Mentioned: Kali DeWitt Rodgers LinkedIn DeWitt Insurance Group Contact Teresa Kitchens Sterling Insurance Group

Master Of Scale And Not Being A Loser

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Jeff Roy, the CEO of Excalibur Insurance Group. Jeff and Jason tackle everything that business owners should know, including the answer to this question: "Jeff, what is one thing you are doing today that you were not doing 10 years ago?" Take a listen to find out his answer! Episode Highlights: What has attributed to Jeff’s success; skill or luck? (10:37) Jeff shares his background in science and how he found his way into business. (11:55) Jeff shares good business owner practices. (16:35) What has been different about what Jeff does today, versus 10 years ago? (21:27) Jeff mentions how the law of attraction has helped him. (27:41) Jeff shares a story about Mike Stromsoe’s event that he attended. (30:48) Jeff shares details on a concept he’s currently working on. (33:39) What's the number one way that Jeff gets business into his agency? (35:42) Jeff discusses lead quality in the age of Covid. (38:00) Jeff shares how he collects data with his marketing team. (44:34) Key Quotes: “I hate to lose. Basically, you learn everything by losing. All through sports growing up, you know, that's where I learned everything. The feeling of losing motivates you to become better, pick yourself up and be a better version of yourself.” - Jeff Roy “Skill makes luck. If you're doing enough things out there, eventually, you're going to get some luck because you're doing enough items. So, I'd say they're joined at the hip.” - Jeff Roy “We've got a mind that it's okay to make mistakes. My mantra is launch, fail, learn, fix. We try new things. We do things most people wouldn't do. We take the path less traveled...But, we try and make it work. We're not scared to spend money and learn from it.” - Jeff Roy Resources Mentioned: Jeff Roy LinkedIn Excalibur Insurance Group Agency Intelligence Reach out to Jason Cass

Millionaire Insurance Producer: How to Become an Insurance Consultant

I know, I know. This is a different kind of episode than you're used to. But, it just might be one that changes your life for the better!  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you about how to exit the "rat race" of selling insurance policies and -- instead -- become a wholly independent, fee-based insurance consultant where you will likely make between $100,000 - $350,000 in personal "take home" income every single year. I've created an exclusive group with assigned territories and this is available for both P&C agents as well as EB agents. If you're interested in that, keep listening. If you're VERY INTERESTED in it and want to learn more, send me an email by first visiting my website at: www.constructiverisk.com Episode Highlights: Charles shares that he is making a pivot in his business by creating a network of insurance consultants who are hired by insurance buyers to provide unbiased advice for a flat fee. (2:41) Charles discusses the challenges in selling insurance, including time-consuming data gathering and unresponsive marketing departments, and the benefits of being an insurance consultant. (5:53) Charles mentions that an insurance consultant offers unbiased counsel and negotiates premiums down, typically saving clients 11-17% and potentially up to 55% of annual insurance costs, with fees ranging from $2,500 to $20,000. (9:39) Charles explains that insurance agents can save clients money and provide value by representing multiple carriers, allowing them to be unbiased advisors and counselors to insured individuals. (13:48) Charles discusses that having an insurance consultant instead of just trusting an agent can result in better outcomes and higher profits, with minimal expenses and no need for a physical office or additional staff. (18:40) Charles discusses the downside of not having residuals like an insurance agent and the benefits of saving clients time and money through handling negotiations, managing policies, and providing risk management services. (20:56) Charles mentions that an insurance consultant helps insurance buyers navigate the insurance process and ensures that agents have a fair opportunity to win business, benefiting both the buyer and the agents involved. (25:26) Charles shares that he will be giving exclusivity in regards to the territory for insurance agents, with a focus on creating programs, obtaining endorsements, and providing marketing support to generate wealth and achieve personal goals. (29:13) Key Quotes: “I am creating a network of insurance consultants that are no longer having to sell insurance. They're now being hired by the insurance buyer and paid a flat fee to give them unbiased advice.” - Charles Specht “As an insurance consultant, what I have to get the insurance buyer to understand is that I don't sell insurance, I'm not a competitor with their agent... I am completely separate from the entire placing of insurance, I am completely unbiased.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Constructive Risk Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Don Forgeron & James Fordham - IBC & DASH

In this episode, we talk with Don Forgeron (CEO) & James Fordham (CIO) from the Insurance Bureau of Canada (IBC). Don recently announced his retirement from the IBC and we get him to open up & dish on what he’s seen in his career. He shares some of the cool things that IBC does – things that brokers might not know. We also hear about the IBC’s PR work and the industry’s Covid response. Don also discusses the major trends that will shape the industry in the future. James then gets the opportunity to dive into the DASH program coming to the industry in 2023. DASH is a new industry-owned product that will deliver essential driver and auto data to the Canadian insurance industry. It will provide robust reports detailing a consumer’s complete insurance history including all coverages, claims, and other relevant information that will be used to provide an insurance quote. The primary users of this product will be insurance underwriters and brokers. As an industry-owned product developed at the direction of the IBC Board of Directors, DASH will provide a cost-effective way to request comprehensive reports and will expand as the industry’s needs change.

Agency Freedom: E112: Hot Takes and Strong Opinions (Part 1)

 In this first solo episode in the summer Hot Takes and Strong Opinions series, James answers questions from the audience on two topics: Surviving the hard market Required Time Off (RTO) and Work From Home (WFH) Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

Power Women In Insurance: Combating Burnout In A Hard Market

In this episode of Power Women In Insurance, Teresa Kitchens discusses the top three tips to overcoming burnout. Episode Highlights: Teresa mentions that leaders should explore various options to overcome challenges and improve their team performance. (3:16) Teresa explains that burnout is a deeper form of stress and that engaging in activities like volunteering and giving back to the community can help reset our souls and ignite a passion for meaningful community activities. (6:38) Teresa discusses the importance of identifying and standardizing priorities within the team's work process to prevent burnout and improve productivity. (9:40) Teresa encourages taking breaks when needed, evaluating current processes, and finding ways to improve them to combat burnout and enhance client satisfaction. (12:56) Teresa mentions that by taking challenging moments and leveling up, companies can adapt and improve, and by matching industry trends and adapting to changes. (18:03) Teresa suggests that to combat burnout, engage in activities like staying focused on your vision, delegating, and taking breaks to focus on the future and improve the agency and industry. (21:32) Key Quotes: “So take a break if you need to, watch your processes, your systems, whatever it is, think about how you can level up, okay? Work with your team on leveling up, okay? And then also look at what you can delegate, okay? Those are three huge starting points for being able to combat burnout.” - Teresa Kitchens “If we can take these challenging moments, we can take just a little bit of time, level up, ask ourselves what doesn't work, then when the changes come down the road between claims, between the way that you know, companies operate, we will be further ahead, we will be matching, we will be better tomorrow than we are today.” - Teresa Kitchens “Use this time to push forward. You need to take a little bit of a break, take a little bit of a break. Maybe you can clean cranky clients out of your book. Maybe that would help your team. But vision for the future and help your team to vision for the future, help them to feel like they're moving forward, making that agency better and your industry better for tomorrow because that is what we need to always be working on.” - Teresa Kitchens Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group

The MVP Podcast: Nick Aube | Building Confidence with Credibility and Trust #Crust

In this episode of The MVP Podcast, Mitch Gibson sits down with Nick Aube, Founder of Producer Systems, to talk about what it takes for a young agent to gain confidence early on in your career that brings you credibility and trust from your customers/prospects! Winning is what we all want to do, but guess what, IT TAKES HARD WORK! Episode Highlights: Nick believes that producers often come with a misconception that they need to quote and that by thinking for themselves and developing their own sales process, they can create their own path. (11:29) Nick mentions that young producers often need more credibility and knowledge about the insurance game, which can hinder their ability to negotiate the proper coverage. (20:43) Nick explains the importance of confidence, consistency, and a clear vision for success in the insurance industry. (30:28) Nick mentions that he helps producers find the path and system they want to run, and how to create an environment where they can write new business. (40:12) Nick discusses that transparency is crucial especially for young producers, as it builds trust and credibility. (49:47) Nick shares an experience that taught him the importance of understanding the BOR and adjusting their pricing strategy accordingly. (52:25) Nick encourages producers and agency owners to join Producer Systems every Wednesday at 12 EST for free a live call focused on collaborating on BOR, prospect positioning, and actionable steps for building sales processes. (56:24) Key Quotes: “Confidence, and then consistency, but also having the vision, the framework for how you want to operate, those three things, I think are super important.” - Nick Aube “I'm a big believer in the Broker of Record. To me, that's the way forward. However, we're talking about confidence earlier, you need to be confident in your process, and your system to actually go out and execute.” - Nick Aube Resources Mentioned: Nick Aube LinkedIn Producer Systems Reach out to Mitch Gibson

IndieTech 2023 – Jason Cass's Vision For AI-Empowered Insurance Agents

Jason just rocked the OnPoint Podcast discussing IndieTech 2023. Shining a light on game-changing InsurTech, he highlighted AI's power to redefine the independent agent's landscape.

Millionaire Insurance Producer: Throwback: The ABCs of the B.O.R.

There are a number of things you can do to increase the likelihood of winning new clients from signed Broker of Record Letters. Some are more difficult to accomplish initially and may require experience, but others are things you can start doing immediately to win more signatures.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin to itemize the ABCs of what you need to do to win more signed Broker of Record Letters from your prospects. Episode Highlights: Charles tells us that this episode is about how to win Broker of Record Letters. (2:17) Charles shares that the Broker of Record Letter is an insurance tool to ensure proper service from incumbent agents. (5:00) Charles explains that the insurers' best interest is to gain a reputation in the marketplace. (8:34) Charles states that most agents do not even mention the Broker of Record Letter to insurance buyers. (11:43) Charles shares the ABCs of Broker of Record Letters, which will revolutionize your entire career. (16:10) Charles shares the call experience that he had with a company that makes high-end treehouses. (20:00)  Charles explains that he will be putting up mini-courses that answer particular issues that will help agents. (23:44) Charles tells us that advisors get more signed Broker of Record Letters than producers. (26:43) Charles says that a Broker of Record Letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business. (28:31) Key Quotes: "I really believe that the insurance industry is turning a corner and we're going to be accelerating towards a particular direction." - Charles Specht "The Broker of Record Letters is not something that we talk about or that we wield. It is not to be a hammer in your hand and you beat the insurance buyer of your prospects into submission until they finally sign that thing." - Charles Specht "You do not receive it if you do not ask. If you do not ask, you do not receive. If you ask, you will receive what you asked for." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Josh Reznick - Foxquilt

In this episode, we are joined by Josh Reznick of Foxquilt. Josh is a former carrier exec who has made the leap into the insuretech world. Foxquilt is an Insurance-as-a-Service platform focussed on commercial insurance, underpinned by a unique data and machine learning underwriting infrastructure. The team digs into Foxquilt’s approach to connectivity, working with carriers & vendors. We discuss eCommerce and embedded insurance and get into how this works for brokers.As Foxquilts reach is across North America, we also discuss some of the similarities between the US & Canadian landscapes.

Agency Freedom: E111: Ryan Mathisen On Compounding Success And The Client Experience

In this episode, James talks with Ryan Mathisen, Co-Founder of GloveBox. To learn more about GloveBox, visit https://gloveboxapp.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Ryan discusses his family's background in entrepreneurship and insurance. (5:06) Ryan mentions that the number one thing you can do as a new producer, or a producer coming from the captive to the independent channel is to have a really solid mentor. (12:03) Ryan discusses the idea of merging carrier mobile apps with a vertical-style product, which led to the creation of GloveBox. (20:19) Ryan explains that the independent insurance channel faces an unforgiving landscape, with a strong focus on generational businesses and legacy processes and it is essential to have a sense of the business in order to provide solutions that make sense. (30:48) Ryan discusses GloveBox's recent launch of their commercial product, including its features and functionality, and their plans for future development. (37:29) Ryan explains how they prioritize feedback and align it with their roadmap. (44:20) Ryan shares ways to engage with GloveBox, including their new website and social media. (48:47) Key Quotes: “It's so hard to replicate and again, this business is unforgiving. If you don't provide solutions that absolutely make sense, you're not going to win. It's really difficult and that's what I've learned.” - Ryan Mathisen “We really want to give commercial agents tools that they need to be able to prospect, quote, sell, and service business. ” - Ryan Mathisen “If it is a workflow between you and your policyholder, we want to host it. That's what we want. If you're engaging with the policyholder, we want to be the ones to support that. And that's where we live. ” - Ryan Mathisen

Millionaire Insurance Producer: How a Health Benefits Agent Won 12-15 BOR's in Six Months

What if you could win 12-15 signed Broker of Record Letters from your prospects in the next six months? How profitable would that be for you? Well, that's what one of my "12X Commission Mastermind" members accomplished for his agency in just the first six months of 2023, and since becoming a Mastermind member now only a total of seven (7) months ago.  In this episode of the Millionaire Insurance Producer podcast, my guest is Illinois-based agency owner Ryan Cox and he shares what he's doing to prospect, to set appointments, and to win new business via BOR. And ... if you're interested in learning more about the "12X Commission Mastermind" then visit either www.12X.Club or go directly to: https://permissiongroup.com/mastermind/ Episode Highlights: Ryan discusses his involvement in the management of employee benefit plans and medical insurance for small and midsize businesses. (2:19) Ryan shares what led him to shift his attention to the Denver area and what made it so successful. (4:31) Ryan mentions their outsourcing of telemarketing and email marketing, viewing it as an investment rather than a cold call and he believes this approach not only generates new clients and fuels growth but also helps address healthcare expenses. (17:13) Ryan shares that SLI Benefits allocates 15-20% of its revenue to marketing campaigns, which has seen significant growth since its establishment. (19:01) Ryan highlights that SLI Benefits' programs revolve around innovative concepts aimed at solving the complexities of healthcare. (26:56) Ryan shares about the benefits of the “12X Commission Mastermind” program ane explains that it places great importance on having a well-defined process and unwavering conviction in one's work. (37:02) Key Quotes: “I outsource all of my telemarketing, email marketing, absolutely everything at great expense. But I look at it much more as an investment. If I know I'm going to have 15 conversations in a week, I'm probably going to get one or two new clients out of those conversations.” - Ryan Cox “We really pride ourselves on offering those newer innovative types of concepts to crack the health care code.” - Ryan Cox Resources Mentioned: Ryan Cox LinkedIn SLI Benefits Reach out to Charles Specht Permission Network Insurance Agency, Inc.

RHS 189 - Revolutionizing Your Insurance Business: Strategies, Technology, and the Power of Podcasting with Shawn Fitzgerald

Discover how to revolutionize your insurance business as we chat with the incredible Shawn Fitzgerald of the Scratch Agency podcast. Shawn's unique blend of progressive technology and prospecting techniques, combined with a respect for traditional methods, will give you the edge you need in today's competitive market. Together, we'll explore the importance of finding freedom within ourselves, overcoming limitations, and navigating the challenges of the current economic crisis. Dive into the world of carrier sales centers as we discuss how they can help you maximize efficiency and grow your business. Learn the ins and outs of working with carrier representatives and customer service centers and the advantages of carving out a niche for yourself in the insurance industry. We'll also reveal the power of AI tools like ByWordAI, Chat GPT, and Grammarly in revolutionizing your blog writing process, saving you precious time and resources. Finally, we get personal with Shawn as we discuss the mental and emotional journey of being a scratch agent. Shawn shares the incredible benefits of starting a podcast to build relationships, learn from guests, and find a sense of community, from the loneliness to the self-discipline required. Don't miss out on this insightful conversation that will inspire you and provide tangible strategies to elevate your insurance business to new heights. Episode Highlights: Shawn discusses his approach to purchasing leads for his insurance agency and the benefits of doing so. (7:04) Shawn shares the benefits of using a service center versus a sales center for insurance agencies, and how it can help maximize time and resources. (19:12) Shawn mentions that AI has significantly improved efficiency in blogging, reducing time spent on writing from three hours to 30 minutes. (29:23) Ryan shares his process for creating two blog posts daily in 30 minutes or less using a tool called Byword and a paid subscription to ChatGPT. (31:05) Shawn mentions that he uses GPT to send emails more efficiently, providing a state of the market for commercial clients and personalizing them with Grammarly, creating a Facebook ad, and responding to forms. (37:04) Ryan discusses the benefits of choosing a niche in the insurance industry and how it can lead to success. (42:06) Shawn believes that mistakes in the industry can lead to avoiding passions, but finding a niche or field you love will keep your fire burning. (46:14) Shawn explains that they started the Scratch Agency podcast because they wanted to share valuable information and learn from guests and the insurance industry community. (50:38) Key Quotes: “If you're not in a niche or a specific field that you love. It's easy to just skip out on that day. You know, if you love it, like I said before, it's going to keep that fire burning.” - Shawn Fitzgerald “As a scratch agent one of the first things I did was I kind of had to build my niche based around the carrier access I had. So sometimes you don't always have the option. But once you get to a certain point, you can pick and do what you'd like.” - Shawn Fitzgerald “The relationships I've built from the podcasts that Steven and I have built from the podcasts, I feel like are invaluable. So I know, we both know how hard those times are. And it's the three of us who know how hard those times are being a scratch agent. So I feel like if that can help, literally one or two people that also makes me happy.” - Shawn Fitzgerald Resources Mentioned: Shawn Fitzgerald LinkedIn Scratch Agency podcast Reach out to Ryan Hanley Rogue Risk SIAA Finding Peak

GPP: Insurance Agencies: How to go from Strategy to Execution Using Behavioral Science

Our industry is not short on ideas. But implementation is a completely different mindset. Larry Linne, CEO of InCite Performance Group, joins us this week to talk about how to properly execute your strategy as an insurance agent. Execution requires discipline, and partial execution leads to partial results. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ InCite Performance Group: https://incitepg.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Larry Linne: https://www.linkedin.com/in/larrylinne/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

Power Women In Insurance: Throwback: Niching Into Women-Owned Insurance and Creating a New Conversation in the Insurance Space With Kim Beach

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Kim Beach, Founder & CEO of InsureWomen. Kim is an agency owner who is focusing on bringing insurance solutions specifically to women, to niche, and provide the care and coverage they need. Episode Highlights: Kim shares her career background. (2:53) What really surprised Kim when she first started out in insurance? (4:53) Kim shares what she found interesting after watching the movie, The Founder. (6:53) Kim discusses gender roles within the industry and some of the feedback she’s received. (10:29) Kim mentions their goals at InsureWomen. (11:51) Kim shares where she envisions InsureWomen, five years from now. (14:06) What were some of the first impressions of Kim’s platform? (16:57) Kim explains the most hilarious thing about rough notes. (20:10) What sort of changes has Kim been seeing in the industry recently? (30:46) Key Quotes: “I feel like I'm on a mission now, and I think that could happen to anybody. It’s so interesting because it's just a different tweak of how you think about things. So, if you feel like you're stuck somewhere, there's light at the end of the tunnel, things could change tomorrow, and something great could come about.” - Kim Beach “We have the consumers and then we have the female agents that were trying to really create a community. I mean, as far as I can tell, there's not a national community of female agents. So, InsureWomen would love to be that community, where we can come together with best practices and that kind of thing.” - Kim Beach “I'm older, but I'm doing new things every day that I never thought I would be doing because of this. And it's exciting to me, like, my whole world is different and that can happen to anybody. I just think you have to be ready for that to happen, kind of be looking for that opportunity that could change what you're doing.” - Kim Beach Resources Mentioned: Kim Beach LinkedIn InsureWoSmen June 2021 Rough Notes Article IBA Elite Women 2021 Award Contact Teresa Kitchens Sterling Insurance Group

Jeremy Goodrich: Success Uncovered - The Intersection of Income, Teamwork, and Personal Freedom

In this episode of Agency Intelligence podcast, host Jason Cass interviews Jeremy Goodrich, Owner of Shine Insurance Agency. Episode Highlights: Jason shares his personal interpretation of what success means. (2:56) Jeremy discusses the five freedoms that form the foundation of everyone's vision for success: money, time, location, relationships, and health. (5:43) Jeremy explains how active income and passive income differ, and suggests ways for agency owners to increase their passive income using their existing business. (12:05) Jason and Jeremy discuss the strategy of recruiting revenue-generating team members as a means to grow an agency, even when the owner isn't actively working. (14:24) Jeremy mentions the importance of cultivating a supportive culture and team within the insurance agency industry as a basis for growth. (21:01) Jeremy explains that by delegating tasks, we can attain success and realize our five freedoms, even if this process takes some time. (24:38) Jeremy expresses his belief that although we sometimes fall into negative personas, having positive intentions can help us achieve the life we desire. (28:43) Key Quotes: “The autopilot bus button is where the mentality changes for agency owners. And you really start thinking about the fact that the business you are self-employed inside of, if you can learn how to hit autopilot, that business can make you passive income that you're not working on.” - Jeremy Goodrich “One of the things I've learned is as soon as you delegate something, you never want to do it again. It's a step back.” - Jeremy Goodrich “Sometimes we get caught up in like the persona of an insurance agent. And underneath that veil is just the life that you want, the life that your intentions will provide for you, you can put things together to make that happen.” - Jeremy Goodrich Resources Mentioned: Jeremy Goodrich LinkedIn Shine Insurance Agency Reach out to Jason Cass Agency Intelligence

Agency Freedom: E110: The Ugly Side Of Drive And Competition (Solo)

In this solo episode, James shares perspective on some of the negative side effects or dangers of being a highly driven, competitive and ambitious person. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

RHS 188 - Embracing Neurodiversity: Kimi Donahue's Journey to Success and Effective Communication

Join me as I dive into an enlightening conversation with Kimi Donahue, senior agency success manager at Openly. Discover her inspiring journey in the insurance industry and how her passion for connecting with others through music has played a role in her success. Kimi opens up about living with Tourette's and its impact on her communication skills. We delve into the importance of understanding neurodiversity, providing feedback, and exploring the potential dangers of falling into a victim mentality. Learn how to better communicate with neurodivergent individuals and foster an environment of understanding and acceptance. Finally, listen as Kimi and I discuss respect, freedom, and relationship communication. We explore the power of respectful differentiation, personal agency, and improvement. Hear how striving for excellence can help you further develop your unique skills and talents. Don't miss this insightful and thought-provoking episode with the amazing Kimi Donahue! Episode Highlights: Kimmy shares her experience with Tourette Syndrome, including her diagnosis, symptoms, and how she copes with it. (8:17) Kimi explains the importance of setting expectations and being open to communication styles. (15:35) Kimi mentions that being open to feedback and learning from it can lead to better communication and understanding of different personalities. (25:26) Kimi discusses the importance of respect in relationships, whether it be in the workplace or in a romantic relationship. (37:07) Kimi explains how being different has become mainstream these days and how some people use it as a crutch to get shallow feedback and victories. (42:40) Kimi mentions that she is always looking for new experiences and strives to be the best at them. (53:58) Key Quotes: “I've just been really lucky or have done a good job of surrounding myself with people that are similar, that are just very growth minded. That's what I mean by learning basis is people that understand that, like, there's always room for improvement. And your perspective isn't always the only one that exists. And I think that's probably the biggest piece that my parents really helped drive home for me and my sister.” - Kimi Donahue “I'm always looking for something new. And then of course, when I do it, I want to be the best I can be at it. That's hence, where the competitive nature comes in. You know, I enjoy recognition, I enjoy being a winner.” - Kimi Donahue Resources Mentioned: Kimi Donahue LinkedIn Openly Reach out to Ryan Hanley Rogue Risk Finding Peak

The MVP Podcast: Talkin' Tech with Danny Lawrence | Thomas Mann

This episode of "Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with Aureus Analytics very own, Thomas Mann to discuss IndieTech and the career path that led him to the great team over at Aureus Analytics! Donna for Agents is one of the most impressive pieces of technology in the market place and is something your agency should take a look at! Episode Highlights: Thomas shares his decision to join Aureus Analytics and his passion for being a part of the change happening in the insurance industry. (12:43)  Thomas discusses the difference between IndieTech and InsurTech and why the IndieTech Showcase is important for the independent insurance industry to filter out the noise and focus on actionable technology for their day-to-day operations. (21:39) Thomas explains the features of Donna for Agents, a consultative interface that integrates data from an Agency Management System and provides coverage-based recommendations. (34:53) Thomas shares three concepts that are imperative for agencies looking to get the IndieTech advantage: having a CRM, harnessing the power of automation, and seeking subject matter experts to shorten the learning curve. (42:39) Key Quotes: "What really gets me going professionally, is just solving problems for the people I'm working for and with and so ultimately that's where it started." - Thomas Mann “I'm always down to talk about what's going on in our industry because it's always changing.” - Thomas Mann Resources Mentioned: Thomas Mann LinkedIn Aureus Analytics IndieTech Showcase Experience 2023 Danny Lawrence LinkedIn Reach out to Mitch Gibson

Power Women In Insurance: Throwback: Agency Ownership Without Losing Your Mind with Kelly Donahue-Piro

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Kelly Donahue-Piro, President at Agency Performance Partners. Kelly and Teresa talk about all things agency ownership, how to step into our power, and rock being a boss.  Episode Highlights: Kelly mentions one of the things they try to fight for, within the agency. (4:54) Kelly shares her background and how she got into the insurance industry. (7:49) What are some of the key factors that people working in agencies or agency owners struggle with? (12:57) Kelly explains why women have a stronger challenge with accountability and communication than other people do. (18:54) Kelly mentions why she likes identifying roles. (19:31) Kelly shares why she wants the women to be in tune with something personal, whatever their goal is. (21:19) Kelly mentions how the online school came about. (24:57) Kelly explains how she came up with the idea to launch an online school. (26:49) Key Quotes: “If you really invest in yourself, in your career...and, that could be from taking payments and learning how to cross-sell...you could do anything in insurance. And, I want every woman out there to hear that, because you don't have to settle for anything. If you have an insurance license, the potential is unlimited if you invest in yourself.” - Kelly Donahue-Piro “One thing that I like doing is identifying roles. So, ultimately, as chairman of the board, president of the business, my job is to keep things profitable, and be able to keep investing in the business to keep everybody employed.” - Kelly Donahue-Piro “Sometimes people are motivated by what's important to them. Sometimes people are motivated by seeing others succeed. And so, that's helped out a lot in my businesses and it's helped out in agencies too when people can kind of rally together.” - Kelly Donahue-Piro Resources Mentioned: Kelly Donahue-Piro LinkedIn Agency Performance Partners Contact Teresa Kitchens Sterling Insurance Group

Austin Moorhead: Embracing Technology While Keeping It Real

In this episode of Agents Influence podcast, host Jason Cass interviews Austin Moorhead, Founder of Lava Automation. Episode Highlights: Jason shares the perspective that technology when maximized, can enhance internal camaraderie and allow employees to devote more time to the agency. (12:12) Austin explains how custom reports can display data related to the successes and failures of campaigns, assisting in long-term campaign modifications. (16:01) Austin shares his experiences attending various spring conferences, including BrainShare in New Orleans. (25:37) Jason makes a comparison between two insurance conferences, Applied and Netview, discussing their respective energy and excitement levels. (27:24) Austin discusses the significance of employing a CRM and maintaining community engagement but also cautions against the distraction of the latest technology trends. (31:44) Key Quotes: “I would love to welcome more people to do what we do. I think that there is such a burden in the P&C, but maybe even life and health but definitely the P&C vertical of unserved customers that don't know how to organize their CRM, in an effective way and they just kind of struggle with it.” - Austin Moorhead “Having the type of data that tells you where you're succeeding and where you're failing, you know, from a macro level is really good when you're trying to make changes in your campaigns long term.” - Austin Moorhead Resources Mentioned: Austin Moorhead LinkedIn Lava Automation Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Is It Better To Quote or BOR?

