Agency Nation Radio

Agency Leadership in the Age of AI: Digital Relevance in the age of AI

Wed, 22 Apr 2026 13:00:00 +0000

On this episode of Agency Nation Radio, Kasey Connors, executive director of the Big “I” Agents Council for Technology (ACT), dives into one of the most important themes from the 2026 Tech Trends Report: digital relevance in an artificial intelligence (AI)-driven world. Joined by Richard MackCoy of Experience.com, the conversation explores how search behavior is rapidly evolving—from traditional Google queries to conversational, AI-powered recommendations—and what that means for independent insurance agents trying to stay visible online. “Right now, the conversation totally changes and agents have the ability to be surfaced in those results based on their structured data,” Mackoy says. “It’s not just the same top three people hitting the top of Google anymore. AI is looking at all of those data points” Agency Nation Radio is where insurance professionals turn on the mic to share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped shape their careers. From Main Street USA to the pages of Independent Agent magazine, these are the stories insurance professionals want to hear.

From Capitol Hill to Main Street: The Legislative Issues Impacting Agents Now

Wed, 15 Apr 2026 18:40:00 +0000

Headed to Capitol Hill? Before you meet with lawmakers tune in for a special episode of Agency Nation Radio where Nathan Riedel, senior vice president of federal government affairs; Raaed Hadad, director of federal government affairs; and Corey Miller, director of federal government affairs, break down the key issues shaping this year’s legislative landscape and what they mean for independent insurance agents. From regulatory pressures to market challenges, the conversation highlights how federal advocacy efforts are working to protect agents’ businesses and ensure a competitive marketplace. The discussion also offers a behind-the-scenes look at how the Big “I” engages with lawmakers and prepares agents to bring their voices to Capitol Hill. Listeners will gain insight into the most pressing policy priorities, what’s at stake for the independent agency system, and how agents can get involved at the Big “I” Legislative Conference or advocating from their home states. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failures—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/category/podcasts.

Advocacy in Action with Scott Gray

Tue, 07 Apr 2026 20:10:00 +0000

On this episode of Agency Nation Radio, we meet Scott Gray, owner of South Group Insurance Services in Meridian, Mississippi. Gray entered the independent insurance industry in his mid-30s, when his father offered him a role at the family agency. By then, he had already built a reputation as a dedicated and hardworking salesman, learning the ropes the hard way. Gray was honored with the Barney Burns Award at the 2025 Big “I” Legislative Conference. The award recognized his dedication, passion and leadership in advocating for the independent insurance agency system. “Anytime you’re recognized for your work and your effort, it’s humbling,” he says. “I was speechless … and I’m not a speechless kind of guy.” Throughout the episode, Gray shares his perspectives on selling insurance in 2026, the importance of advocacy, insights into the flood insurance market and his enthusiasm for joining hundreds of fellow Big “I” members at this month’s Legislative Conference in speaking with legislators through a unified voice. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Gray was also featured in the April issue of Independent Agent. Check out his interview or read the full issue online.

A Seat at the Table and What We Do with It

Tue, 24 Mar 2026 18:45:00 +0000

On this episode of Agency Nation Radio, Jill Roth, executive vice president of Ahart Frinzi and Smith hosts a conversation with Louise “BeBe” Canter, former Big “I” president, senior vice president at USI Insurance Services, and a Woodworth Memorial Award Winner, and Angela Ripely, current Big ‘I’ chair and president of VW Brown Insurance. In the long history of the Big “I,” Canter and Ripley are the only two women who have served as the association’s chair. During Women’s History Month, they discuss leadership, what inspired them to run for the position, and what it means to use your voice inside the independent agency system. “About 15 years after I left the executive committee, I looked back and thought that was amazing to finally have a woman do that,” Canter says, recalling her presidency while still selling insurance. Agency Nation Radio is where insurance professionals turn on the mic to share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped shape their careers. From Main Street USA to the pages of Independent Agent magazine, these are the stories insurance professionals want to hear.

Setting a New Standard for Women in Insurance with Marissa Winkelman

Wed, 11 Mar 2026 19:20:00 +0000

On this episode of Agency Nation Radio, we meet Marissa Winkelman, managing partner of Webb + Winkelman in Grove, Oklahoma. Winkelman entered the insurance industry in 2012 as a receptionist at Webb Insurance and quickly realized the role wasn’t the right fit. After transitioning to a back-office position, she focused on learning the business and working her way up. By 2023, Winkelman became a managing partner of the rebranded Webb + Winkelman Insurance Company, aiming to build a culture where women can thrive. Two years later, she earned the Outstanding Female Agency Principal honor in the Liberty Mutual 2025 Agent for the Future Awards. “I’m hoping to change the standard for working moms in our industry,” Winkelman says. “That’s really the goal in an industry that used to be so male-led and male-centered.” Throughout the episode, Winkelman discusses her agency’s maternity program, what they have planned for Women’s History Month and how they give back to their community. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Winkelman was also featured in the March issue of Independent Agent. Check out her interview or read the full issue online.

Hiring Smart: How Independent Agencies Can Compete for Talent

Thu, 26 Feb 2026 16:10:00 +0000

On this episode of Agency Nation Radio, Jennifer Becker, Big “I” executive director of research and education, is joined by Claudia St. John, founder and CEO of The Workplace Advisors. During the episode, they explore how small independent insurance agencies can compete with large corporations for talent; whether artificial intelligence (AI) is helping agencies address staffing shortages or simply adding another layer of complexity; and what agency owners must do to attract the next generation of professionals. “Very few people have everything you’re looking for,” St. John says. “Every agency has to figure out how to develop and grow talent.” “Everybody who has experience started somewhere—someone taught them,” she adds. Agency Nation Radio is where insurance professionals turn on the mic to share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped shape their careers. From Main Street USA to the pages of Independent Agent magazine, these are the stories insurance professionals want to hear.

Agency Leadership in the Age of AI: Kicking Off the ACT 2026 Tech Trends Report

Wed, 18 Feb 2026 16:30:00 +0000

In this special kickoff episode tied to the release of the “2026 Big ‘I’ Agents Council for Technology Tech Trends Report,” Kasey Connors, executive director of the Big “I” Agents Council for Technology (ACT), is joined by Andy Siegel, president of Siegel Insurance, and Michael Mellars, President and COO of Legacy Risk Solutions and members of the ACT National Committee. Together, they unpack what made 2025 a turning point for the insurance industry, from the rapid rise of artificial intelligence (AI) and automation to a broader mindset shift that brought technology into leadership-level business conversations. “Technology moved from the back office into leadership conversations. It’s no longer about what tools exist—it’s about how technology impacts profitability, staffing, risk and long-term sustainability,” Connors notes. The discussion explores how agencies of all sizes are navigating change management, evaluating new tools and balancing AI with the human touch. From direct bill reconciliation and AI-powered call summaries to policy checking and workflow automation, Siegel and Mellars share real-world examples of what’s working and what agencies should focus on in 2026. This episode sets the stage for the ACT Tech Trends Report, which combines agent research with insights from carriers and technology partners. Check out the full report here: https://www.independentagent.com/technology-trends-report/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Captaining an Independent Agency in Alaska With Susan Erickson

Tue, 10 Feb 2026 19:25:00 +0000

On this episode of Agency Nation Radio, we meet Susan Erickson, owner of P-W Insurance in Petersburg, Alaska. Before leading her agency, Susan Erickson spent seven years working as a deckhand on her husband Jeff’s commercial fishing boat, prior to starting a family and purchasing the insurance agency where she worked. Today, she leads her agency and team in serving their rural coastal community, helping clients navigate the unique challenges and opportunities of Alaska’s panhandle. “The geography is an opportunity because your reputation goes a long way,” Erickson says. “And if your office goes the extra mile for people, then the news spreads and you’ve got clients all over the state.” Throughout the episode, Erickson emphasizes the importance of fostering a strong, communal workplace culture and staying actively involved in the community—serving others beyond insurance alone. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Erickson was also featured in the February issue of Independent Agent. Check out her interview or read the full issue online.

Why Hire An Intern: Students Share Their Insurance Industry Experiences

Wed, 28 Jan 2026 17:00:00 +0000

On this episode of Agency Nation Radio, we feature an installment from Invest’s “Why Hire an Intern” series. Host Johanna Holling, volunteer relations program manager at Invest, chats with three insurance industry interns and Invest scholarship winners: Blake Bartos, a finance and risk management student at Florida State University; Ben Graham, a math student at Stanford University; and Rhania Suarez, an accounting student at the University of Central Florida. Together, they share their firsthand experiences interning in the insurance industry and how meaningful internship programs can lead to full-time careers. “If I wasn’t doing something right or struck out 100 times in a row, he [mentor] was there to push me and keep me going and provide that feedback that is honest and needed … that’s the only way I was going to get better,” Bartos says. Invest is an education and scholarship program, helping students discover insurance careers while connecting independent agents with future talent. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Tools For Success With Will Canterbury

Wed, 14 Jan 2026 17:30:00 +0000

On this episode of Agency Nation Radio, we meet Will Canterbury, owner of The South Insurance Agency in Nolensville, Tennessee. At 17, Canterbury launched his own lawn care business serving notable clients. After college, he worked in political offices while pursuing music in Nashville. When those paths didn’t fit, he pivoted to roles in wholesale furniture and copier sales—experiences that ultimately led him to follow long-standing advice from his uncle, an Allstate executive, and build a career in insurance. “My goal is to build a regional brand synonymous with insurance,” Canterbury says. “I want a licensed agent in every state within our logo’s border, aiming for significant market share in the Southeast.” Throughout the episode, Canterbury discusses the tools and software he and his agency use to drive success. He also shares his hiring process and explains how he carefully selects candidates he believes are the right fit for his agency’s culture. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Canterbury was also featured in the January issue of Independent Agent. Check out his interview or read the full issue online.

Independent Agent Magazine Reviews the Biggest Stories of 2025

Thu, 18 Dec 2025 14:45:00 +0000

This end-of-year episode of Agency Nation Radio is brought to you by the editors of Independent Agent magazine. Will Jones, editor-in-chief, hosts the discussion and is joined by Olivia Overman, content editor, and AnneMarie McPherson Spears, news editor. Together, they look back at 2025 and highlight the biggest stories that shaped the insurance industry and the independent agency channel. From market predictions and homeowners coverage challenges to cybersecurity breaches, tax reform and government shutdowns, they revisit the headlines that captured your attention and impacted your business. Plus, the editors share insights on what these trends mean for independent agents moving forward. “We’ve talked a lot throughout the year about increased [artificial intelligence] usage and the benefits it brings,” Spears says. “But we’re also starting to see some concerns from agents and customers as more of the risks of AI begin to play out.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Agency, Career and Coastal Growth With Kelley Carter

Wed, 03 Dec 2025 20:45:00 +0000

On this episode of Agency Nation Radio, we chat with Kelley Carter, president of Choice Insurance Agency, Member of Choice Financial Group in Virginia Beach, Virginia. Carter kicked off her career by working for several years in agency marketing roles, helping her understand how marketing strategy is essential to accelerating agency growth. In October, she was appointed division president of Choice Insurance Agency, where she is focused on sustaining and expanding its position as one of the fastest-growing brokerages in the country. “We’re growing so fast and we have so many new growth opportunities within Choice”, Carter says. “We’re building an amazing company and group of people all working towards a common goal.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Carter was also featured in the December issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/12/01/declaration-of-independents-kelley-carter/

Legal System Abuse: Rising Costs for Insurance

Wed, 19 Nov 2025 15:30:00 +0000

On this episode of Agency Nation Radio, host Nathan Riedel, Big “I” senior vice president of federal government affairs, is joined by Jeff Beck, senior vice president of government and regulatory affairs at Selective Insurance, and John Barbour, CEO of the Independent Insurance Agents of Georgia. Together, they dive into legal system abuse and its impact on insurers and policyholders. They also unpack the key reforms passed in Georgia earlier this year, how they came about and the insights they offer for other states and the federal government moving forward. “Commercial lines, personal lines, every line is being impacted by the legal system abuse,” Beck says. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Finding a Balance Between Work, Family and the Big 'I' With Dallas Ross

Wed, 05 Nov 2025 19:00:00 +0000

On this episode of Agency Nation Radio, we chat with Dallas Ross, agent at Timmco Insurance. Like many others, Ross was born into the insurance industry and always knew the industry was where she belonged. Right out of college, she landed a job in insurance sales, but after two years, she discovered her true passion wasn’t selling—it was serving clients, supporting them, and fostering long-term relationships. That realization led her to transition into an account manager role, where she continued to grow her expertise before joining Timmco Insurance in 2021. Meanwhile, Ross’ involvement with Big I Oregon began when her father took her to Big “I” events. Years later, she was elected to the Big I Oregon board of directors in March 2018 and was elected president in January 2025. She also chaired the organization’s Next Gen group from 2018 to 2019. Despite her busy schedule, she still manages to maintain a healthy work-life balance that suits her and her family. “I schedule things that I look forward to, which can help me get through those busy periods—whether it’s a dinner with friends or maybe a vacation,” Ross says. “Making time for things I look forward to helps me avoid burnout.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Ross was also featured in the November issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/11/01/declaration-of-independents-dallas-ross/

Exploring AI: Optimizing AI Usage

Wed, 22 Oct 2025 09:00:00 +0000

This episode of Agency Nation Radio is the fourth and final episode in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup. Host Colby Royal Tunick, founder and CEO of Refocus AI in San Diego, California, is joined by Patrick McBride, owner of The McBride Agency in Dixon, Illinois. Together, they dive into how AI is transforming everyday agency operations and how to optimize it effectively. They explore the streamlining workflows and enhancing client experience to find the right balance between automation and the human touch. Learn more about ACT. https://www.independentagent.com/agency-management/technology/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

GEICO Talks Independent Agents and Highlights from Applied Net 2025

Wed, 15 Oct 2025 18:10:00 +0000

Recorded live from Applied Net 2025 in Las Vegas, this special edition of Agency Nation Radio features insights from the industry’s biggest event. On this episode, Will Jones, editor-in-chief of Independent Agent magazine, talks with Carrie Poindexter, senior director of agency operations and Jonathan Somich, director of communications at GEICO, about attending Applied Net for the very first time. Also, Peter van Aartrijk, executive vice president at Aartrijk, talks with Richard Hartley, co-founder and CEO of Cytora, about Applied Systems’ acquisition of the company and how AI can help the industry reclaim time to reinvest in both work and life. Then, Kasey Connors, executive director of the Big “I” Agents Council for Technology (ACT), sits down with Brenna Johnson, vice president of product management at EZLynx, to discuss innovations that make life easier for users. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.  

Embracing Change With Marianne Policastro-Wik

Wed, 08 Oct 2025 15:00:00 +0000

On this episode of Agency Nation Radio, we chat with Marianne Policastro-Wik, owner of Insurance Associates of Central CT in Wethersfield, Connecticut. Raised in Hartford, Connecticut—once known as the insurance capital of the world—Policastro-Wik found the industry to be a natural fit. But it was her passion for helping others that truly defined her path. With a foundation in social work and a trajectory into senior leadership, she has built a career grounded in relationships and strategic insight. Today, she leads her agency—recognized as a 2025 Best Practices Agency—through a thoughtful modernization effort, embracing technology while preserving the personal connections that define their success. “Technology should strengthen our relationships, not replace them,” she says. “That’s the balance.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Policastro-Wik was also featured in the October issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/10/01/declaration-of-independents-marianne-policastro-wik/

Exploring AI: Implementing Tools

Wed, 01 Oct 2025 16:45:00 +0000

This episode of Agency Nation Radio is the third in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup.  Host Kasey Connors, executive director of ACT, is joined by Jake Holehouse, owner of HH Insurance in St. Petersburg, Florida, and Dale Steinke, director, Agent for the Future Advisors at Liberty Mutual. The discussion dives into the realities of implementing AI tools in an agency—how to start small, gain team buy-in and integrate AI into existing workflows. Holehouse shares first-hand lessons from introducing AI across his agency, while Dale offers research-backed insights on adoption, policies and measuring impact. Together, they highlight how agencies can overcome fear, avoid missteps and use AI to free up staff for higher-value client work. Learn more about ACT. https://www.independentagent.com/agency-management/technology/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

From One Generation to the Next: Navigating Agency Succession Planning

Wed, 24 Sep 2025 09:00:00 +0000

On this episode of Agency Nation Radio, Peter van Aartrijk, executive vice president at Aartrijk is joined by Lee Gaudette, president of Gaudette Insurance, and his son, Peter Gaudette, commercial insurance advisor at Gaudette Insurance, and Keith Mangini, Vice President and Commercial Team Leader at InsurBanc. They explore father-son work dynamics, succession planning in family agencies, and the aspirations that drive the next generation forward. The conversation also offers practical tips for family-owned agencies preparing to change ownership. “Succession isn’t just about passing down a business,” Mangini says. “It’s setting up that next generation for success. As a lender, I can help build that financial bridge, but the real success comes from the family being aligned on the vision and how they're going to move forward in the future.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Exploring AI: Working With Vendors

Wed, 17 Sep 2025 17:00:00 +0000

This episode of Agency Nation Radio is the second in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup. Host Kevin Wheeler, Eastern advisory manager at Angela Adams Consulting, is joined by Michelle O’Connor, president of O’Connor Insurance Associates in Charlotte, North Carolina, and Kimberly Fox, commercial lines account executive at O’Connor Insurance Associates. Together, they unpack what agents should know when working with AI vendors. They share real-world lessons from implementing an AI phone assistant, covering must-haves like transparency and customer support, red flags and how to measure return on investment (ROI). The conversation also explores the importance of involving your team, asking the right questions and ensuring new tech fits your agency’s workflows. Listeners will walk away with practical tips to evaluate vendors and avoid costly missteps as they explore AI. Learn more about ACT. https://www.independentagent.com/agency-management/technology/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Finding the Win With Jill Roth

Wed, 10 Sep 2025 15:45:00 +0000

On this episode of Agency Nation Radio, we chat with Jill Roth, executive vice president at Ahart, Frinzi & Smith in Alexandria, Virginia. Roth started her career on Capitol Hill, working in legislative affairs for a New Jersey congressional representative, where one of the issues she focused on was the insurance industry. Her congressional experience carried over when she joined the family agency—Ahart, Frinzi & Smith—and repurposed her passion for politics into serving Big “I” members on the state and national level. “I still have a passion in [legislative] affairs,” Roth says. “And so I now take that knowledge that I had in that industry, whether it be working on the congressional side or in the lobbying world, and I'll use that in my insurance world.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Roth was also featured in the September issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/09/01/declaration-of-independents-jill-roth/

Exploring AI: What IAs Need To Know

Wed, 03 Sep 2025 14:00:00 +0000

This episode of Agency Nation Radio is the first in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup. Co-hosts Kasey Connors, executive director of ACT, and JP Pritchard, director of marketing at Rhodian Group, dive into how independent agents can confidently take their first steps with AI. They are joined by CJ Hutsenpiller, owner of the tech-forward agency Hutsenpiller Insurance in Mt. Juliet, Tennessee, who shares his journey and lessons learned on avoiding “shiny object syndrome.” The conversation covers how to choose the right tools, build team trust and keep client experience at the center of AI implementation. Agents will walk away with practical advice, a dose of realism and encouragement to approach AI with curiosity. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Workplace Communication: From Leadership to Email Etiquette

Wed, 20 Aug 2025 17:10:00 +0000

On this episode of Agency Nation Radio, Will Jones, Editor-in-Chief of Independent Agent Magazine at the Big “I” hosts a conversation with workplace communication expert, Jenna Rogers, Founder & CEO of Career Civility, a professional development firm that helps organizations build stronger cultures through better communication. Throughout the episode, Jones picks Rogers’ brain about what it takes to be a great leader, bridging generational gaps and even mastering the art of a clear, effective email. "Listening is a really big skill set that you need to have as a leader," she says. "I always encourage people to listen not to respond, but listen to be challenged." Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. 

Renters, Pet Insurance and a Pawsitive Impact With John Bradford

Wed, 06 Aug 2025 09:00:00 +0000

On this episode of Agency Nation Radio, we meet John Bradford, founder & CEO of PetScreening in Charlotte, North Carolina. Bradford is on a mission to make life better for pets. After starting out in the property management world—first managing his own rental units, then expanding to investor portfolios—he saw firsthand how pet ownership impacted housing. That insight led him to launch PetScreening, a software-as-a-service (SaaS) platform that helps streamline offering pet and renters insurance. At the heart of it is the proprietary FIDO Score™, a data-driven tool to assess pets more fairly than outdated breed restrictions. Today, the platform is used by about 1 in 7 rental units in the U.S. “Our goal is to help change hearts and open eyes when it comes to breed restrictions,” Bradford says. “We can’t force anyone to accept every dog, but we can give them the data to make better decisions.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/category/podcasts. Bradford was also featured in the August issue of Independent Agent. Check out his interview here or read the full issue online.

Breaking Into Commercial Lines and Smart Tips for New Insurance Agents

Wed, 23 Jul 2025 15:40:00 +0000

On this episode of Agency Nation Radio, Cash McMillen, partner and executive vice president of operations at The Cashion Company Insurance in Little Rock, Arkansas, and chairman of the Big “I” national Young Agents Committee, hosts a discussion with two young agents about getting started as a commercial lines independent insurance agent. Deuel Romero, commercial lines agent at Tedford Insurance in Tulsa, Oklahoma, and Kate Adams, commercial lines marketing manager at Flood & Peterson in Denver, Colorado, explore why and how to choose a commercial lines niche, how to get up to speed in a new industry segment, and tips for building a strong network. Romero discusses his work with Hispanic business owners and Adams shares insights from her business marketing role and how her commercial lines background helps her connect with clients. "I think people are too afraid of making mistakes," Adams says. "The lessons that we have learned the best, and that have stuck with us, have been from the mistakes that we've made along the way." Romero and Adams were also featured alongside eight other young agents in Independent Agent magazine's June issue. https://www.iamagazine.com/2025/06/01/license-to-lead-meet-10-young-agents-35-and-under/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/category/podcasts.

Flood Coverage, Community and Doing Insurance Right With Courtney Jacobs

Wed, 09 Jul 2025 13:07:00 +0000

On this episode of Agency Nation Radio, we meet Courtney Jacobs, owner of Insurance Done Right (IDR) in Biloxi, Mississippi. Since launching her agency seven years ago, Jacobs has navigated the complexities of growing a business along the Gulf Coast—where the unique challenges of flood insurance and storm exposure are a constant concern—while also serving in the Air National Guard and giving back to her community through various organizations. "We have seen a large impact since the flood rates changed a few years ago, which is counting a lot of people out from some of these bigger homes or projects," Jacobs explains. "Because of our extra exposure down here in the lower six counties in Mississippi, we’re definitely feeling the rate increases. The beauty is that I do have the options as an independent broker, which I do appreciate. But it’s tough because some people just can’t afford it." "We do a lot of fundraising for the homeless or for women’s shelters," Jacobs says when asked about her philanthropy endeavors. "Through those different platforms and organizations, I’m donating, I’m giving back, I’m raising money. Just anything that impacts my community for the better." Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Jacobs was also featured in the July issue of Independent Agent. Check out her interview here or read the full issue online.

