The Insurance Playbook

fter 53 years in the insurance industry, Rick Bersnak has seen it all — from $800-a-month paychecks to million-dollar books of business. But his real secret? He built his entire career by specializing in what others ignored — niche markets and “uninsurable” risks.In this episode of The Insurance Playbook Podcast, host Brinton Atkinson sits down with Rick Bersnak to unpack how he turned oddball accounts into consistent revenue, why “peddling policies” is the wrong approach, and what it really means to build trust and longevity in insurance.🎯 You’ll hear:How to pick profitable insurance niches (even without prior experience)Why generalists struggle while niche producers thriveThe art of selling people — not productsHow to stay passionate and successful after 50+ years in the businessWhether you’re a brand-new agent or a seasoned producer, this episode will challenge how you think about sales, service, and the future of insurance.🎧 Listen now and learn why the riches are still in the niches.

Former Florida Senator Jeff Brandes joins The Insurance Playbook to break down how Florida’s property insurance market went from collapse to comeback. From the inside of the legislature to the boardroom of Patriot Select Insurance, Brandes brings a rare perspective on how policy, politics, and premiums intersect.We cover:• What caused Florida’s insurance crisis• How assignment of benefits and litigation reshaped the market• Why 17 new companies entered Florida in 2024–2025• The role government plays in both fixing and breaking insuranceIf you’re an agent, agency owner, or industry insider, this episode gives you the play-by-play on one of the most important insurance turnarounds in the country.🎧 The Insurance Playbook — powered by Spark AI Partners.

Most people file an insurance claim at some point in their lives — but few actually get the full amount they’re owed. In this episode of The Insurance Playbook, I sit down with Brian Evans, CEO of Eastern Public, to talk about how public adjusters help level the playing field for policyholders.Brian shares how he went from construction to fighting for consumers — including the story of a historic opera house flooded just weeks before opening night — and what it taught him about how claims really work.We break down:Why so many claims are underpaidWhen it makes sense to bring in a public adjusterHidden coverages most people miss (code upgrades, mold caps, temporary housing, and more)How to navigate the process without leaving money on the tableWhether you’re an agent, broker, or policyholder, this episode will give you a whole new perspective on the claims game.🎧 Subscribe to The Insurance Playbook for more real stories, smart strategies, and insider tips to help you win in the insurance world.

After tragedy hit early, Ruben Sneor turned protection into a mission—spending 30+ years building a trusted, client-first insurance agency. He shares why listening beats selling, how teams outperform lone wolves, and how to design plans that cover every what-if. We get into guarantees vs market hypotheticals, upgrading clients into better products, hybrid long-term care, buy-sell and key person strategies, infinite banking, and building a culture of advisors over product pushers. Sponsored by Spark AI Partners.

From “never insurance” to leading her own Medicare agency, Aubrey Fitzloff has built an inspiring career rooted in resilience, relationships, and discipline. In this episode of The Insurance Playbook Podcast, Aubrey shares how she went from an admin assistant to a respected insurance agency owner—and how her martial arts training gave her the confidence to succeed in a male-dominated industry.We talk about:Why relationships and referrals beat buying leadsHow to survive the first 2–5 years as an insurance agentThe role of mentorship and networking in building a book of businessAdvice for women in insurance stepping into leadershipThe parallels between martial arts and insurance successWhether you’re a new agent, a woman entering the industry, or a seasoned professional, Aubrey’s story is proof that resilience, empathy, and hard work can build a thriving insurance career.

In this episode of The Insurance Playbook Podcast, we sit down with Dylan Priest, a seasoned salesman who went from hustling door-to-door to building a fast-growing insurance agency.Dylan opens up about:His journey from dish network, alarms, and mortgages to life insuranceHow a near-fatal motorcycle accident reshaped his perspective and fueled his missionWhy sales skills are the backbone of every successful insurance agencyThe creation of OneUp Financial and how it’s helping new agents succeed without massive upfront costsThe importance of ethics, numbers, and building trust in insurance salesIf you’re an aspiring insurance agent, entrepreneur, or salesperson, this episode offers a raw and practical look at what it takes to scale in the insurance industry and beyond.Follow Dylan: dylanpriest.bizFollow The Insurance Playbook Podcast for more insights, strategies, and real stories from the field.

On this episode of The Insurance Playbook Podcast, we sit down with Tareq Purmul, a 20+ year insurance veteran and founder of his own agency for nearly two decades. Tareq shares how he went from biotech sales to building a successful commercial lines agency, and why education, retention, and adaptability have been the keys to his long-term success.We dive into:Why commercial insurance offers endless opportunitiesThe power of referrals and cold calling in today’s marketReal client stories that show the value of the right coverageHow AI and technology are reshaping the insurance industryThe one piece of advice Tareq would give to new agentsIf you’re an agent, broker, or business owner looking to stay ahead in a fast-changing industry, this episode is packed with insights you can use right away.

From frozen shrimp to financial security, Dan Keil’s career journey is anything but typical. After thriving in the seafood and mortgage industries, Dan found his true calling in insurance — helping families safeguard their wealth and agents grow their businesses.In this episode of The Insurance Playbook Podcast, Dan shares:How he transitioned into insurance and found long-term successThe sales and marketing strategies that create lifelong clientsWhy referrals and relationships drive sustainable growthHow modern insurance products like annuities and life policies protect families better than everWhat separates top producers from average agents in today’s industryIf you’re an insurance professional looking to sharpen your playbook — or someone curious about how to build trust, protect assets, and grow wealth — this episode is packed with insights you won’t want to miss.

From smashing helmets in the NFL trenches to shielding families from financial risks, Eddie Grant brings the same grit and protection mindset to the world of insurance and retirement planning.In this episode of The Insurance Playbook Podcast, Eddie reveals:The hidden flaws of 401(k)s most people never hear aboutWhy guarantees matter more than hypotheticals in building lasting wealthHow to use annuities, insurance, and smart planning to outplay the IRSHis “what-if” strategy that prepares clients for life’s biggest curveballsEddie’s story proves that the right playbook—on the field or in finance—can protect your future and create generational wealth.If you’re an agent, advisor, or anyone serious about securing financial freedom, this episode is a must-listen.

150 million Americans don’t have enough life insurance — and Bryan Simms is on a mission to change that. In this episode of The Insurance Playbook (sponsored by Spark AI Partners), Bryan shares how Mammoth Life is rewriting the rules with AI-driven underwriting, smarter tools for agents, and a bold vision to close the wealth gap in underserved communities.

What if living longer is your biggest financial risk? Tune in as seasoned expert Ruben flips the script on life insurance—often seen as a safety net, but what if it’s not enough?In this thought-provoking episode featuring over 30 years of experience, Ruben delivers bold insights into why many insurance agents fall short and how to forge unbreakable, lifelong client relationships. Discover fresh strategies for modern life insurance that go beyond traditional policies—designed to adapt to your evolving needs in an era of longer lifespans.