Are you a crusty old insurance agent who hates BORs? If you are, then, goodbye. (I doubt you'd be reading this anyway if you were). However ... If you're a savvy, hungry, passionate insurance agent who wants to win and not lose, then today's topic is for you.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you why going after the BOR makes more sense than offering quotes, but also why there is nothing wrong with quoting ... so long as you're being wise about getting what you want out of the relationship. And, if you're interested in leveling up your sales game, visit www.12x.club and consider joining the 12X Commission Mastermind to learn how to build a $1,000,000 or more Book of Business through a signed Broker of Record Letters. Episode Highlights: Charles discusses the importance of both quoting and pursuing the Broker of Record letter in the insurance industry. (3:38) Charles explains that when presenting quotes, insurance producers must focus on bringing less expensive options to policyholders, as bringing good quotes likely leads to more business. (6:44) Charles mentions that quoting is still an important part of the process but offering quotes without the client’s permission is a weak move. (10:32) Charles explains that it is important to have a bucket system to categorize accounts based on commission to determine how much time and effort to put into them. (15:55) Charles recommends using time wisely to prospect on other accounts and find unhappy clients who may be willing to take over their policy instead of going through a quoting process without a Broker of Record letter. (22:52) Charles mentions that accounts are merit-based, so learning persuasion, asking the right questions, prospecting, and following up is crucial for making business decisions. (25:58) Key Quotes: “I'm not saying that you should go through a quoting process if you don't have the broker of record letter. I'm definitely not saying that. In fact, I would normally caution you not to. But every account is different. And so you have to look at every account based upon its merits.” - Charles Specht “Every single insurance producer, every single one of you needs to have buckets. And in your buckets, those buckets are going to have some kind of a label on them based upon what it is that you're going to do on that account.” - Charles Specht “Every account stands on its own merit. You have to make a business decision on every single account. Therefore, you must always be learning, you must always be learning in order to understand how persuasion works. You must always be learning so that you can see what the relationship is like. You must always be asking the right questions so that you can penetrate deep into the relationship to figure out what exactly is there and what is not.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency

Agency Freedom: E109: Adam Boca On Niching Down From The Start

In this episode, James talks with Adam Boca, Executive Director at NCM Insurance Agency. To learn more about NCM Insurance Agency, visit https://www.ncminsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Adam discusses his business model, which is very organic and does not involve cold calling or buying leads. (6:27) Adam believes that having mentors in the insurance industry and setting attainable goals is important. (10:59) Adam shares his experience learning compliance and licensing, and how they improve the customer journey by listening to feedback from clients. (18:04) Adam discusses how they build a positive culture in their small office, including rotating lunches and getting together for meals at his house. (24:33) Adam discusses his motivation for working in insurance and what keeps him coming back to it. (28:02) James discusses the American Modern program and how it is a competitive alternative to Haggerty in most places. (33:42) Key Quotes: “Align yourself with some of the best carriers and other agents that can help guide you along the way. I think having mentors in the space is extremely important.” - Adam Boca “We're just very fortunate that it's extremely organic, we don't do the lead generating thing, we don't buy leads, we don't cold call. So we're a very different business model.” - Adam Boca “I'm not motivating myself by money. I mean, I think a lot of people get kind of lost in that. And for me, it's making sure that my customers have the very best in coverage for their particular need, and I know we're doing everything we can to provide that.” - Adam Boca

RHS 187 - Unlocking the Future of Insurance: Insurtech Collaboration, Adaptability, and the Power of AI with Brian Falchuk

Join us for an eye-opening conversation with Brian Falchuk, author of The Future of Insurance, as we explore the exciting potential of traditional insurance carriers collaborating with insurtech solution providers. Brian shares valuable lessons from his experience in the industry, emphasizing the need to push boundaries, try new things, and adopt a fresh perspective on success. Together, we tackle the challenges insurance professionals face in delivering successful collaborations and highlight the revolutionary potential of AI and technology within the industry. This fascinating discussion delves into the incentives driving insurance carriers and the importance of shifting our perspective on success. We emphasize the need to avoid hubris, ego, which can hinder progress, and the challenge of incentivizing people within large bureaucracies. Brian shares his thoughts on how insurers can avoid stagnation by looking for "not losers" instead of winners and the potential consequences of ignoring warning signs when it comes to technology. Finally, we touch on the necessity of adaptability in the face of changing buyer culture and trends. Brian stresses the importance of not putting any one ideology on a pedestal, as this can limit a business's success. We also discuss the importance of understanding the diverse needs of different buyers and the role of AI and technology in bridging the gap between the tech and insurance industries. Don't miss this captivating conversation with Brian Falchuk as we uncover the future of insurance and the steps we can take to ensure success in this rapidly evolving industry. Episode Highlights: Brian mentions that he has a new book, "The Future of Insurance," which is the third edition in the series. (4:11) Brian discusses the importance of understanding the culture, values, and engagement in a company. (10:59) Brian explains the difference between insurers and venture capitalists in terms of underwriting. (17:09) Brian discusses the benefits and drawbacks of the slowness of the insurance industry in adapting to new technology and the importance of being aware of industry trends. (25:24) Brian shares a story about a successful texting solution for claims that moved a customer to tears, highlighting the importance of delivering on promises in the insurance industry. (43:33) Brian discusses the challenges of using buzzwords in the insurance industry and how skepticism serves as a barrier to collaboration between traditional carriers and InsurTech companies. (48:05) Brian mentions that the “Future of Insurance” book series emphasizes the importance of respecting staff and systems, focusing on people and processes. (53:22) Key Quotes: “It's really hard to genuinely understand what it's like to live in an agent's shoes if you haven't actually been there.” - Brian Falchuk “The whole book series is not about any one specific thing. It's about the lessons we personally need to start living, to make the change where we can.” - Brian Falchuk  Resources Mentioned: Brian Falchuk LinkedIn Website: Brian Falchuk Book: The Future of Insurance Reach out to Ryan Hanley Rogue Risk Finding Peak SIAA

Power Women In Insurance: Throwback: The Power of Tenacity In Building An Insurance Business From Scratch With Aimey Bryan

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Aimey Bryan, Principal owner at Bryan Insurance Agency. Teresa and Aimey talk about how Aimey got her agency appointments, how she markets her agency, and more. Episode Highlights: How did Aimey get her start in the insurance industry? (2:51) Aimey mentions that when she opened her main office, she was in a unique situation. (11:16) Aimey discusses her carrier selection process. (13:00) Has Aimey encountered any difficulties in going it solo as opposed to working with a larger buying network? (13:59) Aimey explains how they got started in their original niche. (18:29) Aimey shares how other agencies, including her own, are combining old and new school insurance practices in order to truly reach out and build their business. (23:05) Aimey discusses the importance of marketing a product or a business. (32:57) Key Quotes: “I think having open lines of communication with your marketing rep and with the underwriters and really learning the guidelines and quoting them as much as you can to figure out what fits is really how you start off successful with any carrier that you take on.” - Aimey Bryan “I think there are ways that you have to figure out how to make that connection, whether it's through social media, whether it's sending a thank you card, still, I feel like a handwritten thank you card goes a long way.” - Aimey Bryan “If you can say I'm going to do one thing to market my agency a day, just one thing, whether that's like a post or whether it's calling, you know, five new prospects or something like that, if you can do one thing a day to push the needle forward at the end of the year, you're going to be that much further ahead.” - Aimey Bryan Resources Mentioned: Aimey Bryan LinkedIn Bryan Insurance Agency Contact Teresa Kitchens Sterling Insurance Group

The Jenkins Perspective: Insurance's New Era

In this episode of Agency Intelligence podcast, host Jason Cass interviews James Jenkins, Founder & CEO of RiskWell. Episode Highlights: James shares his insight about the state of the insurance industry, including carriers, vendors, agents, and technology. (8:35) James discusses the affordability crisis in homeowner's insurance and the need for carriers and agents to respond to it by raising deductibles and segmenting coverage, while also disclosing to clients what they are doing. (13:36) James mentions that the affordability crisis is a common issue, and addressing it is crucial for the industry’s success. (16:38) James believes that generative AI, a combination of AI and robotic process automation, has gained mainstream interest in the insurance industry due to its ability to generate new content and data, potentially revolutionizing the insurance industry. (24:40) Jason discusses the importance of margins for agencies and how AI can help agencies reduce payroll expenses and gain a competitive advantage. (32:35) James explains the comparison of the compounding effect of investing in a 401k to the compounding advantage of using technology in an agency, and how it can lead to a significant advantage over competitors. (39:20) James discusses his upcoming book, "Leaving Captivity," which provides a blueprint for launching a successful scratch agency and how it can help agents avoid mistakes. (43:15) Key Quotes: “There's an affordability crisis almost uniformly across the country. And if we don't respond to it as an industry, then we will have an availability crisis very soon thereafter.” - James Jenkins “The reality is, it's generative AI behind the scenes that is taking data from all these places and doing something with it, which is what we haven't ever seen before.” - James Jenkins “We finished up the book, it is called Leaving Captivity. It is a blueprint that is designed to help someone launch a successful scratch agency.” - James Jenkins Resources Mentioned: James Jenkins LinkedIn RiskWell Book: Leaving Captivity Reach out to Jason Cass Agency Intelligence

Agency Freedom: E108: Zach Mefferd On Zipping Your Way To Another Win

In this episode, James talks with Zach Mefferd, CEO & Co-Founder of ZipBonds. To learn more about ZipBonds, visit https://zipbonds.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Zach discusses his methods for disconnecting from professional obligations in order to dedicate quality time to his family, which often includes outings on the lake. (7:52) Zach explains the genesis of Coverage Direct, a company he Co-Founded from the ground up with his business associate, Ryan Swalve, in 2016. (14:09) Zach explains that Zip Bonds' mission is to be a partner for agents who want to compete against larger agencies by providing a surety division that helps close bonds for contractors and probate attorneys. (30:43) Zach mentions the necessity of inquiring about clients' bonding requirements and suggests incorporating this question into the client onboarding or renewal procedures as a means to boost agency revenue. (36:27) Zach discusses the commission structure for agents who use Zip Bonds' platform. (41:20) Key Quotes: “My passion is helping independent agencies solve problems that I had myself. That's the reason why both of our businesses existed.” - Zach Mefferd “The real passion that I had when I got into it came from me being a commercial insurance producer, getting larger and larger opportunities and feeling like I was at a disadvantage because I didn't have a surety division in my agency. And that's the solution we're hoping to provide here for agents.” - Zach Mefferd “The major value prop is we have underwriters in-house. So when something comes in, it is being marketed to multiple carriers on your behalf from an underwriter's perspective.” - Zach Mefferd

RHS 186 - James Webb on Relationships and Resilience

What does it take to rise from humble beginnings and achieve massive success in business while creating millionaires out of your key employees? Join us as we sit down with James Webb, author of Redneck Resilience, and explore his incredible journey from a small town in Mississippi to becoming a successful entrepreneur owning one of the country's largest Orange Theory Fitness franchises. In this fascinating and inspiring conversation, we dive into James's entrepreneurial journey and the pivotal moments that shaped his life and career. We touch on his early experiences selling pot holders at church bazaars, becoming an x-ray tech, and how the internet changed his entire trajectory. Throughout our discussion, we also examine the importance of resilience, relationships, and generational thinking in overcoming challenges and fostering long-term success. Don't miss this engaging episode, as we also discuss the often-overlooked topic of compensating high-performing employees in industries like the independent insurance industry, where there is no consistent solution. James shares valuable insights from his own experience on creating an ownership structure that motivates and rewards employees, as well as the benefits of profit-sharing plans and equity-based incentives. Tune in to learn from James's incredible journey and unlock the secrets to resilience and success. Episode Highlights: James shares his entrepreneurial journey, including lessons learned from starting and selling companies. (9:13) James discusses his experience being fired from executive positions and how it led them to become an entrepreneur. (17:27) James believes that relationships define life, and mentors can guide individuals through difficult times. (23:06) James discusses the commission structures and bonus programs they implemented for their sales reps, which led to significant increases in earnings. (31:05) James mentions that equity is a motivating factor over profit sharing, as it provides ownership and rules. (38:11) James explains that resilience is finding another path after being knocked down, rather than just getting back up and doing the same thing. (42:41) Key Quotes: “Relationships will define your life. And for me, it was developing relationships during these hard times. Mentors, people that helped me see, helped me guide. One of the reasons I love being a mentor now. It's been a lot of time doing that, is helping people get out of that thing.” - James Webb “I use the term resilience. It's not just getting knocked down and getting back up. Why the hell do you want to get punched in the face again? It's getting knocked down, getting back up and finding another path. You know, I think that's one of the keys to resilience.” - James Webb “My parents were probably the biggest influence in my life in terms of driving me and teaching me and showing me.” - James Webb Resources Mentioned: James Webb LinkedIn Book: Redneck Resilience Website: James Harold Webb Reach out to Ryan Hanley Rogue Risk SIAA Finding Peak

The MVP Podcast: Talkin' Tech with Danny Lawrence | David Watson

In this episode of " Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with David Watson, CEO of Risk Advisor to discuss IndieTech and why more companies like Risk Advisor are becoming so crucial to long term agency success in this industry. Episode Highlights: David discusses his background and his path to becoming an insurance agent. He also shares his experience starting his own agency and eventually being acquired. (4:13) David shares what led him to start his own IndieTech company, Risk Advisor, to solve a problem for his agency and other agents. (12:05) David discusses the upcoming IndieTech Showcase event and why it's important for the insurance industry. (19:08) David gives a brief demonstration of Risk Advisor and emphasizes the importance of building relationships with clients. (22:54) David introduces Risk Advisor's agency proposals, which generate branded proposals based on the risk profile and carrier rating which include a premium summary and pre-filled claim scenarios. (31:42) David recommends Advisor Evolved and Slack for automation and team communication, and Calendly for scheduling. (35:09) David mentions that Risk Advisor offers special pricing for agents who are two years or newer in the industry. (38:16) Key Quotes: “What I'm excited about with the IndieTech Showcase is…it's all about tech for the independent agent. But then also, I love what he's doing with the kind of the walkthrough. You're going to be placed in the piece of the customer journey that your technology is focused on.” - David Watson “We are helping you take in all this information, and why not make it easy to on the back end, once you're done and know where you're going to be recommending, why not make it easy to generate branded proposals?” - David Watson Resources Mentioned: David Watson LinkedIn Risk Advisor IndieTech Showcase Experience 2023 Danny Lawrence LinkedIn Reach out to Mitch Gibson

Power Women In Insurance: Throwback: Progress Not Perfection

In this throwback episode of Power Women In Insurance, Teresa Kitchens discusses the significance of being bold and brave, as well as the value of progress instead of perfection. Episode Highlights: Teresa explains why, despite the fact that the insurance sector is theoretically 61-63% female, less than 15% of women are in the C suites, management, and leadership position. (2:16) Teresa mentions that being brave requires stepping beyond one's comfort zone. (3:20) Teresa explains that she is a huge storyteller; she enjoys telling others about what has happened to her or what has happened to a client and what she has learned. (6:07) Teresa believes that we must recognize that taking a break on certain days is a necessary element of progressing and becoming better. (9:11) Teresa mentions that journaling enables her to further evaluate her ideas. (10:39) Teresa admits that she is the queen of setting goals that are much too lofty for her. (16:59) Teresa explains that our lives, companies, and jobs are all living, breathing things with their own rhythms. (17:52) Teresa discusses how we cannot aim for perfection since perfection is subjective. (19:07) Teresa discusses her favorite quote from Alice in Wonderland and why she loves it so much. (21:39) Key Quotes: “No matter what we do inside the insurance industry, we need to show up every single day and bring our very, very best. That is about everything that we can do.” - Teresa Kitchens  “I don't know everything in the world, my team members do not know everything in the world, but they are brilliant in their own way.” - Teresa Kitchens  “When we voice our thoughts, when we voice our concerns, when we voice our journey, when we voice our ideas…They can be things that inspire other people.” - Teresa Kitchens  Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group

Nick Aube: Winning Strategies For Insurance Producers

In this episode of Agents Influence podcast, host Jason Cass interviews Nick Aube, Founder of Producer Systems. Episode Highlights: Nick discusses the importance of building a Broker of Record (BOR) system and how it allowed him to produce differently, with pride and confidence. (3:12) Nick explains how his system, Producer Systems, customizes processes for each agency and producer to define their own process. (17:13) Nick shares his preference for cold calling and how he built his book of business through it. He explains why he finds it efficient and how he has adjusted his approach over time. (22:00) Nick discusses how insurance agents can package loss control, risk management, and other services to solve the client's premium problem. (27:59) Nick invites listeners to join Producer Systems Live, a weekly mastermind group where producers discuss how to win clients with good coverage and experience mod. (31:17) Key Quote: “Prospecting is such an easy way to create confidence, but also it's the best way to get new business. You want to write more new business, spend more time prospecting. ” - Nick Aube Resources Mentioned: Nick Aube LinkedIn Producer Systems Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Throwback: Part 1 - 12X Your Book with LinkedIn ("LinkedIn Profile")

Are you ready to finally figure out how to use LinkedIn for prospecting so that you can dominate in new business sales in 2022? If yes, then this episode is for you.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain to you how to get your LinkedIn Profile figured out by first determining your "Intent" and also your "Micro-Niche" focus. It's time to take action and not waste another year. LinkedIn is a superior tool, if you use it strategically. Episode Highlights: Charles introduces a new digital course called “12X Your Book with LinkedIn”. (1:06) Charles tells us that LinkedIn is an underutilized secret when it comes to prospecting for new business. (3:13) Charles explains that LinkedIn is more than just an online resume. (5:10) Charles explains that the intent of what you're using LinkedIn for will dictate what type of connections you need to have. (10:45) Charles explains that a vast majority of your competitors are not using LinkedIn, which presents an opportunity for you. (15:40) Charles says that if you become micro-niched using LinkedIn, clients will see you as the best choice to do business with. (20:59) Charles explains that focusing your profile on a specific category will not affect anything. (21:52) Charles shares other alternatives to micro-niching your LinkedIn profile. (23:58) Charles tells us that his new digital course comes with free content to be used on your actual feed. (28:18) Charles shares that he is going to be the personal LinkedIn coach for people who sign up for the course. (32:20) Key Quotes: "Your profile is going to dictate what your content is. Your profile is going to be dictated by who you're trying to attract." - Charles Specht 'I'm not here to say anything is wrong. You just have to be okay with it. You just have to also realize there are consequences to using social media just socially, rather than using it for a business purpose. " - Charles Specht "To attract, you need to repel. You need to repel the people you don't want in order to attract the people you do want." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E107: Zack Baldwin On Growth Through Hardship

In this episode, James talks with Zack Baldwin, Owner of TexPro Insurance. To learn more about TexPro Insurance, visit https://www.texproinsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Zack shares how his ego played a role in his decision to start his own agency and how he was quickly humbled by the challenges of the industry. (10:30) James discusses Frank Shamrock’s concept of plus, minus, and equal process and how they are important in professional and personal contexts. (18:15) Zack discusses the disruption in the insurance industry and the need for professionals to adapt to the changes. (22:29) James explains the potential risks of taking business calls on a personal cell phone and the importance of capturing all communication in your agency management system. (42:31) Zack mentions that delegation and specialization are essential for success in the insurance industry. (45:36) Key Quotes: “The best thing I've probably done in the last year or two is connect with others around me to say, you know what? We're all in this together, we've all made that same mistake and let's help each other prevent going through that. And that's ultimately kind of what our business is, let's sell you a policy so that we can prevent that, right?” - Zack Baldwin

The MVP Podcast: Talkin' Tech with Danny Lawrence | Matt LaRocca

This episode is the start of a new monthly segment called, "Talkin' Tech" with Danny Lawrence on the MVP Podcast! Co-Host Danny Lawrence sits down with Matt LaRocca of AgencyZoom to talk about the importance of not only having a CRM inside of your agencies but also how important it is that we as insurance professionals need to continue adapting to technology if you want to win the long game! Episode Highlights: Matt discusses the distinction between Agency Management Systems and Customer Relationship Management tools and how Agency Zoom fits into those systems. (4:03) Matt explains the process of establishing an automated sequence for lead follow-up, a critical aspect for both novice agents and larger agencies. (6:54) Matt shares strategies for customizing pipelines in Agency Zoom, featuring modifications for lead sources, stages, and employee assignments. (9:04) Matt delves into the workings of automation within Agency Zoom, discussing automated emails, text messages, and task assignments with agents. (10:52) Matt mentions the continual adaptation of agencies to evolving insurance technology, with fresh companies and quoting systems emerging periodically which proves highly beneficial for agencies as it enhances their competitive edge and boosts task efficiency. (15:56) Key Quotes: “What we have done is to try to simplify that day to day process for the producer and the CSR, by let's just say, setting up a sequence, right? Automation to be sent out from emails, from a text message, to a call, reminders, whatever that may be, we can then add that into a list and say a customized sequence for your agency.” - Matt LaRocca “We can create different types of pipelines, we have pipelines that are already in place. But yeah, once you establish this, it's just more of a click and drag, and really, throughout each stage of our process, it's a very simple process to hear.” - Matt LaRocca “With Agency Zoom we're adapting every two weeks, we have updates that are going on or system every single day.” - Matt LaRocca Resources Mentioned: Matthew LaRocca LinkedIn AgencyZoom Danny Lawrence LinkedIn Reach out to Mitch Gibson