Driven to Lead: Young Agents on the Rise

Thu, 26 Jun 2025 09:00:00 +0000

On this episode of Agency Nation Radio, Ashley Engl, chair of Big I New York’s NextGen young agent committee, hosts a conversation with two Generation Z agents: Jackson Doyle, commercial risk adviser at J. Krug in Itasca, Illinois; and Brooke Stout, receptionist and assistant account manager at Chalk & Gibbs Insurance & Real Estate in Morehead City, North Carolina. Together, they discuss how they got their start in the industry, what excites them about its evolution and the valuable lessons they've learned from the mentors who have guided their growth along the way. “I’ve learned the most from doing the job,” Doyle says. “Being thrown into the fire—whether it's all the cold calls, dealing with rejection, meeting with prospects, or going through your routine of delivering a proposal—a lot of the growth over the years has just come from strictly doing the job and learning what works.” This month, Doyle and Stout were featured in Independent Agent magazine's June cover story alongside eight other next-generation agents. https://www.iamagazine.com/2025/06/01/license-to-lead-meet-10-young-agents-35-and-under/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Turning Purpose Into Progress With Brock Elliott

Thu, 12 Jun 2025 13:11:00 +0000

On this episode of Agency Nation Radio, we meet Brock Elliott, Producer and partner at Elliott Insurance Group in Louisburg, Kansas. Elliott got his start in the industry when he turned 21 and bounced around a couple roles before finally finding his stride as an account executive. Throughout his career, Elliott has played a pivotal role in the Big 'I' community at both the state and national levels—leading as chair of the Young Agents of Kansas (YAK) and the national Young Agents Committee (YAC) where he learned about the annual YAC Give Week and InsurPac and how we can give back to the insurance industry and the greater community. “I challenged another young agent across the state to see who could raise more bandages and more money. The loser had to get a bandage-themed tattoo,” Elliott said recalling a time he lost a bet during a fundraising challenge in support of Noah’s Bandage Project, a charity dedicated to raising money for pediatric cancer and providing fun bandages to children undergoing treatment. “We collected over 1 million bandages and about $10,000 in under 30 days. We got to take the bandages to the kids and they got to see the tattoo. They loved it.” Today, Elliott is championing political advocacy in his current role as chair of the state government affairs committee and most recently was presented with the Young Agent of the Year Award at the 2025 Big “I” Legislative Conference in Washington, D.C. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Elliott was also featured in the June issue of Independent Agent. Check out his interview here or read the full issue online. https://www.iamagazine.com/magazine/issues/2025/june/declaration-of-independents-brock-elliott

What Agents Need to Know About Rising E&O Claims

Thu, 29 May 2025 09:00:00 +0000

On this episode of Agency Nation Radio, Will Jones, Big “I” director of communications and editor-in-chief of Independent Agent magazine, is joined by Nancy Germond, Big “I” executive director of risk management and education, and Amanda Juratovic, Big “I” vice president of E&O operations, to discuss one of the independent agency channel’s most-pressing issues: rising errors & omissions claims. With the hard market, remote work dynamics, and evolving client expectations converging, the risk landscape is shifting fast. But what does this mean for your agency—and how can you protect yourself? “What we’re really seeing is that the basics are being overlooked, and that’s what’s leading to E&O claims,” Juratovic said. “It all comes back to the fundamentals. If agents consistently follow the core standards they’ve been trained on, we’d see a significant drop in claims—even in a hard market.” Don’t miss this essential conversation on how to navigate E&O risk in today’s complex environment. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Switching from Hospitality to Insurance with Jorge Wetenkamp

Wed, 14 May 2025 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Jorge Wetenkamp, agency owner of Desert Crest Insurance in Saint George, Utah. Wetenkamp’s career in insurance was unexpected. After working at In-N-Out Burger and at the DMV, he took a job with AAA Insurance when they started offering DMV services. This opened his eyes to the opportunities for career growth and serving the Hispanic community. In 2021, he started an independent agency and the business has grown “far beyond what I set my goals as three or four years ago,” Wetenkamp says. After hiring his first employee in January 2024, he’s currently onboarding two new agents that will allow him to grow, as well as focus on servicing his existing book. “Now, it’s about buying back my time, so all new leads will go to my new agents,” he says. “At the beginning, you grind nonstop—you work late, do whatever it takes. But once your business is established, you start thinking about balance.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. This podcast is sponsored by the Insurance Marketing & Communications Association (IMCA). IMCA Ignite 2025 is taking place in Scottsdale, Arizona, June 23-25. Don't miss the only conference where the insurance marketing and communications community comes together to share content-rich, forward-thinking and relevant topics while also networking for lasting connections. Register here: https://rise.imcanet.com/Portal/Portal/Events/Annual_Conference/2025_Annual_Conference/IMCA_Ignite_2025.aspx

Scaling Smart: Acquisition Best Practices for Independent Insurance Agencies

Wed, 30 Apr 2025 09:00:00 +0000

On this episode of Agency Nation Radio, Peter Van Aartrijk, executive vice president with insurance branding firm Aartrijk, hosts a discussion with Ryan Towle, vice president of Davis & Towle Insurance Group in Concord, New Hampshire, and Keith J. Mangini, vice president and commercial team leader at InsurBanc in Farmington, Connecticut, on best practices when making an agency acquisition—whether it’s your first purchase or just your most recent acquisition. They discuss the first steps you should take when considering an agency acquisition opportunity and what to do as a buyer to prepare for financing from a lender. Further in the episode, they end with their final thoughts on what to keep in mind after closing on an acquisition. "We talk about multiples all the time. But if it's a multiple of revenue, or if it's a multiple of EBITDA, if it's 3 times revenue or 4 times revenue, what are you willing to pay for? And why might you be willing to pay up a little bit?" Mangini said, referring to intangible value of an acquisition, such as talent, carrier synergies and more. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Powering Growth and Pushing for Change with Michelle O'Connor

Wed, 09 Apr 2025 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Michelle O'Connor, president of O'Connor Insurance Associates in Charlotte, North Carolina. When O'Connor and her husband started their insurance agency 25 years ago, they knew from the very beginning that joining the Independent Insurance Agents of North Carolina (IIANC) was a must. Michelle knew of other successful agents that belonged to the Big “I" and also knew of the association's industry advocacy efforts. While O'Connor's initial involvement with the association was with the state's young agent committee (YAC), she became more involved when she was asked by Kelley Erstine, IIANC's CEO at the time, to become part of a special committee charged with analyzing member benefits. Since then, she has served in numerous committees and is currently the national director for IIANC. “I've always been a super strong advocate of political action committees (PACs) on both the national and state association level,” she says. “Our insurance system in North Carolina is very unique and that's what started my interest. I realized that if you want change to happen, it has to come from the legislative level.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. O'Connor was also featured in the April issue of Independent Agent. Check out her interview here or read the full issue online. https://www.iamagazine.com/magazine/issues/2025/april/declaration-of-independents-michelle-oconnor This podcast is sponsored by the Insurance Marketing & Communications Association (IMCA). IMCA Ignite 2025 is taking place in Scottsdale, Arizona, June 23-25. Don’t miss the only conference where the insurance marketing and communications community comes together to share content-rich, forward-thinking and relevant topics while also networking for lasting connections.

In Good Company: Women Creating Opportunities for Independent Insurance Agents

Wed, 26 Mar 2025 09:00:00 +0000

On this episode of Agency Nation Radio, Susan Bonner, Big “I” vice president of marketing and communications, chats with Denise Johnson, president and CEO of Big I Oklahoma, and Jill Epstein, CEO of Independent Insurance Agents & Brokers of California (IIABCal), about their achievements as women in the independent insurance agency channel and how they’re shaping the industry by offering more women-led events and highlighting opportunities for women in insurance. Big “I” Oklahoma recently hosted the EmpowerHER conference, while IIABCal hosted the Independent Women Summit. Both events sought to foster not only professional development but also genuine friendship and connection among women in the independent agency system and the wider insurance industry. “It was just a really comfortable environment,” Epstein said about the Independent Women Summit, which IIABCal hosted in February. “Everyone was super present, super engaged, chatting, happy and making connections. That was my goal, to bring that to women.” During the episode, Epstein and Johnson also shared strategies for how women can develop leadership skills and learnings from their own experiences, as well as highlighted other Big “I” state associations that are working on similar women-led initiatives. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.  ------------------ Susan Bonner https://www.linkedin.com/in/susiebonnerpugh/ Denise Johnson https://www.linkedin.com/in/denise-johnson-2a680312/ Jill Epstein https://www.linkedin.com/in/jill-poznick-epstein-b330745/

Building a Business and a Legacy with Kelly Gonyo

Wed, 12 Mar 2025 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Kelly Gonyo, owner and agent of Blue Line Insurance in Lake Placid, New York. Gonyo worked every role in an independent agency—from working the front desk to producing—before starting her own agency at 32 years old with “minimal money in a tiny little office," she says. Today, Blue Line Insurance has four branches and 15 employees, 14 of whom are women. “I'm proud to be a woman in business. I'm aware that I am one of few women in my state that have started a scratch independent agency," she says. “I've learned a lot from other women in the industry, and I've also learned a lot from men in the industry as well." Gonyo serves on the Big I New York board of directors and will become the chair in May. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Gonyo was also featured in the March issue of Independent Agent. Check out her interview here or read the full issue online. ---------- Kelly Gonyo https://www.linkedin.com/in/kelly-gonyo-9494a221/

Recruiting and Attracting Young Professionals to the Insurance Industry

Wed, 26 Feb 2025 10:00:00 +0000

On this episode of Agency Nation Radio, Johanna Holling, volunteer relations program manager at National Invest Program, hosts a conversation about attracting young talent to the insurance industry with Ashley Engl, business development manager at Jencap, and Hal Soden, Jr., principal and risk management advisor at Oliver L.E. Soden Agency Corp. Together, they discuss what Invest is, how they got involved with the program and how it can help attract more talent to the insurance industry. "I think a lot of it is the image that we put out there, and the content that either resides on your company's website or your social media", Engl says. “That's where they're looking for roles. They're trying to get a picture of what this job looks like.” Also, it’s about “educating the general public on careers and insurance,” Engl continues. “If someone is looking to hire people, you want to showcase that they can make a career at your agency or your company, so find ways to communicate that." Over the past year, Invest has collaborated with DECA—a 75-year-old organization dedicated to preparing young leaders for business and entrepreneurial careers. Invest has introduced insurance education to DECA through classroom connections, corporate challenges and insurance volunteers. There are also numerous opportunities to volunteer at Deca events, such as being a judge at a competition, representing Invest at a booth and participating in insurance career panels. To learn more about volunteering, please visit investprogram.org/volunteer. If you are unable to volunteer, but would still like to contribute to the program, you can use the donation button as Invest is a 501C. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Stepping Up and Standing Out With Megan Carroll

Wed, 12 Feb 2025 10:00:00 +0000

On this episode of Agency Nation Radio, we meet Megan Carroll, president of Stein Insurance in Lindstrom, Minnesota. “I worked as a property & casualty reinsurance broker at Willis Re," explains Megan Carroll. “That was my first 'big kid' job." However, the absence of a succession plan at her family's fourth-generation independent insurance agency and a desire to keep it family-owned drew Carroll into the family business in 2017. “I took a substantial pay cut and started from the ground up at Stein Insurance," she says. “It felt like a huge risk at the time but, looking back now, it was definitely the right move." Since then, Carroll has become a part owner and president of the business, a process in which she has stepped up professionally and grown into a leadership position while learning the ropes of agency management and p&c insurance. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. -------------------- Megan Carroll https://www.linkedin.com/in/megan-carroll-msc-cpcu-are-24329a32/

From Polls to Policy: Understanding the Post-Election Legislative Agenda

Wed, 29 Jan 2025 10:00:00 +0000

On this episode of Agency Nation Radio, Molly Abboud, Big “I" director of political affairs, hosts a discussion with Charles Symington, Big “I” president & CEO, and Nathan Riedel, Big “I” senior vice president of federal government affairs to discuss the 2024 election results and how they will impact the Big “I” legislative agenda. They examine the key factors behind President Trump’s victory and discuss what to expect during his first 100 days in office. From campaign promises to policy priorities, they assess how Trump’s second term will compare to the first and how independent insurance agents and brokers may be impacted. "President Trump and his team have obviously been in the White House before,” said Symington. “They've been there. They've done that. So I think that they're going to get out of the gate a lot quicker, a lot stronger, a lot more productive, and a lot more effective.” Another topic they tackle is legal system abuse caused by third-party litigation funding and what can be done about it at the state and federal levels. “Our agents are keenly aware that abuse of the legal system adds considerable stress to the insurance industry,” said Riedel. “And it's definitely contributing to the hard market that we find ourselves in right now.” Other topics they discuss include the new Senate Republican leadership, how Congress may respond to wildfires, such as those currently active in Los Angeles, and other natural disasters. Listeners will learn how to get involved with grassroots advocacy for the independent insurance agency system by attending the 2025 Legislative Conference in Washington, D.C., scheduled for April 30 to May 2. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Creating the Cyber Insurance ‘Easy Button’ with Jay Fribourg

Fri, 17 Jan 2025 10:00:00 +0000

Insurance has been a part of Jay Fribourg’s life from the very beginning. His insurance career began when he interned at his family’s agency filing and scanning documents. After graduating from college, Fribourg joined the family agency but eventually broke off and started his own agency, Bentley Insurance, named after his 130-pound Great Dane. In 2012, Bentley Insurance was acquired by Pinnacle Insurance Group. However, his experience working in a cybersecurity distributor startup firm led Fribourg to partner with former coworkers and create BlueZone Cyber Solutions, combining expertise in both insurance and cybersecurity. At BlueZone, we have this goal to bring enterprise-level security down to the small business owner. That’s what we’ve been really focused on,” Fribourg says. “Nowadays, the targets are these small businesses that don’t have the protection in place and they could really use a good outsource team. “We put a package together for them and for their insurance agencies,” he adds. “It’s that easy button that they can push.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Fribourg was also featured in the January issue of Independent Agent. Check out his interview in the link below or read the full issue online. https://www.iamagazine.com/magazine/issues/2025/january/declaration-of-independents-jay-fribourg ------------ Jay Fribourg https://www.linkedin.com/in/jayfribourg/

Best Practices and Goal Setting for 2025

Fri, 27 Dec 2024 19:00:00 +0000

On this episode of Agency Nation Radio, Jennifer Becker, Big “I” Senior Director of Agent Development and Research and Education, is joined by Andy Siegel of Siegel Insurance and chair of the Big “I” council for Best Practices and Katy Stewart of Olis/Akers/Arney Insurance & Business Advisors and a member of the council for Best Practices to discuss about benefits and data that can be gleaned from the study. The Big “I” Best Practices study is the annual report done in partnership with Reagan Consulting and analyzes the performance of the nation's leading agencies to uncover methods, strategies and procedures. Throughout the episode, the three chat about how these agencies may be using the data to help set goals and make decisions as we enter 2025. Towards the end of the episode, Siegel offers a tip for agencies who are considering or were nominated to become a Best Practices agenct. “The value of the data you get out is priceless. You spend a few hours of time putting all this together, but if you can position your agency to be more efficient, more profitable, it has more value. You might attract more producers, you might attract more carriers when you're running a good financial ship. Everything seems to rise with it. So, the rising tide lifts all boats. If you have a financially sound agency, it attracts better markets, better producers, better employees service team. So go for it.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. ------------------------------ Andy Siegel https://www.linkedin.com/in/andynsiegel Katy Stewart https://www.linkedin.com/in/katy-stewart-0111b8188/

Going All In on Agency Ownership With Stephanie Dew

Thu, 12 Dec 2024 10:00:00 +0000

On this episode of Agency Nation Radio, we meet Stephanie Dew, President, Agency Owner of WinStar Insurance Group in Cedar Park, Texas. In 2022, Dew, then 20% owner of WinStar, learned that the other two owners would be retiring. She didn’t want to see the agency absorbed by the large buyers circling overhead and decided she would buy it herself—even if it meant mortgaging her house. “It devastated me to think that these employees who have worked so hard to build up the agency would have to watch it get gobbled up by another agency that I didn’t think would value our clients the way we do,” Dew says. “I went to my family first to make sure my husband and kids were on board. And they knew this was my dream. We had our house pretty much paid off, and I took a loan on it and did everything I needed to make it happen.” WinStar’s defined niches propel its growth, from wineries and water entities to emergency services. The agency has been a Best Practices agency since 2019. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Generation Technology: Collaboration for the Future

Tue, 26 Nov 2024 10:00:00 +0000

On this episode of Agency Nation Radio, we explore technology and its real-world impact on independent agencies. Join host Bobbie Collies, chief insurance officer at Coterie Insurance, as she unpacks how technology is not just about tools and software—it’s about people. Collies is joined by two industry leaders: Chris Cline, executive director of the Big “I” Agents Council for Technology (ACT), and Todd Jackson, Big “I” Chairman and owner and partner at McGowan Insurance Group. Together, they discuss the challenges, opportunities and future of technology in the independent agency system. Cline discusses the evolution of ACT, including an overview of the “Letter to the Industry,” which highlights the pillars critical to technology success: data, connectivity, AI and people. As an agency owner, Jackson brings perspective to listeners who may want to see their agency use more technology, but aren’t sure the best path for leadership buy-in. “Understand that you may be working in an agency that’s owned by someone like me, and you may find resistance, you may find challenges and this may frustrate you at times,” says Jackson, “And this hopefully will be a perspective for you to see how to talk to these folks, who are intimidated and don’t understand what’s available to them and give them avenues and insights on ways to embrace that.” Whether you’re a tech-savvy agent or just starting to explore what technology can do for your agency, this episode is packed with valuable insights to help you thrive in today’s digital landscape. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Driving Change and InsurTech Innovation With Andrew Ryan

Wed, 13 Nov 2024 10:00:00 +0000

On this episode of Agency Nation Radio, we meet Andrew Ryan, vice president of Hertvik Insurance Group in Medina, Ohio. Despite being unimpressed by the software on offer when he first joined the independent agency channel, Ryan has relished the opportunity to constantly innovate and improve agency technology and processes. Currently, Ryan is embarking on a new project—Engineered Insurance Services (EIS)—which is a joint venture between Hertvik Insurance and Engineered Tax Services, a premier specialty tax firm based in West Palm Beach, Florida, and a product of decades of commitment to driving change. “In our new agency, just as with picking technology, we’re assembling a team with diverse skills and focusing on our strengths,” Ryan says. “This fresh start is thrilling and gives us the opportunity to create something innovative and efficient.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. ------------ Andrew Ryan https://www.linkedin.com/in/andrewryanins/

Key Findings from the 2024 Agency Universe Study

Wed, 23 Oct 2024 09:00:00 +0000

On this episode of Agency Nation Radio, AnneMarie McPherson Spears, news editor, Independent Agent magazine, interviews Kristina Witzling, executive vice president and property & casualty practice lead at Zeldis about the findings from the 2024 Agency Universe Study. The Agency Universe Study by Future One, a collaboration of the Big “I" and leading independent agency companies, is hailed as the most comprehensive look at the independent agency system. First conducted in 1983 and completed biennially since 2002, the study is facilitated by Zeldis Research and surveys property & casualty independent agents and brokers. The 2024 study was released at the end of September and sheds light on the state of the independent agency channel as it moves past the coronavirus pandemic and through the hard market. Witzling discusses a range of findings from the latest study, including the total number of independent insurance agencies, how mergers & acquisitions are impacting the distribution channel, the biggest factors behind agency success in the hard market and more. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Controlling the Controllable with Haley Andrews

Wed, 09 Oct 2024 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Haley Andrews, vice president of Gaines Insurance Agency in El Dorado Hills, California. Growing up in a family where insurance was a topic of conversation at the dinner table, Andrews' future in insurance was written in the stars. After earning a degree in business with a concentration in insurance and risk management from Sacramento State University, Andrews accepted an internship from Nationwide. However, a few years later, she answered the call from her father, Ted Gaines, to join the family agency. Since then, Andrews has become involved in local associations, serving as president of Independent Insurance Agents of Sacramento (IIAB Sacramento) in 2023. This year, she is serving as the Northern California director on the board of the Independent Insurance Agents of California (IIAB Cal). However, operating in California has its challenges. “It’s not so sunny and beautiful here in California when it comes to insurance,” Gaines says. “Nevertheless, our agency works well as a team by constantly communicating how we can be dynamic to meet our client’s needs,” she says. “The key for us is to always work together and just focus on what we can control: our attitude and how we work with our clients.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Gaines was also featured in the October issue of Independent Agent. Read the full issue online. https://www.iamagazine.com/magazine/issues/2024/october/declaration-of-independents-haley-andrews

Let's Get Social: Elevate Your Agency's Social Media

Wed, 25 Sep 2024 09:00:00 +0000

On this episode of Agency Nation Radio, Joseph Cox, director of marketing at Trusted Choice®, hosts a conversation with Jamie O'Hearn, president of O'Hearn insurance in Lowell, Massachusetts, and Philip Schmitz, chief client protection officer at Schmitz Insurance in Sturgeon Bay, Wisconsin, about the role of social media in a modern insurance agency. The guests share how they’ve boosted client engagement through social platforms and the lessons they’ve learned along the way. Tune in for practical tips to elevate your independent insurance agency's social media game. "The biggest lesson is just to do it and be consistent with it,” says O’Hearn. “Put a procedure in place to make sure that you're doing these things." O’Hearn and Schmitz also share their insights on building a strong online presence to attract clients, the benefits of tools like Social Jazz for consistent posting and why it’s critical to stay active on social media platforms. They also discuss how leveraging artificial intelligence (AI) and chatbots might shape the future of client engagement. To watch this episode click the link below! https://www.youtube.com/watch?v=uMVFpzPViqY Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Guests: Host: Joseph Cox, Marketing Director, Trusted Choice https://www.linkedin.com/in/josephmcox/ James O’Hearn, President, O’Hearn Insurance https://www.linkedin.com/in/jamesohearn/ Philip Schmitz, Chief Client Protection Officer, Schmitz Insurance https://www.linkedin.com/in/philschmitz/

Servant Leadership with Ivie Isler

Thu, 12 Sep 2024 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Ivie Isler, assistant vice president and marketing analyst supervisor at McGriff Insurance Services in Birmingham, Alabama. From serving as president of the Birmingham Independent Insurance Agents (BIIA) to chair of the Alabama Independent Insurance Agents (AIIA) young agents committee (YAC)—and numerous other roles in between—Isler isn't one to shy away from an opportunity to help the independent agency channel. Isler's leadership was instrumental in helping AIIA win its first InsurPac Eagle Award. She emphasizes the importance of being involved in legislation. “If you are not involved with it, then people outside of your industry are making changes to your industry that will impact you,” she says. “You have to have a voice.” In 2023, Isler received the InsurPac Young Agent of the Year award for her role in AIIA's Eagle status. In 2024, Isler also received the national Young Agent of the Year Award for leadership in her local and state associations and involvement in national YAC events. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. ----------------- For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Isler was also featured in the September issue of Independent Agent. Check out her interview here or read the full issue online. 

Uncomplicating Workers Comp with the NCCI

Wed, 28 Aug 2024 09:00:00 +0000

In this episode of Agency Nation Radio, host Nancy Germond, Big “I" executive director of risk management and education, dives deep into the world of workers compensation with Lisa Alea, senior product manager at the National Council on Compensation Insurance (NCCI). The NCCI recently marked its 100th anniversary. During this time, it has supported the insurance industry and workers comp market by offering valuable resources to insurers, agents and businesses, such as the recently launched Learning Center. "Our mission is to help foster a healthy workers compensation system and our Learning Center is a key resource for agents to stay informed and equipped," Alea said. Alea also touched on the current state of the workers comp market, noting that "we're seeing a shift towards more tailored solutions as employers face new challenges in managing workplace safety and compliance,” she said. “It's more important than ever for agents to stay updated and leverage the latest tools to address these evolving needs." Tune in to discover how to navigate the complexities of workers comp, enhance your niche marketing strategies, and better serve your clients in today's market. Whether you're a seasoned professional or new to the industry, this episode offers practical advice and insights to help you succeed. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Lisa Alea https://www.linkedin.com/in/lisa-alea-4459a614/

AN Radio: Putting Service in the Spotlight with Ashley Stafford

Wed, 07 Aug 2024 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Ashley Stafford, insurance advisor, Williams Insurance Agency in Rehoboth Beach, Delaware. Stafford was laid off from a logistics company during the coronavirus pandemic. After a friend posted a vacancy at Williams Insurance Agency, she jumped headfirst into all the opportunities an insurance career has to offer, quickly advancing from a customer service role into an advisory role. Drawing on her experiences in other customer service positions, as well as acting aspirations that included being an extra in HBO's “John Adams" miniseries, Stafford always strives to “turn challenges into opportunities and prioritize exceptional customer service," she says. In her short insurance career, Stafford has acquired the certified professional insurance agent (CPIA) designation and was recognized as a 2023 Young Agent Mover and Shaker by Insurance Agents & Brokers (IA&B). Now, she's looking forward to continuing her dedication to customer service and spreading the word about career opportunities in insurance. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Going for Gold with the Big “I” Alliance

Wed, 24 Jul 2024 09:00:00 +0000

On this episode of Agency Nation Radio, we learn about independent insurance agency alliances, a model that has grown in popularity in recent years, and one that the Big “I” has harnessed with the launch of the Big “I” Alliance. Jared Blackwood, owner and partner at BridgeMark Insurance Solutions in Bismark, North Dakota, chats with Tiffany Overlease, assistant vice president of Big “I” Alliance Gold, and Ty Bates, an agent at McKellar, Robertson, McCarty & Click Insurance Agency in Vandalia, Illinois, who was the first agent to sign up to Big “I” Alliance Gold. “The Alliance is a one-stop shop for any Big ‘I’ member. It brings market access, vendor discounts and aggregation by direct appointments under one umbrella,” said Overlease. “There are 3 programs: Blue, Blue Plus, and Gold.” “The Big ‘I’ has received an abundance of requests over the past several years to expand our current incubator program—Eagle Agency—into an alliance where agents can stay long-term and have similar opportunities that larger agencies have.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Learn More about Big “I” Alliance: https://www.bigimemberalliance.com/gold ---------------------------------- Guests: Ty J. Bates McKellar, Robertson, McCarty & Click Insurance Agency https://www.linkedin.com/in/tyjbates/ Tiffany Overlease, AFIS, CISR - Independent Insurance Agents and Brokers of America https://www.linkedin.com/in/tiffany-overlease-afis-cisr-33565112b/ Jared Blackwood, CLCS Owner/Partner BridgeMark Insurance https://www.linkedin.com/in/jared-blackwood-clcs-2082a325/

A Life of Service with Emmanuel Osuyah

Wed, 10 Jul 2024 09:00:00 +0000

On this episode of Agency Nation Radio, we meet Emmanuel Osuyah, CEO, owner, and principal of Alpha Direct Agency. His first significant move in the industry was when he bought his mother-in-law's Allstate agency. However, he realized that this path was not for him and decided to pursue the independent agency route. Fast forward 20 years, Alpha Direct now has 13 employees and three branches in three different states. "I came into this industry 20 years ago," he said. "After a year of being in the industry, I said to my wife, 'I think I found that thing. The thing that I'm going to do for 30 years.'" Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. -------------------------- Osuyah was also featured in the July issue of Independent Agent. Check out his interview here in the link below! https://www.iamagazine.com/magazine/issues/2024/july/declaration-of-independents-emmanuel-osuyah

Young Agents Take on the Hard Market: Prioritizing Risk Management

Wed, 26 Jun 2024 09:00:00 +0000

The Big “I” National Young Agents Committee (YAC) partnered with Trusted Choice to create a special bonus series of content related to the hard market on Agency Nation Radio. This week’s episode features Jack Griffith, Partner at TWIA Insurance Agency in Summerville, South Carolina and was hosted by Daschle Larsen, a member of the National Young Agents Committee and Risk Advisor at North Risk Partners in Sioux Falls, South Dakota. The discussion focused on the current state of the market, weather events, relationships with clients and carriers, and incidents that have led to an increased focus on risk management. The conversations started by discussing ways agencies can work with clients to identify potential risks. Then, they discussed how agency-carrier relationships can help tell a story about a client’s business and the agent’s focus on being proactive with their risk management measures, and articulating this risk to carriers. “Carriers are being more conservative. So, we want to try to keep that open line of communication, almost to incentivize our carriers to stay on the account, but also to help communicate to them that you’re on a good account, our clients are being proactive, we’re not waiting till the bus full of 20 employees tips over to start looking at what we could have done wrong. We’re trying to get in front of that,” Griffith said. The conversation then switched gears to focus on how to mitigate E&O claims within an agency. When preparing for some of these conversations and getting ready for renewals, they will use the renewal checklist or coverage checklist. “It is a team effort at our agency. We have what we call an Agency Council, which is essentially our management team, who helps identify the risks we have internally. Our Commercial Lines Manager, she is incredible. She’s one of our partners as well. She does spot check audits on new business, and what she’s checking for are things that are helping to reduce E&O claims on our end,” Griffith said. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Mentorship & Shaping The Next Generation

Thu, 20 Jun 2024 09:00:00 +0000

On this episode of Agency Nation Radio, Erika Matthews, program manager at Invest, hosts a conversation with Samantha Snider, assistant account manager at Abbott and Fillmore Agency and Joanna Dresden, an experienced Insurance Agent at Hartland Insurance Agency. Dresden is Snider’s mentor, and the two Michiganders discuss the inspiring dynamic between mentor and mentee. Tune in to Discover how seasoned agents like Dresden are passing down invaluable knowledge and guidance and find out how the new wave of insurance agents are building fulfilling and impactful careers. "So if you have questions, don't be afraid to ask," Snider says. "Originally kind of the beginning of me and Joey's relationship, I was kind of like, oh yeah, she's there. And I was kind of hesitant. But then once I started becoming more comfortable, it was more of a, hey, what's this sort of thing? And it was a lot easier to relate to her. Don't be afraid to ask questions." Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts.