Power Women In Insurance: Throwback: Making Space in the Industry for People to Work, Learn, and Excel With Majda Baltic

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Majda Baltic, President, and Owner of Majdas Touch Insurance, Inc. Majda is creating platforms for other agents and insurance clients to grow their insurance knowledge while getting the best support possible. Episode Highlights: Majda shares how she got into the insurance industry. (1:44) Majda explains where her passion lies in this industry. (3:07) How long has Majda been on the independent side? (5:49) Majda mentions how the pandemic has affected their industry. (8:05) Majda shares the time when she opened her agency in 2018. (9:50) Majda mentions one of the reasons why she likes doing podcasts. (11:54) Majda explains why opening an independent agency was mind-blowing for her. (13:17) Majda mentions the significance of having a good support system at home. (17:06) Majda shares how she has found success on the independent side. (21:56) Majda shares a story about the time when she was hired by a captive company. (36:24) Key Quotes: “I started to dig deeper and kind of pick at different ideas on what would really make a difference in this industry, and it came down to me really wanting to empower the public, and making the right decisions when purchasing insurance.” - Majda Baltic “One of the reasons why I like doing these podcasts is because it helps me to connect with other agents that are kind of in a similar situation. Even when you figure things out, it's still good to have people around you that have somewhat of the same idea.” - Majda Baltic “Anytime that you hit a roadblock, taking those moments, and really just sitting with yourself and saying, you know, it's okay to take this break, or to take a week off, or whatever it is that you need. It's so replenishing. And it really refuels your soul in that fire to keep pushing forward.” - Majda Baltic Resources Mentioned: Majda Baltic LinkedIn Majdas Touch Insurance, Inc. Contact Teresa Kitchens Sterling Insurance Group

Davie Holt: Streamlining Finance, Embracing Diversity, And Navigating Personal Growth

In this episode of Agents Influence podcast, host Jason Cass interviews Davie Holt, National Sales Practice Leader at IPFS. Episode Highlights: Davie discusses the benefits of using IPFS to enhance the efficiency of payment and finance transactions for agents, allowing them more time to concentrate on sales, account management, and business development. (8:03) Davie explains the mechanics of premium finance interest rates and provides strategies for agents to effectively market and position these to clients. (12:25) Davie shares his method of consuming podcasts and other content to refine his business strategies, and his efforts to engage with a variety of perspectives and opinions for both personal and professional growth. (15:09) Davie mentions the significance of having a diverse range of perspectives in business, familial, and spiritual aspects of life. (18:21) Jason and Davie engage in a conversation about the confluence of different political beliefs and the vital role of diversity and immigration. (20:59) Davie invites listeners who seek advice on enhancing their processes and increasing sales via payments or financial transactions to contact him on LinkedIn. (29:36) Key Quotes: “If you want to spend your time doing administrative work and putting out fires, by all means, we'll fund you direct, and you can collect the down payments, and you can do everything yourself. If you want to sell more and you want time back, that's what we're here for to help you.” - Davie Holt Resources Mentioned: Davie Holt LinkedIn Imperial PFS Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance Producer: How to Do "Follow-Up" When Prospecting

Do you struggle with "follow-up" for your prospects? Or, maybe you struggle because you only do follow-up in one form (e.g. cold calls or emails)? If yes, then welcome to the club! We all struggle with it. Prospecting is difficult and confusing and most agencies don't have someone to teach you how to do it because no one else there knows how to do it, either!  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why having a systematized "follow-up" is both wise and necessary to growing your Book of Business, but he'll take you through a step-by-step prospecting follow-up program he recommends to many people in his 12X Commission Mastermind.  PS: If you're interested in learning more about the 12X Commission Mastermind, visit my website at: www.12x.club Episode Highlights: Charles discusses the 12x Commission Mastermind. (1:47) Charles believes that a significant portion of insurance producers and agents lack an established follow-up program when they're engaged in prospecting. (3:40) Charles explains the significance of choosing the right strategies for your prospects to avoid overconcentration on a segment that may not align with your business interests. (08:00) Charles discusses the process of setting up a follow-up program, which includes methods such as cold calls, emails, and social media engagement, along with participation in networking events, soliciting referrals, and incorporating additional elements. (12:01) Charles shares a scenario showcasing diverse ways to prospect, including through cold calls and emails. (15:52) Charles mentions that layering the prospecting follow-up leads to exponential results, as they follow a systematic process, ensuring long-term, measurable results. (29:27) Key Quotes: “Your prospect will respond to you in the time and in the platform that is most comfortable and convenient for them, not you. ” - Charles Specht “You need to have at least three ways in which you're prospecting, but more than that is better. And they have to be effective, based upon the type of prospect that you're going after.” - Charles Specht Resources Mentioned: Reach out to Charles Specht 12x Commission mastermind Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Power To The People (John Lennon)

Does the Pareto principle (80/20 “rule”) apply to the placement of business with a broker’s markets? What are the pros & cons of having more markets vs less markets? How does a broker’s relationship with individual carriers change with size? Yup – this is another debate about whether “size matters” Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E106: Torey Maerz On Rocketing Into A New Circle

In this episode, James talks with Torey Maerz, Founder, and CEO of Client Circle. To learn more about Client Circle, visit https://www.clientcircle.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Torey explains why the company rebranded from Rocket Referrals to Client Circle and outlines its plan to gradually phase out the old name. (9:11) Torey shares the story of how they created the system for handwritten cards and highlights the company's commitment to customization. (17:51) Torey discusses their “Journeys” product, which is goal-based and helps track data. (24:11) Torey explains the process of building pre-built automation and taking client requests for new features and emphasizes the insurance focus of their platform. (34:50) James mentions that while robots are skilled at detecting context and inference, they struggle with understanding subjective things such as sarcasm and humor. (41:05) Torey believes that the insurance industry is slow to adopt new technology due to its risk-averse nature and the difficulty of changing established systems. (46:50) Torey mentions that their focus is on providing value to customers to generate revenue and that they do not accept investments, so all customer revenue is invested back into the company. (53:07) Key Quotes: “The system that you are using with Client Circle now to send cards is one that I invented almost 10 years ago. And now, it's grown to a fact where I have relationships with paper vendors that literally make the paper out of pulp for us, make the envelopes because they're perfectly designed to work with those with our handwriting tech.” - Torey Maerz “Our customers are paying for new features, you know, you're not just paying for the service you have, but you're paying to that will continue to build and add new things on. And so, we look at all of our customers as investors in the company. And that means that we need to constantly provide value. And so everything always comes back to that.” - Torey Maerz

Millionaire Insurance Producer: Our Time Has Come to an End?

No, I'm not talking about this podcast. I'm talking about you prospecting for new business! How you utilize "time" and the availability of it will have a direct correlation to your success in sales. If your prospect doesn't feel a need to move forward, to get things done, to understand how important it is to move quickly, you will not only struggle at setting new business appointments but you'll have a hard time winning. Why? Because, sales is war! And, because people (prospects) are lazy and unmotivated.  So, In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you some practical tips and suggestions about how to incorporate a "drop dead date" in your prospecting in order to win more new clients. Episode Highlights: Charles discusses procrastination and the role of time limits. (2:46) Charles mentions the advantages of including timeframes in emails and calls when reaching out to potential clients. (8:49) Charles explains that successful prospecting involves handling multiple prospects at once, adjusting proofs as needed, and respecting deadlines without applying excessive pressure. (14:39) Charles discusses the crucial role of setting clear timelines and deadlines for prospects in reinforcing the position of an insurance agent. (20:55) Charles believes that timing is a key factor to success in prospecting. (22:24) Charles shares his view on the importance of incorporating time frames in sales, prospecting, and marketing procedures to enhance responses and boost business. (24:01) Key Quotes: “For us to win business, for you to win a new client, means somebody or other people are who are going to have to lose in order for you to win. If you're going to win a new client, at least one person, maybe more, has to lose in order for you to win.” - Charles Specht “Sales is war. And if we don't give the insured some kind of a time period in which to have a decision done, they will continue to push it off, push it off, push it off, push it off. And before you know it, you are no longer at the top of their to-do list.” - Charles Specht “Timing is so important to success. Timing is so important to prospecting. Giving your prospect a certain amount of time in which to get something done is very important.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Power Women In Insurance: Throwback: Helping Agencies Grow and Scale with Angela Adams

In this throwback episode of Power Women In Insurance, Teresa sits down with Angela Adams, President of Angela Adams Consulting Services. Angela is a consultant to agencies all over the country to help them scale and grow their business. Episode Highlights: Angela shares her insurance background. (1:15) Angela explains why insurance is an amazing field for women. (4:12) How did Angela build her agency? (5:05) Angela shares what she finds most agency owners struggle with. (9:20) Angela mentions a common factor they found with agencies they had educated. (12:50) Does Angela think that male agency owners have different philosophies in running their agency? (15:02) Does Angela find that women are culture driven differently in their agency? (17:10) Angela explains what Omnia is all about. (24:04) What does MAP stand for? (27:59) Key Quotes: “I developed a love for insurance agency automation, improving efficiency and operations in an agency, and really thrived in that environment, and was doing the accounting for that agency... But, I really found my passion was more on the automation and operation side.” - Angela Adams “I think people who are drawn to the insurance environment have a very high desire to help people, and I think it's why women thrive in this environment. Because, naturally, we're very nurturing and helpful, and this industry gives us a way to do that.” - Angela Adams “If we can do the accounting or the operations management for an agency, then the agency owners can focus on what they do really well, which is generally selling insurance and growing their agency... And, by taking the things off of them that they're not good at doing, they do better as an agency. That's how we've grown, is by helping our agencies achieve their goals.” - Angela Adams Resources Mentioned: Angela Adams LinkedIn Angela Adams Consulting Services Contact Teresa Kitchens Sterling Insurance Group

The MVP Podcast: Jake Jines; Sales Tip of the Week

In this episode of The MVP Podcast, Mitch Gibson sits down with Jake Jines from The Insurance Alliance to bring you the sales tip of the week. Episode Highlights: Jake discusses how the use of Loss Run Pro has helped speed up the process of getting loss runs and forms put together, taking a two-week process down to a three-day process. (5:16) Jake discusses the importance of building relationships in commercial insurance and why sending a web form to fill out is not ideal. (8:17) Jake explains that it is important to find value on both ends of the equation, whether it's the high mod or the low mod. (12:16) Jake mentions that risk management helps businesses stay competitive by preventing bad accidents and saving money. (14:45) Jake believes that staying consistent is key to success as a producer. (17:01) Mitch discusses the Indietech Showcase Experience happening in Indianapolis, with a focus on the Indie Sales portion of the event for young agents. (17:27) Key Quotes: “If we're able to provide the value, become the experts on the mod and the work comp, where we can actually control it. It's putting us over the edge on so much, just by having those extra value points.” - Jake Jines I'm reminding myself of being in the stage of my career right now as a producer. It's just a constant reminder of the importance of staying consistent and doing what I have to do because there's a lot of a good month and then there's always some down months. I'm just trying to remind myself is… the importance of staying consistent.” - Jake Jines Resources Mentioned:  Jake Jines LinkedIn The Insurance Alliance Reach out to Mitch Gibson

Breaking The Mold: Jason's Trailblazing Ideas For Insurance Agencies At Semsee

Jason was recently on a webinar for Semsee, discussing the four models of insurance and the future of an agency. He gets a little out there in some of his thoughts. Be sure to check this one out!

Millionaire Insurance Producer: Throwback: How to Double Your New Business Revenue in One Year

You probably didn't write as much new business this year as you could have. Nope. Not even close. You probably could have doubled it. Easily doubled it. Maybe even tripled it? You already have the tools to do it. You don't need better scripts, better prospects, or anything like that. You just need better accountability. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht shares how both insurance producers and agency principals can double their new business revenue in just one year. Episode Highlights: Charles tells us that in this episode he is going to talk about how to multiply your business. (1:14) Charles teaches about multiplying time to multiply your outcome. (5:43) Charles explains that you need to write down all of the different things that you do in your business. (9:22) Charles mentions that prospecting in December can make a huge difference. (13:59) Charles shares that people need to ask themselves the question, "Where do I waste my time?" (18:10) Charles reminds everyone that your biggest competition out there has nothing on you. (20:38) Charles shares that you are your biggest enemy. (22:43) Charles asks the "why" questions to stop mediocrity. (24:24) Charles reminds listeners to be accountable to themselves and use their time wisely. (28:20) Key Quotes: "There's no reason why you can't succeed, there's no reason why you can't competitively dethrone every single competitor that ever comes in front of your path." - Charles Specht "My lack of production is my fault, just like your lack of production is your fault." - Charles Specht "I truly believe that the only thing that really stops us is whatever is going on in these thick skulls of ours." - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: IFS President & CEO, Jai Laba – IFS Premium Finance

How does the Digital Insurance Podcast get made? A dash of experience, a pinch of sass, a spoonful of wishful thinking, and a whole lot of support from Jai Laba and IFS Premium Finance. In this episode, we talk about Jai’s past, sports, Mount Everest, and where IFS fits into the broker channel. The majority of brokers rely on their carriers to collect premiums & are thus beholden to their carrier’s service levels. Have a listen to what Jai has to say & see what other choices are actually available to you. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E105: Frank Sentner On Legacy and Perspective

In this episode, James talks with Frank Sentner, Owner of Sentwood Consulting. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Frank shares about his 47 years in the insurance industry, including how he was able to build a product that is now known as Sagitta and how he started his consulting practice. (3:16) Frank mentions that entrepreneurs are a stimulating group of individuals to be around, and he is delighted to help them by providing insight into the industry, and share some of the mistakes he made along the way, and how to avoid those pitfalls. (8:58) Frank shares that the ACORD InsurTech Innovation Challenge was one of the opportunities that got him started in insurance technology, mentoring, and advising. (11:09) Frank explains that Peter MacDonald has a successful product with Wunderite because he had the most important trait of an entrepreneur: he was persistent and never gave up. (13:13) Frank discusses the process of the emergence of IVANS’ policy downloads from carriers into management systems into retail agencies. (23:28) Frank believes that insurance influences every part of people's personal and professional life, that it keeps us safer, and that it makes the business world more predictable and reliable. (28:56) Frank explains that the biggest difference he's seeing right now in the industry is that more than half of the technology is risk-mitigation technology. (37:16) Frank shares his opinions on Robotic Process Automation and Machine Learning platforms. (42:26) According to Frank, employing technology effectively in the insurance industry is never a technology problem, it's always a business problem. (50:30) Key Quotes: “I find entrepreneurs to be such a stimulating group of people to be around. They are 100% energy, and they've put it all on the line. And anything I can do to help by giving them insight into our industry, and some of the mistakes I've made myself along the way, how to avoid those pitfalls is really something that gives me great, great pleasure.” - Frank Sentner “The insurance industry is constantly innovating within their space, okay? They're constantly adding additional types of coverage, additional endorsements, additional lines of business, you know, and it is not going to stop. I mean, it's only going to get more complex, because the world is getting more complex.” - Frank Sentner “For every technology that our industry employs, getting it deployed successfully has never been a technology problem. Never. It's always a business problem. It's getting the business people to agree what they want to do.” - Frank Sentner

RHS 185 - Doug Benz on Being the Coolest Insurance Agent in Western New York

Doug Benz, co-founder of New Buffalo Insurance (with his incredible wife, Liz Benz), is one of my personal favorite people in the insurance industry.  One of the things that I enjoy about Doug is he always has one eye on the future while staying true to his professional insurance agent roots.  I loved this conversation and I'm sure you will too... Episode Highlights: Doug discusses how insurance sales used to be a secret business controlled by families and how people outside those families didn't know how much money you could make doing it or what it was really all about. (7:15) Ryan mentions that some business owners prioritize maximizing their personal income over growing their agency, and how this can negatively impact their ability to attract and retain employees. (13:21) Doug shares why he decided to take a field trip to New York City, and how it changed his life. (24:20) Doug believes that the world is returning to a better spot, and people are buying buildings and doing things again, leading to more insurance needs. (36:35) Ryan discusses the challenges and opportunities for small businesses in a hardening market and the importance of marketing and adding value during this time. (39:39) Doug shares how he shifts his mindset when he's going into dark places and how it it helps in an industry many different dimensions. (48:00) Doug mentions that discipline and clarity are essential for success, but getting into a rhythm and feeling good is hard. (50:59) Key Quotes: “I'm excited about this year. I feel like last year was just like the one year since we started. It was just like, what is going on? And in terms of you know, we had some nice growth from premiums on the rise, but in terms of like new business, it was awful compared to the years prior. And I'm like what's going on? So, it feels like we're back on track this year, a little bit. But it's like a little bit of scariness out there. I'm not gonna lie.” - Doug Benz  Resources Mentioned: Doug Benz LinkedIn New Buffalo Insurance Reach out to Ryan Hanley Rogue Risk Finding Peak

Millionaire Insurance Producer: Prospecting In Your Prospect's "Sweet Spot"

It's really hard to set new business appointments with your prospects if you can't communicate with them directly. (Go figure, right?) So, then, why in the world would you ... (or another agent you know?) ... keep prospecting in ways where you are forced to deal with gatekeepers and receptionists? That just doesn't make sense to me at all. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach the why and how of finding your prospect's "sweet spot" when it comes to communicating with them directly, in order to set more appointments.   Episode Highlights: Charles uses the analogy of hitting the sweet spot in baseball to explain the importance of finding the right platform and script to communicate with prospects. (2:36) Charles explains the importance of prospecting in a way that resonates with the prospect's preferences and needs, rather than solely relying on the salesperson's preferred methods. (6:08) Charles discusses the need for a multi-pronged approach to prospecting, including walk-in visits, email, telephone calls, direct mail, social media, and speaking to centers of influence. (10:01) Charles mentions the importance of finding ways to get direct access to decision-makers, such as using social media or sending a short text message, in order to bypass gatekeepers and increase the chances of success in selling insurance. (12:21) Charles shares that emails should be micro-niched, focused on the major problem the prospects have, and clear and concise about how to fix it. (16:04) Charles explains how to know the best way to prospect depending on the type of business that you are going after. (21:08) Key Quotes: “You need to have multiple different ways in which to speak to your prospect. Otherwise, you're not going to have success in setting appointments. And if you can't set appointments, you will starve.” - Charles Specht “I would tell you just try and prospect in ways in which you can get direct access to decision maker so that you can bypass the gatekeeper, period. I like making phone calls, I actually think making phone calls works with a lot of different businesses. So it needs to be a part of that. However, emails, social media doing walk-in visits, different things like that can be very, very powerful if you do it, right.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Mark Engels: Shaping The Future Of Insurance With ePayPolicy's Finance Connect

In this episode of Agents Influence podcast, host Jason Cass interviews Mark Engels, CEO of ePayPolicy.  Episode Highlights: Mark discusses the importance of digital payments and financing in the insurance industry, and ePayPolicy's mission to make payment collection and reconciliation as frictionless as possible for their agency customers. (5:26) Mark shares the development of ePayPolicy's Finance Connect product, which serves as a middleware to exchange data between premium finance companies and agencies, making the financing process as simple as possible for all parties involved. (7:09) Mark explains the practical use cases of AI in ePayPolicy's products, such as Checkmate and Payables Connect, to make them more efficient and improve customer service. (12:31) Mark discusses the potential use cases for blockchain in insurance, but expresses skepticism about the widespread use of crypto for payments. (20:44) Mark explains ePayPolicy's financing options for premium payments, including the ability to electronically sign premium finance agreements and set up auto payments. (23:33) Key Quotes: “I think as an industry, we're really just in the early innings of starting to transform into the new digital economy, that most other industries or at least kind of a decade down the road, a little bit further on. And so, you know, that's nothing but you know, a massive opportunity for our business and helping our customers transform and take that journey together.” - Mark Engels “Our take on this is to enable it to be easier for all parties in the ecosystem so both our premium finance customers and the agencies to make the financing process as simple as possible.” - Mark Engels “One of the huge benefits that we've got to being in business as long as we have is, you know, we work with over 6,500 agencies today. Agencies, brokers, MGAs. And then we also work with some of the biggest premium finance companies in the US as well.” - Mark Engels Resources Mentioned: Mark Engels LinkedIn ePayPolicy Finance Connect Reach out to Jason Cass Agency Intelligence

Digital Insurance Pint: Accelerant Ceo, Jeff Radke – Accelerant

One definition of an accelerant is: “A substance used to accelerate a process”. In this episode, Jeff Radke, CEO of Accelerant discusses their foray into Canada and how they plan to accelerate that process. Accelerant was founded by industry veterans with a burning (get it?) desire to challenge the status quo & the capital to make it happen. Buckle up & have a listen to what Jeff has to say to the DIPP crew in this episode. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E104: Alex Dopazo On Evolution of Inclusion

In this episode, James talks with Alexander Dopazo, Commercial Account Manager at Dopazo & Associates Insurance. To learn more about Dopazo & Associates Insurance, visit https://www.dopazoinsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Alexander explains that diversity can help businesses, communities, and individuals grow, but it is important to approach it from the perspective of helping each other, grow, and reach common goals. (5:08) Alexander shares what diversity, equity, and inclusion (DEI) mean. (10:57) Alexander discusses the difference between equity and equality. (20:47) Alexander mentions that checking your bias is important when making decisions as it can lead to a shift in the way that a business works. (23:29) Alexander explains that in order to have a successful conversation, it is important to respect each other’s perspectives and be empathetic to one another. (35:10) According to Alexander, when you are thinking about diversity, equity, inclusion, and how your business runs, you have to start to ask yourself those deep questions about who you're trying to reach, and how you can most effectively reach them in a way that makes them feel like they can see themselves as an employee at your business or see themselves as one of the customers of your business. (48:33) Alexander mentions that we can build a better industry, community, and society by removing the stigma around talking about diversity, inclusion, and equity. (52:15) Key Quotes: “Equality is a conversation of putting everybody on the same level, equity is understanding that we're not all coming from the same level. And that sometimes in order to be able to help them reach the goals that you're trying to get them to, you need to help offset that in one way, shape, or form." - Alexander Dopazo “When you're thinking about diversity, when you're thinking about equity and inclusion, and how your business runs, you really just have to start to ask yourself those deep questions about who you're trying to reach and how you can most effectively reach them in a way that makes them feel like they can see themselves as an employee at your business or see themselves as one of the customers of your business.” - Alexander Dopazo “Equity is about respect for each other. That means that I have to understand your perspective, as much as you have to understand my perspective.” - Alexander Dopazo

Millionaire Insurance Producer: Throwback: Showing Up BIG to Put Up BIG

Anyone can just show up and -- sadly -- that's all most producers do. The real question to answer should be: What am I accomplishing when I actually do show up and do the work? In other words, are you achieving the results you really want for yourself, or are you doing just enough to get by? Are you merely hitting your "safe goals" or are you doing so much work you're making those old goals look like child's play? That's what host Charles Specht talks about in today's throwback episode as he dives deep into the topic of "Showing Up Big to Put Up Big." Episode Highlights: Charles opens the episode by explaining that we all need to show up. (1:20) Charles states that there is a difference between being able to produce and being able to talk about what is in the policy. (5:09) Charles asks the listeners how many hours they put into the insurance business. (7:38) Charles explains that prospecting is a numbers game and selling insurance is a relationship game. (14:00) Charles states that if you are not spending that much time prospecting then you are not doing the extra mile. (18:19) Charles asks listeners to examine the impact that showing up and leveling up could have on their success. (25:57) Charles shares a story of a conversation he had with a producer. (27:02) Charles ends the show with the question: “Are you actually showing up and doing the work?” (32:47) Key Quotes: “The nice thing about the insurance business is you get to build whatever it is you want to build.” - Charles Specht “You don't necessarily need to change a lot of things in your entire prospecting strategy. You just need to use your time wisely.” - Charles Specht “If you actually began to show up and began to put up and began to level up, I wonder how much you could actually write a new business this year? I wonder if we began stringing years together like that year after year after year? How much business could you possibly write?” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

RHS 184 - CJ Hutsenpiller on How to Be Awesome at Insurance

In this episode of The Ryan Hanley Show, Ryan Hanley interviews CJ Hutsenpiller. CJ Hutsenpiller is a true insurance entrepreneur, running his family agency while also being co-owner of The Collective Agency Council and owner of Tacobot, a chatbot agency that specializes in lead generation and client experience chatbots for the insurance industry. I loved this conversation with CJ and I know you will too... Episode Highlights: CJ shares about a successful marketing strategy for their insurance agency, which involves displaying historical images of their town on the website. (8:28) CJ discusses the use of virtual employees and bots, such as chatbots and robotic process automation bots, to enhance their agency's efficiency. (16:57) CJ explains their straightforward hiring process, consisting of an interview followed by a group interview with the entire team. (22:45) CJ mentions that traditional agents struggle with paying their employees competitively and tend to treat them as mere numbers. (34:53) CJ shares his experience using Chat GPT to generate content for their insurance business, including an Edgar Allen Poe-inspired insurance poem. (48:44) CJ discusses the potential of AI-generated video content for automation purposes. (1:03:37) CJ explains the importance of appealing to various types of buyers in order for agencies to grow larger. (1:07:19) Key Quote: “One thing that we really focus in on is like, how can we make our processes and servicing personal lines more efficient. So our little motto for the agency is, ‘Where the convenience of online shopping meets the security of having a local insurance agent.’” - CJ Hutsenpiller Resources Mentioned: CJ Hutsenpiller Hutsenpiller Insurance The Collective Agency Council  Tacobot Reach out to Ryan Hanley Rogue Risk Finding Peak

The 10 Rules of Business: The Fourth Rule of Business

Attract and Keep Good People. In today's competitive job market, finding and retaining top talent is a challenge for any organization. However, it is not impossible, and we are here to share insights and strategies to help you attract and keep the best people for your team. Join us as we dive into the world of recruitment and explore the many ways in which you can create a work environment that is both attractive and fulfilling for your employees. We will discuss the importance of building a strong company culture, offering competitive compensation packages, providing opportunities for growth and development, and fostering an environment of open communication and collaboration.

The MVP Podcast: Margeaux Giles; Comfortable Being Uncomfortable

In this episode of The MVP Podcast, Mitch Gibson sits down with Margeaux Giles, CEO of IRYS Insurtech, to talk about the struggles she went through while owning her own agency that lead her to create IRYS.  Episode Highlights: Margeaux answers the five rapid-fire questions, including her favorite color, favorite flavor of ice cream, and where she would like to go on vacation. (2:18) Margeaux shares her journey from being a CSR to becoming the CEO and Co-Founder of IRYS Insurtech, including her experience in the insurance industry and the struggles she faced while building a new product. (8:15) Margeaux discusses the emergence of insurance innovators moving into the tech space, bringing true knowledge and experience to the industry. (16:14) Margeaux mentions how enterprise agencies are losing good agents due to their lack of technology adoption and how they are now scrambling to catch up. (28:04) Margeaux discusses how the IRYS Insurtech focuses on representing complex relationships between people, policies, businesses, and charities to identify potential niche markets and future premium opportunities. (343:53) Margeaux mentions that agencies should focus on the core community and let the transactional business go. (43:30) Margeaux encourages agents to shift their focus from technology to ask questions about how to make technology better. (51:33) Key Quotes: “We failed a million times at a million things before we were able to kind of get our heads around what we thought was the best path forward. So yeah, it's quick to market, right? But it's many, many decades in the making.” - Margeaux Giles “If I was going to start a new agency right now, I would focus on that core community and I would let some of that transactional business go in my opinion.” - Margeaux Giles “If you're waking up every morning, and you're miserable because of where you work, or how you work, you can change that. And only when we all decide to change, does it actually happen.” - Margeaux Giles Resources Mentioned: Margeaux Giles LinkedIn IRYS Insurtech Reach out to Mitch Gibson

Jeremy Goodrich: Agency Success, Niches, And Passive Income

In this episode of Agency Intelligence podcast, host Jason Cass interviews Jeremy Goodrich, Owner of Shine Insurance Agency. Episode Highlights: Jeremy mentions that he and his wife established Shine Insurance Agency in 2013, aiming to transform people's perception of insurance. (1:36) Jeremy advises new agency owners to start writing down their processes from the beginning to create efficient systems. (6:48) Jeremy discusses his experience in discovering a commercial real estate niche and his strategy for managing clients' risks. (9:00) Jeremy mentions that the fundamental elements of building a business are the three E's: Education, Experience, and an Entourage. (11:24) Jeremy explains the concept of charging additional fees for app access, noting that it would only be successful if the value offered by the agency justified the cost. (23:31) Jeremy shares insights on the significance of transforming an agency into a passive income source, and provides examples of his accomplishments in this area. (26:07) Key Quotes: “One of the first things I always advise someone who's a new agency owner, maybe they haven't written their first million dollars in premium yet, is even from the beginning, start writing down your processes.” - Jeremy Goodrich “If you're going to find success in a business, you first have to have education, you second have to have experience. And then the third one is…you have to have an entourage.” - Jeremy Goodrich Resources Mentioned: Jeremy Goodrich LinkedIn Shine Insurance Agency Reach out to Jason Cass Agency Intelligence

Digital Insurance Pint: Blinded Me With Science (Thomas Dolby)

“She blinded me with science!” And hit me with technology In this episode, we dig into the unintended consequences of technology implementations. Was the broker thrown out with the bathwater when insurance companies got rid of their legacy systems and went with Guidewire? Did carriers solicit broker input on tools & processes to remove friction? Did carriers receive “good” feedback from brokers? Is paperless catching on? update on road to paperless – our spin. Is there such a thing as a “good” broker portal? Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E103: Lani Cathey On Growth and Self-Awareness

In this episode, James talks with Lani Cathey, CEO of XDimensional Technologies. To learn more about XDimensional Technologies, Inc, visit https://xdti.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Lani discusses the progress of diversity and inclusion in the insurance and technology industries, with a focus on gender diversity and the elimination of fear in women. (2:39) Lani shares her career journey from IBM to consulting work to working with insurance companies and eventually joining Insurity, which later became XDimensional Technologies. (9:11) Lani talks about building a diverse team and having different backgrounds and experiences to create good thought processes. (11:30) Lani explains how XDTI selects partners based on their strengths and attributes, such as a focus on the customer and ease of collaboration. (20:00) Lani mentions the importance of marketing and word of mouth getting out about XDTI and their platform, Nexsure. (25:29) Lani Cathey discusses XDTI's engagement with their user group and how they will continue to use it going forward. (31:49)  Key Quotes: “What I'm trying to have an impact on, is making sure that that changes because in the end, the diversity not only in gender diversity but in culture diversity, orientation diversity, makes us better people, companies and makes better technology.” - Lani Cathey “What I look for in the attributes of a partner is the same philosophical focus on the customer, focus on what you do best and are they easy to work with? I mean, much like you would determine how you work with a vendor, we look for the same attributes as a partner. We aren't necessarily going to have the same culture, but I want to have the same vision in supporting customers. And that's what we move forward with.” - Lani Cathey “One of the reasons why I really am excited about doing this podcast, is we do need to get our word out there because we feel we have a great platform, we do have a strong representation in your size of the agency in our existing customer base. And to your point, what we've invested in as well as simplified implementation and conversions that can support bringing on more agencies like yourself.” - Lani Cathey

RHS 183 - Hiring Neurodivergent Superheroes for Your Agency with Michael Eagan

In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Michael Eagan. Michael Eagan founded The Independence Hub, which seeks to make insurance the preferred industry for neurodivergent talent.  Insurance Hub aims to offer the insurance industry connections to best practices and talent through industry educational and neurodivergent recruiting events. Don't miss this episode... Episode Highlights: Michael shares his experience with ADHD and how he started a remote work center for neurodivergent people. (7:37) Michael mentions that ADHD brains continue to develop throughout life, while neurotypical brains stop developing. (16:11) Michael believes that a manager needs to be trained and aware of neurodiversity and the leader needs to be mentored and have tools to translate the awareness into the business world. (24:45) Michael explains how neurodivergent people have unique skill sets that are often overlooked in the standard hiring process. (37:55) Michael discusses the challenges of disclosing neurodivergent conditions during job interviews and the need for proper management of executive function skills. (48:43) Ryan mentions that his mission is to make the insurance industry more exciting and appealing to people, including those with ADHD. (53:24) Ryan encourages listeners to get involved in the program and talk to Mike if they have questions or frustrations. (58:23) Key Quotes: “Do you know that ADHD brains continue to develop through our lives? Whereas other neurotypical people, their brains, they stopped developing. So like, where you'll continue to have interests your whole life, like you'll find new music, you'll find new art, you'll find new hobbies.” - Michael Eagan “So that's why I won't listen to anybody because when I listen to people, it doesn't work. When I do it my way, it may be a little messy, but wow, it turns out a lot of times, I'm better at things than you.” - Michael Eagan Resources Mentioned: Michael Eagan LinkedIn The Independence Hub Reach out to Ryan Hanley Rogue Risk Finding Peak

The 10 Rules of Business: The Third Rule of Business

In this episode, we dive into the third rule of business: know your numbers. Understanding your financials is a critical component of success in any business. This rule is often overlooked, but it's essential to stay on top of your income, expenses, profit margins, and other key metrics to ensure that your business is profitable and sustainable.

Power Women In Insurance: Leading by Being a Trusted Resource in Your Community With Michelle Mosher

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Michelle Mosher, Agency Principal at Southshore Insurance Professionals. Michelle and Teresa talk about surviving a hard market and being a resource for your clients. Episode Highlights: Michelle discusses the insolvency of six companies in Florida the previous year and its effect on policyholders. (2:27) Michelle explains the application of a depreciation schedule for roofs, contrasting it with full replacement costs, and its connection to auto insurance. (10:26) Michelle and Teresa discuss the challenges of educating clients on insurance issues, including the misconception that insurance is "free money." (18:44) Michelle mentions that they receive a significant amount of business through Facebook neighborhood groups, where individuals seek insurance recommendations and mention their names. (30:56) Michelle shares her thoughts on the mental strain resulting from making decisions on behalf of clients all day, expressing her need for a respite from decision-making. (37:15) Teresa discusses her strategies for managing her workload, which include emailing reminders to herself. (42:48) Key Quotes: “We try to put ourselves out there, especially in our community, because we are here. And we put ourselves out there to be a resource.” - Michelle Mosher “At the end of the day, I'm a people person. I want to help most of the people. We spent a lot of time last year learning who our client was, and we've gotten really good at this.” - Michelle Mosher Resources Mentioned: Michelle Mosher LinkedIn  Southshore Insurance Professionals Contact Teresa Kitchens Sterling Insurance Group

Empowering Independent Agents In Insurtech With Adam Blumencranz

In this episode of Agents Influence podcast, host Jason Cass interviews Adam Blumencranz, Partner at Distributed Ventures. Episode Highlights: Adam shares his daily routine as a venture investor, including spending time talking to new insurtech companies, advising current portfolio companies, and staying up to date with the latest developments in the insurance industry. (5:19) Adam discusses the potential of Chat GPT and generative AI in the insurance industry, including the use cases and entry points for this technology. (10:27) Adam and Jason discuss the value of relationships in the insurance industry and how they can provide more detailed conversations compared to non-strategic funds. (15:08) Adam explains the different stages of venture investing, from friends and family to series A and beyond. (25:20) Adam defines a unicorn as a company with a valuation of a billion dollars and discusses the challenges of achieving this status in the insurance industry. (27:48) Adam offers to help independent agents interested in hearing from early-stage companies and shares his experience in working with brokers. (29:49) Key Quotes: “I am very conscious and very aware of the fact that I don't want to become that investor that I kind of laugh at… And so for that reason, to your original point, I spend 25% of my time making sure that I'm staying up to date, latest and greatest in terms of what's actually happening on the ground floor through this industry.” - Adam Blumencranz “One of the reasons why some of the unsophisticated insurance investors have left the market and some understandably so, others not so much. The reality is, I'm not sure there are going to be that many billion dollar unicorn type exits in a short amount of time within our industry anytime soon.” - Adam Blumencranz “I'm here. I've seen it all, I don't know it all. But I know I know a lot related to the companies that are out there and I'm happy to help. I'm happy to meet new people and having to get more involved, more ingrained than I already am.” - Adam Blumencranz Resources Mentioned: Adam Blumencranz LinkedIn Distributed Ventures Reach out to Jason Cass  Agency Intelligence

Agency Freedom: 2023 NetVU/Vertafore Accelerate Conference Debrief

In this episode, James talks with Oliver Connor, Board Member of NetVU. To learn more about NetVU, visit https://www.netvu.org/web. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Oliver explains the unique dynamic between Vertafore and NetVU, and how the Accelerate conference is a collaboration between the two organizations to ensure their members get the best experience possible. (6:13) Oliver discusses the year-long planning process for the Accelerate 2024 conference. (8:58) Oliver explains the relationship between Vertafore and NetVU, and how being part of the NetVU family means being part of a larger community of users. (17:53) Oliver shares how NetVU is combating conference fatigue and delivering a compelling conference experience. (20:18) Oliver emphasizes the importance of building relationships and communicating with others in the industry, and how NetVU provides a platform for users to connect with each other and with carriers. (24:03) Key Quotes: “It's very much a year-long commitment to the members, as a joint effort between Vertafore and NetVU, to make sure that everybody's got a place. And all of these things can happen simultaneously in different rooms in different buildings. It's almost overwhelming. But I think that's what sets it apart is that it's a collaboration.” - Oliver Connor “The NetVU family is users, was users, will be users, right? And we're all in it together. We're just trying to find the best solution.” - Oliver Connor

Millionaire Insurance Producer: Throwback: The Best Cold Call Voice Message

Prospecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why you SHOULD leave voice messages when you do cold calling but he gives you at least three real and usable scripts of what your voice message should be. Episode Highlights: Charles opens the episode by saying that he does not think too many people like prospecting. (1:20) Charles explains that you should have a good message when prospecting. (5:14) Charles explains why he recommends leaving a voice message but also why it should be the last-ditch effort. (8:57) Charles provides tips and samples of how to speak with gatekeepers. (9:34) Charles provides samples of what he thinks might be some of the best voice messages sound like. (15:30) Charles shares an example of how most of the agents leave their voice messages. (24:00) Charles gives out more samples from his script that he uses in cold calling. (28:00) Charles states that it is very important to relay the importance of your message in a cold call voice message.  Key Quotes: “I want you to understand, prospecting is a numbers game. Selling insurance is not a numbers game. Selling insurance is a relationship game. Prospecting is a numbers game. In other words, how many people are you actually contacting?” - Charles Specht “Always try and look at it from the perspective of how can I help this person? What can I say that's going to sort of flip the scenario here, so that I'm not merely somebody who's soliciting, but someone who's offering value.” - Charles Specht “As soon as they realize that this voice message is from an insurance agent, they stopped listening to you in the same way that a receptionist stopped listening.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Get Together (The Youngbloods)

Come on, people now Smile on your brother Everybody get together Running a small business – like a brokerage – is tough. You don’t have all the resources, information, or access that you need. Luckily, Canadian brokers have provincial associations and a national association to rely on. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E102: Mark Breading On Strategy, Marketing And Data

In this episode, James talks with Mark Breading, Partner at ReSource Pro. To learn more about ReSource Pro, visit https://www.resourcepro.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Mark mentions that what's really powerful about ReSource Pro and the direction they've chosen is the ability to work with retail agencies, MGAs, wholesalers, carriers, and program administrators. (1:51) Mark explains that the core business process management that ReSource Pro provides is helping in the development of strategy and making plans and when clients reach the execution phase, they can assist in making things real and maintaining long-term relationships with a variety of different entities. (3:51) Mark shares that he had the great privilege and pleasure of working with insurance entities all around the world to help them think through strategy, how they could better use technology, and what sort of capabilities they needed to put in place to be competitive and grow. (5:43) Mark discusses the two types of services they offer: advisory and project-based consulting. (8:08) Mark discusses how he sees distribution trends developing in the future. (14:45) Mark believes that as long as agencies continue to play a trusted adviser role and expand their tech capability, they will still be a very strong part of the market. (19:02) Mark explains that parametric insurance makes sense for earthquakes because it covers incidentals rather than structural damage. (21:32) Mark discusses how people may improve the use of data that we currently have, as well as the relationships with other stakeholders. (31:54) Mark explains that companies in the insurance industry purchase back their own data every day. (39:36) Key Quotes: “What's really powerful about ReSource Pro, and the direction they've taken is that it will work with retail agencies and MGAs and wholesalers and carriers and program administrators, you name it. We think we're one of the only ones that really have that kind of end-to-end insight and are supporting and helping everybody in the whole ecosystem.” - Mark Breading “I had the great privilege and pleasure to work with insurance entities around the world, because, for most of the time, I had a global role helping them think through strategy, how they could leverage technology better, and what kind of capabilities they needed to put in place to be competitive and to grow.” - Mark Breading “Our Growth Solutions team has a huge impact on the retail agencies that work with them…just helping them to be more productive, to understand how to serve their policyholder clients better, how to work better with their carrier partners.” - Mark Breading

RHS 182 - Monica Parker on Turning Wonder into a Superpower

In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Monica Parker.  Monica brings to the table a vast knowledge of navigating and communicating organizational change. An international speaker and presenter, she is a regular contributor to several platforms, including The Guardian and Thrive Global, and has also appeared on CNN and BBC Worldwide as an authority on organizational culture, change management, and inclusion. Monica is the author of The Power of Wonder; The Extraordinary Emotion That Will Change the Way You Live, Learn, and Lead. This episode is going to blow your mind... Episode Highlights: Monica shares practical ways to find wonder, including taking a wonder walk, trying new things, and creating a wonder mindset through slow thought and gratitude practice (7:37) Monica mentions that authenticity directly enhances and is enhanced by wonder and is linked to humility, which boosts job satisfaction, engagement, motivation, and performance. (19:19) Monica discusses incentivizing ideal behavior and the importance of recognizing the diversity of value that people bring to a company. (33:19) Monica explains the benefits of wonder over happiness, how wonder can deepen our emotional vocabulary, and how it can lead to pro-social emotions. (37:24) Monica discusses the concept of psychological richness and how it contributes to a wonder mindset, which is not just a moment but a mindset that can be created. (43:15) Monica mentions that wonder can be found in little moments and can be amplified when shared through storytelling or journaling. (48:34) Key Quotes: “Authenticity is another one of those elements that is directly enhanced by wonder and also can enhance wonder.” - Monica Parker “Psychological richness, to me, is the underpinning of what then creates a wonder mindset. And that's one of the things I always try to say, again, Wonder is not a moment. It's a mindset, it's something we can create.” - Monica Parker “I want people to start using the language of wonder and not shy away from it so that we start sharing this language as something that's pivotal to who we are, it's critical to who we are as humans. It's not just a hobby, it has gravitas. It's how our soul thrives and if we share that with other people, then it helps it grow within us.” - Monica Parker Resources Mentioned: Monica Parker LinkedIn Website: Monica C. Parker Book: The Power of Wonder; The Extraordinary Emotion That Will Change the Way You Live, Learn, and Lead. Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Cultivating Courage In The Insurance Industry with Dawnyel Smink

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Dawnyel Smink, President of Canyon Lands Insurance and Founder of Women In Insurance Sharing Empowerment (WIISE). They discuss mentoring done right and how to build the courage to be our very best. Episode Highlights: Dawnyel discusses her passion for empowering women in the insurance industry and how she started the Women In Insurance Sharing Empowerment (WIISE). (2:28) Dawnyel shares her strategy of making it easy to show appreciation and make a difference in people's lives by using cards with positive messages. (13:01) Dawnyel discusses various ways she shows appreciation to her team, clients, and agencies, including giving scholarships and challenges, and emphasizes the importance of knowing the love language of one's team. (18:42) Dawnyel explains how she helps people manage their personal and professional life by asking questions and giving them a planner. (34:36) Dawnyel encourages people not to take rejection personally, as it doesn't mean you're wrong for everything you've done. (45:11) Dawnyel mentions that the WIISE Workshop was created to create a brave place to talk about empowerment, mental well-being, and how to have the right conversations at the right time. (52:28) Key Quotes: “It makes it easier to take some risks and do stuff that is really, really scary if you embrace the one person on the positive side, instead of embracing the one person on the negative side.” - Dawnyel Smink “You're responsible for where your path is going, no matter what obstacles or things are thrown in your way, and you can decide to make it a learning lesson. And you can remove those obstacles, and then you can go move forward in your life.” - Dawnyel Smink Resources Mentioned: Dawnyel Smink LinkedIn Canyon Lands Insurance CLI Select Agencies Wiise Women Contact Teresa Kitchens Sterling Insurance Group

The 10 Rules of Business: The Second Rule of Business

The Second Rule of Business: Make Money

Kimi Donahue: Heavy Metal & Partnerships

In this episode of Agents Influence podcast, host Jason Cass interviews Kimi Donahue, Agency Success Manager at Openly. Episode Highlights: Kimi discusses her podcast, Metal Health, which focuses on mental health and heavy metal music. (0:34) Kimi mentions that she is an Agency Success Manager for Openly as well as a heavy metal musician. (3:45) Kimi discusses her transition from Agency Owner to Openly. (6:14) Kimi explains that Openly is an insurance tech company founded by insurance professionals who understand the needs of the insurance industry. (8:50) Kimi shares her experience running her "Everything Insurance" agency and the importance of finding a niche. (10:32) Kimi discusses the significance of setting expectations and providing feedback in a business partnership, and the challenges of implementing it. (17:48) Kimi believes that having hard conversations in both personal and professional relationships is essential. (20:19) Kimi discusses the advantages of role-playing and providing effective feedback. (21:55) Key Quotes: “The cool part about Openly and I can actually attest to this because I work for them. It was built by insurance people. You know, there's a lot of InsurTech companies that are technology getting into the insurance space and Openly is quite the opposite. It's insurance people getting into the tech space.” - Kimi Donahue “Learning to have hard conversations, both at work and in your personal lives, whether it's a romantic relationship or with friends, is huge.” - Kimi Donahue “I could talk about roleplay all day long. But my favorite thing about it is it teaches you other perspectives, you know, you think you've got a great script, and then you hear someone say, even if you just walk away with one golden nugget, you're like, Oh, that was worth it.” - Kimi Donahue Resources Mentioned: Kimi Donahue LinkedIn Openly Metal Health Podcast Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance: Throwback: You're Making Me Angry!