From Combat to Coverage with Army Veteran Adam Wirthlin

Thu, 13 Jun 2024 09:00:00 +0000

On this episode of Agency Nation Radio, Adam Wirthlin, commercial lines producer at Turner Agency in Greenville, South Carolina, shares how his time in the U.S. Army has given him skills to be a better producer. “It seems like a complete 180 from serving, but the skills I learned in the military set me up for success in this field, like attention to detail, leadership and commitment," he says.

Young Agents Take on the Hard Market: Marketing & Communication Tactics

Wed, 05 Jun 2024 09:00:00 +0000

The Big “I” National Young Agents Committee (YAC) partnered with Trusted Choice to create a special bonus series of content related to the hard market on Agency Nation Radio. This week’s episode features Allyson Hearring-Padilla, an agent at Blank’s Insurance Agency in Olney, Illinois, and was hosted by Taylor Hendrickson, a member of the National Young Agents Committee and Young Agents Council Director at the Florida Association of Independent Agents. The discussion focused on marketing strategies in today’s marketplace, winning over a client and growing a business, and using resources available by the Big “I.” “We use a lot of Trusted Choice marketing. We always have, since that’s been developed, makes my life a lot easier. I don’t have to create things. I can utilize what’s been offered to us as Big ‘I’ members. And so, we utilize that quite a bit. That’s helped more so in our personal lines department with actually just getting our name out there, and showing the different that we can make with our clients, through the independent agency channel,” Hearring-Padilla said. Some of the Trusted Choice® resources that agencies can utilize to help with their marketing efforts include the Monthly Social Media Calendar, Social Jazz: Social Media Automation Tool, Marketing Reimbursement Plan, Digital Review, In Your Corner Campaign, and much more. When talking about the reimbursement plan, Hearring-Padilla mentioned that years ago her agency used the program to partner with their local fire department. They co-branded a trailer that would visit schools and educate students about fire safety. It provided an education to young people and helped expand the agency’s brand in the community. Marketing and communications have a huge impact on the relationships clients have with their agencies. Many carriers have had major changes with coverages and premiums, and it is important for agencies to keep the line of communication with clients open. In addition to regular day-to-day conversations staying proactive and communicating changes ahead of time has been a game changer in the current marketplace. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Preparing for the Storm: Flood Insurance Strategies for Agents

Wed, 29 May 2024 21:00:00 +0000

On this episode of Agency Nation Radio, host Brian Chapman, agent and owner of Chapman Insurance in Florida, sits down with Cassie Masone, vice president of flood operations at Selective Insurance. Masone, an authority on the National Flood Insurance Program (NFIP), shares insights and experiences from her decade-long involvement with FEMA and her work at Selective. They discuss the challenges faced during events like Hurricane Ian; the complexities of flood insurance claims, particularly in condominium associations; the importance of education and communication for agents; dispelling misconceptions; and providing clarity on flood insurance coverage. “To me, it's clear that customers want more information about flood insurance, more so now than they have in the past,” Masone says. “For any agents that are just like, 'I'm not sure if I really want to get into this flood space?' I really think now is the time because people want to talk about it.” Join them as they delve into the evolving landscape of flood insurance and its impact on communities and the insurance industry and walk away with strategies to help you best prepare your clients. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Additional Links ------- https://www.selective.com/agents/flood-agents https://selective.dmplocal.com/main/index.php?action=viewsenthtml&id=27607&ids=3705eae5ddc0a75c6022078ffb8239e42c0179a7&viewers_email=krista.albert@selective.com https://selective.dmplocal.com/main/index.php?action=viewsenthtml&id=27780&ids=f5b1d10375b60769350c4f0effb4dd65b51b520a&viewers_email=krista.albert@selective.com

Preparing for Hurricane Season with Owen Thomas

Wed, 08 May 2024 09:00:00 +0000

On this episode of Agency Nation Radio, Owen Thomas, senior account executive, Dial Insurance Agency, Pembroke, North Carolina, shares his experiences from past hurricane seasons and how his agency is applying what they learned this year. When Hurricane Florence made landfall in North Carolina in 2018, it stalled, dropping unprecedented amounts of rainfall on unprepared towns and cities. Among them was the city of Lumberton—which was still recovering from the impact of Hurricane Matthew two years prior. With water levels surpassing 6 feet, Thomas' natural reaction was to ride into the flooded area with the fire department on a small boat to check on his community. “I just wanted to make sure people knew that I was there for them," he says. “Thinking about how high the water was makes my skin crawl." Thomas is an insurance agent, real estate broker, mayor pro tempore and founder of a drone company. These are just a few of the ways he is serving his community. However, like many agents, he serves his clients best during their time of need. Guest: Owen Thomas, Dial Insurance https://www.linkedin.com/posts/ojthomas_dial-insurance-agency-family-activity-7143742273325834240-Rasn/

Young Agents Take on the Hard Market: Navigating Underwriting

Wed, 01 May 2024 09:00:00 +0000

The Big “I” National Young Agents Committee (YAC) partnered with Trusted Choice to create a special bonus series of content related to the hard market on Agency Nation Radio. This week’s episode features Bryan Clinkscales, Owner of Boone Ritter Insurance and Big “I” Executive Committee Member, and Trey Sinclair, Owner of Wells Insurance Agency and current Vice Chair of the Legislative Council at the Florida Association of Insurance Agents. In a conversation moderated by Daschle Larsen, National Young Agents Committee Member and Risk Executive at North Risk Partners, the discussion focused on navigating current challenges with underwriting, submission processes, and building relationships. “The relationship with the underwriter is key. And if you burn that relationship, it’s going to be tough moving forward,” Clinkscales said. “The more information we can obtain and give up front to the underwriter, tends to make them more comfortable with the risk.” When talking about the submission process, Clinkscales also shared some of the actions that can be taken to underwrite a risk before sending to a carrier. This includes looking up websites and social media accounts, reviewing any court records, and general Googling for any additional information. Relationship building is also a crucial part of navigating the underwriting process. “One of the best things you can do is disconnect from strict email communication. Phone is better,” Sinclair said. “Also, show up. There are multiple events that underwriters attend. Whether they’re local events that their companies encourage them to attend or a state convention. These are times to connect with them on a personal level.” Another aspect that has greatly impacted relationships with underwriters is communications post COVID-19. Many in-person meetings and events transitioned to occur only online. While remote work allows more flexibility, discussions around expectations and deliverable timelines from both sides are incredibly important to ensure all deadlines are met. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

If You’re Going to Niche, Niche

Thu, 25 Apr 2024 09:00:00 +0000

Sometimes an insurance niche finds you. Other times, you pave your way based on your passion. On today’s edition of Agency Nation Radio Podcast host Toni Jones, Senior Vice President of Transportation Marketing, at Palomar Insurance Corporation, talks with three independent agents about curating a niche business. Our guests include Ryan Teubner, Producer with Rich & Cartmill, Crystal Fox, Founder and Creator of Beauty Queen Insurance and Lydia Ramos, Account Manager, and Regional Brand Coordinator McGriff highlight how personal passion and industry knowledge play a critical role in defining a successful niche. “Can I marry my passion that I’m used to, that I love, in the beauty industry with insurance?" says Crystal Fox. This episode is a must-listen for anyone curious about the interplay of personal interests and professional opportunities in insurance. Tune in to hear more about their unique stories and practical tips for navigating and succeeding in niche markets. “If you’re going to niche, niche. Whether it's personalized, whether it's construction, whether it's transportation, whether it's beauty, whatever that niche is, immerse yourself in that industry,” says Ryan Teubner, “Understand the forms, endorsements, what you're insuring, but niche. Don't kind of niche.”  Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts.

The Power of Advocacy in Insurance with Kevin Ownby

Thu, 18 Apr 2024 09:00:00 +0000

On this edition of Agency Nation Radio, we hear from Kevin Ownby, owner of Ownby Insurance Services, Inc. from Sevierville, Tennessee. Ownby has been a Big “I" member for as long as he's been an independent agent. However, it wasn't until the Affordable Care Act was proposed and ultimately passed into law that he became more aware of the importance of the association's government advocacy on a state and national level.  “If we’re not advocating for what we do as an industry and educating legislators we don’t have a seat at the table,” says Ownby. “And if we don’t have a seat at the table that means that we’re on the menu for dinner.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. This episode is sponsored by the Insurance Marketing and Communications Association (IMCA) and you’re invited to Ignite, IMCA’s annual conference, June 24-26, 2024 - Orlando, Florida.

Insurance Women in Leadership: Growth Happens Outside of Your Comfort Zone

Wed, 27 Mar 2024 09:00:00 +0000

On this special Women’s History Month edition of Agency Nation, host Avery Moore, President ECI Insurance in Edmonton, Oklahoma, and a member the Big “I” national Young Agents Committee, leads a discussion with remarkable leaders who’ve carved their own paths in the independent agency system. Joining the conversation are Michelle Middleton, president of Berkley Mid-Atlantic Insurance Group; Patience Noah, Principal/Owner of Patience Noah Insurance in Framingham, Massachusetts; and Jamie Bowden, personal lines agency growth coach at Agents United and chair of Utah Insurance Agents’ Women in Insurance Committee. Together, they share their origin stories, challenges and the lessons learned along the way. From starting agencies right out of college to navigating leadership roles in established companies, these women reveal the grit and grace it takes to succeed in a male-dominated industry. Dive into candid conversations about the complexities of agency ownership, the importance of mentorship, and the unfiltered realities of work-life balance. Hear firsthand how these leaders embrace vulnerability, face their fears and find empowerment in taking bold, sometimes uncomfortable steps toward growth. "Success is easy—it's the fear of failure that gets really hard," says Middleton. “It keeps you from trying. And that's where we've got to be able to feel more confident to just jump off and know that you're going to work really hard.” “And if we start to fail, you're going to pivot and change something, embodying a lot of courage to do something different,” she adds. Whether you're a seasoned professional or aspiring to step into leadership, tune in for insights, inspiration and a sense of community for women aiming to make their mark in the insurance industry and beyond. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts.

Vision for 'Violet' and Women in Leadership with Sarah Cooke

Wed, 13 Mar 2024 14:05:00 +0000

On this episode of Agency nation Radio, Sarah Cooke, director of personal lines at WalkerHughes Insurance in Indianapolis, Indiana, shares how the agency took technology into their own hands to overcome challenges in the hard market. Named as the Outstanding Large Agency in the 2023 Liberty Mutual and Safeco Agent for the Future Awards, WalkerHughes began developing “Violet,” a proprietary software that acts as the agency’s personal lines management system, in 2016. “We have so many pressures now, especially with the kind of market that we’re in, and we want our employees to be able to function efficiently on a daily basis,” Cooke says. “By building what others won’t from a technology perspective, we feel uniquely positioned to best support our growing team in the future.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. This episode is sponsored by the Wholesale & Specialty Insurance Association (WSIA). Some decisions are too precarious to take on alone. Sometimes you need a partner who can help you create the right solution for your client’s risk, while minimizing yours. In fact, it’s so cost-effective that a recent analysis by Conning, Inc. concludes that wholesale distribution does not increase the cost to the insured. That’s a good decision. Manage risk. Choose a WSIA member. Go to wsia.com to learn more. Sarah Cooke https://www.linkedin.com/in/sarah-cooke-a74a67126/

Young Agents Take On Hard Market: Working With Carriers

Wed, 06 Mar 2024 10:00:00 +0000

Members of the Big “I” National Young Agents Committee partners with Trusted Choice to share information about the hard market as part of a special bonus series on Agency Nation radio. Guests Adam Risman, Commercial Risk Advisor at Risman Insurance, and Haley Meisner, SVP of Independent Agency Distribution Strategy at Liberty Mutual, went behind the microphone to talk about the importance of relationships between agencies and carriers. This discussion, moderated by Cassandra Koegel, a member of the National Young Agents Committee, focused on how the hard market has impacted agents and carries across the country. This conversation provided some perspective from the agent-side and carrier-side with today’s current landscape in the marketplace. Discussion centered around changes with submissions, communications with pre-submissions, changes from carrier requirements, and adaptions that have been made to submissions to meet carrier requirements. “Agents rely on carriers for placement. They are the supplier, at the end of the day, the underwriting paper. So, it’s so important that we realize that reliance on one another and we’re partnering together and get out of this successfully. Communication is one thing, but what is in that communication? Education is key right now,” Meisner said. During this session, Risman and Meisner both shared their approaches to handling conversations on different sides of the industry. Risman said, “You have to be in constant contact with your carriers, with your marketing reps, with everyone on that side. I think it’s just so important to have that mutual understanding and be able to make it a seamless process, but without over-communicating, without learning and educating ourselves on both sides, it just won’t happen.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. -------------------------------------------------------------- Cassandra Koegel https://www.linkedin.com/in/cassandra-koegel-cisr-ains-ailp-mlis-b2329390/ Adam Risman https://www.linkedin.com/in/adam-risman-clcs-ba218172/ Haley Meisner https://www.linkedin.com/in/haley-smith-meisner-41535080/

Winning Talent Acquisition Strategies for Independent Insurance Agencies

Wed, 28 Feb 2024 10:00:00 +0000

On this episode of Agency Nation Radio, Will Jones, editor-in-chief of Independent Agent magazine, is joined by an expert panel to discuss the intricacies and challenges of hiring at independent insurance agencies, as well as some much-needed winning solutions. As the insurance industry marks Insurance Careers Month, Claudia St. John, president of The Workplace Advisors, an HR consulting and training firm; Nolan Duda, partner and client experience manager at IdealTraits, a recruiting platform built for independent agencies; and Katherine Strate Smith, president and CEO of Strate Insurance in Morristown, Tennessee, offer their unique perspectives on independent insurance agencies’ No. 1 challenge—hiring. Both the insurance landscape and the world of work continue to evolve amidst technological advancements, global economic trends and the lasting effects of the pandemic, the task of attracting, retaining, and developing talent has never been more complicated. Thanks to this specialist panel, this episode provides the foundation for a path forward. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts William Jones, Editor-in-Chief, Independent Agent Magazine https://www.linkedin.com/in/william-j-jones/ Claudia St. John, Founder and CEO of The Workplace Advisors, Keynote Speaker, Author https://www.linkedin.com/in/claudiastjohn/ Nolan Duda, Client Experience Manager at IdealTraits Inc. https://www.linkedin.com/in/nolan-duda100/ Katherine Strate Smith, President and CEO at Strate Insurance Group, Inc. https://www.linkedin.com/in/katherinestrate/

DOI: From R&B to P&C and Benefits with Jarrard ‘Rod’ Powell Sr.

Wed, 14 Feb 2024 10:00:00 +0000

On this episode of Agency Nation Radio, Jarrard “Rod” Powell Sr., agency principal at Encore Insurance Group Chesterfield, Virginia, shares his unique experience in insurance. Powell grew up cutting records and touring as an R&B artist, but by the time he reached his 30s, he was looking for a more stable career. After breaking into insurance through claims and benefits, Powell realized that “insurance was not only something that I could do, but something that I would enjoy,” he says. “And lo and behold, it went from something on the side to a passion to, ultimately, a purpose.” In 2022, Powell and his business partner founded Encore Insurance Group, a mid-Atlantic independent agency that runs the gamut from commercial property & casualty to life, retirement solutions and employee benefits, specializing in voluntary benefits and enrollment communication services. Starting the agency was “an opportunity to create the culture that’s going to service communities in the way that we desire, help people, bring value and be a solution,” Powell says. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. You Should Get A License Podcast https://www.youtube.com/@ysgetalicense

Young Agents Take On The Hard Market: Operation Mentorship

Wed, 07 Feb 2024 10:00:00 +0000

The Big “I” Young Agents partnered with Trusted Choice to deliver information on the importance of mentorship as part of a special hard market bonus series on Agency Nation Radio. Guests Krista Kautz, Producer at Berrong Insurance, and Stewart Berrong, Owner of Berrong Insurance, were interviewed by Cash McMillen, National Young Agents Committee member, on their partnership as mentor and mentee. The conversation provides best practices for finding a mentor, approaching the relationship, and the learning from seasoned industry professionals. Kautz, when reflecting on asking Berrong to be her mentor, said, “One of my main things to mentees is to be curious. Ask the questions because I never would have gotten involved in the Young Agents program had I not said ‘hey I see this on your calendar. What is that? How do I get involved in that?” Kautz recommends that mentees have ambition when reaching out to their mentors. Having a drive to succeed and find new opportunities for growth will help form a stronger relationship with a mentor. If they have any recommendations or ideas for growth, Kautz says that internal drive to grow will help you be more successful During this session, the future of the industry was discussed. There are an estimated 400,000 employees within the insurance industry set to retire in the next few years. Now is the time for conversations between newer employees and seasoned staff to create opportunities for a transfer of knowledge. “The older generation, if you will, is taking our knowledge, our experience, and handing it down to them [younger people]. We have the opportunity to learn from the younger generation as they try to figure that out and apply it to what they’re dealing with day-to-day,” Berrong said. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. --------------------------------- GUESTS: Cash McMillen LinkedIn: https://www.linkedin.com/in/cash-mcmillen-cic-a6a17532/ Additional Links: www.cashionco.com; https://www.bigiarkansas.com/Education Krista Kautz LinkedIn: https://www.linkedin.com/in/krista-kautz-cisr-93301b141/ Additional Links: https://www.berrongins.com/; https://www.bigiok.com/Connect/Pages/YA/default.aspx Stewart Berrong LinkedIn: https://www.linkedin.com/in/stewart-berrong-cic-crm/ Additional Links: https://www.berrongins.com/

2024 Middle Market Risk Management Landscape with Nancy Germond and Sandra Little

Wed, 31 Jan 2024 10:00:00 +0000

In this episode of Agency Nation Radio, host Nancy Germond, Big “I” executive director, of risk management and education, explores the evolving landscape of middle market insurance in 2024. Featuring an in-depth interview with Sandra Little, CEO of CEO, SKL Risk Consultants, Pheonix, Arizona the episode offers insights into the challenges and opportunities faced by middle market clients. They talk about renewals, regulations, and emerging technologies and give their predictions on the hard market. Listen in for practical advice on building a niche, and relationships. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Guest Host: Nancy Germond, ARM, AIC, ITP, SPHR, SHRM-SCP Executive Director, Risk Management and Education www.independentagent.com/VU LinkedIn: https://www.linkedin.com/in/insurancewriter/ Guest: Sandra Little CEO, SKL Risk Consultants https://www.sklriskconsultantsllc.com/ LinkedIn: https://www.linkedin.com/in/sandraklittle/

DOI: Building a Niche in Real Estate with Jonathan Lugo

Thu, 25 Jan 2024 16:45:00 +0000

On this episode of Agency Nation Radio, Jonathan Lugo, producer at FirmSecured powered by Veritas Risk Management in Johnson City, Tennessee, shares his remarkable journey from intern to specializing in real estate insurance. Discover how he carved out a niche within an established agency, bringing entrepreneurial spirit and expertise to a specialized market. He discusses the importance of understanding client needs, the art of specialization, and balancing quality with competitive pricing in today's insurance landscape. “Veritas is allowing me to do this—starting my own brand within the agency for a specific niche," he says. “Some days it feels like I have my own business."

Young Agents Take on the Hard Market: Building Staff Morale

Wed, 17 Jan 2024 10:00:00 +0000

During this episode of Agency Nation Radio, the Big “I” Young Agents and Trusted Choice share their insights on building staff morale as part of a special hard market bonus series. Guests Brock Elliott, National Young Agents Committee (YAC) Chair and Producer at Elliott Insurance Group, and Lisa Lemanski, Operations Manager at Meiers Lombardini Lemanski Insurance, talk about how they keep a positive culture during this hard market with Avery Moore, owner of ECI Insurance and member of the National YAC. Moore starts off the discussion by asking how the hard market has impacted staff morale within their agencies. Lemanski shares some of the strategies she’s implemented – like role playing conversations when a rate increase is discussed to gamifying trainings for staff to win prizes. Elliott reintroduced “smoke breaks” in his office. None of his staff are tobacco users, but the concept of stepping away from your desk for 15 minutes to take a break has been widely popular across multiple branch locations. Moore, when talking about leading through the hard market, said, “When you’re knee deep in alligators, it’s hard to remember you came to drain the swamp.” Elliott, Lemanski and Moore agree that the most important part of leading a team is making sure everyone feels valued and is recognized for their contribution. This might mean late starts, hybrid working, or gift cards to celebrate workaversaries. This session provides multiple strategies on how to increase morale within your agency and how it will impact your culture. Culture is not something that will change overnight. Elliott said, “We’re turning a cruise ship, not a canoe, and that takes time.” The Young Agents recommend the Trusted Choice Hard Market Toolkit as a valuable resource that can help with some of the nuances during a hard market. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. GUEST: Avery Moore https://www.linkedin.com/in/averymooreeci/ https://eciagency.com/; www.bigiok.com/Connect/Pages/YA/default.aspx Brock Elliott https://www.linkedin.com/in/brock-elliott-7168568a/ https://elliottinsurancegroup.com/; https://www.kaia.com/yak/ Lisa Lemanski https://www.linkedin.com/in/lisa-lemanski-cisr-728a0458/

Young Agents Take On the Hard Market: Talking Renewal Tactics

Wed, 03 Jan 2024 10:00:00 +0000

On this episode of Agency Nation radio podcast, the Big “I” Young Agents and Trusted Choice are teaming up to bring you the first episode in a special hard market bonus series. Guests Cash McMillen, National Young Agents Committee member and Vice President at the Cashion Company, and Patricia Clawson, CEO of Clawson Insurance and member of the Florida Young Agents Council, talk about renewals in the current marketplace. In their conversation, moderated by Taylor Hendrickson, Director of the Young Agents Council at the Florida Association of Insurance Agents, and member of the Big “I” National Young Agents Committee, McMillen and Clawson discuss some of the challenges they have faced in their agencies with renewals due to the hard market. They dive into how they have managed rate increases and created renewal timelines. They also focus conversation on some of the challenges with property valuations and remarketing accounts. Clawson, when talking about how to communicate rate increases to customers said, “We want proactive, intentional communication throughout the year, not just when the renewal offer has been issued. So, we don’t want the first time our client has heard from us all year to be when we are presenting them with a renewal offer. So, what we've been trying to do is utilize these opportunities for proactive communication to educate our insurers on how we got here in the first place.” This session provides helpful information on how to handle renewal conversations – with customers, carriers, and state insurance departments – and resources to do so. As part of this bonus series, the Young Agents recommend the Trusted Choice Hard Market Toolkit as a valuable resource that includes a remarketing checklist, renewal preparation forms, and other materials that can help with these conversations. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Download the Trusted Choice Hard Market Toolkit https://lp.independentagent.com/hardmarket Meet the Guests Taylor Hendrickson LinkedIn: https://www.linkedin.com/in/taylor-hendrickson-6433b136/ https://www.faia.com/yac Cash McMillen LinkedIn: https://www.linkedin.com/in/cash-mcmillen-cic-a6a17532/ www.cashionco.com; https://www.bigiarkansas.com/Education Patricia Clawson LinkedIn: https://www.linkedin.com/in/patricia-clawson-hamilton-b2b61956?utm_source=share&utm_campaign=share_via&utm_content=profile&utm_medium=ios_app www.clawsoninsurance.com

100 Days at the Helm with Charles Symington, Big "I" President & CEO

Wed, 27 Dec 2023 10:00:00 +0000

On this episode of Agency Nation Radio, Will Jones, editor-in-chief, Independent Agent magazine, is joined by Charles Symington, the new Big "I" president & CEO. Amid the hardest market in a generation, a technological revolution and consolidation within the independent agent and broker channel, Charles joins Agency Nation Radio today to discuss his first 100 days at the helm of the association, as well as what the future will look like for the Big “I.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Meet Our Guests: Will Jones, editor-in-chief, Independent Agent magazine: https://www.linkedin.com/in/william-j-jones Charles Symington, president & CEO, the Big “I”: https://www.linkedin.com/in/charles-symington-04b5b6174

Leveraging Legacy and Learning with Erin Dop

Wed, 13 Dec 2023 10:00:00 +0000

On this episode of Agency Nation Radio, meet Erin Dop, an independent agent at Fullenkamp Insurance in West Point, Iowa. She did not join the family agency immediately after graduating from the University of Iowa. Instead, she was encouraged to build a foundation elsewhere, which she did by working as a commercial underwriter for a carrier. However, five years ago, Dop's grandfather passed away, helping her realize that “family is one of the most important things," she says. The thought drew her into the family agency at a time in her life when she was about to get married and start a family of her own. “A lot has changed, but I've learned a lot," Dop says. “Not only from an insurance perspective, but also about valuing the importance of a small family agency that offers all lines of business—from property & casualty to life and health, and everything in between." Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent—we've got the stories you want to hear. Dop was also featured in the December issue of Independent Agent. Check out her interview here  https://www.iamagazine.com/magazine/issues/2023/december/declaration-of-independents-erin-dop or read the full issue online https://www.iamagazine.com/magazine/digital/2023/december.