It's your fault. It's all your fault. Don't blame me and don't blame anyone else. You're building what you want to build so look in the mirror and own it. The size of your Book of Business is your own business but if you don't like what you're building then STOP AND BUILD SOMETHING ELSE.  In this throwback episode of the Millionaire Insurance Producer podcast, Charles Specht will tell you what you need to do to stop thinking small, how to start thinking BIGGER, and what you need to change in order to achieve the new business revenue growth you want. Episode Highlights: Charles opens the episode by sharing with his listeners why he is angry. (1:39) Charles shares his experience with the two agents that he has encountered. (2:55) Charles mentions that sometimes you just have to take a step back and ask yourself, “What are you building?” (8:53) Charles talks about advising an agent to increase the size of the account that they ate prospecting. (12:36) Charles explains that he wants people to realize that there is no reason to stay small. (14:31) Charles shares that the best business lesson he learned was the power of thinking bigger. (17:38) Charles shares another story of an insurance agent that he has worked with and the power of thinking bigger. (20:00) Charles shares the reasons that keep him going, and keep him motivated to continue. (25:15) Charles closes the episode with the question, Are you choosing or just allowing things to happen? (27:37) Key Quotes: “I'm going to tell you why I'm not happy. I'm not happy because I am sick and tired of insurance agents thinking small, period.” - Charles Specht    “Sometimes you just have to take a step back and ask yourself, ‘What am I building here? What actually am I putting into place? What am I creating?’ You have to take a step back and do that every once in a while because you just don't realize what you're doing in the middle of it.” - Charles Specht “There's no reason why you have to stay small. It doesn't matter, whatever the case is if your agency isn't used to those types of accounts, it doesn't matter, write them, prospect them, you'll figure it out.” - Charles Specht    Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: Money (Pink Floyd)

New car, caviar, think I’ll buy me a football team. With multiples at an all-time high and a raft of recent broker sales, the DIPP guys take a deep dive into broker M & A. They dig into the motivations of brokers who are selling, debate whether niche brokers can survive, and discuss whether scale is the only competitive factor that works. Can strategic partnerships, clusters, and franchises drive this scale? M & A needs financing, so the guys get into the different styles of financing, whether that’s financing for growth, acquisition, or succession. They also debate the pros & cons of getting your money from the banks, insurers, or VCs. What are the pros, cons, and fine print? Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E101: Aviad Pinkovezky On Connecting First (feat. Peter MacDonald)

In this episode, James and guest co-host Peter MacDonald talk with Aviad Pinkovezky, President of First Connect Insurance. To learn more about First Connect Insurance, visit https://www.firstconnectinsurance.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Aviad shares that he served in Israeli Military Intelligence for 10 years, working with super smart people to solve problems using technology and resourcefulness. (4:06) Aviad explains that everybody has their own risk tolerance and financial needs, so it is important to consider other factors before taking a risk. (11:54) Aviad mentions that it is now easier than ever to set up an agency from scratch, with very few hurdles and the friction is much less than it used to be. (16:37) Aviad discusses how First Connect helps small to medium-sized agencies compete with direct consumers. (17:54) Aviad mentions that providing access to markets is one big pillar of First Connect’s strategy and execution, as well as the technology solutions. (19:49) Aviad mentions that First Connect has reached the exciting milestone of 70 different carriers and MGA solutions, comprised of both traditional and InsurTech startups. (36:34) Aviad explains that they launched a consumer-grade experience to create a slick, intuitive experience for agents to explore and find new opportunities, and saw an increase of 160% in appointment requests. (41:05) Aviad discusses the huge difference between an agency that attracts high net worth, policyholders and one that attracts non-standard driving non-standard auto drivers, which requires different metrics, design, office space, and marketing. (43:27) Aviad mentions that agents are starving for an easy and intuitive consumer-grade experience, which is what First Connect is here to offer. (52:02) Key Quotes: “We are in the business of leveling the playing field, between small to medium insurance agencies, independent insurance agencies, against the loud direct to consumer, the ones that has like their own resource technology, and so on. ” - Aviad Pinkovezky “Providing access to markets is one big pillar of our strategy and execution. But at the same time, it's not the only one. We believe that also by providing different technology solutions and tools that allow agents to run their agency in a more efficient way, and to have online presence…those are another levers you can pull in order to create better settings for different small to medium agencies where they can compete with larger organizations that have their own technology, engineering resources and so on.” - Aviad Pinkovezky

RHS 181 - Leaving Captivity for the Good Life with James Jenkins

In this episode of The Ryan Hanley Show, we're serenaded by the dulcet tones of the all-powerful James Jenkins. James is an innovator and an eternally curious problem solver. He's an unapologetic risk and insurance nerd who gets excited about things that bore most people. Faith and family are the two most important things to James. This is an episode you don't want to miss... Episode Highlights: James shares a story about the creation of Who Framed Roger Rabbit, emphasizing the significance of small details even when most people don't notice them. (7:04) Ryan discusses his experiences dealing with ADHD, how he manages it, and his recent decision to stop using pot. (11:54) James talks about the process of writing his book and getting positive feedback from someone, not in the insurance field. (26:11) James shares some of the diverse opinions on his book from those in the industry. (33:26) James delves into the subjectivity of the term "best" and why it isn't a helpful metric for measuring success. (38:59) James discusses the editing process that made his book more engaging and concise. (48:19) James shares what RiskWell is all about. (55:27) Key Quotes: “What RiskWell is, is nothing more than the humans that are here that create shared experience that together works to make an impact on our stakeholders, which includes you and this audience.” - James Jenkins Resources Mentioned: James Jenkins LinkedIn  RiskWell Reach out to Ryan Hanley Rogue Risk Finding Peak

The 10 Rules of Business: The First Rule of Business

We are excited to announce that the 10 Rules of Business podcast is joining the AI Podcast Network. The 10 Rules of Business is the brainchild of ex-corporate CEO turned ultimate entrepreneur Mike Kirby. The first rule of business is the simplest and also the hardest of them all, "stay in business". Take a listen!

Power Women In Insurance: Throwback: How Virtual Professionals Can Help In A Hard Market

In this throwback episode of Power Women In Insurance, Teresa Kitchens sits down with Monica Adwani, host of TranscendwithM podcast, and Managing Partner of Savvital. Monica helps insurance agents with their day to day tasks with finding and locating Virtual Professionals. They take an 8 week training program and another 6 weeks with training to make sure the VP and the agency are ready to add a virtual professional to their team. Episode Highlights: Monica discusses the TranscendwithM podcast and its goals. (3:11) Monica explains that everything she created with Troy Thompson, including the training for the VAs, is based on their experiences and the way they do business now. (13:45) Monica discusses their eight-week internal program that nourishes insurance knowledge into their Virtual Professionals. (17:45) Monica discusses the importance of having realistic expectations. (20:27) Monica mentions the fact that they hire people specifically to solve problems. (22:29) Monica explains the reason why they refer their employees as Virtual Professionals. (26:11) Monica explains why they chose to source employees from Pakistan over other countries for Savvital. (30:16) Monica mentions that their Virtual Professionals are working on their CIC and CISR certifications. (37:18) Key Quotes: “The goal is to be a vessel of change and provide that platform for people. Because it's not about me helping them grow. It's about them helping each other grow. So that's kind of like what Transcend with M is doing right now.” - Monica Adwani “Explaining the why is the most important thing, and I will tell you that we spend more on the why, and getting the explanation of things than what we do on the process.” - Monica Adwani “I am learning, they are learning everybody's learning, and we will continue to learn as we grow. But I think the essence and the base of what we are doing, that will never change.” - Monica Adwani Resources Mentioned: Monica Adwani LinkedIn Savvital TranscendwithM Contact Teresa Kitchens Sterling Insurance Group

Lean Management Vs Generative AI: Know The Difference, Know The Future

In this episode of Agents Influence podcast, host Jason Cass interviews Jim Harris, International Bestselling Author and Principal at Strategic Advantage. Episode Highlights: Jim discusses disruption and the impact of disruptive technologies on traditional industries. (2:05) Jim mentions that the pandemic forced organizations to think differently and question their traditional working methods, which can lead to positive changes. (6:12) Jim discusses the potential of ChatGPT, and how it can be used to improve various industries. (10:59) Jim explains that AI technologies are not meant to replace humans, but rather enhance their productivity, making companies that use them more competitive than those that don't. (16:06) Jim explains that lean thinking is about making existing processes more efficient, whereas innovation is about creating new things. (18:01) Jim shares his method of forcing ChatGPT to cite sources and the years of studies that were published to determine the credibility of the information. (21:32) Jim discusses the need for upskilling and adapting to change in the face of innovation. (28:05) Jim explains the importance of innovation and technology in fighting inflation and increasing productivity in today's rapidly changing environment. (32:25) Key Quotes: “Innovation is about creating things that don't exist.” - Jim Harris “Look at the hugely deflationary impact of technology and innovation. We have to use technology, we have to be innovative in order to fight inflation in these high inflationary times. It gives a company the ability to either lower its prices, or raise its margin in a competitive market. And so, technology and innovation are absolutely essential today, especially for independent insurance brokers and agents.” - Jim Harris Resources Mentioned: Jim Harris LinkedIn Strategic Advantage Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance Producer: Throwback: The Permission to B.O.R.

Permission is everything. The Broker of Record Letter is not everything. Permission is the goal; the BOR is a tool. Spend more time gaining the insured's PERMISSION and you'll be able to collect a lot more signatures on BOR's. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to win your prospect's PERMISSION in order to win more new business.  Episode Highlights: Charles explains that everything about the Broker of Record letter has to be focused on a specific word which is: Permission. (1:40) Charles shares why the idea of gathering the insured’s permission is necessary in order for you to actually have success in the entire outcome. (4:14) Charles mentions that gaining the insured’s permission is one of the wisest things you can do. (6:10) Charles shares the focus of everything that he teaches and does. (10:37) Charles discusses that the Broker of Record letter is the most valuable tool and piece of paper in the insurance business. (13:07) Charles mentions that if you can't get the incumbent agent fired, you cannot get hired. (15:20) Charles believes that there are some services that you can provide to the insured that actually help them to understand the value that you provide. (17:00) Charles mentions that the Broker of Record letter literally is everything. (21:32) Charles discusses the things that you can do to put yourself in a stronger position to win the business. (22:58) Charles mentions that it is important to provide a valid reason to the client on why they should give you permission. (27:46) Key Quotes: “The Broker of Record letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business.” - Charles Specht “Don't actually begin doing free work, don't work for free. If they do not give you permission, you do not have a client, you do not have a prospect, you have a suspect.” - Charles Specht “Gaining the insured’s permission is one of the wisest things you can do. Gaining the insured’s permission will allow you to get more signed broker record letters.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Digital Insurance Pint: IBAO CEO, Colin Simpson & 3 Tree Partner, Steve Gugler – Going Paperless #Gp

The IBAO has been hard at work for the last year & a bit on a major strategic initiative for the broker channel – going paperless. Join Steve, Jeff, Adam & Tom as they sit down for an in-depth discussion on the going paperless initiative. Colin Simpson, IBAO CEO, and Steve Gugler, partner 3 Tree get into the weeds with the DIPP crew on the project. Answering key questions, such as: What does the project cover? Why should brokers care? What are the timelines & benefits? Which carriers & vendors are supporting this? Do clients actually want to go digital? This is an important step for the broker channel, so check out the episode & get informed! Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

Agency Freedom: E100: Matt Masiello On The Network Of The Future

In this episode, James talks with Matt Masiello, CEO of SIAA. To learn more about SIAA, visit https://www.siaa.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: James begins Episode 100 of the Agency Freedom podcast by reflecting on the last two years of podcasting and thanking the listeners for their support. (4:12) Matt mentions that he is a multi-generation insurance person who has been in the business for 30 years, started on the retail side, moved into the network side, and has been CEO of SIAA since 2008. (5:15) Matt explains that he has the best job ever because he gets to work with independent agencies with some of the biggest companies in the country, bridging the gap and bringing them together. (8:32) Matt mentions that the true entrepreneur finds opportunity in the middle of difficulties. (17:46) Matt explains that SIAA provides its membership and ecosystem with market access, compensation, and agency development services. (21:23) Matt believes that SIAA has greater data access than other organizations in the industry. (25:03) According to Matt, SIAA added 700 new agencies last year, with 200 of them coming from network acquisitions. and of the 500 new agencies they hired, roughly two-thirds are startups. (28:51) Matt explains that in order to build successful careers and businesses, they invest in long-term relationships with agencies. (33:51) Matt discusses the importance of having a contract. (42:06) Matt explains that when they decided to transcend the family-owned business, they considered their people, not just the SIAA employees, but the 450 people who work across all the master agencies and the member agencies that rely on them. (50:33) Key Quotes: “I always tell everybody, I have the greatest job ever because I get to spend time on Main Street and working with independent agencies. But then I get to spend time on Wall Street and work with some of the largest companies in the country and bridge that gap and pull those two things together.” - Matt Masiello  “We do three things. For you folks, our membership, and the folks that our ecosystem, is we provide market access, we provide access to some of the best compensation out there, and we provide agency development services. All three of those things also have to know after you block and tackle have to evolve for it as well.” - Matt Masiello  “We are not an organization where we want people to come and go, we want to build long-term relationships with our agencies. We’re able to deliver the services and benefits on the compensation level from the carriers because it's a long-term relationship as well.” - Matt Masiello

RHS 180 - How to Bet on Yourself and Win with Brenden Corr

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Brenden Corr. Brenden Corr is the director of business development at Loss Run Pro. He joins the podcast to talk about how we bet on ourselves and actually win… We also may have, at some point, discussed loss runs as well. This is an episode you don't want to miss... Episode Highlights: Ryan shares his personal journey of discovering the impact of inflammation on his body and making changes to his diet and lifestyle to reduce it. (4:39) Brenden mentions how humans used to consume a pound of sugar per year in 1920 and now consume 130 pounds of sugar per year, causing a variety of health issues. (10:27) Ryan discusses how being healthy can be a competitive advantage in business. (14:13) Brenden shares his uncle's advice that sales are a combat sport that requires both mental and physical preparation. (18:55) Brenden shares his personal experience with making changes in his life to improve his situation. (22:16) Brenden explains the importance of emotional sobriety and the most difficult part of the recovery process, as well as the importance of mental clarity and positivity in life. (27:23) Ryan discusses the significance of finding purpose and meaning in order to be happy. (33:57) Brenden mentions that Loss Run Pros assists insurance producers in completing loss runs more quickly and efficiently. (42:37) Brenden discusses Loss Run Pro's two main solutions: automating loss run requests for new business and proactively scheduling loss run requests for current accounts. (45:07) Brenden shares the types of insurance agencies that will benefit the most from Loss Run Pro. (50:09) Ryan discusses how Rogue documents and tracks workflows using living documents and Google Docs. (52:20) Brenden mentions that Loss Run Pros has been in business for two and a half years and has just under 2500 agencies signed up, which has allowed them to understand what the downstream look like for retail agents and how to improve integrations with AMS systems. (56:30) Key Quotes: “Our system is designed to simply help producers get loss runs faster, for a very cost-effective price point.” - Brenden Corr “Our goal was to automate not only those emails that are going out but then also to allow agencies to be far more proactive, and schedule them across, you know, a year or a couple of years out. So kind of two solution points there.” - Brenden Corr “The advantage of that is not only is it automating the process from an agency side with trackability, and in our program, but then it gives your prospect a one-click button that allows them to access their loss runs directly from the carriers.” - Brenden Corr Resources Mentioned: Brenden Corr LinkedIn Loss Run Pro Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Proactively Building Teams In A Hard Market With Lisa Brady

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Lisa Brady, Owner of Brady Insurance Group. Lisa and Teresa discuss how to build a strong team in this hard market. Episode Highlights: Lisa explains how she overstaffs her agency to be proactive and keep an extra person to make sure that they are reaching out to their clients with everything they need. (2:40) Lisa mentions that her team is cross-trained to help everyone else and that she values her team members by knowing their personalities and strengths to assign them to the right roles. (5:22) Lisa discusses how they keep their workplace joyful, including fun days, competitions, and community involvement. (10:55) Lisa explains the importance of valuing team members and creating a fun workplace, which leads to happier employees and better customer service. (13:12) Lisa shares that they have increased their Facebook presence and engagement by over 450% through giveaways, tagging, and linking TikTok and Instagram. (17:55) Lisa discusses the importance of partnering with other businesses to create events and experiences for the community. (23:44) Lisa mentions that she encourages her team members to offer ideas for community involvement and agency improvement during the interview process and team meetings. (30:30) Lisa believes that it is important to be open to team member feedback and revisit processes to ensure they are working effectively. (32:38) Key Quotes: “You’ve got to find a way to keep people in this competitive market. You know, the workforce environment. And one of them in us, I think the value and making it, you know, a fun place to be, but you’ve got to be serious. And you’ve got to find a way to keep that implemented to keep your goals going.” - Lisa Brady Resources Mentioned: Lisa Brady LinkedIn Brady Insurance Group Contact Teresa Kitchens Sterling Insurance Group

24 Seconds, 24 Minutes, 24 Hours: Decision-Making Strategies For Success With Brad Burton

In this episode of Agents Influence podcast, host Jason Cass interviews Brad Burton, Motivational Speaker, and Author of 4 best selling business books. Episode Highlights: Brad shares his journey from a challenging past to becoming the UK's top motivational business speaker, bestselling author, and founder of a large business network. (3:19) Brad discusses the significance of conscious decision-making, and learning from mistakes, and shares a 24-second, 24-minute, and 24-hour decision-making strategy to enhance success in life and business. (8:41) Brad encourages people to let go of the past and negative experiences that weigh them down to make a mindful decision. (11:31) Brad explains how to embrace the present moment by using a 9-word tic-tac-toe grid exercise to reflect on personal growth and focusing on self-improvement. (16:01) Brad shares how he started his business 19 years ago and had to juggle various aspects of his life, including finances, emotions, and relationships. (19:03) Brad mentions that success is being happy with where you are. (23:15) Brad discusses how people often measure success by comparing themselves to others, rather than focusing on their progress and achievements. (24:52) Brad discusses the significance of finding satisfaction in one's own life and staying authentic, rather than pursuing material wealth or measuring oneself against others' flawless lives on social media. (26:11) Key Quotes: “Here's how I've kind of trained my brain…I make decisions. If it's the wrong one, it moves me one step towards being an expert. If it's the right one, it moves me one step towards success. ” - Brad Burton  “The only way that you can become the person that you need to become is by letting go of the person who you once were.” - Brad Burton  “Success, I believe, is being happy and content with where you are.” - Brad Burton  Resources Mentioned: Brad Burton LinkedIn Brad Burton LTD Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance Producer: Winning 6 BOR's in 6 Months - (interview with Rocio Luna)

How would you like to win 6 new clients via signed Broker of Record Letter in less than 6 months ... with even the smaller of these clients being $12,000 in annual revenue? Would that be OK with you? I'm sure it would! In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews [Insurance Producer Rockstar] Rocio Luna, who is also an active member of the 12X Commission Mastermind (www.12x.club) community. Among other things, Rocio explains how she is utilizing social media to get her Micro-Niched prospects (plumbers and concrete subcontractors) to reach out to her directly in order to solve their worker's compensation problems. Episode Highlights: Rocio discusses discovering Charles Specht and the 12X Commission Mastermind via a YouTube video on cold calling and prospecting. (2:46) Rocio shares her insurance background, beginning as a claims manager and eventually becoming a sales producer. (4:11) Rocio mentions that listening to Millionaire Insurance Producer podcast episodes influenced her decision to focus on construction. (7:46) Rocio explains how she secured a client by presenting a solution to reduce the client's X-mod and providing a service timeline. (10:31) Charles discusses the importance of insurance companies having well-targeted social media profiles and insurance buyers being aware of the broker of record letter option. (14:36) Rocio discusses her primary prospecting method: social media, particularly Instagram. (16:39) Rocio explains how embracing micro-niching helped her win a plumbing account. (20:11) Rocio mentions that the insurance industry is not a get-rich-quick scheme; it demands hard work, prospecting, and building relationships with clients. (26:39) Rocio shares how the 12X Commission Mastermind helped her in starting an Instagram account. (27:47) Rocio believes that just one week of cold calling can lead to noticeable improvements in your work. (31:33) Rocio asserts that joining a mastermind, like the one led by Charles, is the best way to reach a million dollars in commission, as it helps agents achieve their goals through repetition, fostering self-awareness and growth. (32:21) Key Quotes: “Agents should be transparent and just have a very simple process. Obviously, know your industry, because it's completely different when you're meeting with a human resources person and an owner.” - Rocio Luna “If you just do one week of cold calling, you'll see the difference in your work.” - Rocio Luna “I absolutely do recommend joining the mastermind if you want to reach a million dollars in commission.” - Rocio Luna Resources Mentioned: Rocio Luna LinkedIn Rocio Luna Instagram Modern Reign Insurance Brokers 12X Commission Mastermind Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E99: Micah Salas On LinkedIn And Authorship

In this episode, James talks with Micah Salas, Senior Vice President of Christensen Group Insurance and author of The Business Insurance Playbook. To learn more about Christensen Group Insurance, visit https://www.christensengroup.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Micah shares that like most others, he got started in insurance, not by choice but for financial reasons. (4:11) Micah mentions that he completed a year-long training program that included everything from policy language to spending time with underwriters to learn about the operational side of things. (7:46) Micah discusses his experiences working at the world's largest insurance brokerage. (12:20) Micah explains how he realized something was lacking in his experience in terms of what he wanted in his profession. (18:49) Micah discusses how the Christensen Group Insurance came to be. (20:21) James shares what his strategy was for rebranding his agency to RiskWell. (34:17) Micah discusses what led him to decide to write a book on the insurance market and shares his writing process. (39:07) Micah mentions that the purpose of the book, The Business Insurance Playbook, is to instill confidence in buyers and make them feel confident that their agents are looking after them. (44:10) Micah discusses his thoughts on utilizing the book as a prop from a sales and marketing standpoint. (45:22) James and Micah discuss their opinions on how ChatGPT plays into the marketing side of insurance. (48:35) Key Quotes: “I started to see some things I didn't know, being what an independent agent could do primarily. I could have a client for life because I could say, you know if your rates are going up with this company I can look around for you, right? I can be that true kind of agent for you.” - Micah Salas “The goal of the book is to instill confidence in buyers and just not to make them experts, but to make them feel confident that their agents are taking care of them, and if they're not, give them tools to find someone who will.” - Micah Salas

RHS 179 - Just Do Something That is Different with Derek Hayden

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Derek Hayden. Derek Hayden is a Certified Risk Architect at Dansig Insurance Risk Advisors and winner of The Protege Reality Show. I believe Derek is the epitome of a "Human-Optimized" agent.  This is a tremendous conversation with a tremendous independent agent. Don't miss this episode... Episode Highlights: Derek discusses the hard market, and how they prepared for it. (7:13) Derek mentions that clients are scared to make the first move, but it is now getting to the point where they are willing to open the box and see what can be done. (13:19) Ryan mentions that one mistake they made was spreading their premium out too wide, and if he could do it again, he probably would take half the carrier appointments and just dial in writing business with those carriers. (22:27)  Derek expresses frustration at the lack of give and take in the insurance industry and how carriers can just drop accounts after agents put in a lot of effort to make them less risky. (27:20) Derek shares his own experience of feeling like a mere pawn in the industry despite his 11 years of experience. (35:20) Derek shares that he uses video proposals for about 80% of his small commercial and personal lines proposals, and for larger accounts, he prefers to go in person. (42:03) Derek shares how he sets up his video proposal for his clients. (49:34) Derek suggests that smaller hometown insurance agents should develop a unique value proposition that can improve clients' business or income, and take advantage of free tools offered by carrier reps to attract and retain accounts. (54:51) Key Quotes: “On those key accounts, those bigger prospects, I do the video submission. I feel like that changes. It's more like, they feel like more a part of the account versus just reading something on paper. They feel like they can see the building through video, see what we're doing.” - Derek Hayden “All you got to do is develop a value proposition that's unique compared to any other agent, whether it's a captive or independent agent, develop a value proposition that you can consistently deliver, and follow through on.” - Derek Hayden Resources Mentioned: Derek Hayden LinkedIn Dansig Insurance Risk Advisors Reach out to Ryan Hanley Rogue Risk Finding Peak

Millionaire Insurance Producer: Throwback: How to Prospect Using LinkedIn

LinkedIn is one of the absolute most potent tools out there for prospecting, whether in B2B or B2C. Unfortunately for most insurance producers, they either don't use LinkedIn at all, they use it poorly, or they come across as spammy. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you how to use LinkedIn to prospect better, close more deals, and build your Book of Business. Episode Highlights: Charles explains how he utilizes each social networking platform. (1:57) Charles considers LinkedIn as a fantastic tool to network and prospect. (10:05) Charles believes that it’s tough to utilize LinkedIn as a prospecting tool if you're not actively engaging with your prospects. (12:14) Charles discusses the value of micro-niching. (13:10) Charles believes that focusing on one area will help you succeed. (16:22) Charles shares that he will be releasing content on how to utilize LinkedIn soon. (18:02) Charles says that if we can give prospects free information that helps people. That's the know, like, and trust factor. (21:24) Charles invites anybody interested in learning more about LinkedIn to contact him. (25:27) Charles explains that if you are not visible on LinkedIn, you are missing out on one of the best opportunities to prospect. (29:02) Key Quotes: “LinkedIn can be your absolute best way to prospect out there. It literally can, it can change and revolutionize everything you do.” - Charles Specht  “You will be able to win more business, you will be able to resonate with your insurance buyer, if they see you as somebody who understands them.” - Charles Specht  “I decided to become the go-to agent when it comes to the broker of record letters. That is my predominant focus.” - Charles Specht  Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Power Women In Insurance: Helping Agencies Grow Through Branding and Education with Charlotte Hicks

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Charlotte Hicks, a Business Growth Coach and Digital Marketer at Nowpreneur. Charlotte talks to Teresa about her passion for helping agencies to brand themselves and her education regarding flood insurance with the National Alliance. Episode Highlights: Charlotte discusses her family's insurance agency, her work as a tax accountant, and her transition back to the insurance industry. (1:15) Charlotte encourages all insurance agents to offer flood coverage with every property policy and to educate their clients on flood risk and show them how floods can happen. (5:39) Charlotte explains that flood insurance is beneficial for agents, customers, and communities, as it protects them from uncovered losses and reduces the need for public assistance. (10:57) Charlotte discusses the importance of branding and marketing in the insurance industry and the need for companies to differentiate themselves from competitors by communicating their unique brand message. (14:52) Charlotte explains that an agency's voice should reflect the personality of its leadership and cater to its ideal clients. (18:37) Charlotte discusses the importance of consistency in carrying out an agency's brand message across all marketing and operational systems. (24:21) Charlotte shares how to use AI tools like Chat GPT for ideation and content creation. (29:37) Charlotte mentions that there are now AI tools for creating videos, social media snippets, and blog posts. (34:13) Charlotte shares that coaching helps customers develop marketing systems and match their needs to the customer value journey. (37:51) Charlotte explains that businesses can be successful by listening to their customer, listening to their prospects, and having a growth framework that looks at the customer journey, tactics, marketing initiatives, and analytics to measure success. (42:37) Key Quotes: “It's really important for people to understand why you're different and why they should do business with you, and what is unique about you. And that's your brand message, and you need to communicate that, from the very beginning to the very end.” - Charlotte Hicks “It actually deepens the loyalty when you do have that repetition of your brand message and carry that through all of your marketing…this is where having good systems and processes in your agency matters.” - Charlotte Hicks “The biggest thing that AI is doing for us right now, is it's helping us do things faster in marketing, it's not replacing anything, it's helping us do it faster.” - Charlotte Hicks Resources Mentioned: Charlotte Hicks LinkedIn Nowpreneur Contact Teresa Kitchens Sterling Insurance Group

Agency Freedom: Ascend Breakup Explained

This one-off episode details James’ experience with payments vendor Ascend.