Mindful Matters: Navigating Parenting and Workplace Success with Lori Mihalich-Levin

Wed, 22 Nov 2023 10:00:00 +0000

On this episode of Agency Nation Radio Podcast, we explore the intersection of parenthood and professional growth with Lori Mihalich-Levin, the founder of Mindful Return. Lori shares insights, challenging stereotypes and offering practical strategies for both working parents and leaders seeking to foster a more supportive work environment for employees at every stage in life. Guest hosts Jana Foster, owner of Nevada Insurance Agency Co. and Jesse Konold, partner at BridgeMark Insurance Solutions in South Dakota experienced many parallels in life. The fast friends served the Big “I” national Young Agents Committee while raising young families and moving into agency ownership. They recently reconnected to talk with the leading empowerment expert “parenting out loud.” Lori talks about creating a parent-friendly work culture that encourages open communication, empathy, and flexibility. Additionally, she shares personal strategies that help her create structure and find success as a busy working parent. “There are these career critical skills that we gain through parenthood that make us inevitably more efficient and effective,” says Lori. “Working parents are some of the most productive and efficient people I have ever met because we don't have time for all the nonsense. Right? We are productivity, ninjas.” Get ready for this myth-busting session filled with techniques you can easily implement for a more productive and mindful life. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Guests: • Lori Mihalich-Levin https://www.mindfulreturn.com/about-lori-mihalich-levin/; https://www.linkedin.com/in/lorimihalichlevin/ • Jesse Konold, https://keyagency.com/about/staff/jesse-konold; https://www.linkedin.com/in/jesse-konold-cic-afis-568a5422/ • Jana Foster, https://www.linkedin.com/in/jana-schellin-foster-969667b1/ Resources: • Mindful Return Website: https://www.mindfulreturn.com • Lori's LinkedIn Profile: https://www.linkedin.com/in/lorimihalichlevin/ • Mindful Return's LinkedIn Profile: https://www.linkedin.com/company/mindful-return/ • Mindful Return on Instagram: https://www.instagram.com/mindfulreturn/ • Mindful Return on Facebook: https://www.facebook.com/mindfulreturn • Mindful Return on Pinterest: https://www.pinterest.com/mindfulreturn/ Parents at Work Podcast: https://podcasts.apple.com/us/podcast/parents-at-work/id1239258343

One of One: A Conversation with David Garcia

Thu, 09 Nov 2023 10:00:00 +0000

Join us for an inspiring conversation with David Garcia, the President of Rancho Mesa Insurance Services Inc. in San Diego, California. Discover how David transitioned from a career in professional baseball to founding a Best Practices agency with a unique approach to specialization. Learn about the agency's commitment to giving back, their innovative programs like SafetyStar™, SafetyOne™, and their dedication to impacting their clients' businesses positively. Tune in to find out how this agency goes the extra mile to ensure their clients' success in a challenging insurance market. Don't miss this episode of Agency Nation Radio as we explore David Garcia's journey and Rancho Mesa's grand slam. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Meet Our Guest: Read more: https://www.iamagazine.com/magazine/issues/2023/november/declaration-of-independents-david-garcia Rancho Mesa Insurance Services Inc.: https://www.ranchomesa.com/ LinkedIn: https://www.linkedin.com/in/david-garcia-1507511a/

Cold Calls Today, Warm Calls Tomorrow with Max Revenue and Micah Salas

Wed, 25 Oct 2023 09:00:00 +0000

On this episode of Agency Nation Radio, Cassandra Keogel, sales executive with Eastern Insurance Group in Massachusetts and member of the Big “I” national Young Agents Committee, is joined by two very special guests: Max Revenue, half man, half meme, 100% producer, and Micah Salas, senior vice president at the Christensen Group Insurance. Together, they created the producer playbook, a 5-module video course for growth minded agents. As producers in the trenches of the hard market, they share sales stories and strategies, and advice for the often-grueling process that goes into building a book of business from scratch. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Meet Our Guests: Cassandra Keogel, sales executive with Eastern Insurance Group in Massachusetts: Micah Salas: https://www.linkedin.com/in/micahsalas Max Revenue: https://www.linkedin.com/company/maxrevenuegroup The Revenue Letter: https://maxrevenueletter.beehiiv.com/ The Producer Playbook: https://maxrevenuegroup.kartra.com/page/playbook

Celebrating an SEO Milestone: An Employee Takeover Podcast

Wed, 18 Oct 2023 09:00:00 +0000

TrustedChoice.com employees have taken over the IA Advantage podcast once again with breaking news! Listen as Steve Gomez, Director of SEO, and Viviana Buzo, Director of Marketing, look back at TrustedChoice.com over the last decade and share the SEO strategies the company has employed leading to a major SEO event.

Counting on Community in Kentucky With Ray Robertson

Thu, 12 Oct 2023 09:00:00 +0000

On this episode of Agency Nation Radio, Ray Robertson, principal of Limestone Agency in Mount Sterling, Kentucky, sits down with Olivia Overman, content editor of Independent Agent magazine, to discuss his agency’s 175-year-old roots in Kentucky, community involvement and more. Robertson joined the agency in 1996 after spending several years working as a marketing representative in eastern Kentucky. Moving back to Mount Sterling with his expectant wife and young child was like a homecoming for Robertson, who had grown up about 15 miles away. In 2022, Limestone Agency celebrated its 175th anniversary and, like Robertson, has deep roots in the local community. “I’m chairman of the planning and zoning commission in Mount Sterling and have been for almost 20 years,” he says. “I’m also chairman of the board of a Main Street committee that owns some property in the name of the city.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. MEET OUR GUEST: Independent Agent magazine: https://www.iamagazine.com/magazine/issues/2023/october/declaration-of-independents-ray-robertson Limestone Agency: https://limestoneagency.com/

A Conversation Among Friends with Mike McBride

Thu, 28 Sep 2023 09:00:00 +0000

Grab your favorite beverage and settle in for a conversation among friends on this edition of Agency Nation Radio podcast. Mike McBride your new Big “I” chairman and president of Mason-McBride, Will Lemanski owner of Meiers Lombardini Lemanski Insurance and Lisa Lemanski, agency operation manager of Meiers Lombardini Lemanski Insurance explore the importance of actively engaging in a supportive business community. Tune in as these insurance professionals, all hailing from Michigan, share their origin stories, their unwavering commitment to improving the industry, and their deep appreciation for the sense of community within the Big "I." Discover what truly sets the insurance industry apart: the connections, mentorship, and friendships that thrive within it. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Guests: Will Lemanski, Agency Owner, Meiers Lombardini Lemanski Insurance Lisa Lemanski, Insurance Agent Operations Manager, Meiers Lombardini Lemanski Insurance Big “I” chairman, Mike McBride, president of Mason-McBride in Troy, Michigan

TrustedChoice.com Referrals on Demand: The Answer to the Producer Availability Problem

Wed, 20 Sep 2023 14:30:00 +0000

IA Advantage Presented by TrustedChoice.com Chip and team announce major product news, revealing more options and greater control over prospecting for individual producers.

Teaching the Language of Insurance with Osiris Maldonado

Wed, 13 Sep 2023 09:00:00 +0000

In this episode of Declaration of Independence on Agency Nation Radio Podcast, Osiris Maldonado, the co-founder of Pronto Insurance located in Schaumburg, Illinois sits down with Will Jones, Independent Agent magazine editor-in-chief. Osiris shares her journey from car sales into agency ownership and how educating her staff and the community creates a ripple effect of loyalty and success. “I always thought, if I ever had an agency, I would do things differently,” says Osiris. “A lot of agencies focus on selling a policy to be profitable, not on educating the Hispanic community.” Today, Pronto Insurance is focusing on expanding into new states, entering new lines of insurance, and training licensed agents. As the majority of Pronto’s clients and staff are Hispanic, Osiris is making it her mission to educate her community about insurance, and provide a stable, rewarding career to her staff. Find out how she expanded her team, writing over $4.5 million in personal lines premium in 2022. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts THANK YOU TO OUR SPONSOR: This episode is brought to you by AM Best, a global credit rating agency, news publisher and data analytics provider specializing in the insurance industry. The AM Best Mobile App lets users monitor Best's Credit Ratings, look up information on specific insurers, and keep up with AM Best's insurance industry research and news headlines—all at no cost. Learn about the new, enhanced version of the app at www.ambest.com/mobileapp. MEET OUR GUEST: Independent Agent magazine: https://www.iamagazine.com/magazine/issues/2023/september/declaration-of-independents-osiris-maldonado Pronto Insurance Services: https://www.prontoinsuranceservices.com/

Navigating the Storms: Challenges and Solutions When Insuring Multifamily Home

Wed, 23 Aug 2023 09:00:00 +0000

On this edition of Agency Nation Radio Podcast guest host Nancy Germond, ARM, AIC, ITP, SPHR, SHRM-SCP, executive director, risk management and education sits down with Karen O’Connor Corrigan, CIC, CIRMS, president, and owner of O’Connor Insurance located in St. Louis Missouri and one of the foremost experts on community associations. Together they provide an update on the state of the multifamily housing market. The Foundation for Community Association Research Factbook reported that 52.9% of U.S. housing was built prior to 1979 leading to aging roofs, failing plumbing, and more. "The habitational market has long been claim-ridden. High frequency, high severity, you know, the insurance covers accidents that are typically confined to one home, but now imagine it's spreading to your neighbors,” says Karen. Additionally, the two discuss the complexities of the hard market on both property and liability insurance. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Meet Our Guests: Nancy Germond, ARM, AIC, ITP, SPHR, SHRM-SCP Executive Director. Risk Management and Education https://www.linkedin.com/in/insurancewriter/ Karen O’Connor Corrigan, CIC, CIRMS President, Owner, O’Connor Insurance, Missouri https://www.oconnor-ins.com/ LinkedIn: https://www.linkedin.com/in/karen-o-connor-corrigan-6184569/ Additional Resources: https://www.independentagent.com/vu/Agency-Management/Sales/Other/GermondHardSoftInsuranceMarket.aspx Webinar: https://youtu.be/2hj7zgDaLHw https://www.independentagent.com/resources/SiteAssets/Aluminum%20Wiring%20Explanation.pdf https://www.independentagent.com/resources/SiteAssets/Big%20i%20Habitational%20Hot%20Mess%20by%20KOC.pdf https://www.independentagent.com/resources/SiteAssets/CAI%20National%20Survey.pdf

Opportunity For Entrepreneurship

Wed, 09 Aug 2023 09:00:00 +0000

Join us for Declaration of Independents on Agency Nation Radio, the podcast that takes you behind the scenes of the insurance industry. On this episode, we meet Jason Rodriguez, the managing partner at Prominent Insurance in Wilmington, Delaware. From his entrepreneurial journey growing up in Brooklyn to serving on the board of the Delaware Association of Insurance Agents & Brokers, Rodriguez is on a mission to make insurance not just a profession, but a passionate pursuit and opportunity for others. Gain insights into his franchise expansion plans, with a goal of 20 franchises every year. This episode is hopsted by AnneMarie Spears, news editor at Independent Agent magazine. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Read the Declaration of Independence: Declaration of Independents: Jason RodriguezDeclaration of Independents: Jason Rodriguez (iamagazine.com) Meet our guest: Jason Rodriguez, https://www.linkedin.com/in/jason-rodriguez-06740028/

Navigating Client Communications in a Hard Market

Wed, 26 Jul 2023 09:00:00 +0000

There’s no doubt insurance marketplace is harder to navigate, with economic pressures and increased natural disasters leading to rising premiums. How do you best support your clients, agency staff and successfully navigate the hard market? Tune into this episode of Agency Nation Radio Podcast, hosted by Kelley Donahue-Pirro, owner of Agency Performance Partners, who sits down with two experienced agency presidents, Michelle O’Connor of O’Connor Insurance in Charlotte, North Carolina, and Matt Simon, CIC, CPCU or CoverLink Insurance in Columbus, Ohio. They talk about how to navigate market conditions, what they have done, and the advice for other agents—especially those who haven’t experienced a hard market. It’s time to get back to basics. Hear strategies to help you evaluate your client outreach and double down on your communications. Find out how you can zero-in on internal processes to support your team and remind them that now, more than ever, independent agents bring value to their clients and the community. Hopefully this talk and the Hard Market Toolkit created by Trusted Choice will help make navigating today’s insurance environment a little easier. Get a copy of the Hard Market Toolkit by Trusted Choice. https://lp.independentagent.com/hardmarket Host Kelly Donahue-Pirro, Owner at Agency Performance Partners : https://www.linkedin.com/in/kellydonahuepiro/ Michelle O’Connor, President O’Connor Insurance – Charlotte, NC : https://www.linkedin.com/in/michellenagelioconnor/ Matt Simon, CIC, CPCU, President CoverLink, Columbus, Ohio: https://www.linkedin.com/in/matthewtsimon/

Meet the Founder of Beauty Queen Insurance

Wed, 12 Jul 2023 09:00:00 +0000

On this edition of Declaration of Independence, on Agency Nation Radio podcast, host Olivia Overman, content editor with Independent Agent magazine, sits down with Crystal Fox, the founder of Beauty Queen Insurance, a division of the Smith Sawyer Smith agency in Rochester, Indiana. The pandemic brought Crystal’s makeup career to a halt leading her to find new opportunities as an independent agent. Recognizing a gap in the market for an insurance agent with specialized knowledge of the beauty industry, Crystal created a career path to serve the industry she loved. She began to dive into the limited coverage options for services like permanent makeup, Medi spa treatments and permanent jewelry. Listen in to be inspired to find a niche that connects your passion to a career in insurance. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Read the Declaration of Independence: https://www.iamagazine.com/magazine/issues/2023/july/declaration-of-independents-crystal-fox Meet our guest: Crystal Fox, Founder and Creator, Beauty Queen Insurance https://beautyqueeninsurance.com/

The Next Generation Talks Insurance Careers

Wed, 28 Jun 2023 09:00:00 +0000

What does the next generation want in a career? How does the insurance industry align with what Generation Z wants in a profession? We uncover the connections on this edition of Agency Nation Radio podcast. Guest host Cassandra Koegel with Eastern Insurance Group and a member of the Big “I” national Young Agents Committee talks to Will Huang, recent graduate of St. John’s University Risk Management and Insurance program and intern with the Big “I” Invest education foundation. Together, they talk about what they love about insurance and how we can position the industry to appeal to the next generation—giving back, a challenge, flexibility and the ability to make a really good living—what’s not to love? Find out what young people want in the workplace and how insurance is truly a hidden gem. Tune in today. Want to learn more about attracting the next generation to your agency? Invest connects insurance professionals with schools and resources to help students learn about insurance and careers in the industry. Find internship guides, help connecting with schools and career day materials to help you educate students on careers in insurance at investprogram.org. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Our Guest: Cassandra Koegel CISR, AINS, AILP, MLIS, Commercial Lines Producer at Eastern Insurance Group LLC https://www.linkedin.com/in/cassandra-koegel-cisr-ains-ailp-mlis-b2329390/ Will Huang, Graduate St. John’s University Risk Management and Insurance, Sec. Gamma, Big I intern working with Invest, soon to be underwriter at Chubb everlasting passion for underwriting. https://www.linkedin.com/in/william-huang-6501/

Entrepreneurial Life Lessons with an Agency and InsurTech Founder

Wed, 07 Jun 2023 09:00:00 +0000

David Watson, executive vice president of Mappus Insurance, South Carolina sits down with Will Jones, editor-in-chief of Independent Agent magazine to share his origin story on this edition of Declaration of Independence on Agency Nation Radio podcast. After working for State Farm and Allstate, David became a Farm Bureau contractor and in 2016 he founded a scratch independent agency, BlueLake. However, he quickly noticed mundane tasks like lead generation and data entry were holding him back. The entrepreneurial bug bit again and David launched RiskAdvisor, a software program that streamlines the application and renewal process for independent agencies. Listen in to be inspired by his background and hear how carriers and agencies can work together to make it to do profitable business and service clients. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Our Guest: David Watson https://www.linkedin.com/in/agentdavidwatson/ Risk Advisor: https://riskadvisor.insure/ Mappus Insurance: https://www.mappusinsurance.com/ Read the interview: https://www.iamagazine.com/magazine/issues/2023/june/declaration-of-independents-david-watson

IA Advantage: ClientCircle: New Name, New Offering for Independent Agents

Wed, 31 May 2023 09:00:00 +0000

Chip learns the story behind Rocket Referrals' name change when he and Torey Maerz, CEO of ClientCircle and veteran IA channel insurtech leader, catch up for the first time since COVID.

Expanding into Benefits

Wed, 24 May 2023 09:00:00 +0000

On this edition of Agency Nation Radio podcast, guest host Bob Fee, President, Fee Insurance, Kansas and immediate past chair of the Big “I” is joined by Kathy Conley-Jones LUTCF, Chief Insurance Strategist, Williamson Financial Management Group in St. Louis. She also founded The Conley Financial Group, a multi-line insurance and employee benefits firm that provides holistic insurance solutions to its clients. They share their backgrounds in benefits and provide strategies and tips for agencies considering expanding their service as a trusted advisor. Find out how to get started, markets to consider, income potential, and staffing. “I think it’s so important that our independent agents start to expand and see themselves in a different light because most of your clients are hoping that you will,” says Kathy. Tune in today and take note of actionable strategies to help you enhance your agency’s service profile. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Bob Fee, President, Fee Insurance, Kansas Immediate past chair, Big “I” Bob currently has a benefits team of 4 and some unique obstacles in Kansas. The agency is actively working to expand into the benefits space even further. https://www.feeinsurance.com/bob https://www.linkedin.com/in/bob-fee-8289488/ Kathy Conley-Jones LUTCF, Chief Insurance Strategist, Williamson Financial Management Group, St. Louis Founder of The Conley Financial Group, a multi-line insurance and employee benefits firm that provides holistic insurance solutions to their clientele https://www.williamsonfinancial-mg.com/Kathy-Conley-Jones,-LUTCF.e1177836.htm https://www.linkedin.com/in/kathy-conley-jones-lutcf-47886b3/

Talking Tech With Dean Giem

Wed, 10 May 2023 09:00:00 +0000

On this edition of Declaration of Independence on the Agency Nation Radio podcast, Dean Giem, president of Paradox Insurance Agency in Montana talks about technology. The self-proclaimed technology geek shares his journey from a captive agency to independent agency ownership. Now, as a member of the NetVu board and the AUGIE executive council, he explains technology is accessible and affordable for small and mid-size agencies. From chatbots to AI, he explores the future of insurtech. “I think the way data is collected, the way data is consumed and shared, is going to be a major shift in the next two to three years,” says Dean. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. Catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Want to learn more about technology for your agency? The following resources can help: Big “I” Agents Council for Technology: https://www.independentagent.com/ACT/Pages/default.aspx NetVu: https://www.netvu.org/web AUGIE https://augiegroup.org/ GUESTS: Dean Giem: https://www.linkedin.com/in/deangiem/ Paradox Insurance: https://paradoxinsurance.com/

Trusted Choice Advantage: New Option for Small Agencies: Broker Buddha

Wed, 03 May 2023 09:00:00 +0000

Chip’s guest this week is Jason Keck of Broker Buddha. Chip & Jason discuss some shared history and their evolving insurtech perspectives. Jason also reveals news of an affordable new solution from Broker Buddha specifically designed to help smaller independent insurance agencies with five or fewer customer-facing employees.

Ask Me Anything: A Conversation with Kelly McDonald on Diversity, Equity and Inclusion

Wed, 26 Apr 2023 09:00:00 +0000

In this episode of Agency Nation Radio podcast, Brandon Okita, FIA Insurance Services and Big “I” Diversity Council chair sits down with Kelly McDonald to answer questions submitted by Big “I” members live and online. Kelly is one of the nation’s top experts in diversity and inclusion, leadership, marketing, customer experience, and consumer trends. Together they discuss how leaders can continue to advance diversity by creating an inclusive and respectful culture. They answer Big “I” member questions about diversity training, advertising, tattoos, and strategies for handling difficult conversations in the workplace. “All voices are welcome here, because we value all employees, and we value all perspectives—that’s what diversity brings to the table,” says Kelly. Kelly was named one of the “10 Most Booked Speakers in the U.S.” and ranked #1 on the list of “25 Hot Speakers” by Successful Meetings Magazine. She has been featured on CNBC, in Forbes, INC. Magazine, BusinessWeek, CEO World, Fast Company, and more. She is the author of four bestselling books. Her newest, “It’s Time to Talk about Race at Work: Every Leader’s Guide to Making Progress on Diversity, Equity & Inclusion” is one of the top Bestselling Business Books in the U.S. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. Catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Guests: Brandon Okita, FAI Insurance Services and Big “I” Diversity chair https://www.linkedin.com/in/brandon-okita-7b16497/ https://www.linkedin.com/company/fia-insurance-services/about/ Kelly McDonald, author, speaker DEI expert https://www.mcdonaldmarketing.com/aboutkelly

417: Raising the Bar for InsurPac with Tonya Thomason

Thu, 20 Apr 2023 09:00:00 +0000

On this episode of Agency Nation Radio, Tonya Thomason, president of David A. Crotts & Associates in Greenwood, South Carolina shares a few of the secrets to how she helped the Independent Insurance Agents & Brokers of South Carolina (IIABSC) win the InsurPac “Triple Crown” three years in a row. After consecutively raising the most InsurPac contributions of any state, the most from young agents and the most from past presidents, Thomason says “it’s about getting everybody involved ... piquing that curiosity is key, because we can get up on the stage and we can talk about InsurPac, what it’s doing and how it’s doing it, but most people—unless they see it or feel it—find it difficult to comprehend. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform. Mann was also featured in the April issue of Independent Agent. Check out her interview: https://www.iamagazine.com/magazine/issues/2023/april/declaration-of-independents-tonya-thomason OUR SPONSOR: This episode is supported by the Insurance Marketing & Communications Association, or IMCA, where all of the smartest marketing minds in the insurance industry come together to network. You’re invited to IMCA’s annual conference, “Ignite,” in Nashville this June. Learn more at imcanet.com

101 Weston Labs: Accelerating the IA Channel

Wed, 19 Apr 2023 09:00:00 +0000

Chip talks to Aubie Knight and Pat Cline about 101 Weston Labs, the first insurtech accelerator founded and operated by an association of independent agencies. Learn how this venture seeks to transform insurance technology and how agents and startups can get involved.

Blazing the Way: Women Leading Insurance

Sun, 26 Mar 2023 09:00:00 +0000

In honor of women’s history month, Toni Jones, Vice President of Transportation Marketing, Palomar Insurance, and member of the Big “I” National Young Agents Committee sits down with a cast of remarkable leaders who are blazing the way for women in their organizations and the insurance industry. On this episode of Agency Nation Radio hear from Angela Ripley, President VW Brown Insurance Services and Big “I” Executive Committee Member; Courtney Rains, Chief Marketing Officer, Applied Systems and Crista Walker, VP, Agent Engagement & Technology at Liberty Mutal Insurance. Liberty Mutual research shows that while 85% of women who work on the frontline can picture themselves as a leader at an agency, fewer than one-third of agency principals and owners are women. Together the women talk about the disconnect and how to create leadership opportunities for women in the insurance industry. What can organizations and individuals do to be more intentional in helping women grow into leadership roles? How can women take steps to rid imposter syndrome? How do women start conversations that help them get a seat at the table and the position they deserve to create a rewarding future in insurance? Additionally, the group discusses data on the division of labor at home, who are making financial decisions for families when it comes to supporting personal lines clients. The group talks about how self-awareness and grace-- both are critical to growth. Tune in and be inspired to blaze a future that’s good for women—because women are good for business. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. Catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Toni Jones, Vice President Transportation Marketing, Palomar Insurance, and member of the Big “I” National Young Agents Committee https://www.linkedin.com/in/toni-jones-mba-cic-crm-cisr-trs-star-b6759b2b/ Angela Ripley, President VW Brown Insurance Services and Big “I” Executive Committee Member https://www.linkedin.com/in/angelakokoskoripley/ Courtney Rains, Chief Marketing Officer, Applied Systems https://www.linkedin.com/in/courtney-rains-a0543715/ Crista Walker, VP, Agent Engagement & Technology, Liberty Mutal Insurance https://www.linkedin.com/in/crista-walker-0bb6a327/ https://www.iamagazine.com/strategies/5-practical-ways-to-create-more-leadership-opportunities-for-women-in-insurance https://www.agentforthefuture.com/womenininsurance/

What's the Secret? Scott Insurance Ranks Best Practices for 30 Years

Thu, 09 Mar 2023 10:00:00 +0000

Scott Insurance, a Virginia agency founded in 1864, has been a Big "I" Best Practices Agency since the program started. With 30 years of Best Practices experience, agency leadership knows what it takes to strengthen incrementally with the right data and benchmarks. Keith Mann, COO/CFO sits down with Will Jones, editor-in-chief, Independent Agent magazine to talk about what the 100% employee-owned agency gleans from the study. Together they talk about importance of understanding sales data including sales velocity and organic growth and how looking at weakness is an opportunity for growth. Additionally, Keith shares strategies the agency has implemented to help attract and retain producers who help grow the business, but also become part of the agency's perpetuation story. Scott Agency has more than 350 employees and agency locations in Virginia, North Carolina, South Carolina and Tennessee. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. Catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Scott Agency: https://www.scottins.com/ Read DOI in Independent Agent Magazine: https://www.iamagazine.com/magazine/issues/2023/march/declaration-of-independents-keith-mann

IA Advantage: Artificial Intelligence: Already Helping Agents Today

Wed, 01 Mar 2023 10:00:00 +0000

With the recent launch of ChatGPT, the insurance industry is taking a hard look at artificial intelligence and how it can be leveraged to help independent agents. In this podcast, Chip explores how AI may be able to streamline some of agents' biggest challenges with Marcus Daley, co-founder of NeuralMetrics.

DOI: The Great Resignation Brings Opportunity with Christopher Sheely

Wed, 22 Feb 2023 10:00:00 +0000

Becoming an independent agency owner brings freedom and often that means a chance to leave the 9 to 5 behind. There’s a lot of flexibility, and with hard work, there’s no cap on the income potential. In June 2021 Christopher Sheely launched a new agency, but he used the Great Resignation to his advantage, creating opportunities that professionals were looking for. On this episode of Declaration of Independents on Agency Nation Radio, AnneMarie McPherson Spears, Independent Agent magazine news editor, sits down with the owner of Christopher Sheely Agency, Atlanta. Find out how he fast-tracked growth, found staff, and connected with the community. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. Catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. SPONSORED BY: This episode is supported by PersonalUmbrella.com, where you can quote standalone personal umbrella policies of up to 5 million in 3 minutes online — just by answering 4 simple questions. https://www.personalumbrella.com. The GUEST: Christopher Sheely https://www.linkedin.com/in/sheelychris/ Christopher Sheely Agency https://www.csainsuranceagency.com/ The HOST: AnneMarie McPherson Spears, news editor, Independent Agent Magazine, https://www.iamagazine.com/podcasts

The Next Steps: Journey of African-American Insurance Professionals

Wed, 15 Feb 2023 10:00:00 +0000

On this edition of Agency Nation Radio, Will Jones, Independent Agent magazine editor-in-chief sits down with Dr. Leroy Nunery II, president, Evolution Advisors LLC, and author of the 2018 “The Journey of African-American Insurance Professionals,” and the follow-up study “The Next Steps on the Journey: Has Anything Changed?” released in January 2023. While the new study shows positive change in the industry, with 60% of respondents agreeing their agency is committed to diversity, nearly 84% of respondents remarked that they still encounter obstacles in their career because of either conscious or unconscious racial bias. Tune in as Leroy and Will discuss how the George Floyd murder was a turning point for race in the insurance industry, with more resources and initiatives devoted to inclusion. Still, Leroy says the industry has an awareness issue. With his years of expertise championing diversity in American business, he shares what you can do now—your next steps on the journey to a more diverse and inclusive workforce. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Find Dr. Leroy Nunery II: https://www.linkedin.com/in/ldn2educate/ The Journey of African American Insurance Professionals: https://www.marsh.com/us/about/about-marsh/diversity-and-inclusion-marsh/insights/the-journey-of-african-american-insurance-professionals.html The Next Steps on the Journey: Has Anything Changed: https://www.independentagent.com/diversity/SiteAssets/NextStepsNunery.pdf

InsurTech Summit: On the Banks of the Savannah River: Demystifying Insurtech (and Fighting the Wind)

Sat, 11 Feb 2023 10:00:00 +0000

Live from the patio of the Big “I” InsurTech Summit! Listen as insurtech and IA channel leaders share their insights on agency technology adoption with hosts Chip Bacciocco and Chris Cline.