Cameron Pechia: I Was Born In The Struggle

In this episode of Agency Intelligence podcast, host Jason Cass interviews Cameron Pechia, Host of Get A Load Of This Trucking Podcast & Founder of Valley Trucking Insurance. Episode Highlights: Cameron explains how he came across Jason and the Agency Intelligence Mastermind group. (3:45) Cameron mentions that he's a partner and owner of a small agency that was established in 2000 by a group of agents who shared expenses and he is working to perpetuate and move the agency forward. (5:58) Jason explains how and why the Agency Intelligence Mastermind was created. (7:31) Cameron explains how focusing on a specific niche within their agency, cultivating relationships, and diversifying into multiple pillars has enabled them to scale their revenue and dominate the transportation industry. (10:30) Cameron mentions that he has created a separate division for trucking insurance with its own brand and his agency focuses its marketing and branding efforts on the trucking industry while also hosting a podcast to give back to the community and invest in the transportation industry. (16:16) Jason discusses why more people don’t want to decide based on price. (19:28) Cameron explains the importance of education, finding passion in the insurance industry, and helping people genuinely rather than just chasing money. (24:38) Cameron mentions that insurance agents are often cheap when selling something valuable. (28:13) Key Quotes: “Educate yourself, be passionate about what you want to do. Truly come from a place of wanting to educate and help people, right? And that should be your whole mission and brand and image. And then don't say you're an expert in something when you aren’t.” - Cameron Pechia “I was born in the struggle, like born in a recession, like cool. It's only up from here. I didn't know that. But, what I did learn though, is all of a sudden your expertise, your language, your communication styles, your influence, dive into that niche, or that group of people, your tribe, so to speak, like you said, our community. So now I'm one of them.” - Cameron Pechia “Education is huge for us. And so, I would say, find what you like to do find what you're passionate about…like, go do something you want to do, that you want to help people and not just make some money. I learned that a long time ago, don't look at people or chase money.” - Cameron Pechia Resources Mentioned: Cameron Pechia LinkedIn Get A Load Of This Trucking Podcast Valley Trucking Insurance Reach out to Jason Cass Agency Intelligence

RHS 178 - Carol Roth Answers “What F#$% Is Going On With the Economy?”

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Carol Roth. Carol Roth is the Creator of the Future File® legacy planning system, a national media personality, a billion-dollar dealmaker, a brand spokesperson, an investor, a board member & bestselling author of The War on Small Business.  In this repeat visit to the podcast, Carol expands on your warning calls two years ago with the War on Small Business with her new book, You Will Own Nothing: Your War with a New Financial World Order and How to Fight Back. Carol is easily one of my personal favorite economic commentators for her real-world, pragmatic take without bias for political or word games. I highly recommend pre-ordering Carol's book: You Will Own Nothing: Your War with a New Financial World Order and How to Fight Back. You are going to love this conversation... Episode Highlights: Carol expresses her concerns about the changing global financial order and the possibility of a new financial world order. (5:21) Carol clarifies the conflation of central bank digital currency and cryptocurrency issues. (11:35) Carol mentions that people should be vigilant in order to prevent CBDC from being approved by Congress in order to create a digital dollar because CBDC could be sneaked into other legislation, potentially putting freedom and opportunity at risk. (15:51) Carol discusses the importance of people being informed about these issues and being exposed to various sources of information in order to understand the broader implications. (22:19) Ryan discusses the challenges that small business owners face in today's economy, as well as the importance of communicating these realities. (26:09) Carol mentions that individuals, families, and communities should be prepared for a possible shift in living standards as a result of the changing financial world order. (35:08) Carol explains the Fed's responsibility in holding the world reserve currency and the potential consequences of the dollar's decline. (41:32) Carol believes that people are shifting to digital currency out of fear of losing control, but they are unaware of the implications. (48:50) Carol mentions that people are afraid of being independent thinkers because they are afraid of losing their jobs and opportunities, so they don't ask questions they don't want to know the answers to. (52:32) Carol explains that accountability must be restored in order to reduce moral hazard and hold politicians accountable. (54:39) Key Quotes: “We have been at the center of the global financial universe, all of the signs everything that I'm sure that you're going to deep dive into the different pieces of this all lined up under this big umbrella. So that is the piece that's concerning me and everything else is just a puzzle piece on how that all comes together.” - Carol Roth “We have to be very clear that the central bank, digital currency, or digital dollar is not crypto for what it stands for because that's the first level of conflation.” - Carol Roth One thing I'll tell you is that while not every war brings about new financial world order, every new financial world order has been brought about by war, which is another important thing to think about…But you know, that's just the reality of kind of a final catalyst because everyone gets real desperate when they start feeling like they lose control of the money, which again is why they're moving towards the central bank digital currency. - Carol Roth Resources Mentioned: Carol Roth LinkedIn Future File® Book: You Will Own Nothing: Your War with a New Financial World Order and How to Fight Back. Book: The War on Small Business Reach out to Ryan Hanley Rogue Risk Finding Peak

Agency Freedom: E98: Patrick McBride On Consistently Great Content

In this episode, James talks with Patrick McBride, Agency Owner of The McBride Agency. To learn more about The McBride agency, visit https://themcbrideagency.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Patrick discusses his background and why he values legacy. (2:29) Patrick believes that being a captive agent was great for him and if he hadn't been captive first, he wouldn't know what he knows now or be who he is for his clients, team, and community. (5:51) Patrick discusses his decision-making process in transitioning from the captive side to the independent side, as well as the training and onboarding he had before starting his own agency. (7:34) Patrick shares his decision to work with an aggregator and bring his whole team along for the journey, which he is very grateful for. (14:33) Patrick discusses their recruiting process and the factors that are important to them in ensuring an adequate match for their agency. (17:36) Patrick discusses the services and vendors used by The McBride Agency, as well as what made them comfortable with the services they use. (25:48) Patrick mentions that The McBride Agency is migrating its data and upgrading to the NowCerts and AgencyZoom combo. (28:55) Patrick explains what they do at The McBride Agency to stay technologically ahead of the game. (38:03) Patrick discusses how they produce content for social media and how they strive to make it more interesting and helpful. (42:28) Key Quotes: “My clients aren't buying insurance, they're not purchasing insurance from me, they're purchasing experience for me.” - Patrick McBride “I think anytime technology progresses, there's an opportunity to run and hide or to grab it and run and move forward with it.” - Patrick McBride “If I go today, I want people to talk good about me. I want them to tell stories to my kids and my grandkids and how great I was and all those pieces. Not how great I am, but the impact I made in their lives.” - Patrick McBride

Millionaire Insurance Producer: Throwback: Mastering the Art of Persuasion (Or: Your Prospects Don't Really Hate You)

No, your prospects don't really HATE you. Nope, they don't LIKE you, either. Moreover, they probably don't KNOW you from Adam (whoever that guy is). The real issue, however, is that your prospects don't TRUST you. And, why don't they trust you? The answer to that question -- as well as how to fix it -- is what host Charles Specht will teach you in this throwback episode ... which is all about Mastering the Art of Persuasion. Episode Highlights: Charles shares how to turn prospects into clients. (1:03) Charles talks about rude prospects and making them do business with you. (4:19) Charles shares tips on how to understand phrases from prospects and what they really meant to say during a call. (10:04) Charles shares about the C3 or the Cold Call Carrot. (12:04) Charles talks about mergers and acquisitions. (16:21) Charles states that the size of your book of business is dependent upon your ability to persuade. (20:12) Charles elaborates on the advantage of being able to persuade. (23:40) Charles shares how to gain the prospect’s trust. (25:46) Key Quotes: “If we do our cold calls, and people respond negatively, we did not persuade them. If we present a quote, and they don't buy from us, we didn't persuade them. If the underwriter does not actually give us a quote, even though we're begging, we haven't persuaded them. There's a lot of things that we have to do. And persuasion is probably at the top of the list of the things that we must” - Charles Specht “The size of your book of business is dependent upon your ability to persuade.” - Charles Specht “We need to become not just merely producers, we need to become people who are experts in the art of persuasion.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

RHS 177 - How to Dominate the Scratch Agency Game with Stephen Turnbull

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Stephen Turnbull Stephen Turnbull is the founder of T5 Insurance, At T5 Insurance, their motto is three simple words. Understand. Educate. Protect. T5 will take the time to understand your risk to be able to properly educate you on all of your options to provide the best protection for you, your family, or your business! This is an incredible conversation, don't miss it... Episode Highlights: Stephen share that he started T5 out of a desire to do business differently and it's been a roller coaster, but rewarding and exciting. (8:10) Stephen mentions that it is important to enjoy the journey and to constantly remind yourself of the end goal to get through difficult times. (13:09) Stephen discusses his experience with changing his CRM system when starting his own agency. (19:31) Stephen explains that he attributes some of their success to the unintentional branding of his name, rather than just being known as part of the agency. (22:00) Stephen believes that many people are scared of change, particularly in the insurance industry where there is a divide between those who want to innovate and those who resist change. (28:21) Ryan shares one of the interesting takes by Gary Vaynerchuck about maximizing one's strengths instead of trying to fix one's weaknesses. (41:16) Stephen shares that community involvement and referrals can be effective ways to generate business. (44:51) Stephen mentions that he enjoys using a low-pressure sales strategy and building relationships through warm inbound leads. (49:07) Stephen shares his experience of using video for personalization beyond just proposals. (51:29) Stephen encourages listeners who may feel stuck in a similar situation that they are the only person who can make a change in their life. (56:31) Key Quotes: “I'm very much community focused in the way that I bring in business and I inbound. And so I'm still trying to train kind of the community and different things that I have now with T5, right? But it's been an easier transition because most of my branding and stuff has been around the personal brand of me.” - Stephen Turnbull “The experience and the headaches and the feeling of banging my head into the wall time and time again because I've had those experiences, I now know what I want to do differently now that I'm in the role of the owner to provide that young producer, that new producer, the tools that they need to build their brand with T5, and not have any roadblocks.” - Stephen Turnbull “I just want to say if anybody's listening to this, and there's a similar situation, maybe they feel like they're stuck, and they can't get out. Just remember and I wish somebody had said this to me earlier, that you're the only person that's going to make a change in your life. Right? You are the only one. There's a reason that the flight attendants tell you to put your mask on before helping others. And if you don't take that hard decision to do it, nothing's gonna change so just do it.” - Stephen Turnbull Resources Mentioned: Stephen Turnbull LinkedIn T5 Insurance Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Overcoming Under Earning Part 3

In this episode of Power Women In Insurance, Teresa Kitchens continues her discussion of the book, "Overcoming Underearning".  Episode Highlights: Teresa explains that Overcoming Underearning does not imply that a person is unsuccessful, but rather that they are not giving themselves enough credit and are not managing their personal lives and finances in a way that allows them to achieve their goals. (1:10) Teresa mentions that in order to apply the knowledge from “Overcoming Underearning”, it is necessary to be a person of action and create a game plan for how to grow in the future. (5:26) Teresa believes that having a plan of action will assist individuals in getting where they want to go, which is critical in getting anybody through the process. (8:19) According to Teresa, the book “Overcoming Underearning” teaches the importance of respecting and appreciating money by taking good care of it and developing habits that will get you where you want to go. (13:59) Teresa discusses an exercise in the book which is about letting go of bad habits, identifying and restructuring negative inner chatter, and delegating negative activities. (18:54) Teresa believes that for some people, casting the entirety of a vision is scary. (23:14) Teresa suggests that we let go of our attachments to the past and form new habits that help move us forward. (24:17) Teresa shares that she loves the book “Overcoming Underearning” because it provides numerous examples of how one step leads to the next, which leads to further progress toward goals. (24:49) Teresa suggests that instead of setting a specific deadline for huge goals, take one step at a time to illuminate your path and move forward. (26:04) Teresa mentions that Barbara Stanny's book “Overcoming Underearning” encourages us to think beyond finances and create great habits to make tomorrow better than it was today. (27:01) Key Quotes: “Overcoming underearning does not mean that we don't earn a good living, it doesn't mean we're not successful people, it does not mean that we for some reason, are underperforming. What it means is that we're not giving ourselves enough credit.” - Teresa Kitchens “I love the book, it really gives us so many examples even at the end when she puts it all together, of people who went on out and they took one step. And that one step illuminated the next step that they wanted, which then illuminated the next step that they wanted, which then illuminated the next step that they wanted.” - Teresa Kitchens Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group Book: Overcoming Underearning: A Five-Step Plan to a Richer Life

Our Industry’s Future Is Located At 101 Weston

In this episode of Agents Influence podcast, host Jason Cass interviews Aubie Knight, CEO of Independent Insurance Agents of North Carolina, and Pat Cline, Director of Accelerator Operations at Independent Insurance Agents of North Carolina. Episode Highlights: Aubie explains that The Independent Insurance Agents of North Carolina is an insurer tech accelerator that helps independent insurance agents have a voice in the development of new technology to strengthen the distribution system. (2:19) Aubie shares that he is part of an organization called "101 Weston Labs" which aims to support insurance innovation and independent agents in the next generation. (8:30) Pat discusses the 101 Weston Labs program which provides mentorship, coaching, access to technology for independent insurance agents, and aims to enable agents to become involved in the technology that will be in their future and put good technology into their hands to create a better customer experience, have better processes and be more efficient. (10:39) Aubie mentions that several unknown companies are creating tech products to solve problems in the independent agency system, many of which originated from agents who built solutions for their own agencies. (14:21) Aubie shares that they encourage entrepreneurial and inspiring problem solvers to develop products to benefit other agencies. (15:18) Aubie discusses the challenge of identifying and understanding the purpose of the many new insurtech companies emerging. (18:31) Aubie explains the pitch day for their investment accelerator program, where entrepreneurs present their slide deck and every company accepted into the program will receive investment. (21:50) Pat discusses the formalized process of their investment accelerator program. They typically have five to eight companies coming through at a time and hope that the process will be a win for both sides. (23:48) Aubie explains how "IndieTech" or technology made specifically for independent agents makes up a significant portion of the tech stack used by independent agents in the insurance industry. (27:03) Key Quotes: “We believe that the distribution system in the future will continue to thrive and be as healthy as the technology that they developed, or the technology that they implement in order to improve efficiencies and enhance the customer experience.” - Aubie Knight “We want agents to be involved in the technology that will be in their future.” - Pat Cline “Ideally, that's what we hope happens to all the companies that come through our program, that they end up building a very viable product that makes agents lives easier, and helps them thrive.” - Aubie Knight Resources Mentioned: Aubie Knight LinkedIn Pat Cline LinkedIn 101 Weston Labs program Independent Insurance Agents of North Carolina Reach out to Jason Cass Agency Intelligence

Millionaire Insurance Producer: Winning New Business Through Association Endorsements

Wouldn't it be great if we could get you a steady flow of business owners to reach out to you to schedule appointments, rather than you contacting business owners who don't know you, like you, or trust you yet? Of course, it would be! It would make everything easier: setting appointments, building rapport, getting more signed BORs, winning business, etc.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why you should contact associations about becoming their endorsed insurance provider, but he tells you exactly how to do it in such a way that the association leadership will even give you a copy of their active membership list. Episode Highlights: Charles discusses the significance of prospecting and appointment setting for insurance agents. (2:07) Charles explains how associations add value to their members and how insurance agents become endorsed agents for these organizations. (4:50) Charles mentions the advantages of association endorsements, such as increased business and easier prospecting. (7:17) Charles discusses the importance of micro-niching in the insurance industry and how it can make prospecting more efficient and effective. (12:10) Charles shares some methods for approaching associations for endorsement, such as targeting smaller regional associations and conducting a Google search for potential associations. (16:29) Charles explains the benefits of becoming an endorsed agent, which include access to membership lists and the ability to relieve executive directors' frustration. (19:47) Charles discusses how becoming an endorsed agent can lead to non-member prospecting and sales opportunities. (22:18) Charles mentions that it is important to focus on certain industries to learn about their risks and get in touch with carriers and associations. (26:00) Key Quotes: “By endorsing you as their agent to their members, it gives the members value that they might be able to lower their costs. Because you're doing business with someone through the association, the association endorses you, introduces you, refers you to them.” - Charles Specht “I truly believe that if you pursue an association endorsement, it's going to put a lot of gold in your pocket. Everything becomes easier, prospecting becomes easier, and setting appointments becomes easier. Working with a few insurance carriers that you want becomes easier, you can write a lot of business doing it this way.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

Agency Freedom: E97: Kimi Donahue On Rocking Out Openly

In this episode, James talks with Kimi Donahue, Sr. Agency Success Manager at Openly. To learn more about Openly, visit https://openly.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Kimi discusses what led her to the insurance industry and her experiences along the way. (2:30) Kimi shares how her experience with State Farm has helped her throughout her insurance career. (8:42) Kimi mentions that the best part of her move to American Family Insurance was the chance to start her own agency. (11:15) Kimi explains that if you're leaving the captive world and going independent, it's important to keep your networks and let your referral partners know so they can continue to give you the business because you don't want those lead flows to stop. (15:22) Kimi believes one of the most refreshing aspects about joining Openly is that it does not feel corporate. (19:41) Kimi explains that it was difficult for her to secure direct appointments as a new agent with no experience as an independent agency owner, so she decided to join a cluster, which helped her and gave her network access. (27:47) James discusses that there is a connection between how involved you are with a group and what the daily operating benefits are. (34:55) Kimi advises new agents to handle agency billing by collecting payment from the insured before the policy renews and before binding it. (38:39) James and Kimi discuss the importance of understanding the policies that you are selling. (47:07) Key Quotes: “If you're leaving the captive world and going independent, keep your networks. You want to make sure your referral partners know when you make the move so they know to continue to send you business because you don't want those lead flows to stop. Which was also why having a CRM is really important so that you can start creating your pipeline again.” - Kimi Donahue “I hire a coach for almost everything, you know, even down to a personal trainer, because I'm not going to necessarily push myself to the next level, you know, just by myself. So, I do rely on others to help.” - Kimi Donahue “There's a great tip or advice for new agents. Agency billing, make sure you collect that payment from the insured before it renews, before you bind it, all of the above. Because, agency bill means what they bill you, and they will.” - Kimi Donahue

RHS 176 - Michael Malfa on Building a Digital Experience for Your Producers

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Michael Malfa. Michael Malfa is the CEO and co-founder of Boardwalk Insurance, an independent insurance agency located in Ontario, Canada. I think Michael's LinkedIn bio says it all, "Championing change, always looking for new, efficient ways to deliver enhanced customer experiences. As technology evolves, so must we. Our goal is to leverage technology and make it our ally, rather than our enemy." We get down on many different topics associated with the digital production of insurance business. You're going to love this one... Episode Highlights: Michael discusses his experience in commercial brokerage and what led Boardwalk Insurance to develop its own unique solution and technology. (7:12) Michael discusses the process of creating the technology that will provide producers with the tools they need. (12:29) Michael explains that insurance risk management is a long-term investment and that it is essential for future-proofing the business. (18:18) Ryan mentions that when people consider their agency as a business rather than an agency, the decisions they make are different. (29:10) Michael explains that Boardwalk Insurance is developing a digital experience for brokers, and gradually releasing technology to clients and producers to gauge uptake. (36:14) Michael believes that having the right partner can help a business succeed. (41:19) Ryan mentions that the UK is far ahead of the US in terms of technological experience, but their broker model is archaic (47:07) Michael discusses the significance of having a method of communication with the clients. (54:33) Michael explains the importance of flow in direct selling and online selling. (57:54) Key Quotes: “Insurance Risk Management, the business is going to become more than just that in 5,10,15 years. If you're just doing that you're going to be left behind. So, you know, we're just trying to future-proof ourselves.” - Michael Malfa “When you think about your agency as a business and not an agency, the decisions you make are different.” - Ryan Hanley “A lot of the technology we're doing, our customers don't feel a lot of it yet. We're just giving them bit by tidbit…Our producers and our staff see it all, they're interacting with this with this system very digitally. And then eventually, it's just going to get to a point where we start flipping the switch and moving it directly to the customer.” - Michael Malfa Resources Mentioned: Michael Malfa LinkedIn Boardwalk Insurance Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Throwback: Overcoming Under Earning Part 2

In this throwback episode of Power Women In Insurance, Teresa Kitchens discusses what underearning is and why it is so important to see the signs of it so we can fully achieve our goals. Episode Highlights: Teresa mentions that, in her opinion, Overcoming Underearning is about becoming entirely who she wants to be, not simply about money, finances, or treating herself well. (4:54) Teresa reminds everyone that being an underearner does not mean that people are unhappy with their current situation; rather, it indicates that they are earning less than they could or should be earning. (6:13) Teresa shares that she loves the second portion of the book because it truly talks to us about how stating the truth is the beginning of saying “I want more”. (8:10) Teresa explains that we must also consider what we want to include in our financial future. (15:57) Teresa discusses the part of the book that touches on the importance of writing down every fear we have in our heads. (21:56) Teresa mentions that the only thing holding us back is ourselves because we make subconscious changes or decisions to avoid taking risks. (30:23) Teresa explains that affirmations and reprogramming our minds with positive ideas help us overcome underearning and worries to go where we want to go. (33:43) Teresa believes that Overcoming Underearning is reprogramming us to be honest with ourselves and to attain our objectives, both financially and in other ways. (36:05) Teresa discusses that her security and safety are important to her and although she wants someone else to look after her, based on her experience, she understands that isn't always the case. (45:15) Teresa explains the reasons why we should stop asking for the opinions of other people. (53:02) Key Quotes: “Remember, the definition of an underearner does not mean you're not okay with where you are. It means you're earning less than you should be making, you could be making.” - Teresa Kitchens “Affirmations and being able to reprogram our mind with positive thoughts rather than negative ones. It helps us to not overcome underearning but it helps us to be able to step over our fears to get where we want to go.” - Teresa Kitchens “For me, security and safety is a really, really big thing. I run for security and safety, I want somebody else to take care of me, but I also know based on my life, that that's not always the way that it works. And I also know that I don't need to take away somebody else's ability to take care of themselves.” - Teresa Kitchens Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group Book: Overcoming Underearning: A Five-Step Plan to a Richer Life