Part 1 of 3 InsurTech Summit: Tech Trends Defined

Wed, 08 Feb 2023 10:00:00 +0000

The Big “I” recently hosted an InsurTech Summit with TrustedChoice.com. Chris Cline, Agents Council for Technology, executive director, talks to Lou Moran III, Big “I" InsurTech Task Force chair, principal of Inter-Agency Insurance Services in Knoxville, and Jason Walker, president of Agency Revolution kick off the three-part series. The insurance leaders play a quick round of word association, in their own words, defining key terms in the insurance technology. See where your understanding of data, APIs, and marketing stands up to these leaders! And the future? You’ll hear a bit about that too! Remember to tune into parts 2 and 3, episodes 408 and 409!

Part 2 of 3 InsurTech Summit: The Future of the AMS

Wed, 08 Feb 2023 10:00:00 +0000

Join Chris Cline, executive director of Agents Council for Technology, and Jason Liu the CEO of Zywave on the water’s edge of Savannah, Georgia at the Big “I” InsurTech Summit. Dive into one of an agency's biggest technology spends—the agency management system. But, are agencies getting the most out of their investment? Probably not. Together the insurance technology leaders talk about spending less on AMS to free up more for agencies to spend on agency growth. Is that the future? Speaking of what’s on the horizon….what are Jason's thoughts on the future of digital quoting, data, AI, segmentation, and more. Remember to check into episodes parts 1 and 3 from the InsurTech Summit.

Part 3 of 3 InsurTech Summit: The Cyber Age

Wed, 08 Feb 2023 10:00:00 +0000

On the final edition of the three-part series from the Big “I” InsurTech Summit, Chris Cline, executive director of Agents Council for Technology, and Bill Haber, co-founder TEKRiSQ talk about the cyber age. Cyber is the new cost of doing business and agency owners need to be more proactive in their approach to data security—creating policies and having staff and services in place to prevent breaches. With the ramp-up of email, EFT fraud, and phishing, it’s also important for owners to become more resilient as well. Tune in for a future-focused talk on cyber. Rember to check out Parts 1 and 2 from the InsurTech Summit.

Insurtech: Enhancing the Transaction, Not Eliminating the Tradition

Wed, 01 Feb 2023 10:00:00 +0000

Insurtech: Enhancing the Transaction, Not Eliminating the Tradition Live from the inaugural Big “I” InsurTech Summit! Chip Bacciocco and Chris Cline take a minute to sit down with Bill Devine and Sean Ramalho of Travelers to discuss the IA channel’s urgent need to take ownership of insurtech strategy in order to avoid the possibility of external players or factors dictating the way agencies do business. This is a must-listen for all insurance industry change-makers.

Jessica Mulder: Challenges of Acquisitions and Transitions

Wed, 25 Jan 2023 10:00:00 +0000

Jessica Mulder started her insurance career 14 years ago as a CSR for Ambank Insurance, now Perspective Insurance in Sioux City Iowa. Six years ago she took on the role of operations manager for the agency and in this episode of Agency Nation Radio, Jessica reflects on purchasing three agencies in one year. Get a candid take on the challenges and opportunities that come with purchasing an agency. And talk about two issues on the minds of every agency owner-- staffing and technology. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. SPONSORED BY: This episode is supported by PersonalUmbrella.com, where you can quote standalone personal umbrella policies of up to 5 million in 3 minutes online — just by answering 4 simple questions. https://www.personalumbrella.com TODAY'S GUEST: Jessica Mulder https://www.linkedin.com/in/jessica-mulder-26862612b/ Perspective Insurance: https://www.linkedin.com/company/perspective-insurance/ https://myasb.bank/personal/insure.html

Part 2 of 2: Practical Methods for Growth

Thu, 19 Jan 2023 10:00:00 +0000

In a two-part welcome to 2023 edition of Agency Nation Radio podcast guest host James Jenkins of host of Agency Freedom podcast and CEO RiskWell Insurance, Texas, hosts Michelle Rupp, owner NRG Insurance in Seattle, and Mark Ahart president of Ahart Frinzi and Smith with offices in New Jersey and Alexandria, Virginia. During part one, Resilience: Rising in a Recession, you’ll hear the group talk about leadership in a hard market. How do you prepare and support your team and help them navigate landmines? And how does agency culture create value, especially when getting the right people in the right seats? In the second episode, Practical Methods for Growth the group discusses creating realistic outcomes and systems, processes, and workflows that help make the magic happen. Don't forget to tune into episode 403 for part 1! Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Host: James Jenkins, host of Agency Freedom Podcast https://podcasts.apple.com/us/podcast/agency-freedom/id1565828394; https://www.riskwell.com/; https://www.linkedin.com/in/riskwell/ Guests: Michelle Rupp, owner NRG Insurance https://www.linkedin.com/in/michellerupp1/; https://www.nrg-insurance.com/ Mark Ahart, President, Ahart, Frinzi and Smith https://afsinsurance.com/ https://www.linkedin.com/in/mark-ahart-au-7a44a4b/

Part 1 of 2: Resilience: Rising in a Recession

Wed, 18 Jan 2023 10:00:00 +0000

In a two-part welcome to 2023 edition of Agency Nation Radio podcast guest host James Jenkins of host of Agency Freedom podcast and CEO RiskWell Insurance, Texas, hosts Michelle Rupp, owner NRG Insurance in Seattle, and Mark Ahart president of Ahart Frinzi and Smith with offices in New Jersey and Alexandria, Virginia. During part one, Resilience: Rising in a Recession, you’ll hear the group talk about leadership in a hard market. How do you prepare and support your team and help them navigate landmines? And how does agency culture create value, especially when getting the right people in the right seats? In the second episode, Practical Methods for Growth the group discusses creating realistic outcomes and systems, processes, and workflows that help make the magic happen. Don't forget to tune into episode 404 for part 2! Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Host: James Jenkins, host of Agency Freedom Podcast https://podcasts.apple.com/us/podcast/agency-freedom/id1565828394; https://www.riskwell.com/; https://www.linkedin.com/in/riskwell/ Guests: Michelle Rupp, owner NRG Insurance https://www.linkedin.com/in/michellerupp1/; https://www.nrg-insurance.com/ Mark Ahart, President, Ahart, Frinzi and Smith https://afsinsurance.com/ https://www.linkedin.com/in/mark-ahart-au-7a44a4b/

Mikayla Cooper: Millennial Finds Independence

Wed, 28 Dec 2022 10:00:00 +0000

Mikayla Cooper, owner of Mikayla Cooper Insurance Agency, Aurora Colorado, like many generations before her created a career in the insurance industry. But after years of working in a captive agency, she saw the need to provide more products and services to her clients. In April 2022, she started a fully-virtual independent agency. She created a network, built relationships and truly celebrated the advantages of being her own boss. Next on her list? Growth. Tune in to hear Mikayla's journey into IA ownership. Be sure to share this podcast with young professionals who want to embrace their entrepreneurial spirit. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. SPONSORED BY: This episode is supported by PersonalUmbrella.com, where you can quote standalone personal umbrella policies of up to 5 million in 3 minutes online — just by answering 4 simple questions. https://www.personalumbrella.com GUEST: Mikalya Cooper: https://www.linkedin.com/in/coopermikaylar/ Mikalya Cooper Insurance Agency: https://www.themcins.com/

Marketing Mix for the New Year

Thu, 15 Dec 2022 10:00:00 +0000

Marketing doesn't need to be complicated, but it does take time, and it's absolutely a team effort. Three industry experts share insights and top strategies for 2023. Kasey Connors, Trusted Choice VP of operations at the Big "I" national headquarters hosts Casey Rotary, director of marketing at Mason McBride in Michigan and Stacie Cooper, marketing project manager Liberty Mutual/Safeco Insurance/State Auto. The group talks about digital marketing, content creation and website strategy that will help independent agents grow their visibility with the right clients for their agency. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Liberty/Safeco: The State of Digital in Independent Insurance Agencies - Agent for the Future Trusted Choice: Exclusive marketing resources for Big "I" members: https://trustedchoice.independentagent.com/ Stacie Cooper: https://www.linkedin.com/in/staciecooper/ Casey Rotary: https://www.linkedin.com/in/caseyrotary/ Kasey Connors: https://www.linkedin.com/in/kasey-connors-professional/

20-Minute Master Class: Content Strategies for SEO

Tue, 29 Nov 2022 10:00:00 +0000

IA Advantage, presented by TrustedChoice.com TrustedChoice.com employees have taken over the IA Advantage podcast this month to bring you a master class in search engine optimization content strategies. Listen as Steve Gomez, Director of SEO, picks the brain of a leading SEO consultant to uncover strategies for creating web content that enhances your overall SEO. You’ll learn tips on selecting topics, how to improve existing content, how to deal with Google’s changing algorithm, and more.

DOI: Family Matters with Katelyn Aitken Meyer

Tue, 22 Nov 2022 10:00:00 +0000

Katelyn Aitken Myer is the third generation to work in the family agency, Aitken & Ormond Insurance in Michigan. On this edition of Declaration of Independents, we dig into expanding her role from accounting to overall agency operations and IT. She shares tips for keeping family drama at bay and how agencies should consider building roles that will help the agency grow and attract new talent. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Prepare for Agency Ownership

Wed, 09 Nov 2022 10:00:00 +0000

On this edition of Agency Nation Radio, Avery Moore, owner of ECI Insurance, and Scott Freiday, InsurBanc Division Director dig into the intricacies of financing an independent agency. The two share strategies and anecdotes for aspiring owners on the importance of relationships, mentorship, valuation, and interest rates. They also share key factors used to evaluate an agency for financing. "Most important is to start that conversation early and raise your hand. Let the owner know that you'd like to be the candidate for the next generation of ownership," says Scott. Whether you are an aspiring owner or considering retirement, the InsurBanc leader shares strategies to help you understand your next step. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Avery Moore: https://www.linkedin.com/in/averymooreeci/ Scott Freiday: https://www.linkedin.com/in/scottfreiday/ InsurBanc: https://www.insurbanc.com/

Agency Nation Radio: Election Preview for Independent Agents

Fri, 28 Oct 2022 09:00:00 +0000

Tune in as Charles Symington, Big “I” EVP, and Nathan Riedel VP of political affairs give a preview of the 2022 election. Get an insider look at what's happening with the polls and dive into the fight for control of the House of Representatives. The beltway insiders will also share their perspectives on competitive Senate races. Who's going to take control of the House and Senate? Will history repeat itself? Listen in and our experts will cut through the noise, dust off the crystal ball, and predict the nation’s most competitive seats. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

DOI: Knowledge is Power with Angela Trimble

Wed, 12 Oct 2022 09:00:00 +0000

On this episode of Declaration of Independence on Agency Nation Radio, we meet Angela Trimble, TrustPoint Insurance & Real Estate in Burlington, Kansas. Angela and her best friend purchased a branch of a local independent agency in 2009 and since then her agency has grown from 5 to 20 employees at three locations. At the cornerstone of Angela's continued growth is knowledge. The insurance industry and client needs are constantly changing and insurance professionals need to stay up to date on the evolution. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Have a story to tell? Contact Susan Bonner, Big "I" assistant vice president of marketing and communications. https://www.trustpointservices.net/ https://www.linkedin.com/in/angela-trimble-92943b11/ https://www.iamagazine.com/magazine/issues/2022/october/declaration-of-independents-angela-trimble https://www.iamagazine.com/podcasts

DOI: Brian Bradley, Kindness is Contagious

Thu, 29 Sep 2022 09:00:00 +0000

On this month's Agency Nation Radio Declaration of Independents we meet Brian Bradley, founder and co-owner of Covenant Insurance Services in Nebraska. The challenges of life as both a father and working in the community with a nonprofit presented Bradley with a dilemma. He loved giving back to the community, working with people and making a difference, “but if you can't take care of yourself, obviously something had to break," Bradley says. In 2009, Bradley made the decision to leave the nonprofit world and began working for a captive insurer. Seven years later, Bradley founded Covenant Insurance Services with Stan Gatchenko, his co-worker and “work wife." Today, along with his duties as an independent agent, Bradley remains very active in his church, his community and particularly in the foster care and adoption community. He and his wife are currently the proud parents of 8 children. Tune in as host Olivia Overman, content editor, and Brain Bradley talk about his journey into insurance and what the future has in store for the Bradley family. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Have a story to tell? Contact susan.bonner@iiaba.net. Brian Bradley LinkedIn https://www.linkedin.com/in/bbradleylincolnne/ Brian Bradley DOI story: https://www.iamagazine.com/magazine/issues/2022/september/declaration-of-independents-brian-bradley Covenant Insurance Services: https://covenantnebraska.com/ More podcast? https://www.iamagazine.com/podcasts

Next Gen Insurance Leaders: Opportunity Knocks

Wed, 14 Sep 2022 09:00:00 +0000

Hear from five young independent agents on how they found careers in insurance. Some found the industry by chance, others it's a family affair, but all of them note just how much they love their careers in insurance. And, with many agency owners navigating retirement, now is the time for professionals to consider an insurance career--- especially those with entrepreneurial spirit who want to help their community. "I have a hard time thinking of a different career that I would wanna be in. I work with the commercial line side of the industry, so I get to help business owners every day. And I love hearing about the businesses they've built, that they are so proud of at the, an amazing feeling, being able to work with them, to protect their businesses. And each day is different from the one before it, because each client is so different. I've never had a boring get yet," says Leah Robinson, My Member Insurance Agency in Saginaw Michigan. Tune in and hear what these emerging leaders love about insurance-- this is certainly one to share with young people you know who could thrive in an insurance career. Craig Bender, The Archdeacon Agency, New York https://www.linkedin.com/in/craig-bender-6165a7183/ Reuben Hall, Hylant Group, Ohio https://www.linkedin.com/in/reuben-hall-20955a69/ Mireya Del Carmen Jimenez, Catto & Catto, Inc. Texas https://www.linkedin.com/in/mireya-del-carmen-jimenez-259652b9/ Leah Robinson My Member Insurance Agency Michigan https://www.linkedin.com/in/leahlupu/ Marena Malcolm Price & Company, Arkansas https://www.linkedin.com/in/marena-malcom-7132a888/

DOI: Tiago Prado, For the Love of Service

Wed, 31 Aug 2022 09:00:00 +0000

Tiago Prado We went from zero to 50 million in premium in less than five years.

After the Storm: Navigating Claims Following Catastrophes

Wed, 17 Aug 2022 09:00:00 +0000

One in 10 homes in the U.S. were impacted by natural hazards in 2021, according to CoreLogic. And, according to Swiss Re, insured losses from natural disasters in 2021 again exceeded the previous ten-year average, continuing the trend of an annual 5-6% rise in losses seen in recent decades. Those moments, days and months after an event can bring out the best in an independent insurance agency—if it’s prepared. And as we are well into the 2022 hurricane season, now is an especially good time to be prepared. In this episode of Agency Nation Radio with Independent Agent magazine news editor AnneMarie McPherson Spears, we hear from independent agents on how they steered their communities through the aftermath of catastrophes, even as their own businesses were impacted as well. “Having a good disaster recovery plan…is first and foremost,” says Roy Riley of Peel & Holland Insurance in Benton, Kentucky. “You know, having a plan on how we are going to respond to that. Our agency always lives by the mantra that when times are their worst is when our clients expect us to be at our best.” One of the biggest challenges is helping clients who have never experienced a massive disaster before and guiding them as the process unfolds over the weeks that follow the catastrophe. “What we learned is that they need us more after the claim is turned in, not the initial claim, because they could do that. We could do that. Anybody could do that,” says Donna DiCarlo of Riverlands Insurance Services in LaPlace, Louisiana. “But after the claim is turned in, they have a million questions going through the process, especially if it's a first claim, new home buyers, et cetera. And what they need from us is they need to know the process.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Have a story to tell? Contact Susan Bonner, Big "I" assistant vice president of marketing and communications.

DOI: Claims to Fame: Coach, Adjuster, Agent and Author John Bachmann on Building Relationships

Wed, 03 Aug 2022 09:00:00 +0000

John Bachmann, vice president of client relations, Norwood Insurance, Groveland, Massachusetts, sits down with Olivia Overman, Big “I” content editor on this edition of Agency Nation Radio’s Declaration of Independents to talk about building relationships. Not just with clients, but with carrier representatives and claims teams. Establishing these relationships helps agents better understand policies and how to best support clients. “Insurance is a people business and I love developing those relationships. I worked in the claims field for the first 17 years of my insurance career and some of the worst conversations I've ever had have been telling people they don’t have coverage. Now, I can prevent those conversations from happening,” says John. John is known as a claims leader, author of “Successful Adjuster’s Playbook: The Secret Skills for Providing the Best Claim Experience” and a self-professed insurance nerd. He started consulting and speaking in different venues all over the country, mostly with an audience of independent agents, but it was the coronavirus pandemic that put everything into perspective for John—that’s when he joined Norwood Insurance Agency. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent Magazine—we’ve got the stories you want to hear. For more, catch Agency Nation radio on your favorite streaming platform or visit iamagazine.com/podcasts. https://www.linkedin.com/in/johnbachmann/ https://www.norwoodinsurance.com/

Hungry for Knowledge: Insurance Careers with Carrie Shaw

Wed, 20 Jul 2022 09:00:00 +0000

I find it just fascinating that I can learn something new every day. It's been a wonderful career for me as an academic where I just want to constantly expand my knowledge and use my brain. I love working with business clients, helping them run their businesses and advising them on things that are going to affect their businesses. Carrie Shaw, account manager with Mirabito-Grsham Insurance and host Olivia Overman talk about insurance careers and how to attract more young people to the industry. Declaration of Independents on Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Have a story to tell? Contact Susan Bonner, Big "I" assistant vice president of marketing and communications. https://mirabitogresham.com/ https://www.linkedin.com/in/carrie-shaw/

People—Your Most Powerful Asset

Fri, 08 Jul 2022 09:00:00 +0000

A conversation with agency owner Jana Foster and Progressive’s Karen Bailo Creating an organizational culture where employee perspectives are valued, and staff feels part of something bigger fosters an environment where individuals and the organization flourish. Jana Foster owner of Nevada Insurance Agency Company and chair of the Big “I” national Young Agents Committee sits down with Karen Bailo, commercial lines president, Progressive to talk organizational culture, inclusion, and the importance communication and supporting the personal development of staff. Karen is what Progressive calls a “lifer. ” She’s been in the business for more than 32 years, starting as a service representative, moving onto many analytical roles and eventually leading the independent agency channel. Now, Karen leads the fast-growing commercial business as commercial lines president. “People are it for us, we know that our people are our most powerful asset as a company. Without our customer service teams and claims organization, all of our sales organizations, without our agents--we wouldn’t have a business. Progressive creates an environment where people feel valued and engaged and part of something special, ” says Karen. On this edition of Agency Nation Radio, hear Karen’s insurance origin story and glean insights from Progressive’s tested practices to help you create an inclusive, growth-minded agency culture. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent Magazine—we’ve got the stories you want to hear. For more, catch Agency Nation radio on your favorite streaming platform or visit iamagazine.com/podcasts. Have a story to tell? Contact Susan Bonner, AVP marketing and communications. mailto:susan.bonner@iiaba.net Learn more about Karen and Progressive at Progressive.com LinkedIn: Jana Foster https://www.linkedin.com/in/jana-schellin-foster-969667b1/ Karen Bailo https://www.linkedin.com/in/karen-bailo-a162138/

Giving Back is Good for Business

Thu, 09 Jun 2022 19:00:00 +0000

Take two third generation agency owners, mix in a passion for giving back to the community and you've got one inspiring conversation that will make you rethink how you connect with your community and build a stronger business. Brock Elliott, Elliott Group Kansas and member of the national Young Agent Committee and Ben Rathbun, president of Rathbun Insurance and winner of the Dan Fulwider reflect on their shared history of giving and how it brought them together as friends. Find out how you can make giving back a part of your organizational culture and just feel good about what you do! Welcome Agency Nation Radio where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure--stories that helped make them the professionals they are today. https://noahsbandageproject.com/ https://www.elesplace.org/ https://www.linkedin.com/in/brock-elliott-7168568a/ https://www.linkedin.com/in/benrathbun/

Rushing into Agency Ownership with Kristine Rushing

Fri, 27 May 2022 17:00:00 +0000

Welcome to Declaration of Independence. Today, we meet Kristine Rushing, co-owner and risk consultant at Rushing Insurance Agency in Pensacola, Florida. At the beginning of her career, Rushing interviewed with a bank and an insurance agency. The insurance agency was the first one to offer her a job—and so her insurance career began. When Nationwide released its exclusive agents from their contracts in 2008, Rushing and her now husband jumped at the opportunity to buy an agency. Being an agency owner showed Rushing a completely different side to the industry and confirmed insurance was the right career path for her. Tune in as Rushing talks about scaling, supporting employees and serving business clients. This is Declaration of Independents on Agency Nation Radio, where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today. From main street USA, to the pages of Independent Agent Magazine. Today’s episode is narrated by content editor Olivia Overman, brought to you exclusively by Agency Nation Radio. Visit www.iamagazine.com/podcasts for show notes, agency information, podcasts, articles and more. Rushing Insurance Agency, Pensacola, Florida: https://rushinginsurance.com/pensacola-insurance-agency/ Facebook: https://www.facebook.com/RushingIns Kristine Rushing, CIC, CPIA, LinkedIn: https://www.linkedin.com/in/kristinerushing/ Host Olivia Overman, Content Editor, Independent Agent Magazine

Agency Nation Radio: CHUBB's Growing Cyber Concern

Fri, 06 May 2022 09:00:00 +0000

On today's episode, we welcome Bill Wise from CHUBB to speak on their latest white paper, Catastrophic Cyber Risks - A Growing Concern, hosted by Peter van Aartrijk. This podcast is brought to you exclusively by Agency Nation Radio. Visit www.independentagent.com/podcasts for show notes, agency information, podcasts, articles and more.

One and Done: Saying "I Do" to Insurance with Robbie Moore

Fri, 22 Apr 2022 18:00:00 +0000

Welcome to Declarations of Independence. Today, we meet Robbie Moore, Executive Vice President at Blanchard & Calhoun Insurance in Augusta, Georgia. As a risk management graduate from the University of Georgia, he is a self-confessed insurance nerd and is quite literally infatuated with all things insurance. After choosing to begin his career at an independent agency, he’s remained there ever since, and is in love with insurance today as he was when he took his first risk management class. Welcome to Declaration of Independents on Agency Nation Radio where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today. From main street USA, to the pages of Independent Agent Magazine. Today’s episode is narrated by editor-in-chief, Will Jones, brought to you exclusively by Agency Nation Radio. Visit www.iamagazine.com/podcasts for show notes, agency information, podcasts, articles and more.

Ready to Run the World: Women Leaders in Insurance

Mon, 04 Apr 2022 20:00:00 +0000

According to a new study from Safeco Insurance and Liberty Mutual Insurance shows, 60% of employees in agencies are women, yet, they are underrepresented in leadership roles. The report also found that 1 in 4 female frontline staff don't feel they are given equal opportunity in their agency and more than one-third of female agency principals say they are often the only woman in the room. On this episode of Agency Nation Radio, we meet three women who are leaders in the independent agency channel. These women’s accomplishments illustrate the opportunities for women in the insurance industry, and their experiences represent the work that remains to be done to achieve parity. This episode features insight on women in the channel from Liz Nguyen, Vertafore's first female CTO; Crista Walker, vice president of agent engagement at Liberty Mutual and Safeco; and Kate Ferri Dawson, President of Ferri Dawson Insurance Group in Murrysville, Pennsylvania. Welcome to Declaration of Independents on Agency Nation Radio where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today. From main street USA, to the pages of Independent Agent Magazine. Today’s episode is narrated by Jana Foster, Owner of Nevada Insurance Agency Group, brought to you exclusively by Agency Nation Radio. Visit our website www.iamagazine.com/podcasts for more episodes, show notes and guest contact information.

Welcome to the New Age: Embracing Digital with Dana Dattola

Fri, 25 Mar 2022 09:30:00 +0000

Dana took the reins at her family owned agency, implementing diverse work and marketing strategies, which provided a platform for the business to adapt to the pandemic. From building a recording studio in the now empty office to transitioning to a new AMS, Dana is a leader among new breed of trailblazing independent agency owners. Welcome to Declaration of Independents on Agency Nation Radio where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today. From main street USA, to the pages of Independent Agent Magazine. Today’s episode is narrated by editor-in-chief, Will Jones, brought to you exclusively by Agency Nation Radio.

Ready to Launch: From Captive to Independent Insurance Agency with Ivan Hudson

Thu, 17 Feb 2022 18:44:00 +0000

After more than a decade leading a captive insurance agency, Ivan Hudson knew he was ready to launch into independent agency ownership. The story of Ivan Hudson Agency in Little Rock begins when Ivan recognized the advantage independence brings to his clients and the expansive business opportunities that follow. Hear how he finds his purpose and embraces the value he brings to the IA channel.

Welcome to Declaration of Independents on Agency Nation Radio where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure-- stories that helped make them the professionals they are today.

From Main Street USA, to the pages of Independent Agent Magazine and NOW on Agency Nation Radio...

Host: Will Jones, editor-in-chief of Independent Agent
Guest: Ivan Hudson, Ivan Hudson Agency, Little Rock, Arkansas

Doug Smart ( President) & Kyle Becker (Vice President) of Smart Insurance

Fri, 17 Dec 2021 18:00:00 +0000

Doug Smart and Kyle Becker of Smart Agency share stories of growth, successes and challenges, and how they made the most of the profitable, agency ownership transition.

Attached is an excerpt from the 2021 Best Practices Study (annual study published in partnership with the Big “I” - click here for more information about this dynamic resource). This document is part of the whitepaper that focuses on perpetuation and how agencies can rethink their internal strategies.

Also linked here is Reagan Consulting’s Private Ownership Study from 2010 that outlines the four key pillars of perpetuation.

Chaundra Monday – Product Manager, Progressive Chris Ziance – Business Leader of Government Affairs, Progressive Robert Gordon – Sr. Vice President of Policy, Research & International, American Property Casualty Insurance Association

Fri, 10 Dec 2021 08:00:00 +0000

Host Kevin Brandt hosts this one with guests:

Chaundra Monday – Product Manager, Progressive

Chris Ziance – Business Leader of Government Affairs, Progressive

Robert Gordon – Sr. Vice President of Policy, Research & International, American Property Casualty Insurance Association

Risk-based pricing. It’s a method used by insurers to set policy prices. But what rating variables are used and is risk-based pricing really the best tool to predict future losses? It’s a hot topic in insurance, but what does it really mean for the industry…and consumers? Our team of industry experts walks host Kevin Brandt through the whys and how it all works and explains where agents fit into the model and how it impacts them too.

Join Chris Ziance, business leader of government affairs with Progressive Insurance; Chaundra Monday, project manager with Progressive; and Robert Gordon, senior vice president of policy, research, and international with the American Property & Casualty Insurance Association for this informative and interesting discussion.

And before you click to get started, Agency Nation wants to share some fun facts about our guests! When they aren’t talking actuarial science, this group has eclectic hobbies and stories of their own. Chris has run 39 marathons or ultramarathons in 33 states! Chaundra is a huge fan of comedic true crime podcasts. And Robert has a long history on Capitol Hill. The first legislation he worked on as a committee counsel in the US House of Representatives was an insurance anti-redlining bill back in the early 1990s. You won’t want to miss all their insights!

Sarah Brown, Keller Insurance Services

Fri, 03 Dec 2021 08:00:00 +0000

Jim Schubert interviews Sarah Brown from Keller Brown Insurance Services in Shrewsberry, PA. Sarah discusses her journey of perpetuating her parent's insurance agency, and how the pandemic altered their timeline. She also explains how she helped transform their agency's marketing from traditional media to 21st century digital marketing. And you'll learn about Keller Brown's philosophy of educating customers so they are empowered to make good insurance decisions, instead of just selling them policies.

James Felton Keith

Fri, 19 Nov 2021 08:00:00 +0000

Insurance Industry Can Lead on DEI Solutions

Do you recall the early days of the insurance industry’s response with EPLI, D&O, and other emerging risks and coverages? Well, we are witnessing a vast new risk area with diversity and inclusion insurance. The industry can play a huge role as both an employer and risk taker. Moreover, there is a new standard (ISO 30415) that offers a measured way to assess and reduce risk and price coverage. The angles are everywhere; cyber risk, for example, increases rapidly with unhappy workers.

Our guest James Felton Keith is at the very nexus of these developments, using his insurance expertise to make a difference. James joins Agency Nation radio with host Peter van Aartrijk to walk us through these developments and the strategic opportunity for agents, brokers and carriers in a new field, which goes well beyond the HR department!

Advanced Data- with Ron Glozman of Chisel AI, Raghav Tannah of Tarmika, Ido Deutsch of Agentero and Ron Shroyer of Aureus Analytics with host Ray Roentz

Fri, 05 Nov 2021 07:00:00 +0000

The decision to invest in technology for your agency can be a difficult process if you don’t start with a goal in mind. What you can potentially do with the data generated from these technologies has endless possibilities. In this session we will discuss how having easier to work with technology partners and access to data can help you better understand your business, uncover clear new business and retention opportunities, maximize your carrier and client relationships by knowing what "good" business looks like and how agencies streamline the workflow of their staff to become more profitable than ever. We look forward to you joining us as we discuss these top of mind opportunities.

Sydney Hedberg & Isabelle Repinski

Fri, 22 Oct 2021 07:00:00 +0000

Agency Nation Radio Podcast Fireside chat with with host Heath Shearon and his guests Sydney Hedberg of Marsh McClennan and Isabelle Repinski of Lockton Companies and Marsh about attracting talent to the insurance industry. The insurance industry needs new talent and Sydney & Isabelle will share their thoughts and experience on how agencies need to be doing just that!

Jason Kilgo of Kilgo Insurance

Fri, 08 Oct 2021 07:00:00 +0000

Are you looking to create a sales culture in your insurance agency? Listen to Kelly Donahue-Piro from Agency Performance Partners interview Jason Kilgo of Kilgo Insurance on how they created a sales centric agency powered by Agency Zoom.

Fred Wharton & "Dr. Fraud" himself, Dr. Michael Skiba

Fri, 24 Sep 2021 07:00:00 +0000

In this episode, you will hear from two of the leading experts on insurance fraud. Host George Robertson sits down with Fred Wharton, president of North American Training Group and the International Fraud Training Group, and “Dr. Fraud” himself, Dr. Michael Skiba, vice president of International Counter Fraud Strategies with INFORM. During this discussion, you will learn how to detect potential fraud from your clients and employees and hear about some of the specific cases each of these experts have encountered. We also dive into the risk of cybersecurity and fraud in the digital age and discuss how InsurTech companies are using Artificial Intelligence to assist in detecting potential fraud

Amy Zupon, Vertafore

Fri, 10 Sep 2021 07:00:00 +0000

Adapted for the podcast from our Elevate Trilogy Data Conference from July, is this exclusive interview being released to the public for the first time. This one features Vertafore CEO Amy Zupon as she sits down with Big "I" president & CEO Bob Rusbuldt in an informal and candid discussion on the data and tech priorities and issues facing the independent agency channel and our industry.

Hear how data and analytics have changed the way agencies operate. This session explores the technologies and innovations that generate real value for agencies and the end-insured, as well as technologies that right now are still more hype than substance.

Eric Chemi of Team Insurance (NJ) with Host Kevin Brandt

Fri, 20 Aug 2021 06:00:00 +0000

In this episode of Agency Nation Radio, Kevin Brandt of Trusted Choice sits down with Eric Chemi of Team and Total Insurance Solutions to discuss Eric’s interesting background, why he decided to start a scratch agency, and the trials and tribulations of starting and running a small business in the insurance industry. They cover a lot of ground during this discussion including marketing via Tik Tok, agency technology and agency alliances – and much more.

Patience Noah, Agency Owner at Patience Noah Insurance, LLC

Fri, 06 Aug 2021 06:00:00 +0000

During the pandemic, our guest is a star and millennial agent, Patience Noah, who saw the perfect opportunity to escape the captive insurance world and start her own independent agency. Host Heath Shearon asks Patience about her background in pageants and being crowned as Miss Liberia USA in 2013. She shares how pageants helped her to come out of her shell and helped her to improve her public speaking skills. It is an awesome story of how to be proactive in learning the skills for the goals you want to achieve!

Jason Walker, CEO of Agency Insurtech

Fri, 23 Jul 2021 07:00:00 +0000

Tune in to this episode of the Agency Nation Radio with guest host Mitch Gibson. Today, Mitch welcomes on Jason Walker, founder, and CEO of Agency Insurtech. Jason is in the industry to change the industry and he says we are all in it together. This interview gets into the topics surrounding the modernization of data and analytics. It’s a conversation you won’t want to miss!

Reid Holzworth, IVANS Insurance

Fri, 09 Jul 2021 06:00:00 +0000

Ask any independent agent if they have heard of IVANS and they will undoubtedly say yes. In fact, most will tell you they have an IVANS account. But if you ask them how IVANS connectivity solutions with carriers, agency management systems, and agencies are headed in the next 12 months and you will often get a blank stare. In this interview between two insurance industry powerhouses, Reid Holzworth, CEO of IVANS, and Dr. Billy R. Williams take a deep dive into how IVANS is opening the customer data pipeline that many agents have craved for years.

This is a must listen to podcast interview whether you are on the carrier, agency management, or agency side of the industry.

Matt Bruno, COO of ReSource Pro

Fri, 02 Jul 2021 06:00:00 +0000

Agency Nation Radio guest hosts Arleen and Ted Taveras sit down with Matt Bruno, COO of ReSource Pro, to discuss handling crisis management in your business. ReSource Pro was one of the first companies to deal with the coronavirus crisis in China...and has helped insurance firms around the globe improve their business operations and management. What can you learn to help your agency?

Securing your Agency from Cyber Threats

Fri, 18 Jun 2021 06:00:00 +0000

Guests Katlyn Eggar and Ron Berg outline the free resources you can use to build a better strategy for how to deal with cyber attacks. You spend most of your time protecting everyone else, so today's episode is about how to protect yourself and the agency you've worked so hard to build.

Mitch Gibson

Fri, 11 Jun 2021 06:00:00 +0000

In this episode of Agency Nation Radio, Heath "the Mayor" Shearon interviews Mitch Gibson of HRM Insurance and they discuss developing lead sources, referral partners, Building your brand, and so much more.

James Whitley, Senior Life Services

Fri, 04 Jun 2021 06:00:00 +0000

Host Landon McCarter of Secure Agent Marketing welcomes James Whitley of Senior Life Services who runs a 200-seat call center that sells millions of dollars of insurance premium over the phone! Find out how. They will discuss Whitley's talk time strategy success and ways to make it work for you.

Trevor Bunker, Applied Systems

Fri, 28 May 2021 06:00:00 +0000

Customer Experience: What We’ve Learned.

Talk about enthusiasm! This recording with Trevor Bunker will leave you energized about examining your agency’s workflows – to benefit not only the customer but your associates too. Trevor is new to insurance and to Applied Systems as chief customer officer, which is a good thing because he offers some refreshing advice for smart work and service.

Kat Ternes, Agency Zoom

Fri, 21 May 2021 07:00:00 +0000

Join Agency Nation OG Marty Agather and Columbus Insurance Mafia member Kat Ternes of Agency Zoom as they explore the lessons and possibilities of the parable of David and Goliath.

Steve Mohr, LightSpeed Voice

Thu, 06 May 2021 14:05:40 +0000

In this episode, Bradley Flowers from Portal Insurance sits down with Steve Mohr from Lightspeed voice to talk about all things insurance technology, things agents need to look for, and where Steve sees the agency channel heading. You don't want to miss this one.

Peter McMurtrie, Nationwide

Wed, 09 Sep 2020 17:00:00 +0000

Nationwide recently completed its transition to a fully independent agent model. Listen as Peter McMurtrie, President, Property & Casualty Commercial Lines at Nationwide, shares what went into that decision and what independent agents can expect to see from Nationwide in 2021. Hosted by our guest podcaster, Jared Bellmund of ALLCHOICE Insurance.

Doug Mohr, Vertafore

Sun, 16 Aug 2020 17:00:00 +0000

Doug Mohr, Vice President of Industry Relations and Partnerships at Vertafore, shares what their most successful agent customers are doing to keep up with the new normal and what top technology solutions are critical to their success. Hosted by our guest podcaster, Kelly Donahue-Piro of Agency Performance Partners.

Nyssa Lieder & Viviana Buzo, TrustedChoice.com

Mon, 10 Aug 2020 17:00:00 +0000

Guest podcaster, Scott Howell, talks with SEO & marketing experts, Nyssa Lieder and Viviana Buzo of TrustedChoice.com. They share the insurance consumer shopping trends they are seeing as a result of coronavirus and how agents can shift to boost their presence online.

Jeff Hannon, Progressive

Wed, 01 Jul 2020 17:00:00 +0000

Guest podcaster, Marty Agather, talks with Jeff Hannon, Business Leader National Distribution of Progressive. Jeff shares the latest programs available to stabilize, incentivize and help agents begin to grow their business again.

Correction: In this podcast, we mistakenly note that Progressive’s personal auto premium relief program was applied to customers' premium for the months of March and April; in fact, the relief was applied to the months of April and May.

Jeff Rommel, Nationwide Insurance

Tue, 23 Jun 2020 17:00:00 +0000

Jeff Rommel, Senior Vice President - Property and Casualty Sales at Nationwide Insurance, announces this brand new tool available to agents when he talks with our guest podcaster, Marty Agather.

Philip Charles-Pierre, Semsee

Mon, 08 Jun 2020 17:01:47 +0000

Customer service isn't a differentiator, it's expected. Now more than ever it's about ease of doing business and meeting the customer wherever they are in their journey. That's what we learn when Philip Charles-Pierre, Co-Founder & CEO at Semsee, talks with our guest podcaster, David Carothers.

Loree Toedman, Travelers

Tue, 19 May 2020 02:30:00 +0000

Loree Toedman, Vice President of Field Sales at Travelers Insurance, shares the support programs Travelers has created for their consumers and agents in response of COVID-19 when she talks with our guest podcaster, Marty Agather.

Rick Fox, Vertafore

Fri, 15 May 2020 17:00:00 +0000

Rick Fox, former agency owner and and current vice president of agency associations and networks at Vertafore, shares the key to an agent's survival during this time where agents are being forced to adopt technology faster than they anticipated. Hosted by our guest podcaster, Joey Giangola of RPS.

Eric Ayala, Novidea

Sun, 10 May 2020 05:00:00 +0000

Our guest podcaster, Joey Giangola of RPS, learns how this agency management system's move to the US market was actually inspired by Elevate attendees in 2019.

Kevin Brandt & Kasey Connors, Trusted Choice

Fri, 08 May 2020 04:00:00 +0000

Our guest podcaster, Debbie DeChambeau, talks with Kevin Brandt and Kasey Connors of Trusted Choice about all the resources available to agents through the Big "I", including agency marketing programs and COVID-19 resources.

Taylor Rhodes, Applied Systems

Sun, 26 Apr 2020 17:00:00 +0000

Former marine turned tech company CEO, Taylor Rhodes, joins our guest podcaster, Olivia Schmitt of Total CSR. They talk about his philosophy of staying curious, making original mistakes and maintaining change in order to drive innovation.

Sean Hawkins & Rushang Shah, Hawksoft

Thu, 16 Apr 2020 05:00:00 +0000

Our guest podcaster, Joe Hollier of the Insurance Scramble Live, uncovers the surprising history behind Hawksoft and what agencies might be overlooking when they are looking at agency management systems when he talks with Sean Hawkins & Rushang Shah.

Paul Warga, IVANS Insurance Solutions

Wed, 15 Apr 2020 05:00:00 +0000

Our guest podcaster, Olivia Schmitt of Total CSR, talks with IVAN's vice president of product management about safer-at-home life and the exciting evolution of the IVANS platform during this extreme virtual period in our history.

Kristy Dowell, Xpress-pay

Sun, 12 Apr 2020 05:00:00 +0000

Meet Kristy Dowell of Xpress-pay (not to be confused with her identical twin, Kathy, who is also in the insurance biz!) Our guest podcasters, Ted & Arleen Taveras of Spot On Insurance, uncover the features and surprising affordability behind this online payment solution.

AJ Underwood, Double A Solutions

Mon, 30 Mar 2020 05:00:00 +0000

Our guest podcaster, Joey Giangola of RPS, dives into the fascinating world of call automation with AJ Underwood, Manager of Sales at software incubator, Double A Solutions.

Becky Schroeder, ITC

Sat, 28 Mar 2020 05:00:00 +0000

Our guest podcaster, Joe Hollier of the Insurance Scramble Live, talks with ITC's chief marketing officer, Becky Schroeder, about their recent acquisition of Agency Matrix and the future of their broad array of products and services for agents and brokers.

Calvin Churchill, Simply Easier Payments

Mon, 16 Mar 2020 22:31:32 +0000

Our guest podcaster, Ben Baker of Your Brand Marketing, discovers why insurance payments no longer need to be a pain point in the agent-customer relationship when he talks with Calvin Churchill of Simply Easier Payments.

Steven Mohr, Lightspeed Voice

Mon, 16 Mar 2020 05:00:00 +0000

Meet Steven Mohr of Lightspeed Voice. This isn't just another VOIP solution. Our guest podcasters, Ted & Arleen Taveras of Spot On Insurance, find out what makes their technology a great fit for the insurance industry -- and Steven shares some life lessons along the way.

Live with Mike Crowley!

Sat, 07 Mar 2020 06:00:00 +0000

Mike Crowley of Crowley Insurance shares his 2020 tips on how agents can market their agency using video.

Live with Carey Wallace!

Wed, 04 Mar 2020 06:00:00 +0000

We have coffee with Carey and talk about using data to manage your agency.

Michael Furlong, Indio Technologies

Mon, 02 Mar 2020 06:00:00 +0000

Meet Michael Furlong, founder and CEO of Indio Technologies. Our guest podcasters, Ted & Arleen Taveras of Spot On Insurance, find out what's on the horizon for this client experience platform after their merger with Applied Systems and Michael gives advice about how to get started in the insurance industry.

Chris Cline, Westfield Insurance

Fri, 21 Feb 2020 04:30:00 +0000

What makes people want to listen to an insurance podcast? What are the "Big Three (plus 1)" things that successful agencies focus on? These are just a few of the things we learn when we talk with Chris Cline, National Agency Distribution Leader (and national cycling champ!) of Westfield Insurance.

Live with Dr. Billy Williams!

Tue, 28 Jan 2020 04:00:00 +0000

It's the ONE and only Billy Williams, digging in to everything you need to know when prepping for success in 2020.

Todd Sorrel, ePayPolicy

Wed, 22 Jan 2020 06:00:00 +0000

What's better than working at a gas station or lifting heavy objects in the middle of July? Making it faster and more convenient for consumers to work with independent agents. Todd Sorrel, co-founder of ePayPolicy, tells us how they do it.

Raution Jaiswal, InsuredMine

Sun, 12 Jan 2020 18:00:00 +0000

Data isn't about spreadsheets, it's about a story. That's what we learn when we talk with Raution Jaiswal of InsuredMine.

Live with Kelly Donahue-Piro!

Tue, 07 Jan 2020 18:00:00 +0000

Want to become a ridiculously amazing insurance agent? Kelly is here to tell us how!

Greg McGuffin, Agents Alliance

Tue, 31 Dec 2019 18:00:00 +0000

Greg McGuffin, Director of Recruiting and Agency Development, takes a minute out of his crazy busy schedule to talk to Joey Giangola about transforming from a captive to an independent agent and ways to keep filling your sales funnel.

Live with Tracy Cotton!

Wed, 04 Dec 2019 08:00:00 +0000

Join us as we unpack Tracy Cotton’s career, her 50 for 50 journey, and all other things insurance. What the heck is Farm to Fork anyway?! Push play and let's find out.

Live with Jack Wingate and Jared Bellmund!

Sun, 01 Dec 2019 08:00:00 +0000

Join Jack Wingate and Jared Bellmund of ALLCHOICE Insurance as they discuss using technology within the sales process.

Live with Aubie Knight!

Mon, 25 Nov 2019 19:26:48 +0000

Going Live with Aubie Knight of IIANC! Talking all things tech inside a traditional agency in 2020 and beyond...

Live with Brent Kelly!

Fri, 22 Nov 2019 17:14:43 +0000

Brent Kelly, Vice President of Sitkins Group, shares his unique viewpoint on what makes a high achieving producer during this Agency Nation Facebook Live interview.

What Happens When You Don't Own the Relationship?

Thu, 05 Sep 2019 07:30:00 +0000

It just means you have more time to make sure you eventually do.

It's also possible your job could get a lot easier if you delegate that initial ownership to someone else.

Of course, that's likely a risky proposition you might be unwilling to take.

If you are, then it might be time to get serious about helping your employees get better at what they're doing.

That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he wants to start segmenting his staff.

Have You Found a Community That Encourages the Best?

Tue, 03 Sep 2019 07:30:00 +0000

If you have then you know how powerful it can be to see something done first.

Then you know exactly what to do to get started and how to follow the path to success.

Of course, this path will not only show you where to go it will have people to help along the way.

That's when you'll have a chance to figure out exactly what your strengths are and how to take advantage of them.

That's what I talk to Brian Blakely, of Stonebridge Insurance, about how he's been following that community all along.

When You Embrace Your Ability to Pick a Niche

Mon, 02 Sep 2019 07:30:00 +0000

There's a good chance you might realize the privilege you have to only work with the people you like.

That same luxury is certainly not one afforded to all professions, even still we're often hesitant of at best.

That hesitation usually shows itself in the form of generalization that leaves you vulnerable to everything you don't know.

However, when you specialize you know everything someone else doesn't and that's the difference people will be able to see.

That's what I talk to Kyle Rheiner, of Strickler Insurance, about how he enjoys saying no to everyone else.

How Many Skills Players Do You Need to Win?

Fri, 30 Aug 2019 07:30:00 +0000

It's amazing what's possible when you have a highly experienced roster of insurance professionals behind you.

An ordinary presentation transforms from a solo act into a carefully crafted expert ensemble.

However, to make sure it all works you need a strong quarterback holding the whole thing together.

That person has to know the perfect moments to hit each team member to maximize the entire performance.

That's what I talk to Jennifer Chenault, of Lovitt & Touche, about how she fills out her line up each presentation.

Can You Effectively Document in the Most Authentic Way?

Thu, 29 Aug 2019 07:30:00 +0000

It's easy to dismiss the idea of constantly capturing your expertise for future distribution.

However, if you can find the dedication, you'll create a process that produces endless authentic interactions.

If applied and distributed properly should allow you the opportunity to reach people far beyond your previous or traditional methods.

Because it's far more efficient to capture what is already happening than trying to recreate it from scratch.

That's what I talk to Alex Salmon, of The Salmon Agency, about as he struggles with the concept potentially diminishing creativity.

How Stable Does Your Mindset Shift Have To Be?

Tue, 27 Aug 2019 07:30:00 +0000

There's definitely an argument to be made for constantly trying to stabilize every big change you make.

If you don't, you could end up moving on to the next thing before your first big change was strong enough to stand on its own.

But make no mistake about it, finding that first shift is hard to do and should be the only thing you're focused on if it hasn't happened yet.

Because when it does, the changes will feel like they are coming fast and possibly furious but will still take longer than you think.

That's what I talk to James Castell, of Castell Insurance, about how far he's come in such little time.

What Happens if You Show What You Do More?

Mon, 26 Aug 2019 16:00:00 +0000

A lot has certainly changed, but it's possible there's even more that has stayed the same.

That's because we're turning back the clock to re-examine a conversation that's nearly two years old.

As dated as you might expect it to sound, there are plenty of principles that remain unadopted and tactics without execution.

The good news is the ball is definitely rolling in the right direction, now it's a matter of picking up speed.

That's what I talk to Marcus Sheridan (Impact) and Matt Simon (Hill & Hamilton Insurance) about the best ways to let people see what you can do.

This is How to Focus on More Valuable Work

Fri, 23 Aug 2019 07:30:00 +0000

It all starts by finding a way to handoff the tasks that create the least value.

They usually include easily repeatable processes that don't need to be performed by someone in your agency.

They are also items that would benefit greatly if they manually automated.

Then you and your staff will be free to elevate your client interactions to level you didn't think was possible.

That's what I talk to Ani Podder, of Marble Box, about the best ways to change the way you work.

How to Be the Only Thing People Talk About (Part II)

Thu, 22 Aug 2019 07:30:00 +0000

Starts by committing to something on a level that most would consider too risky or downright impossible.

However, that's what it takes most of the time to get people's attention and motivate them to participate in real-world activities.

Event marketing has far more to offer than free pens and stress balls to really show people what your agency is all about.

Sometimes all it takes is looking around to see what's possible right next door.

That's what I talk to Shannon Strobel, of Shermann Insurance, about the untapped potential that sharing a parking lot.

Will Your Content Help Make More Family Time?

Tue, 20 Aug 2019 07:30:00 +0000

It definitely should if you can figure out a way to make sure everyone has a chance to see it before they talk to you.

That might seem like the craziest homework assignment you've ever heard of, but it's certainly one of the most effective ways to scale your information.

Think about all the time you would save if you stopped having the same conversation over and over again.

Even if you were able to cut those conversations in half you'd take your family flexibility to a whole new level.

That's what I talk to Alex Dopazo, of Dopazo & Associates, about how he's looking to hack time.

How to Make Sure Your Agency Isn't For Sale

Mon, 19 Aug 2019 07:30:00 +0000

The first thing you have to do is make sure you're a part of it so there's a chance it's sold to you.

There always some level of hesitation and avoidance with any insurance career especially if the agency runs multiple generations deep.

But once you decide to jump in it becomes a constant game of trying to wear as many hats as possible at the same time.

Because that's often the life of most modest insurance agencies, but that doesn't mean you can't do fun and interesting things.

That's what I talk to Cheri Martinen, of Bancorp Insurance, about all the things she's done to keep the agency in the family.

This is How to See a Policy's True Value

Fri, 16 Aug 2019 07:30:00 +0000

It all starts by finding an accurate way to track the estimated value of every piece of business you sell.

When that happens your agency unlocks unlimited possibilities to forecast your financial future and benchmark current progress.

Things like employee engagement, productivity and profitability can then become very tangible and effective part of your data strategy.

Starting with that simple piece of clean data can't be underestimated, regardless of how long it takes to discover.

That's what I talk to Ryan Deeds, of Assurex Global and host of the Digital Broker Podcast, about his extensive experience combining agency data.

How to Prevent Successful Producers From Escaping

Thu, 15 Aug 2019 07:30:00 +0000

Might start with a conversation about expectations and how far your agency is willing to go to match them.

Outside of that, there are a ton of challenges when it comes to recruiting and retaining good young insurance talent.

Even when you do find someone interested in the industry, there's a good chance their initial expectations are misaligned with reality.

If that happens you certainly won't have to worry about them leaving for a bigger better company.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he reflects on a few times his new producers didn't work out.

Do You Have Enough Patience For Your Crazy Ideas?

Tue, 13 Aug 2019 07:30:00 +0000

If you're committed to playing the long game sometimes you need to wait a few years before something will work.

It's possible that in those early days it barely scratches the surface of generating any useful business.

However, if you're able to stay the course and keep your head above water the whole time, things could take off in a big way.

That becomes substantially easier if you're able to find a place that doesn't make you feel crazy for wanting to try something different.

That's what I talk to Kim Wood, of Toby and Merrill Insurance, about the confidence she's found to build her long term process.

How to Have Your Best Year With a Simple Process

Mon, 12 Aug 2019 07:30:00 +0000

It's amazing what can happen when you focus on creating repeatable actions that work.