Jake Jines: Twenty Three Years Old And On His Way To Greatness

In this episode of Agency Intelligence podcast, host Jason Cass interviews Jake Jines, Commercial Risk Advisor at The Insurance Alliance. Jake shares what led him to enter the insurance industry and what his goals are as a young producer. Episode Highlights: Jake shares that he is an iPhone user, and as a young producer, he loves to win. (3:08) Jake explains why skill has been a bigger factor in his life and where he is today. (4:32) Jason shares how he met Jake and how he was recruited to work at The Insurance Alliance. (5:06) Jake shares his backstory, from being at school to landing a job and being granted an opportunity in the industry. (7:13)  Jake explains why, despite having very little knowledge about the industry, he took the opportunity to be part of it. (10:06) Jake shares that he is currently trying to figure out a niche that would genuinely work for him and that he could bring value to (14:01) Jake recalls the days when he worked at Abstract during COVID and how it was related to bringing up great people in the team. (19:23) Jason explains why Jake has a great perspective on life and how they hired Jake's friend to join the team. (23:03) Jake shares about his side-gig, which is a self-owned clothing brand company. (24:40)   Key Quotes: "What my current situation is I'm trying to figure out a niche that works for me, but I'm trying to find a niche that I can truly bring value to." - Jake Jines "I know, underwriters are who write my paycheck, so I need to make sure that I'm doing my best to present them with the best and most profitable business." - Jake Jines "I was coming into the industry with very little knowledge of anything. But to me, what got me hooked was just the opportunity alone in the insurance industry. So, I knew that I may not learn it right away. But I know what the six-month time span, I would start learning it more and more, and eventually, I would figure it out." - Jake Jines Resources Mentioned: Jake Jines LinkedIn The Insurance Alliance Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance Producer: Throwback: How to Write 50% More Commission In One Year

Most insurance producers don't work on their personal development, let alone their sales development. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to achieve 1% weekly growth in various areas of your selling process in order to be 50% better at selling insurance, just one year from today.  Episode Highlights: Charles gives some tips on how producers might double their commission winnings next year. (3:50) Charles discusses the concept of compound interest. (6:06) Charles discusses where you should start working on improving by 1% per week. (8:39) Charles explains the significance of micro-niche selection. (10:23) Charles discusses the creation of your value differentiator. (11:42) Charles talks about scripting and messaging. (14:11) Charles discusses the seventh way for generating a 1% rise every week and generating 50% more revenue. (16:51) Charles mentions that most insurance salespeople do not have a strategy for leading a prospect down the route that they want them to take. (20:31) Charles highlights the need not to give the incumbent agent the last look. (24:04) Charles talks about the 19th method, which is asking for the final sale. (29:13) Charles mentions that a producer is an amateur if they do not manage their personal development. (34:15) Key Quotes: “If you could get better at your sales process by just 1% every single week, you'd be 50% improved at winning new business after just one year.” - Charles Specht “In order for you to actually get much better at it, you have to really start being proactive at it. You need to learn, you need to have education, you need to really start thinking from a forward perspective on where do I want to be one year from now?” - Charles Specht “If you don't handle your personal development, you are an amateur. And amateurs only make enough money to pay the bills and they don't make a lot in life.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Mastermind Permission Network Insurance Agency, Inc.

Agency Freedom: E96: Stephen Sedlak On Workcompology

In this episode, James talks with Stephen Sedlak, President of Workcompology. To learn more about Workcompology, visit https://workcompology.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Stephen shares his background and how he got into the insurance industry. (2:12) Stephen mentions that at ADP, he learned "the answer is always yes," which has served him well in his career. (7:26) Stephen discusses how he started writing his book "The Work Comp Control Effect" and how he utilizes the book for marketing. (12:32) Stephen mentions that there is no right or wrong way to write a book and that the most important thing is that you're writing something that makes sense to you and the prospect. (19:18) Stephen explains that the purpose of his book was never to sell it, but rather to share the approaches that have worked best for him. (22:50) Stephen explains the benefits of having a workers’ comp program and how it goes far beyond the policy itself. (28:45) Stephen explains the major reason they chose to join Keystone over others and how working with them is a collaborative experience. (34:16) Stephen discusses the benefits of joining Keystone and how it has elevated its members' reputation with certain carriers and brokers. (39:02) Key Quotes: “At the end of the day, you're just writing something that's going to make sense and gonna hopefully make sense to the prospect, if that's your goal.” - Stephen Sedlak “It's a program. It's the work comp program. And that's what we try to get our prospects to understand is that it's no longer a policy, it's a program.” - Stephen Sedlak “The purpose of the book [The Work Comp Control Effect] was never to sell the book…I figured if I ever sold that book for more money, you know, made more money off of selling that than I did writing new business, then I failed as a producer.” - Stephen Sedlak Resources Mentioned: ModAdvisor

RHS 175 - Izik Lavy on How Property Data is Changing Property Insurance

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Izik Lavy. Izik Lavy is the CEO and founder of GeoX Innovations. GeoX experts use machine vision and deep learning technology to automate fast and accurate extraction of 3D objects from aerial imagery and create worldwide property databases. This property data is for Insurance companies to study property features, get current property intelligence, effectively process claims, streamline underwriting, and evaluate risks resulting in significant cost reductions and lost revenue capturing. Don't miss this conversation... Episode Highlights: Izik mentions that the goal of GeoX Innovations is to help insurance carriers offer better insurance and understand risks better, and help carriers predict events and notify their clients to take proactive measures. (3:47) Izik explains that his passion for geospatial and public information led him to create something valuable that protects people's lives and properties through the insurance industry. (7:47) Izik explains that GeoX Innovations uses a variety of data sources to provide the most recent aerial imagery to insurance carriers worldwide, and they prioritize providing good service to everyone, regardless of their location. (14:21) Izik shares that GeoX Innovations works closely with insurance carriers to provide insights and data on risks, and they analyze the raw data from imagery and combine it with claim information to determine correlations and ROI for carriers. (21:27) Izik mentions that their platform is currently used by insurance carriers and now they are working with insurance agencies to help them target their clients and find the best opportunities. (35:08) Izik explains how their technology helps agencies target the specific properties their carriers want to insure, giving them a competitive advantage, which also helps agencies meet their carrier commitments and expand their opportunities beyond their local area. (40:07) Key Quotes: “Our mission is to help the insurance carriers to provide better service to their clients, to reduce the risk and also to provide a new revenue stream, and the way to do it is by providing them insights, with data insights.” - Izik Lavy “I create relationships with insurance carrier. And I think this is like when we try to understand how, as agent, we can create our future more clearly and also create more profit. I think one of the biggest things that we need to do, the action that we need to do is understand our client better.” - Izik Lavy “You can make the entire sales cycle in one phone call. And this is eventually what we tried to work with agencies. And we want for them to be able to focus only on and say, how I close my next call, and not how I call to the next client. I asked him the question, I investigated, receive the information. And after this, calling him back in two weeks, and try to call, closes a deal. So, this is a thing that eventually we are trying to cut.” Izik Lavy Resources Mentioned: Izik Lavy LinkedIn GeoX Innovations Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Throwback: Overcoming Under Earning Part 1

In this throwback episode of Power Women In Insurance, Teresa Kitchens discusses what underearning is and why it is so important to see the signs of it so we can fully achieve our goals. Episode Highlights: Teresa shares how reading Barbara Stanny's book Overcoming Underearning has changed the way she thinks about herself, her business, and what she wants to accomplish in the insurance industry. (00:11) Teresa explains that the book begins with a great parable, and it's truly about how we as people become overwhelmed by "what if," "maybe I can't," or "what if I don't?". (3:34) Teresa mentions that she loves the definition of stress in the first section of the book because it says stress is underearning and worrying about the future, and she can relate to it because she always worries about the future. (6:12) Teresa explains that underearning is a side result of not living our full potential, but we must remember that everyone has their own goals, perspectives, and way of reacting to things, and they react based on their own unique thoughts and feelings. (10:39) Teresa shares that being able to dive further into what we want helps us define what we want, which is important. (13:42) Teresa mentions that changing our relationship with money is one of the book's goals, and that money is just a tool to live the life we want to live. (18:03) Teresa explains that the greatest fear for underearners is having more to do. The main fear that underearners have about earning more money is that they will have no life and that continue work endlessly. (26:02) Teresa believes that if we do not accept personal responsibility, we will find ourselves in chaotic situations, financially, personally, spiritually, and emotionally, because we did not take care of business along the way. (29:16) Teresa encourages everyone to set goals, answer questions about whether or not they are underearners, and evaluate their mental conversations. (43:50) Key Quotes: “Underearning is a side result from not living up to our full potential, whatever that looks like… but we have to remember that everybody has their own goals. Everybody has their own perspective. Everybody has their own way they react to things and they react based on their own personal thoughts and feelings.” - Teresa Kitchens “In order to grow and to learn and to be something more, we have to know what we want to be and what we want to accomplish in order to get there.” - Teresa Kitchens “One of the goals of the book is to be able to change our relationship with money. Money is just a tool. Money is a tool for us to live the life that we want to live.” - Teresa Kitchens “By knowing what we want to do with our money, what makes us feel successful, what makes us feel happy, we can give ourselves pieces of that. But then we also know how we need to learn how to not let that get out of control. That is very important because if it gets out of control, it can impede us from being able to get where we really want to go.” - Teresa Kitchens Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group Book: Overcoming Underearning: A Five-Step Plan to a Richer Life

Jacob Simon: It's Not The Strongest, It's Those Who Adapt That Will Survive

In this episode of Agents Influence podcast, host Jason Cass interviews Jacob Simon, Founder & CEO of Adapt API. Episode Highlights: Jacob explains that Robotic Process Automation (RPA) software automates manual processes like data input, client updates, and email management, freeing up time for more productive work. (4:16) Jacob mentions that insurance agencies can save time by automating operations like claim screening and report organization using bots. (6:45) Jacob explains that Adapt API provides solutions to minimize missed notifications and other issues. (9:50) Jacob explains that Adapt API’s service costs depend on the agency's performance, and the return on investment is normally $4-10 dollars for every dollar spent. (12:17)  Jacob shares how their platform can quickly and effectively connect with an agency's workflow, enabling fast access to data with no continuing setup or training in 30 minutes and through email or Zapier. (15:16) Jacob offers loyal listeners 10 free hours (600 minutes) of their agency's time by signing up for their product before the end of March. (17:00) Key Quotes: “If every day you're saying, hey, every morning I wake up and go to my email and then have to like open this folder and then drag something into it, well, you can actually have a software do that for you and then you can go and do better things with your time.” - Jacob Simon  “We basically just charge you for the work that we do on your behalf, right? So you know, if the agency is smaller midsize, you're going to pay less. And for a much larger agency, you're going to pay more, but it's always going to be equal to the amount of work that we're doing for you.” - Jacob Simon  “Implementing new technology can sometimes be weeks long, months long, just like a huge investment. And things fall apart in that time, right? And so, there's a little bit of aversion to trying something new, because you think, hey, it's not gonna get off the ground. But as you mentioned, you know, it's really quick and painless.” - Jacob Simon Resources Mentioned: Jacob Simon LinkedIn Adapt API Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance Producer: BOR Confessions of a 12X Commission Mastermind Member - (Daniel Brookman)

Are you an insurance agent who has had moderate success selling insurance, but you just know you're not reaching your full capacity? Do you not have a strategic plan, or a step-by-step process to win new business, and you're merely quoting but not winning? That was the experience of Daniel Brookman, before joining 12X Commission Mastermind and implementing the training. Now, he's winning signed BOR's and building his Book of Business.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews Daniel to find out what is working for him now, what is he saying, and why did that large manufacturing account sign his BOR during their first meeting! Learn more about the 12X Commission Mastermind at this link: 12x.club Episode Highlights: Charles explains that in order to be a successful insurance agent, it is crucial to ask for what you want and to be a hunter, rather than a gatherer. (2:02) Daniel shares that he is an experienced insurance agent from Ohio, specializing in life insurance, but also writes commercial property and casualty policies. (5:32) Daniel mentions that joining the 12X Commission Mastermind has been hugely beneficial, particularly the two weekly calls with the group's leaders, which helped him maintain a productive mindset and keep prospecting as his top priority. (8:33) Daniel believes that the discovery interview is the most important part of the sales process. (11:51) Daniel discusses being explicit about what you are going to provide is a good way to contrast what you're capable of doing and willing to do with what the incumbent agent is doing. (16:30) Daniel explains that he used to cold call and quote policies, but after listening to sales and insurance-based podcasts, he realized the importance of having a specialized and differentiated approach to prospecting and messaging to stand out from competitors. (21:15) Daniel believes that transparency and explaining the process can help buyers understand how to get the best deal without hurting themselves in the long run. (25:00) Daniel explains that 12X Commission Mastermind offers a solution to those who are tired of the same old process of getting quotes and following policies, feeling stuck, and not standing out from others. (26:58) Charles discusses the benefits of being a member of the 12x Commision Mastermind program. (27:55) Key Quotes: “I still think the discovery interview is the most important part of the sales process, because you get invited in for a reason. And the number one thing you got to find out in that discovery process is, why are you there? Why did you get invited in?” - Daniel Brookman “The biggest benefit has actually been mindset. Having those two weekly calls with yourself and the other producers on there, and just keeping those ideas fresh, keeping prospecting, top of mind, it keeps me from kind of straying away, and, you know, kind of losing focus on what's most important as a producer, which is prospecting.” - Daniel Brookman “Now my prospecting is specialized. The messaging is not just industry specialized, but also specialized kind of talking and tailored to this process, and how I'm going to be different than just quoting your insurance.” - Daniel Brookman Resources Mentioned: Daniel Brookman LinkedIn Reach out to Charles Specht 12X Commission Mastermind Permission Network Insurance Agency, Inc.

Agency Freedom: E95: Wade Millward On Teching Out A Niche

In this episode, James talks with Wade Millward, CEO and Founder of Rikor. To learn more about Rikor, visit https://www.protectmyfranchise.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Wade shares about his past missionary work in the Philippines, how he met his wife, and what led him to the insurance industry. (3:33) Wade explains that he is very interested in innovation and making new technology that gives clients more value. (10:36) Wade discusses what inspired him to start Rikor, the franchise insurance compliance company. (16:48) Wade shares an interesting story of how, with the support of his developer, he was able to build a tech team in China. (30:58) Wade believes that in the last five years, with digital distribution and insurance, as well as most of the InsurTech 1.0 that has come out, many have lost sight of the fact that business is really about trust. (35:22)  Wade explains that they provide a consultancy service to franchisors and assist them in establishing the right insurance needs for the whole brand to protect their brand from reputational damage and unintentional exposure. (36:22) Wade mentions that Rikor provides free software insurance verification because they believe they can monetize it in a different manner. (37:33) Wade shares that he changed all of his company's insurance language because he believes language has power and influence and he didn't want to be a traditional shop. (39:45) Key Quotes: “I was very interested in innovation and creating technology to be able to differentiate ourselves and to provide value to customers.” - Wade Millward “Hard times make strong men and what that requires you to do is to adapt and to innovate.” - Wade Millward “I've changed all the language. I don't use Account Executive, I don't use CSR. I believe language has power and influence. And so, I didn't want to be a traditional shop. I didn't want to be a traditional insurance agency. And so all the language is different.” - Wade Millward

RHS 174 - It’s an Aaron Gordon World, We’re Just Living in It

Aaron Gordon is the Vice President of Gordon Companies. Aaron Gordon is one of my favorite people in the insurance industry...The dude bleeds the independent insurance agency. And while Aaron may come from a traditional agency, his thoughtful design has prepared the Gordon Companies for massive growth in the future. This is a TREMENDOUS conversation you don't want to miss.. Episode Highlights: Aaron mentions that he is fascinated by people who do alternative living and make a living through YouTube content creation. (10:15) Aaron discusses content creation for insurance agencies and the importance of ensuring that the content being created is actually a business and not just for fun. (14:33) Aaron emphasizes the importance of building a brand through social media and the impact it can have on attracting potential customers, even if they may not immediately engage with content or make purchases. (17:25) Aaron discusses the value of effective sales scripts and the importance of not being too pushy. (19:59) Aaron believes that using carrier service centers for insurance sales could be more profitable than writing it in-house, as carriers can provide better cross-selling and take a lower commission. (26:20) Aaron discusses the importance of setting a minimum threshold for coverage and analyzing the profitability of different silos of the business. (29:22) Ryan and Aaron discuss the different types of agents in the market. (34:10) Aaron explains that referrals are essential for growing an agency. (41:07) Aaron believes that there is a place for both no-touch and touch in the industry, and the secret sauce is not about how to bring customers in the door but how to increase revenue per account each year. (44:33) Ryan mentions that an individual can be both a marketer and a salesperson and still care about the quality of customer experience. (50:27) Aaron mentions that traditional agencies that have not adapted to the changing times may face a day of reckoning. (53:56) Key Quotes: “The secret sauce is not worrying about how you bring them in the door but worrying about how each year, not just on rate, you increase the revenue per account.” - Aaron Gordon “I think that there is a day of reckoning coming for those random, older time agencies that haven't adapted at all.” - Aaron Gordon “The challenge that we have is that insurance isn't cool. And I think that one of the things that I at least tried to do and that I think you tried to do also is like, I want people to buy from the person. What I don't want is for people to think that this person is a jerk or this person doesn't know what he's talking about. - Aaron Gordon Resources Mentioned: Aaron Gordon LinkedIn Gordon Companies Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Helping Agents To ROCK Their Marketing with Abby Wheeler

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Abby Wheeler, Co-Founder of Market Retrievers. Abby and Teresa talk about her company Market Retrievers and how they help agencies find their Marketing voice. Episode Highlights: Abby shares that her first job was with the state association for independent insurance agents, focusing on social media and SEO. (2:03) Abby explains that people are concerned with ROI, so it is important to have a digital footprint that is more than just a website. (7:06) Abby mentions that social media is essential for agency growth, it is also a credible source for other people to see that a company is doing something that works. (11:08) Abby discusses how she makes sure that the whole team is involved in social media. (15:00) Abby explains why men can be more resistant to change than women. (20:25) Abby shares how Market Retrievers brings together social media opportunities for virtual agencies or agencies that may not all sit in the same location. (28:10) Abby mentions that when they meet with a prospect for the first time, they provide an assessment of their current digital strategy, and look for areas of improvement. (30:45) Abby explains that businesses on social are becoming more relaxed, funny, relatable, and conversational. (38:07) Abby shares an experience where they filmed a 15 second video of a day in the life of an agency and it got 10,000 views on Instagram. (41:41) Key Quotes: “When we very first meet with somebody that's a prospect, we provide an assessment. So we go through all of their social channels, not just their digital presence, their Google My Business, everything, and kind of see areas of improvement, and we offer suggestions.” - Abby Wheeler “I think it all boils down to the little moments, the culture and agency of, someone brought their dog in today, or their two year old’s coming in today. Like, that's what people want to see. And that's the culture of your business. And that's what does well on social and that's what makes our job really fun.” - Abby Wheeler “We would love to have anyone that needs social media or even just the smallest amount of help. We have multiple tiers and we work with so many people that want to do the littlest thing or the whole enchilada. So we are very flexible. We're still new so we understand that people need different things.” - Abby Wheeler Resources Mentioned: Abby Wheeler LinkedIn Market Retrievers Contact Teresa Kitchens Sterling Insurance Group

How AI Is Prompting A Thinking Revolution: Talking GPT-4 With Jason, Garrett And Ruben Hassid

In this episode of Agents Influence podcast, host Jason Cass is joined by Garrett Droege, Director of Innovation at IMA Financial Group, and Ruben Hassid, Founder of AI Chat.

Agency Freedom: E94: Dane Williams On Leveraging A Local Focus

In this episode, James talks with Dane Williams, Insurance Advisor at Shoemaker Insurance Solutions. To learn more about Shoemaker Insurance Solutions, visit https://www.shoemakerins.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Dane shares his background and how he got into the insurance profession. (2:32) Dane mentions that Shoemaker Insurance has three divisions: commercial, personal lines, and group benefits which are part of the financial planning firm, which has been around for 35-40 years. (4:52) Dane explains that their financial planning clients make up about 35% of their personal lines book. (6:55) Dane shares what he learned when faced with managing a very large account. (15:35) Dane talks about their growth path and how Shoemaker Insurance has continued to learn and adapt to new areas of opportunity. (20:08) Dane explains the steps that are taken if Shoemaker Insurance has a producer that is not very competent. (23:37) Dane discusses how his local podcast got started and what inspired him to launch Key Exchanges in the 901. (28:19) Dane shares the process of having introspective moments while launching his podcast. (32:49) Dane considers insurance as the vehicle via which he is able to interact with, be around, be involved with, and love people well. (45:14) Key Quotes: “It's been unique to see that that's been kind of our organization's path and how we've consistently found this is new problem, a new struggle for us to try to overcome. Let's see how we do it. And it's going well, I'm excited about the growth .” - Dane Williams “I'm grateful to get to consume it all, let alone be a part and be friends with so many of you guys, because I know I am a drastically better insurance agent because of time spent with a lot of you guys even though you don't realize you were spending time with me.” - Dane Williams “I love people and insurance is the vehicle that allows me to interact and be around and be involved and love people well.” - Dane Williams

RHS 173 - You’ll Be OK, but Your Kids Are F@cked

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Billy Van Jura. "Billy Van Jura is an unabashed slayer/supporter of innovation, agency model advocate and is intolerable of weak stuff. He has multiple length sticks to poke into the Hornet's nest." Bill Van Jura founded Birchyard LLC and is one of the most prophetic and antagonistic voices in the independent insurance industry. He's also among the most thought-provoking people I've ever met, and I relish every time we chat. Don't miss this episode…  Episode Highlights: Billy and Ryan discuss content production quality. (4:42) Billy mentions that people should take the time to search for existing information before asking questions. (10:33) Ryan shares how COVID forced him to solve problems that he never had to solve before. (13:12) Ryan and Billy discuss Propeller Bonds and how it is a value add to the industry. (26:23) Billy mentions that he has met with basic insurance agents in New York who have been in business for 35 to 65 years, but are barely known and don't have a Google profile or a website. (46:55) Billy explains why he believes that the sooner we kill the romance of the independent agent, the better. (51:40) Billy discusses the potential of a large aggregator that could develop their own carrier if they were successful in developing an MGA program. (59:22) Key Quotes: “I believe the sooner we kill the romance of the independent agent, the better. You distribute insurance, get past anybody giving a s*it about you being local, because it's not important.” - Billy Van Jura “Where I get stuck is when the what happens next? Iroquois or any of these big aggregators, the sooner they really develop an MGA program, the sooner they really develop their own carrier, the more interesting it gets.” - Billy Van Jura Resources Mentioned: Billy Van Jura LinkedIn Birchyard LLC Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: The Power of Niches with Crystal Fox