Things get even better if/when those actions start to happen automatically.

That's when you know the only thing standing in your way is execution.

The only thing you have to worry about is managing the flow to keep expectations consistent.

That's what I talk to Jared Bellmund, of AllChoice Insurance, about the key he found to unlock his personal best.

What it Feels Like to be on The Right Track

Fri, 09 Aug 2019 07:30:00 +0000

When you start your insurance journey from scratch you rarely have moments of certainty.

That's because you're experiencing everything for the first time and have to figure things out for yourself.

There's no established legacy to lean on for support and offer experienced guidance.

The only thing you have are the bold new proceses you've seen enough value from to define and repeat.

That's what I talk to Adrin Monreal, of Monreal Insurance, about exactly how powerful his moment of validation was.

When You Figure Out You Need More Videos

Thu, 08 Aug 2019 07:30:00 +0000

Because at the end of the day that might be the only thing you need for people to find you.

Until you start creating playlists on your YouTube channel it's hard to see what your real focus has been.

At that point, the numbers don't lie and there's no hiding from your real video marketing passion.

The only question you need to ask then is if it's something you should continue doing.

That's what I talk to Allen Drew, of Allen Drew Insurance Agency, about the videos he's made the most.

Do You Need to Pay For Your Website Every Month?

Tue, 06 Aug 2019 07:30:00 +0000

That depends on what's included in the total package.

If it's not a highly useful set of tools that's when things get questionable.

Because simply paying for the possibility of future updates is a tough ask.

It's even harder when you realize going with a local option rarely offers the latest and greatest.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about his overall approach.

How to Quickly Recruit New Talent

Mon, 05 Aug 2019 07:30:00 +0000

The process should actually start long before you find yourself needing it.

When your agency is always on the lookout for the next person, you're always ready for what's next.

Because then you'll have the luxury of essentially viewing their application in realtime.

Having observed their career from afar you'll know excatly what they are made of.

That's what I talk to Kimiko Donahue, of Everything Insurance, about how her agency got started so fast.

When You Need Help Building a Video Studio

Fri, 02 Aug 2019 07:30:00 +0000

Sometimes all it takes is a good talk to help line up the great ideas you want to record.

Because that's the only thing left after you completely commit to video marketing at the highest level.

Dedicating physical space and company culture to the idea are the two biggest way to really get things started.

The only thing that's usually left is to give yourself permission to create mediocre for a little longer than you'd like.

That's what I talked to Jay Mueller, of Camargo Insurance, about putting the finishing touches on their video strategy.

Why You Need to Appreciate All Your Pieces

Thu, 01 Aug 2019 16:00:00 +0000

It doesn't matter how many you have, every single one represents a massive achievement.

That's hard to fully appreciate on a small scale when the weight of each one feels too light to notice.

However, when you approach your agency with the mentality of a master builder, you'll probably know where everything needs to go.

The problems start when you refuse to think beyond what you can do (or sell) by yourself.

That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about the assembly he's looking forward to.

Do You Need to Be Selective With Your Partnerships?

Tue, 30 Jul 2019 07:30:00 +0000

It certainly improves your chances the more intentional you are about the people close to your agency.

Because it's great to be able to toss a wide insurance net, but it's also just as effective to shoot one that's specific.

No matter how long you've been in the insurance game, it's always interesting to talk about the best place your business could go.

Not to mention what could happen if you expand your mind and consider creating more serious partnerships with complementary people.

That's what I talk to Brian Blakely, of Stonebridge Insurance, about how he went about his agency is currently set up.

How to Get the Most Out of Your Carrier Appointments

Mon, 29 Jul 2019 07:30:00 +0000

It really starts with honesty and making sure it's treated like a real partnership.

There's a decent chance a previous generation taught you to keep all your insurance companies at arm's length.

Of course, it depends on the day that you want to decide your general proximity to any one of them.

Because there's also strong logic for more transparency when it comes to the type of business they're hungry for.

That's what I talk to Sarah Applegate of, Executive Insurance, about how she's starting to build hers.

This is How To Be Human On Video

Fri, 26 Jul 2019 16:00:00 +0000

It seems like an obvious thing to do yet remains fairly elusive in execution.

Bringing out the humanity in your on-camera personality can happen a number of different ways.

It could be as simple as starting with a basic one-to-one video addressing a specific client.

Or it could take the shape of the many problems your clients have when trying to buy insurance.

That's what I talk to Zach Basner and Myriah Anderson, of Impact, about how they've helped make people more relatable.

Make sure to connect with Zach and Myriah:

Zach on LinkedIn
Myriah on LinkedIn
Film School For Marketers Podcast

How to Accept Your Permission to Create Attention

Thu, 25 Jul 2019 07:30:00 +0000

Things get really interesting when you realize you had it the whole time.

It was just up to you to do something about it in a consistent and effective way.

That can start by simply putting existing components together in a unique way to create something new.

It's during that assembly process that you'll discover a new idea people can't stop talking about.

That's what I talk to Alex Salmon, of The Salmon Agency, about how he creating things in his agency.

A Landing Page Should Never Be The Problem

Tue, 23 Jul 2019 07:30:00 +0000

Because you should spend most of your time and effort on other things.

Things like crafting a compelling message that makes people take action on what you want.

That is something that can easily happen when you're able to create pages for their specific needs.

It also helps if you can ask for the information you need to decide how serious they are and do something about it.

That's what I talk to James Castle, of Castle Insurance, about the changes his agency is making.

The Unexpected Truth About Millennial's You Can't Ignore

Mon, 22 Jul 2019 07:30:00 +0000

Starts with the fact they are now the largest generation of adults in the country.

If that's not enough, it turns out they value a trusted and experienced advisor as much as anyone.

The problem is they're looking to start that relationship online and communicate through channel's we often neglect.

Surprisingly though, they want someone to help properly explain their coverage and know exactly what they're buying.

That's what I talk to Tyler Asher, President of Safeco Insurance, about the interesting research they've recently uncovered.

You can read the full report here.

How to Offer a Better Application Experience

Fri, 19 Jul 2019 07:30:00 +0000

Starts by finding a way to disrupt ineffective processes and reduce as many redundancies as possible.

If you can do that, you'll have provided your clients with an application experience they'll never want to come back from.

Because it's the annual redundancies and unnecessary information that ultimately take a toll on your their patience.

No matter what, the more streamlined you try to make it, the better chance you'll have along the way.

That's what I talk to Mike Furlong, of Indio, about how he's helping every agent make that process a reality.

Make sure to Connect With Mike:

Indio
LinkedIn

What Happens When You Bring Kindness to the Community?

Thu, 18 Jul 2019 07:30:00 +0000

You're able to start a conversation based on something much more than just insurance.

If approached with enough dedication, it has the potential to resonate for an extended period of time.

The biggest challenge beyond that dedication will be your proficiency to execute it effectively.

Because it has to come from a pretty deep place of authenticity to actually work.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus Agencies, about the revolution they're starting.

Are You Confident Enough in What You Do?

Tue, 16 Jul 2019 07:30:00 +0000

If not, you could miss a solid opportunity to put your competition out of business.

Regardless of how aggressive you get, there's something to be said for knowing your numbers.

It's this information that makes sure you're making the most of every policy you sell.

It's also the best way to know if and when you're wasting your time on that new policy.

That's what I talk Alex Dopazo, of Dapozo Insurance, about how his agency knows theirs.

What Happens if Data Doesn't Go the Right Way?

Mon, 15 Jul 2019 07:30:00 +0000

We are already dealing with a flow that would put most industries out of business.

Because nine times out of 10 customers demand to be provided with the best experience.

Up until now, we've been able to get away with one that nearly does the exact opposite.

The real test will be to see if we can all get on the same page before it's too late.

That's what I talk to Billie Jo Galle, of TRICore Insurance, about as they try and do their part.

The Truth About Video Proposals (Part IV)

Thu, 11 Jul 2019 07:30:00 +0000

Might need to become something you do no matter what for it to really take hold in your agency.

The most interesting part about the whole thing is it will only be the start of the one-off pieces of content you create.

That means you should get comfortable with the idea because it's an easy way to do something people don't expect.

If you really want to go all in on the idea, it might have be a skill you hire for out of the gate.

That's what I talk to Taylor Garcia, of Jackson & Jackson insurance, about the dramatic steps he's taking.

The Truth About Video Proposals (Part I)
The Truth About Video Proposals (Part II)
The Truth About Video Proposals (Part III)

Is Your Website Focused On the First Impression?

Tue, 09 Jul 2019 07:30:00 +0000

If it does, then you make it a lot easier for people who want to do business with you.

Because no matter what, they will Google your agency and will find what you've decided to provide them.

It's also important to have the right mindset and understand the reality of your current situation.

There's no way you'll instantly start generating hundreds of leads a month (without paying), instead it will slowly build over time.

That's what I talk to Kim Wood, of Toby & Merrill Insurance, about how she's trying to focus their impress to get the process started.

When You Need to Escape Captivity for More Options

Mon, 08 Jul 2019 07:30:00 +0000

You realize that it was a big ask for you to only have one insurance company in the first place.

Not only was your limited inventory a challenge, so was finding the right people that it would fit.

The most exciting part about planning a successful breakout is it allows you to fully explore your insurance potential.

Which could mean doubling down on what you know best, or trying to discover a new commercial niche.

That's what I talk to Mariah Davis, of Oakview Insurance, about as she details her plan and what got her where she is today.

It's Easy When You Build Authentic Relationships First

Fri, 05 Jul 2019 07:30:00 +0000

If you do, they normally have a chance to last your entire career.

These relationships are usually formed with people who have the ability to influence (see send) consistent business to your agency.

However, if that's the first and only way you approach them, there's a good chance it won't make it that long.

You'll know it's working when you have enough people sending you all their business with you asking.

That's what I talk to Josh Berg, of Blue Lion Insurance, about possibly having too much authenticity.

How Safe is it to Expand Your Wheelhouse?

Thu, 04 Jul 2019 07:30:00 +0000

It all depends on where you want to go and how long of a trip you're willing to take to get there?

There's nothing wrong with living in that wheelhouse, in fact, most agents have a hard time staying long enough.

It's important to talk about what you know really well, but there are no rules about what you need to know before you talk about something else.

It's starting as simple as you can and taking everyone on the journey with you.

That's what I talk to Allen Drew, of Allen Drew Insurance Agency, about how he found the exit he was looking for.

You Steal Time When You Encourage Opportunity

Tue, 02 Jul 2019 07:30:00 +0000

That opportunity comes in the form of allowing clients to self-serve as much of the insurance experience as they want.

Those experiences could be as simple as ID card requests, or simply getting started with the quoting process.

The biggest challenge usually comes in deciding what parts of the process will be mandatory.

Because there's an infinite see of time waiting to be saved when you stop doing everything for them.

That's what I talk to Nick Thalhammer, of Cincinatus Insurance, about the process he wants for his clients.

How To Make An Unstoppable Insurance Hype Machine

Mon, 01 Jul 2019 07:30:00 +0000

The hardest part is finding someone dedicated and ambitious enough to build it from scratch.

If you can, the easiest way might be to allow them to put it together one piece at a time.

If you remain dedicated, you'll look back one day and marvel at what has been created.

Because when it's fully operational, it should start pulling people in automatically.

That's what I talk to Dshanya Reese, of Watkins Insurance Group, about what she been building the last 10 years.

How to Balance and Focus Becoming a New Expert

Fri, 28 Jun 2019 07:30:00 +0000

Is certainly something that's not easy to do inside a family agency that has other ideas in mind.

As the insurance world continues to get more specialized (see niche), it becomes a bigger challenge to properly balance everything you do.

The best part about the whole experience is the level of expertise you can build with a very specific group of people.

Especially when that newly found proficiency starts to continually build momentum that easily starts a sales conversation.

That's what I talk to Kelsey Alcorn, of Alcorn Insurance, about how she's handling the challenge inside her family agency.

How to Make Your Referral Partner Experience Better

Thu, 27 Jun 2019 07:30:00 +0000

It starts by figuring out a way to bring consistent value to them in a way that makes their life easier.

Of course, that can happen in many different ways, but you'd be surprised at how a little education can go a long way.

Most of the time your referral partners are savvy enough insurance consumers to know which policy provides the best value.

All you need to do is help them understand that in the easiest way possible, hopefully in an automated fashion.

That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he's looking to find more consistency.

Will That Commercial Niche Really Solve Your Problems?

Tue, 25 Jun 2019 06:30:00 +0000

The real answer is going to depend if you're interested enough to find one that will.

Because it's easy to get restless with the thing you're good at and get distracted by something you're not.

That something is twice as dangerous when there isn't enough premium to go around.

The scariest liability is allowing it significantly distract from the business you know how to sell.

That's what I talk to Brian Blakely, of Stonebridge Insurance, about the niche he's eyeballing.

This is What Happens When You Breakdown an Insurance Video

Mon, 24 Jun 2019 07:30:00 +0000

Sometimes you just need to have a little fun with an insurance video that's racking up crazy views.

I thought it would be interesting to breakdown a worthy video I randomly came across in the depth of YouTube.

The only requirement was that I didn't want it to be a video I had previous knowledge of and appeared to have some traction.

Other than that, everything else was fair game and as a result, produced the first real-time reaction.

The craziest part is the video ended up being from none other than Cameron Brown, of Insurance Brokers of Arizona.

It's Crazy How True an Old AMS Conversation Is

Fri, 21 Jun 2019 07:30:00 +0000

Because things don't change nearly as fast as we would like and need them to.

This is just one of a handful of topics discussed six months ago that are still as relevant as the day it happened.

It doesn't matter if it's video marketing, technology integrations or perpetuation.

The insurance industry doesn't have a shortage of issues that could use a little more urgency mixed in.

That's what I talk to Mike Crowley, of Crowley Insurance, about how he's handling all of them.

How To Create Easy Conversations With Creativity?

Thu, 20 Jun 2019 07:30:00 +0000

Because insurance isn't always the first thing someone wants to come and talk to you about.

That's why it's insanely beneficial if/when you can provide them countless conversation entry points.

Not only will it be much easier to start those conversations, but it will also give you more stable (common) ground to stand on.

Most of the time, the more you know about someone the more comfortable you end up feeling around them.

That's what I talk to Alex Salmon, of The Salmon Agency, about how he recently figured out how easy it is to start his.

Do You Need to Build the Relationship Forever?

Tue, 18 Jun 2019 07:30:00 +0000

There are certainly different opinions on what works best, the trick is figuring it out for your agency.

What might be more important than building that consistent relationship is properly setting communication expectations.

That's what really has a good chance to destroy any relationship your agency has regardless of how long you've had it.

The same is also true cross-selling other lines and properly managing the possibilities and limitations each offer.

That's what I talk to James Castell, of Castell Insurance, about how long his agency holds on to their relationships.

How to Improve Your Agency 90 Days at a Time

Mon, 17 Jun 2019 07:30:00 +0000

It starts by building a culture that's excited to learn what you learn and take the ball and run with it.

That type of behavior has traditionally been known as buy-in and it often hard to come by.

You'll dramatically improve your chances if that buy-in earns an unfathomable level of operational freedom.

It that type of environment your best people are able to dedicate most of their time to high impact activities.

That's what I talk to Leigh Zellmer, of Blackwell Insurance, about how big of a game changer her dedicated time frames have been.

Do You Know How Awesome You Are At Insurance?

Fri, 14 Jun 2019 07:30:00 +0000

It's possible you've never pushed hard enough to find out that you just weren't reaching high enough.

Because it's easy to reach down and pick up all the nickel and dimes that are getting thrown at your feet.

No matter what, after a while, that bag is going to get heavy and not be worth nearly as much as you thought it would.

That's a tough place to be because you can only hear the same thing so many times without doing something about it.

That's what we spend a little time talking through one-on-one today because a little reminder never hurts.

The Most Important Test Your SEO Needs to Pass

Thu, 13 Jun 2019 07:30:00 +0000

Because if it doesn't, there's a good chance you just got lucky and haven't taken full advantage of its power.

That luck generally leads to an endless stream of wasted opportunities that never received proper consideration.

Of course, there are a couple of easy things you can do to prevent it from happening.

However, they generally involve a few tough decisions most agencies don't want to make.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about the ones he's facing.

This is How To Know if You're the Right Agent

Tue, 11 Jun 2019 07:30:00 +0000

There's a good chance it will be very obvious from the start because things will be more difficult than nessacary.

At least that's ussually what happens when we run into clients we should run the other way from.

Because somewhere along the way we'll talk ourselves into the idea of wanting to do business with them.

In reality, we should have listened to our instinct by drawing a line in the sand.

That's what I talk to Alex Dopazo, of Dopazo & Associates, about a few of the things he looks for.

What Happens When You Make Your Own Insurance?

Mon, 10 Jun 2019 07:30:00 +0000

You finally get a chance to show off your true expertise.

Because there's a good chance you might be the first person to give it a try.

The really exciting part is realizing that expertise can be leveraged to reach other lines of business.

The most surprising part is how little technology you need to get started.

That's what I talk to Aaron Farmer, of California Flood Insurance, about how he started making his.

How to Empower Diversity and Embrace Your Personal Brand

Fri, 07 Jun 2019 07:30:00 +0000

Both topics sit at the center of uncomfortable conversations that aren't happening enough within agencies.

They both also rely heavily on challenging the status quo and taking risks to effectively drive change.

However, amazing things start to happen when new people are exposed to the opportunities the insurance industry provides.

Also, consumers have the potential to build deeper relationships on the agent level when those individual brands are allowed to shine.

That's what I talk to Deidre Wright, of Business Insurance, about as she pushes both topics forward.

The Truth About Video Proposals (Part III)

Thu, 06 Jun 2019 07:30:00 +0000

You might have to lead by example at first for the rest of the agency to see how impactful they can be.

That means providing a solid example of what a good one looks like and help encourage and coach the rest of the staff to give it a try.

Of course, sometimes there aren't enough examples or encouraging words in the english language to compel some people to get in front of the camera.

Then you might be faced with the difficult choice of leaving the individual agent behind to push the agency forward.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about how he's making video proposals happen in his agency.

The Truth About Video Proposals (Part I)
The Truth About Video Proposals (Part II)

Preparing for The Fourth Industrial Revolution

Wed, 05 Jun 2019 07:30:00 +0000

This is a special podcast.

Not just because the person I had the honor of interviewing is so awesome.

Carey Wallace, CEO of IntellAgents, shares how she and her team are laying the groundwork to help independent agents lead The Fourth Industrial Revolution.

Today, it looks like this…

Through the aggregation of IA-specific data, they’re able to benchmark an agency’s performance and provide detailed consulting on where and how to sharpen their business.

But IntellAgents isn’t here for the short-game.

They’re in this for the long-game.

They see how impactful data will be in the future for business insights, providing a richer customer experience and staying competitive.

This is just their first step.

What Should You Promote On Your Website?

Tue, 04 Jun 2019 07:30:00 +0000

That depends if you want to stick with your bread and butter or try to find something new.

This is as good of a time as any to take a chance and try to sell insurance in a way you never have before.

When you do that it's important to remember it's not a race to what generates more leads, but instead more revenue.

That's really when you know if your promoting the right thing on your website, even if it's different than what you've always done.

That's what I talk to Kim Wood, of Toby & Merrill Insurance, about her potential promotion choices.

How to Help Technology Figure Out Our Business Better

Mon, 03 Jun 2019 07:30:00 +0000

Starts by building a much stronger and wider InsurTech bridge to help everyone get where they're going faster.

If not, the one thing at risk is leaving a possibly vital problem unsolved for an extended period of them.

There's a good chance, under normal circumstances, that "new" solution could already be out of date again.

No matter how much we want technology to solve our problem, it's still a human solution that makes the most sense.

That's what I talk to Jen Flaitz, of MongoDB, about her desire to help put the puzzle together.

How to Survive the Risk of the Startup Agency Life

Fri, 31 May 2019 07:30:00 +0000

The first thing you have to do is believe in yourself enough to finally take the leap.

Once that happens it dramatically helps to shorten your fall from your previous agency.

It's even more amazing if they're able to encourage and support that process as it becomes a reality.

Then it simply becomes a balancing act of having enough work in the business to be able to work on it.

That's what I talk to Adam Augspurger, of Steadfast Insurance, about how he's preventing the sky fall from the top of the world.

What Happens When You Don't Talk About Price?

Thu, 30 May 2019 07:30:00 +0000

You introduce a level of frustration into the buying process that could and should be easily avoided.

The only thing you have to do is take the time to explain the number of ways the answer depends.

In reality, you now have the opportunity to describe what your perfect client looks like to maximize profitability.

You just have to be dedicated to figuring out the way to provide the most impactful answers to the most important questions.

That's what I talk to Allen Drew, of Allen Drew Insurance Agency, about what he's learning from each one.

What Your Website Should Always Be the Best At

Tue, 28 May 2019 07:30:00 +0000

Sometimes it's easy to get sucked into the hype and overlook the two areas your website needs to excel.

Because if you refuse to focus on these people, you'll make it much harder on your digital marketing efforts.

That's when you really need to decide if you know enough to be dangerous, or if your limited knowledge can become a hazard.

What has the potential to cause the most harm is thinking your knowledge is more dangerous than it is.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about the areas his website struggles with.

Are You Opting Out of the Right Opportunities?

Mon, 27 May 2019 07:30:00 +0000

It's hard to decide what chances are worth taking and even hard to figure out which ones aren't.

One thing is for sure, you're probably not grabbing as much possibility that's within reach.

Because it's much easier to not do something than it is to look hard enough to see a unique opportunity.

It's also possible to become obsessed with the next great thing that never happens.

That's what I talk to Ann Handley, of MarketingProfs, about how she stopped saying no.

Are You Brave Enough to be Scared?

Fri, 24 May 2019 07:30:00 +0000

Sometimes that's what it takes to get started on a new niche in your agency.

Then it becomes a matter of defining that perfect world and figuring out how the relationship should go.

It's all even easier if you have something powerful enough to automatically simplify communication.

Then there's really nothing stopping you from controlling those conversations all the way to a sale.

That's what I talk to Leon Wright, of MJC Insurance Group, about what he's slightly scared to start.

What Happens When You Execute on One Thing?

Thu, 23 May 2019 07:30:00 +0000

You'll dramatically increase your chance of making substantial progress to match your recent motivation.

It might sound easier said than done, but sometimes things don't need to be overcomplicated.

Coming home with pages of notes and lengthy lists from any conference or event is great.

However, almost always you're going to try to bite off more than you can chew and end up not finishing anything.

That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he's only locked in on one thing.

This is How to Always Win a Content Fight

Tue, 21 May 2019 07:30:00 +0000

It's vital to realize how strong you need to be to reach your desired destination.

Maybe you never looked far enough ahead to give yourself adequate time at each stop.

Either way, your dramatically increasing your chances of sidetracking your efforts or canceling the trip altogether.

The easiest way to avoid all of it is to work your way backward from where you're trying to go.

That's what I talk to Brian Blakely, of Stonebridge Insurance, about a recent detore he unexpectedly took.

Should You Always Make Time for Marketing?

Mon, 20 May 2019 07:30:00 +0000

That depends on how well you've been able to combine it with your technology.

The closer they get to each other, the further your leads can go without you getting involved.

That reduces your chance communication will break down and start wasting a bunch of good business.

Then you can finally figure out the perfect place you're needed in the process.

That's what I talk to Bogus Handzel, of Handzel and Associates, about when he's going to be ready to jump in.

How to Protect Your Sale With Multiple Relationships

Fri, 17 May 2019 07:30:00 +0000

If you only have one, there's a good chance you're relying too much on that person and risking the sale.

Instead, it's generally a good idea to make sure you know how to get a hold of a couple other human beings from the account.

The more people you have rooting for you, the less likely it is for that account to be able to walk out the door.

No matter what happens, your goal is to leave as many people as possible who want to continue a conversation.

That's what I talk to Amy Franko, of Impact Instruction, about how she makes sure she always knows more than one person.

Make sure to connect with Amy below:

amyfranko.com
The Modern Seller
LinkedIn

How Full Does Your Service Need to Be?

Thu, 16 May 2019 07:30:00 +0000

It all depends on how able and willing your agency is to do different things.

Because if you can do something most people can't that will be easy for people to see.

The biggest challenge is realizing that thing is likely not as difficult as you thought it would be.

It just becomes a matter of if you enjoy it the most out of all your insurance options.

That's what I talk to James Castle, of Castle Insurance, about as he explains what makes his agency different.

Are You Inspired To Make People Know You?

Tue, 14 May 2019 07:30:00 +0000

The only thing you have to do is lower your expectations and take a chance on being somewhere important.

It might sound easier said than done, but if you do you'll increase your chances for a successful introduction to inspiration.

Which will allow you the opportunity to execute on ideas that have the potential for people you've never meet to feel like they know you.

That makes your job a lot easier when you actually have the opportunity to get to know them for real.

That's what I talk to Alex Salmon, of The Salmon Agency, about exactly where his inspiration came from.

It's Amazing What Happens When You Speak the Language

Mon, 13 May 2019 07:30:00 +0000

It becomes so much easier for everyone to understand what you're saying, literally.

Building your book of business around a language other than English seems like a silly if not limited idea at best.

However, it's not until you wake up to the number of people who start their day speaking languages other than English, things get interesting.

Even though your agency might not be able to become bi-lingual overnight, it can serve as a strong demonstration of what unconventional dedication can achieve.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he builds process to support it even more.

What Happens When an Agency Owner Plays CSR?

Fri, 10 May 2019 07:30:00 +0000

There's a good chance your mental resolve will be challenged in a way you never thought possible.

It's also very likely it will be the first time you'll discover how broken certain processes are in your agency.

Some might be the fault of your staff and others might be astonishing unsolved carrier mysteries.

However, you also can't rule out the possibility of feeling like you're doing much more harm attempting to do this job than good.

That's what I talk to Erik Garcia, of Garcia Insurance Services, about his 60 days of service.

Are You Sending Attention to the Right Place?

Thu, 09 May 2019 07:30:00 +0000

There's nothing worse than when you sell something short of what it can ultimately become.

The part that's really not fun is it's pretty easy to do and really hard to recognize.

However, if you're willing to commit to the process and make sure you know where you're going, the results could be surprising.

The biggest challenge will be finding enough dedication to last long enough to find out.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about where his attention should be going.

Where Have You Drawn Your Line in the Sand?

Tue, 07 May 2019 07:30:00 +0000

If you haven't then there's no stopping the number of times your clients will try to cross it.