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Crystal Fox, Founder and Creator of Beauty Queen Insurance. Crystal is a new insurance producer who has decided to niche into the Beauty industry and has done a great job building her book and connecting with her clients. Episode Highlights: Crystal shares that her journey in the past year has been a whirlwind of growth and figuring out carrier services and state regulations and that permanent makeup is a bulk of their business, but it requires a lot of work due to different state regulations. (1:43) Crystal emphasizes the importance of meeting certain requirements such as completing 40 hours of training and five models to obtain insurance coverage for PMU services. (3:06) Crystal discusses how she manages the growth of her insurance business while creating standard operating procedures and emphasizing the importance of asking the right questions during initial customer communication. (13:53) Crystal explains the importance of honesty, and accuracy in filling out forms in the insurance industry. (19:50) Crystal mentions that private Facebook groups brought in a lot of business and that referrals played a key role in their growth. (27:59) Crystal shares that she plans to do more educational and engaging content using live videos and reels on social media to inform potential customers about creating LLCs and business structures. (33:56) Crystal mentions that she utilizes private Facebook groups to stay informed about new trends and services industry to provide quality service and remain competitive. (38:38) Crystal advises beauty professionals to have comprehensive insurance coverage that covers their personal and business needs, including all the services they offer. (45:17) Key Quote: “You put yourself out there, you tried. Maybe it didn't work, but that doesn't mean something else won't. So you keep trying.” - Crystal Fox Resources Mentioned: Crystal Fox LinkedIn Contact Teresa Kitchens Sterling Insurance Group

Jon Spaugy: Getting Spaugy with Insurance

In this episode of Agents Influence podcast, host Jason Cass interviews Jon Spaugy, Founder of Agents Brokers United. Episode Highlights: Jon discusses the current state of the insurance industry in California. (3:06) Jon mentions that the biggest change in the insurance industry in the last 14 years has been in technology and the fact that agents no longer have to meet with clients face to face. (4:47) John explains that with the technology resources available in the insurance industry, insurance professionals can get to the personality traits and customer service work much quicker, leaving more time for the insurance agent to prospect. (8:10) Jon discusses what happened in the insurance industry when Proposition 103 was implemented, and how it connects to what is happening currently in the insurance industry in California. (12:34) Jon discusses the BIG Independent Group's Convention, including some of the speakers, and how the convention and tradeshow have grown from previous years. (14:37) Jon mentions that the first-ever National BIG Independent Group convention and tradeshow will be held in Las Vegas from May 1st to May 4th, 2023. (17:15) Jon expresses his love for the insurance industry and his desire to keep working in it in the future. (19:01) Jon mentions that the most growth in the insurance industry happens when there is the most disruption. (22:12) Key Quotes: “The more that this technology comes on, the more that we're able to integrate it, the more that we're able to get the customer service work done. That's actually the more time that we have to go out and prospect.” - Jon Spaugy “We've been a BIG Independent group for like the last 13 years. So as soon as we moved it out of California and went national, I think we did a real good job of getting the word out and promoting it. So we're actually going to be changing our name to Agents Brokers United. You know, that's been my whole theme the whole time, how to unite the industry.” - Jon Spaugy “You guys need to stay positive in this industry. And remember, a lot of times, the most growth you're going to get in the industry is when there's the most disruption. And, I think we have a lot of disruption right now. I think there are a ton of opportunities, don't give up, stick with it. We'll make it out of this and we'll be bigger than ever.” - Jon Spaugy Resources Mentioned: Jon Spaugy LinkedIn Agents Brokers United National BIG Independent Group convention and tradeshow Reach out to Jason Cass  Agency Intelligence

Agency Freedom: E93: Meg McKeen On Building A Bigger Tent

In this episode, James talks with Meg McKeen, Founder of Adjunct Advisors. To learn more about Adjunct Advisors, visit https://www.adjunctadvisors.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Meg discusses the importance of personal development and self-exploration, which led her to build a successful consulting career and helped her to create opportunities for others. (4:21) Meg shares how she struggled with being out of alignment in her traditional insurance job and how taking a year off to reevaluate and realign with her values led her to entrepreneurship. (8:05) Meg mentions the importance of energy alignment and cultural fit in hiring and leveraging existing strengths to attract and retain employees. (17:21) Meg discusses the changing nature of leadership in organizations, with a move towards more collaboration and buy-in from team members, driven by a younger generation of employees who grew up in a more collaborative environment. (22:14) Meg explains the need to support and empower women in sales who are seeking more challenge, opportunity, and money, rather than assuming they are content in administrative service roles. (27:42) Meg mentions that curiosity and humility are important in achieving progress toward a larger goal. (31:21) Meg discusses her experience as an entrepreneur and emphasizes the importance of perseverance and adaptability in overcoming challenges. (35:40) Key Quotes: “One of the things I've learned along the way is that we spend a lot of time and energy trying to be what we're not. And when we really sit with and honor who we are, that's when the magic happens.” - Meg McKeen “I believe one of the greatest missed opportunities in our business is the relationship that we have with ourselves, and really the deep understanding of who we are and what we stand for. And how we want to show up in this business is something that we are not taught as professionals.” - Meg McKeen “There are women who are craving more, more challenge, more opportunity, more money, but aren't being presented with the opportunities to get there and I think that's where we really get hung up. There are definitely plenty of people that are happy with the role that they have and don't aspire for other things. But I think we need to focus on the ones who are on the move." - Meg McKeen

RHS 172 - Everything You Need to Know About IndieTech and Other Crazy...

Jason Cass is the Managing Partner of The Insurance Alliance, Founder of Agency Intelligence, and Managing Partner of Virtual Intelligence.  In this episode of The Ryan Hanley Show, Jason explains his newest project, IndieTech 2023 IndieTech 2023 is the first of its kind, Independent Agent Insurtech Conference. You do NOT want to miss this conversation... Episode Highlights: Ryan believes that valuing both the traditional and innovative aspects of the insurance industry is essential, but it's hard to find individuals who can excel in both.  (5:27) Jason mentions being caught between the analog generation and the digital generation. (8:20) Ryan discusses the importance of self-awareness in leadership and personal growth, and how understanding oneself, learning from mistakes, and not being too hard on oneself can positively impact professional development. (18:42) Jason shares that he is realizing the importance of time as he is getting older and has decided to cut unnecessary things and focus on delegation, learning from mentors like Billy Williams and Miles Merwin and asking the right questions as a leader to manage his agency and mentor his team effectively. (20:31) Jason explains that investing in top talent is worth it, even if it means writing a six-figure check. (26:36) Jason discusses how he got the idea to create a tech showcase, IndieTech 2023, that will give independent insurance agents a unique experience. (36:29) Jason mentions that IndieTech 2023 includes educational paths in the morning and afternoon, and will also feature vendor booths with two large demo stages where attendees can learn about and demo products. (39:47) Jason explains that IndieTech 2023, is designed for young agents to learn about new technology in the independent insurance industry and features keynote speakers, CEOs from various insurance companies, and a technology incubator program to fund tech innovations for the industry. (42:43) Jason shares how he manages his bipolar disorder with medication and therapy and believes that mental illness can be seen as a strength in today's society. (57:33) Jason discusses how and where to find out more about the IndieTech 2023 conference and how to register. (1:07:20) Key Quotes: “I tried to figure out how I could create the customer journey so that as somebody walks through the exhibit, they walk through the customer journey, and they experience a technology that they would use at that point in time.” - Jason Cass “I think that that part of being open to understanding who you are and what you do is not giving yourself too hard a hard time when you make those mistakes, but just trying to learn from them.” - Ryan Hanley “I tell every vendor to IndieTech that I'm on, I'm doing this for you. And I tell it to every one of them. I don't have a dog in the fight. I don't have a tech company...we need a place where you can go.” - Jason Cass Resources Mentioned: Jason Cass LinkedIn IndieTech 2023 Agency Intelligence Virtual Intelligence The Insurance Alliance Reach out to Ryan Hanley Rogue Risk Finding Peak

Power Women In Insurance: Nurturing New Producers and Navigating New Territory With New Producer Kaleigh Kitchens

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Kaleigh Kitchens, Sales Executive at Sterling Insurance Group. Kaleigh and Teresa have a series chronicling her first year in the insurance industry. She was licensed in Feb 2022 and she is at the halfway point of her State Auto Commercial Training Program. They discuss her struggles, the challenges of working with family, and the experience of being a remote producer in a virtual agency. Episode Highlights: Kaleigh shares the highlights of her first year in the insurance industry. (2:55) Kaleigh mentions that each generation handles relationships, especially business relationships, differently, and adapting that in her role has been interesting. (5:06) Kaleigh shares her strategy for handling everything she had to accomplish for her CLCS exam, as well as how she digests all of the information, knowledge, and particularly the insurance terminology. (8:28) Kaleigh believes that the Auto State program has significantly helped her in building confidence and in her ability to communicate with a business owner. (11:54) Kaleigh explains that schedule blocking has helped her become more comfortable with her personal and professional schedules, allowing her to be more productive while working remotely for the agency. (20:14) Kaleigh discusses the most difficult aspect of her first year in the industry and how she dealt with it. (31:27) Kaleigh explains that understanding what keeps the client up at night is important because it lets you get out of your own way and have a good conversation with clients. (35:31) Kaleigh mentions that now that she's halfway through the State Auto program, she's thrilled to go more into marketing, the Chamber of Commerce, a little bit more outsourcing, and connecting with more young professionals in Denver. (40:14) Kaleigh discusses her most recent challenge and how having an icebreaker that isn't related to commercial insurance to first bring up with a business owner that adds value to them has been a game changer. (44:40) Kaleigh believes that the most significant developments in business right now are a wave of casualty, comfort, and a more natural relationship rather than the stereotypical suit and tie. (48:59) Kaleigh discusses the moment she made her first solid sale and how she felt about it. (51:18) Kaleigh discusses the importance of getting yourself ready and prepared for the day. (55:10) Key Quotes: “I'm not going to say I'm perfect. I'm not going to say I'm all-knowing by any means. I know probably 10% of each industry. But I wouldn't even know that 10% if it weren't for those steps that the state Auto Program put me through.” - Kaleigh Kitchens, CLCS “The industry itself is really robust and the fact that commercial lines specifically is working with countless other industries that you need to know the specialties of, and the ins and outs of in order to be a good agent for your client has forced me to be on top of my feet and to be aware of my surroundings and to take information in wherever I can.” - Kaleigh Kitchens, CLCS “Since I was virtual since I am also working with two different CRM systems through State Auto program and through Sterling, I feel like it just took me a while to get my butt into shape, just organize myself and figure out how to do so. And now that I figured that out, on top of the confidence of believing in myself, I feel like the possibilities are going to be limitless.” - Kaleigh Kitchens, CLCS Resources Mentioned: Kaleigh Kitchens, CLCS LinkedIn Contact Teresa Kitchens Sterling Insurance Group

Lindsay Wallace: I Don't Work In The Industry, I Work For The Industry And I Love It

In this episode of Agents Influence podcast, host Jason Cass interviews, Lindsay Wallace, Marketing Coordinator at Independent Insurance Agents of North Carolina. Episode Highlights: Lindsay explains how she got into the insurance industry. (2:55) Lindsay mentions that it was eye-opening to see that companies are developing technologies specifically for independent insurance agents. (9:13) Lindsay believes that the most important aspect that IndieTech will take over is the relationship aspect since that is what differentiates independent agents from national companies. (11:36) Lindsay mentions that it will be really interesting to watch how the ChatGPT technology develops. (16:04) Lindsay explains that she finds marketing fascinating since it covers so many different aspects and there is a lot to learn about it. (18:06) Lindsay discusses her favorite three social sites and how she utilizes them. (20:04) Jason and Lindsay discuss the benefits of using AI over Google. (24:35) Lindsay mentions that she and her mom co-host The Insurance Refocused Podcast, where they interview people in the insurance industry and discuss what they're doing to stay up with the changing times. (27:05) Key Quotes: “I'm really enjoying working for the industry and not in the industry. And that's a distinction that I made pretty early on. Like, I'm not an agent, right? I'm not licensed and so I work for the industry, I bring value to people who are working in the industry. And I think I really enjoy that. And I think that that's something I want to keep pursuing.” - Lindsay Wallace “The important part that IndieTech is going to take over is going to be the relationship part. It's going to support the independent insurance relationship, because that's really what makes independent agents special from those national companies.” - Lindsay Wallace “I find marketing absolutely fascinating because it's such a mix of so many different things. And there's so much to learn about it.” - Lindsay Wallace Resources Mentioned: Lindsay Wallace LinkedIn Independent Insurance Agents of North Carolina Reach out to Jason Cass  Agency Intelligence

Millionaire Insurance Producer: Throwback: Win More Clients by Being Transparent and Educational

Many insurance agents do a poor job of clearly explaining to their prospects and clients about what the insurance program covers or excludes.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can transition prospects into loyal, paying clients by being ultra-transparent and educational. Episode Highlights: Charles mentions that many insurance agencies do not have a formalized proposal. (2:05) Charles explains why you will lose clients and prospects if you confuse them. (4:47) Charles discusses a different way of meeting with prospects in order to win their business. (7:30) According to Charles, if you can explain how you'll be able to produce a better positive outcome, clients and prospects will be much more inclined to desire to do business with you. (12:58) Charles explains that you can win more clients by being more transparent and advocating for education. (15:36) Charles gives an example of how you could do a much better job of making your prospect or insured feel more comfortable with you. (17:16) Charles explains that prospects want to know that they purchased insurance from the right broker and that they have coverage with the finest provider at the lowest possible cost. (22:25) Charles makes a special offer to those who want to join the Permission Group Mastermind. (25:47) Charles discusses what's going on with Permission Group Mastermind. (26:37) Key Quotes: “The lack of education, the lack of understanding that the insurance buyer has about the entire insurance process is not your friend, it's your enemy.” - Charles Specht “This whole idea of how you can win more clients is by being more transparent, by being much more of an advocate for education, helping them actually see what they have what they don't have, rather than doing what lots of agents tend to do is they win a new client, and then they ghost that client.” - Charles Specht “I do believe that when you go into the mastermind, you're going to be in a much stronger position to actually win” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Group Mastermind Permission Network Insurance Agency, Inc.

Agency Freedom: E92: J.C. Wogomon On Giving Back And Community Engagement

In this episode, James talks with J.C. Wogomon, Owner and Founder of Catalyst Insurance Group. To learn more about Catalyst Insurance Group, visit https://www.catalystinsgrp.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: James shares how he and J.C. Wogomon met in Phoenix in April 2021. (2:03) J.C. explains that when he originally considered creating Catalyst Insurance Group, he had approximately a six-month runway, so the first thing he did was jump on as many podcasts as he could find. (3:00) J.C. discusses his beginnings and how he got into the insurance industry. (5:00) J.C. believes that the first two years of his insurance job were a learning process, but he is now confident in his ability to deliver. (14:56) J.C. discusses the most important lessons he learned as a captive agent. (21:39) James believes that there is a significant difference between being a professional salesman and being a hustler and higher-value prospects can detect when you are operating at a different level than your colleagues. (27:19) J.C. explains that the word Catalyst is derived from the idea of a condition, event, or person that has resulted in a significant change. (29:40) J.C. mentions that when he launched his agency, he had no perspective and that he would go into things without any preconceived ideas of how things should be other than what he learned on a podcast. (36:55) J.C. explains that their website is more than simply a digital brochure that visitors may peruse, it's truly an asset and tool in their agency that they utilize every day. (47:13) Key Quotes: “When I opened my agency, I had no perspective. And that was a blessing and a curse, right? I would go into things with no preconceived ideas of how it should be. Other than what I listened to on the podcast, that's how I've been able to build my agency the way that I built it, is learning from others.” - J.C. Wogomon “I would think in the way insurance is delivered to the customer has been probably the most dynamic eight-year gap in the history of our industry as far as the evolution of technology.” - J.C. Wogomon “I use our website, it's not just a digital brochure that people can go look at, it's literally an asset and tool in our agency that we use on a daily basis. We have so many internal forms hosted on our website that are internal facing for us to use so that we can input the information so that it'll digitally zap over to the other platforms that we're using.” - J.C. Wogomon

RHS 171 - Tim Hardcastle is Solving for Diversity in Insurance Product Design

In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Tim Hardcastle. Tim Hardcastle is CEO and co-founder of INSTANDA, a digital insurance solution for the innovative insurance professional. This is one of my favorite conversations on this podcast in a long time… The INSTANDA platform enables carriers and MGAs to create, build and implement complex insurance products in weeks or months. Capitalize on opportunities and be first to market while lowering overall TCO. Seamlessly integrate with your ecosystem and technology environment.  Tim and Ryan dive deep into their entrepreneurial journeys as well. This is an episode you don't want to miss… Episode Highlights: Tim discusses what motivated him to launch INSTANDA. (3:35) Tim believes that a risk perspective is important in business and that every successful entrepreneur must have the belief, passion, and drive to do whatever it takes to get the business going. (8:12) Tim mentions that they launched INSTANDA in 2016 and that they are currently in 13 countries, with 80 clients, and a large workforce in the United States. (11:19) Tim discusses what makes a real policy management system different from the old agency management system that many people are still utilizing. (26:04)  Tim explains that INSTANDA provides end-to-end service, including quotes, bind, service payment, and renewal, as well as simple claims. (30:25) Tim believes INSTANDA to be one of the few companies that innovated with agility, adaptability, speed to market, and no code narrative. (31:45) Tim discusses his observations on the insurance industry and the challenges it faces. (36:22) Tim mentions that their vision is to work with every Progressive insurer in the UK and US core markets. (37:52) Ryan discusses the distinction between growth agencies and lifestyle agencies, as well as how they leverage technology. (41:18) Tim believes that they are not the solution for everything and everyone right now, but they feel they can grow and give value to any progressive company. (46:24) Tim mentions that McKinsey Global Institute conducted a survey on insurtech and financial services and discovered that for every $1 of new revenue generated by new products, it is worth double the enterprise value of an existing core product. (49:15) Key Quotes: “Every successful founder has to have their belief, their passion, their drive, to take the steps necessary to do everything it takes to get the business going.” - Tim Hardcastle “To be successful, you have to be fueled by a purpose in why you’re doing it, that belief, and that comes from different places, I have it, you have it…but it's about the essence of human endeavor. And I love being in the industry, because you meet so many people that are motivated and excited by jumping that chasm, whether it's small or large.” - Tim Hardcastle “We love really difficult challenges because as you've seen, the technology is flexible you can genuinely mold it, meld it to your needs.” - Tim Hardcastle Resources Mentioned: Tim Hardcastle LinkedIn INSTANDA Reach out to Ryan Hanley Rogue Risk Finding Peak

Millionaire Insurance Producer: "Plan B" in the Broker of Record Letter Process

Asking for the signed Broker of Record Letter is hard enough, but what do you do if the prospect actually says no? Do you have a 'Plan B' or do you just rollover at that point and agree to blindly offer quotes? I would tell you that you need to stick to your guns, do not quote (yet), and utilize a 'Plan B' so the prospect will make a choice in your favor after they get a chance to test your Bugatti-like services. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches not only what the 'Plan B' ought to be but he'll give you the exact script to use when creating your own personalized 'Plan B.' MOREOVER..... stay tuned at the end to hear about the "Broker of Record Letter BOOTCAMP" Charles is putting on 3/24/23. You won't want to miss this one! For more details on it this live BOR training, check out: brokerofrecordletter.com Episode Highlights: Charles explains that Plan A is to have a strategy prepared for getting the Broker of Record letter signed on the first meeting with the prospect. (04:29) Charles discusses the percentages of insurance buyers who will sign your Broker of Record letter. (06:20) Charles shares the script that every agent should learn before asking the prospect to sign the Broker of Record letter. (09:47) Charles explains how to transition from Plan A to Plan B if the insured shows discomfort with Plan A. (11:27) Charles discusses why having free services on Plan B is important. (17:26) According to Charles, under Plan B, agents provide the insured with a strategy for what they will be doing in the future so that the insured may see the value they are receiving for the service being offered. (18:55) Charles explains that having a strategy that is still geared toward the Broker of Record letter will give positive results. (24:13) Charles announces the Broker of Record Letter BOOTCAMP, which will take place on March 24, 2023. (24:35) Key Quotes: “A professional has a plan. A professional has a strategy. A professional knows what they're going to be doing next. Even though you might not always know what to expect, you should always have a next step. Plan A, Plan B, Plan C.” - Charles Specht “In Plan B, you're giving the insured a plan on what you're going to be doing going forward so that they can see the value they're getting out of it.” - Charles Specht “Plan A is first and foremost, that's what we're working on first. Plan B, which is what this podcast episode is about, is sticking to your guns and not just giving in. But having a plan of attack that is still pushing towards the Broker of Record letter. Frankly, when you do that, you're going to have really, really good results.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Broker of Record Letter BOOTCAMP Permission Network Insurance Agency, Inc.

Power Women In Insurance: Embracing The Future To Build Healthy Agencies with Jason Cass

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Jason Cass, Founder of Agency Intelligence. Jason and Teresa talk about technology and how agencies can embrace it for a smoother operating office. Episode Highlights: Jason shares his journey and how, over the last five to ten years, he has truly settled into who he is in the insurance world. (2:11) Jason believes that his 2015 book "Customer Service Is Just For Play" is still relevant today, except that the tools mentioned in the book now use technology. (5:11) Jason discusses how he came up with the concept for IndieTech 2023, where agents can come to find the technology that is right for their business. (8:30) Jason explains that with AI technology inside their browser, people don't need API’s, integrations, or to go from one program. (13:06) Teresa discusses why agents must be forward-thinking, particularly when it comes to technology that bridges the gap between speed and information availability. (14:58) Jason explains that embracing AI technology is not a bad thing because it will improve what people do and make things easier. (16:49) Jason discusses the different activities planned particularly for IndieTech carriers and vendors at IndieTech 2023. (19:46) Jason explains how he creates a conference environment that isn't too overwhelming for agents. (21:38) Jason discusses Mitch Gibson and Krista Kautz's IndieSales for Young Agents agenda for the first day of IndieTech 2023. (25:13) Teresa mentions that one of her main goals is to be able to build a great agency where her staff and clients are happy and fulfill their goals. (32:18) Jason explains how easy technology can be. (34:12) Jason discusses how and where to find out more about the IndieTech 2023 conference and how to register. (36:59) Key Quotes: “When we did Agents Influence, it is important to know, this is still my motto and slogan today: It's to create forward changing momentum in the greatest industry God ever created by giving a voice to those who have no voice.” - Jason Cass “You've got to be an insurance agent, you've got to know what's going on to make and create software. So what we are seeing, we're starting to see a lot of independent agents who are making software for us.” - Jason Cass “AI is going to help you, it's going to know what you're doing and where you're going to be going. And it's going to be built right into your browser. It's going to be your buddy that's going to help you every day. I promise, it's coming and it's not far away.” - Jason Cass Resources Mentioned: Jason Cass LinkedIn IndieTech 2023 Agency Intelligence Virtual Intelligence Contact Teresa Kitchens Sterling Insurance Group

The First Thing To Do Is Clean Your Site

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Dale Langehennig, CIC, the owner of Texas Preferred Insurance. Dale talks about his shift from working in a prison system to the insurance industry and shares advice on how to overcome obstacles in your agency. Episode Highlights: Dale shares his background and his present career. (16:02) How did Dale shift his career from working in the prison system to the insurance industry? (24:03) What does Dale’s agency look like today and how many employees does he have? (29:16) Dale mentions the main goal that he wanted for his agency. (29:25) Dale shares where his second office is located. (29:39) What was the main change that Dale made? (32:37) Dale shares the most significant leading factor in his agency. (38:22) Dale mentions a piece of good advice from Michael Hyatt. (40:23) Dale shares why he wanted to get to a salesforce-based platform. (46:59) Dale mentions Michael Hyatt’s book entitled, Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals. (58:20) Key Quotes: “If we're going to focus on the negative, it just takes the legs out from under us to be able to move forward and have that positive momentum to win. I truly love to win more than I hate to lose because I know we're going to lose sometime. Just keep getting out there and winning.” - Dale Langehennig “If I've got to have a disclaimer on every single thing we do, I'm gonna find a better way. There's got to be something better than this.” - Dale Langehennig “When that obstacle is in front of you, don't go to the right or the left, or stop. Go straight through it and you will find the lesson that obstacle is teaching you. When you lose staff or that one major account or maybe things are happening in your family, you learn from that to do better.” - Dale Langehennig Resources Mentioned: Agency Intelligence Reach out to Jason Cass Dale Langehennig LinkedIn Texas Preferred Insurance Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals

Agency Freedom: E91: Aaron Farmer On Freedom, Flood & Pets (Part 2)