Sometimes it's impossible to avoid unnecessarily or excessively going back to a client to deliver different information.

It's these repeated deliveries that over time slightly splinter their confidence in your insurance ability.

We should know what to expect, but often we're dealt the unexpected, it's just a question of how often a client should see it.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about how he tries to stop the madness.

How to Find Your Secret SEO Backdoor

Mon, 06 May 2019 07:30:00 +0000

It really starts with doing the researching and paying attention to all the possibilities.

That's probably not the answer you were hoping for, however, the impact of finding just one can be incredible.

This is a full deep dive into the current state of affairs of SEO and what you need to do for people to find you.

Because there is plenty you need to get right and even more you need to avoid getting wrong.

That's what I talk to Nyssa Lieder, of TrustedChoice.com, about how she handles ranking for some of the hardest keywords on earth.

How to Get Google Reviews at the Best Time

Fri, 03 May 2019 07:30:00 +0000

You might think that time is right after you close a sale on a brand new (happy) client.

The truth is, to fully maximize your customer feedback potential, you'll need a lot more patience.

Because there are a lot more opportunities throughout the insurance customer lifecycle you want on the record.

The secret to gathering that crucial feedback is simply having a consistent system in place to uncover it.

That's what I talk to Luke Hendricks, of Lift Local, about how to perfectly balance your feedback loop.

Make sure you connect with Luke:

Lift Local
LinkedIn

Does Your Agency Have Access to the Right Help?

Thu, 02 May 2019 07:30:00 +0000

It's definitely hard to learn how to be really good at more than one thing at a time.

However, that's exactully what happens to a lot of new young producers trying to master digital marketing and general insurance skills.

It takes a long time to learn each on their own, that's why it's so important to take advantage of every little bit of help you can get.

That way you start to take the tiny tasks off your plate in order to make room for the things you should have access to accomplish.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he tries to handle both himself.

What Happens When You Demand More Information Than Give?

Tue, 30 Apr 2019 07:30:00 +0000

First, things get interesting when you realize one has a limit and the other doesn't.

Second, It gets even crazy if/when you admit you've always pushed the limit on the wrong end.

The only type of information that's too much is what you ask prospects for.

However, it's going to take much longer for them to get tired of hearing you say smart things about insurance.

That's what I talk to Kim Wood, of Toby & Merril Insurance, about as tries to balance hers.

This Is The Way You Want Insurance To Be

Mon, 29 Apr 2019 07:30:00 +0000

It all starts by getting out of our own way to remember we're all playing on the same team.

Because at this point everyone can see the lack of communication going on all over the field.

In the game, on the sidelines, in the locker room and even during practice, information is not flowing fast enough to win.

The game has changed and it's up to use to figure out the most effective way to play it together.

Today is an extra special mashup of what just a handful of excellent people in the industry thinks holding us back the most.

Is Good Feedback Sending You in the Right Direction?

Fri, 26 Apr 2019 07:30:00 +0000

That's just one of the benefits you get when you can automatically make sure everyone you do business with can provide you with it.

This feedback measurement is called Net Promotor Score (NPS) and allows you to always have your finger on the plus of your agency.

The benefit of having a system like this in place is it allows you to easily capture nice things people say about you (see Google reviews).

That process, in turn, makes it more attractive for other people, you don't work with, to want to do the same.

That's what I talk to Nick Corrao, John Bachmann and Caleb Stanton, of Social Survey, about all the successful agents they've seen use it.

How to Write More Informative Headlines

Thu, 25 Apr 2019 07:30:00 +0000

It starts with your interest in attracting more business in the states you can actually sell a policy.

That seems crazy, but otherwise, you're putting your content at a much greater risk to waste more leads then you can use.

While it might be a "flashy" success story it will actually end up being your greatest marketing failure if you're unable to adjust.

The easiest way to make sure none of it happens in the first place is to always make sure Google knows your location.

That's what I talk to Allen Drew, of Allen Drew Insurance, about some of the adjustments he needs to make.

He Combines Door-Knocking AND Automation!

Wed, 24 Apr 2019 07:30:00 +0000

Meet Troy Thompson.

The Vikings Fan who has no fear….

….when it comes to door-knocking.

“But no one knocks on doors anymore.”

Exactly.

Troy’s creative combination of honed-in old-school techniques with digital tools like automation and video makes him a force to be reckoned with.

This is one you don’t want to miss.

Are You Surrounded with People You Need to Know?

Tue, 23 Apr 2019 07:30:00 +0000

It's easy to underrate the outcome of congregating in the right place even for short periods of time.

This dismissive attitude is usually a result of underwhelming expectations based on disappointing previous encounters.

However, every now and then your curiosity is rewarded and you find yourself surrounded by a group of people in the industry you didn't think existed.

It's those moments when your insurance sword gets sharpened to dangerous levels and provide a newfound level of confidence.

That's what I talk to Nick Thalhammer, of Cinncinnatus Insurance, about as he debated the value his chance had.

It's Time To Consistently Focus On Solving a Problem

Mon, 22 Apr 2019 07:30:00 +0000

Luck is what happens when preparation meets opportunity plus your time management.

If not, there's a good chance the processes in your agency can't handle the success of a consistent message.

Because if you don't know who you're talking to, no one else will either.

On top of it all, there is one piece of emerging tech that has yet to be widely or effectively adopted that can help with both.

That's what I talk to Dr. Billy Williams, of Inspire a Nation, about as we caught up for a quick conversation at Agent 2021.

How to Get All the Business From Your Referral Partners

Fri, 19 Apr 2019 07:30:00 +0000

The only thing you need to do is let them know how much insurance their clients are missing.

That's usually a pretty easy way to get their attention and instantly value the service you're capable of providing.

It's hard to believe something so simple goes dramatically overlooked with such a large number of people.

If you've been waiting to finally go out on your own and open a scratch agency, this could help make is happen sooner than later.

That's what I talk to Niki Henley, of Extra Mile Insurance, about how exciting things got when she started poking holes in policies.

How Should You Invite People to Your Office?

Thu, 18 Apr 2019 07:30:00 +0000

It all starts by making sure you give them something to easily recognize and offer them a seat at your new kitchen table.

This is probably the simplest video marketing tip that you can follow to liberate yourself from paralyzing overcomplication.

That liberation starts by establishing the most important character of your videos, besides you, which is your one goto camera angle.

That simple angle allows you to properly invite people into your office on a consistent basis with zero hesitation.

That's what I talked to Jared Bellmund, of AllChoice Insurance, about his ability to focus on only the important things.

Using FB Leads To Generate Referral Relationships 2.0

Wed, 17 Apr 2019 07:30:00 +0000

If you watch our YouTube channel, you may have caught an episode published on March 1 of 2018.

It was titled “The Digital Marketing Secret no one ever talks about.”

(You can watch it here.)

In that episode, Preston Schmidli – Insurance FB Advertiser Extraordinaire – shares an incredibly creative idea for nurturing referral relationships.

Using Facebook leads as bait.

Over a year later, what was a lesser known strategy has now been adopted by agents all over the country.

One of them: Ben Feldman.

(Who happens to live in my backyard. Let me hear it for Minnesota!)

In this ANR episode, Ben shares the strengths and weaknesses of this strategy, how it’s helped his young agency grow and who else might be able to benefit from it.

Let’s GO!

When You Need More Than Just Motivation

Tue, 16 Apr 2019 07:30:00 +0000

Because sometimes specifically organized brass tacks are hard to find just laying around.

Sometimes it takes a little extra work and creativity to connect the dots to the most useful and relevant information.

On the other hand, there's plenty of sound bite spouting, headline readers who struggle to dive below the surface.

Then it becomes a matter of making sure you surround yourself with enough of the right thing to keep your head above water.

That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about how many floatation devices he could use.

Are You Really the Expert to Service Your Clients?

Mon, 15 Apr 2019 07:30:00 +0000

Before you sharpen the pitchfork and light the torch, you're going to want to think really hard about the answer.

If you're really honest with yourself, you'll realize that your doors aren't even open long enough for the answer to be yes.

Where the service is happening is no longer as important as when and even how it does.

If you're able to set your agency free from its current service shackles, you might be surprised at how good it can be at everything else.

That's what I talk to Clayton Rhoads, of The Rhoads Group, about how he avoided the service ball and chain from the beginning.

How Auto Risk Will Be Rated in the Future

Fri, 12 Apr 2019 07:30:00 +0000

It will have a lot less to do with who is driving and a lot more to do with where and when you're going someplace.

No two roads are created equal and neither are the unique driving conditions that change by the minute.

It's been such an unknown variable it's never been considered a possibility to impact the auto insurance bottom line.

However, data has no limits and today we're on the verge of this new information adding a lot to the conversation.

That's what I talk to Carey Anne Nadeau, Founder, and CEO of ODN, about knowing the true cost of real-time road conditions.

How to Be the Only Thing People Talk About?

Thu, 11 Apr 2019 07:30:00 +0000

It usually starts with letting your passion and personality lead the way out into the real world.

Because it's out there where people are looking for it the most and can't wait to pay attention when they find it.

Real life event marketing has limitless potential beyond free pens and brochures to captivate and inspire what your agency is all about.

If not, everything else is just a wasted opportunity to stand out against everyone else too afraid to bring something interesting to the table.

That's what I talk to Michele Linca, of Linca Insurance, about as she tries to put her agency out into the real world.

Who Should Control Compensation in the Future?

Tue, 09 Apr 2019 07:30:00 +0000

It's hard to think of an industry that has the best and worst compensation model all at the same time.

The power and beauty of renewal income is a huge draw for plenty of journeyman sales professionals to the insurance industry.

It's this same payment structure that has gotten the best of plenty of agents who couldn't figure out a way to play the game on a bigger scale.

As nice as that renewal income is, having zero authority determining the value we bring is challenging at best.

That's what I talk to James Castell, of Castell Insurance, about how his agency addressed this problem in his agency.

What Happens When You Get Tolerance Instead of Acceptance?

Mon, 08 Apr 2019 07:30:00 +0000

It only becomes a matter of time before your innovative idea generates enough friction for someone to not care.

More often than not, this is the reaction you receive anytime you try to do something different too long.

Because as soon as it gets in the way of something more important what little acceptance you had gets tossed out the window.

It's in those moments you're quietly being conditioned to play it safe and limit the necessary chances your agency needs to take.

That's what I talk to Chase Reeves, of Bag Works, about his battle of acceptance vs. tolerance.

Do Your Clients Trust You Know What They Need?

Fri, 05 Apr 2019 07:30:00 +0000

Because your clients should always know you'll never sell them something they don't need and can always afford.

That's as close as you can get to reaching the ultimate level of trust when someone doesn't even need to see a quote.

Of course, that's a fairly foreign concept amongst the over price sensitive mentality dominating the industry.

The value, real and perceived you bring to the table is treated as an afterthought or an overstatement.

That's what I talk to John Darr, of Darr Schackow Insurance, about how he plans to scales his value to the next level.

Why You Need to Be More Specific About Home and Auto

Thu, 04 Apr 2019 07:30:00 +0000

Starts simply with your ability to find your absolute best clients a lot easier.

If you try and talk to everyone, you'll end up talking to no one.

Of course, that's the last thing you want to happen in your agency and why it's nessacary to get more specific.

It doesn't matter if it's when the policy needs to be purchased, how old the person buying it is or even where it's all happening.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus Agencies, about the specific direction they're heading.

Who is Jason Kolb of Dais?

Wed, 03 Apr 2019 07:30:00 +0000

Jason Kolb of Dais is a tech geek turned insurance nerd.

3 years ago, he saw an opportunity to help the insurance industry with his tech knowledge.

And he dove in head first.

But this isn’t the typical “insurtech story” you’ve heard before.

Ya know – the one where Silicon Valley hipster believes he can completely transform an entire industry with artificial intelligence….and his pinky finger.

This is the story of a guy who recognizes the complexity of the IA channel and believes, first and foremost, in the people who push it forward every day.

Give it a listen.

See what you think.

And keep crushin!

Do You Have Enough Confidence to Encourage other Quotes?

Tue, 02 Apr 2019 07:30:00 +0000

If you don't then you'll make it a lot harder to find the holes in your insurance game.

Of course, you want to do everything you can to improve your chances to close a sale.

However, sometimes encouraging competition forces you to get a lot stronger much faster.

It's developing this confidence that builds your insurance strength both internally and externally in your agency.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about as he shares what it's done for him.

This is Your Permission to Create All of The Attention

Mon, 01 Apr 2019 07:30:00 +0000

The problems start when you worry if you're good enough to be creating in the first place.

The simple answer is no one is, they were just more willing to embrace the thoughts an ideas that were unique to them.

Once you overcome that fear then you will be faced with the challenge of creating on a scale most people don't understand.

It's hard to comprehend the level of attention that's possible to obtain because it's such a new phenomenon that very few people have obtained.

That's what I talk to Alex Salmon, of the Salmon Agency, about his creative ability and how he's applying it to get attention.

What Happens When You Intentionally Build Relationships

Fri, 29 Mar 2019 07:30:00 +0000

This is the story of an Elevate 19 attendee who's running one of the fastest growing agencies in the industry.

It's all happening because of their ability to intentionally build the right relationships to get there.

It's really hard to learn from someone behind you, yet still has the ability to glean unique insights from any conversation.

When you're able to combine that with next level implementation ability you can start to see how that level of growth is possible.

That's what I talk to Christian Moore, of Real Insurance, about all the relationships he was able to walk away Elevate 19 with.

Grab a super special price launch price for Elevate 2020 right here.

How Long Does Your Content Need to Be?

Thu, 28 Mar 2019 07:30:00 +0000

It just needs to be long enough to solve the whole problem so people can decide if they want you to help them.

Of course, that might be an oversimplification of a slightly more complex problem, however, remains the majority of the solution.

The length of your content isn't worth obsessing and over thinking, because the only thing that will come from that is not doing anything.

That's why you have permission to start hitting publish anytime and build up to whatever number you're currently not hitting.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about his word count concerns.

An Honest Look at What Your Website Has to Do

Tue, 26 Mar 2019 07:30:00 +0000

It starts by making sure it can afford the most current table stakes customers set.

Even then, most of the time we find ourselves struggling to pay an overdue with more piling up every day.

It could be something as simple of understanding what SEO work actually needs to be done and how valuable it is.

Then it becomes a matter of making one small bet after another and the next thing you know you're pushing the limits of the site instead.

That's what I talk to Kim Wood, of Toby & Merril Insurance, about as she works on paying hers.

A Pre Elevate Conversation About LinkedIn and Instagram

Mon, 25 Mar 2019 07:30:00 +0000

This is just a small sample of the amazing conversations that happen all during Elevate.

You might be surprised how easy it is to drive traffic and awareness to your on both LinkedIn and Instagram.

It really comes down to knowing your target market and when the best time to deliver the message.

That's what my friends Avery Moore, of ECI Insurance and Terry Grier, of Strive Insurance, discuss before dinner on the first night of Elevate 19.

How to Know More About Your Prospects to Grow

Fri, 22 Mar 2019 07:30:00 +0000

Things get interesting when you figure out what you need to know to find more of the right client.

That starts by trying to capture the most complete data picture you can.

That allows you to go on the value offensive and be ready to help before the problem happens.

Then your agency also has the opportunity to relevantly exist on multipule channels to create a truly effective branding experience.

That's what I talk to Greg Elsberry, of Cole Information, about how they help get everything started.

Make sure to connect with Greg:

Cole Information
LinkedIn

The Most Important Position You Are Missing

Thu, 21 Mar 2019 07:30:00 +0000

Starts and stops with the titles of your content, because without good ones there's very little chance anyone will be able to find you.

It's always the first and easiest thing to mess up when starting your content journey.

There needs to be the same if not more attention paid to that handful of words as is to the entire piece.

Almost always it starts by dramatically underestimating just how specific you need to get for people to find you.

That's what I talk to Allen Drew, of the Allen Drew Agency, about he's trying to find his right spot.

The True Difference Between a Salesperson and Advisor

Wed, 20 Mar 2019 07:30:00 +0000

It’s just not just how much you know and explain.

It’s also about how much you give and listen.

Paul Steele, VP of Martin & Zerfoss, explains exactly how he finds, nurtures and retains his best clients.

From determining who he should schedule time with up until who he asks for a referral, every step of his Paul’s process has been crafted with intentionality and care.

The result?

A book of business that…well…keeps on giving.

What Do You Need to Get Better At?

Tue, 19 Mar 2019 07:30:00 +0000

The truth is, it doesn't really matter, the hardest part is pulling the trigger on how it's going to get done.

Because if it's truly important to the success of the agency and you're not getting it done, it's your job to find someone who will.

Of course, most of that is easier said than done, but no matter what your first step should be to break the minimum knowledge threshold.

That simply means learning enough to know if you're the guy for the job or what you need to expect from someone else if you aren't.

That's what I talk to Nick Thalhammer of Cincinnatus Insurance, about as identifies where he wants to improve.

What if Carrier Appointments Focused on the Future?

Mon, 18 Mar 2019 07:30:00 +0000

There's a good chance what you did in the past won't matter nearly as much as it did before.

Which is certainly good news for new agencies that just need someone willing or able to take a chance on them.

It's always hard to bet against the person with the most motivation (see incentive) to succeed.

Especially if they're focused on what's going to work tomorrow with the discipline to do what's necessary today.

That's what I talk to Chris Cline, of Westfield, about as he outlines what they need to know to bet on the future.

Make sure to connect with Chris:

Westfield
LinkedIn

How to Sell Insurance When it Matters the Most

Fri, 15 Mar 2019 07:30:00 +0000

Starts by focusing on the speed and expertise that is required to meet the expectation of today's consumer.

Understanding that importance moment to moment and policy to policy is a mindset shift that changes the game.

Traditionally we would be met with excuses about why such actions and behaviors weren't possible.

The exciting part now is that seems to be a thing of the past as major players in the industry are carry tons of forward momentum.

That's what I talk to Amy Shore, President of P&C Sales and Distribution at Nationwide, about how they're making it a reality.

Make sure to connect with Amy:

Nationwide
LinkedIn

You Don't Want to Be in the Same Place For Five Years

Thu, 14 Mar 2019 07:30:00 +0000

It's easy to do if you don't think about the type of business you need to write to be somewhere else.

Growing your book to reach a different destination takes a level on intentionality rarely discussed.

Sure, there is certainly a time and a place for selling anything you can, however, the sooner you don't the faster you'll get there.

The ultimate test is what happens when you have more business than you know what to do with.

That's what I talk to Jared Bellmund, of AllChoice Insurance, about as he works on getting where he wants to go.

The Secret to Viral Insurance Videos

Wed, 13 Mar 2019 07:30:00 +0000

Let’s be honest “viral” and “insurance” aren’t typically two words you hear in the same sentence.

Unless you’re Scott Greene and Ethan Dewhurst.

Two guys who set out with one goal: to do something that hadn’t yet been done before in insurance.

Years later, they’ve not only created multiple videos that have gone “viral” in their community….and won themselves attention, business and trust.

But they’ve also shown the insurance industry what can happen when you don’t use “professionalism” as an excuse.

Who Do You Know That Can Make You Better?

Tue, 12 Mar 2019 07:30:00 +0000

If you haven't heard by now, you're the average of the five people you spend the most time with.

Just imagine how high that average would be if you dedicated a disproportionate amount of time to the people closest to you, physically and philosophically?

That's quite possibly one of the most dangerous combinations for personal growth that exist in the known universe.

If you don't believe me, try it. It's nearly impossible to not find those people pushing you to reach achievements far beyond anything thing you thought was possible.

That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about exactly how many people he could easily be surrounding himself with.

How Good Is Your Agency Without You?

Mon, 11 Mar 2019 07:30:00 +0000

You know you're doing something right when you can take a 10-day vacation without thinking twice.

Having an agency that runs itself when you're not around is a blessing most owners have yet to receive.

If not, there's a good chance you found the right people, implemented the right culture and/or fully empowered them to do so.

Missing just one of those steps is enough to send agency performance flying off the tracks in your absence.

That's one problem Jason Verlinde, of Verlinde Insurance, doesn't have as he shares exactly how it became his reality.

How to Give Your Website Unlimited Growth and Retention

Fri, 08 Mar 2019 08:30:00 +0000

It starts by building a stable foundation that will allow you the chance to ask even better questions about.

Those answers will allow your digital marketing to drive leads that finally create a return on that investment.

That's done by making sure your website is properly focused on delivering a uniquely different experience for prospects and clients.

Add in an abnormal size of integration and your agency marketing should have a hard time failing.

That's what I talk to Jason Walker, of Smart Harbor, about how they help you do what they're best at.

Connect with Jason:

Smart Harbor
LinkedIn

Are Your Clients at the Center of Everything?

Thu, 07 Mar 2019 08:30:00 +0000

When they are it allows you to humanize insurance in a way no one else can.

Because it's that intimate knowledge that will give you the advantage of communicating in the most effective way.

The best part is you don't need a fancy InsurTech solution, instead, you might just need to pick up the thing that's been there from the start.

When you do, you'll be surprised at how much there was still left to learn and the headstart it gives to make people think you're the only insurance game in town.

That's what I talk to Michele Linca, of Linca Insurance, about her desire to make sure everyone knows she the place to be.

Why She Gave Up Cold Calling For Facebook Advertising

Wed, 06 Mar 2019 08:30:00 +0000

Yep, Sandra Gebhardt used to cold call.

Used to.

As in, let that ship sail.

She happened into Facebook Advertising out of pure curiosity of the platform.

Invested time into learning.

Invested money into iterating.

And generated so many online insurance leads, she didn’t need to pick up the phone once.

Years later, after honing her skills, she’s an expert in the insurance Facebook Advertising space and has helped businesses all over the country boost their lead generation.

She’s here to share what the state of insurance Facebook Advertising is in 2019.

If you’re interested in Sandra’s new course, you can check it out here.

Are You Maximizing Your Geographical Advantage?

Tue, 05 Mar 2019 08:30:00 +0000

When you do you're able to more completely take advantage of what really works for you instead of what everyone else thinks should.

It's in this realization that leads to uncovering opportunities that are commonly ignored.

Occasionally they're dismissed for good reason, however, without the proper examination you'll never know for sure.

It's this localized testing that creates the most unique and possibly unexpected results others didn't have the patience to wait for.

That's what I talk to James Castell, of Castell Insurance, about how closely he listens to the people that keep sending him business.

How to Avoid the Biggest Training Mistakes

Mon, 04 Mar 2019 08:30:00 +0000

Starts with a practical introduction to insurance instead of the traditional coverage barrage we all endured.

The reality of the industry is much more process-oriented and focused on simplistic coverage tasks upon entry.

Combine that with a delayed licensing approach and its to see why the acclimation process is so challenging.

It's those abundant knowledge assumptions that make it hard to simplify insurance and deliver a better experience.

That's what I talk to Justin Goodman, of Total CSR, about how he's finally figured out a better way for everyone.

Connect with Justin:

Total CSR
LinkedIn

Will Your Agency Regret All the Opportunities You Missed?

Fri, 01 Mar 2019 08:30:00 +0000

That depends on if you ever get serious the importance of being able to always answer the phone anytime or any day of the year.

The fancy technical term for this is 24/7 customer service and generally feels like it's out of reach for most agencies to provide.

The truth is, if you have the patience and give someone else a chance to do it, you'd be surprised at what's possible.

Pulling yourself and others in your agency away from the daily grind of low-level tasks will induce a level of freedom you never thought possible.

That's what I talk to Micheal Hunter, Founder of Insure Response, about what happens when your agency unlimited availability.

Connect with Michael:

Insure Response

How to Focus Your Website on its Most Important Job

Thu, 28 Feb 2019 08:30:00 +0000

Starts by making sure the main goal is to drive new business by attracting people unfamiliar with your agency.

If you can do that then you need to make sure you're providing just the right amount of necessary friction along the way.

That's an unstoppable combination of highly qualified lead bliss that can dramatically change the agency's complexion.

If you lose sight of those objectives along the way allowing your focus to drift beyond its scope you could be preparing its ineffectiveness instead.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus Agency, about his recent trip rebuilding his website.

Creating The 2021 Insurance Customer Experience

Wed, 27 Feb 2019 08:30:00 +0000

Robby Burton doesn’t take no for an answer.

The current insurance technology couldn’t bend in the ways he needed.

So, he looked further.

Outside the industry.

And he found more than just a suite of tools.

He found a deeper perspective on the insurance customer experience.

How to Repeat Your Process For an Easy Win

Tue, 26 Feb 2019 08:30:00 +0000

Simply starts by not overthinking all the things you think you should be doing that actually never get done.

Recreating your creative process every time will leave the most important aspects of your content unattended

The truth is a simple template would do the job better and deliver more results.

Not only because it lets people know what to expect, but because it makes it easier for you to publish your way to success.

That's what I talk to Alex Dopazo, of Dopazo & Associates, about the importance of his process.

What Happens When You Turn Your Back on Direct Referrals?

Mon, 25 Feb 2019 08:30:00 +0000

You might be surprised that you're able to grow because there's more room for value outside of the candy dish.

At first, this still might sound crazy, but you just have to be obsessed with highlighting the people who send you business.

Instead of waiting to be offered as an accessory to another sale, you control more of the conversation to define the context.

When you put those people in front of the right audience there's a good chance you won't have to ask for the business, it's willingly given to you.

That's what I talk to Brandon Straza, of American Option Insurance, about how he walked away from steady leads.

How “Walk Away” Power Will Boost Your Close Ratio

Fri, 22 Feb 2019 08:30:00 +0000

Clint Ivy is a sweet-talkin insurance agency owner from the great state of Georgia.

He’s been an agent for over 18 years and no longer writes accounts less than $50k.

He shares some of the mistakes he’s made over the past decade plus.

So you don’t make ’em too.

This is a back-to-the-basics-you-shouldn’t-get-wrong episode you don’t want to miss!

This is How to Knock on Unlimited Doors All The Time

Thu, 21 Feb 2019 08:30:00 +0000

Starts by accepting the reality of the most powerfully efficient prospecting tools available today.

When that happens you realized the limitless potential you're provided to scale your outreach efforts.

It's only then will you start to realize the importance of knowing exactly what needs to be said to make it all happen.

If not, you could find yourself on a dangerous journey across bumpy content terrain that never leads to your desired destination.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he starts to map his adventure.

How to Increase the Minimum Threshold of Your Accounts

Wed, 20 Feb 2019 08:30:00 +0000

Starts by figuring out how much you're willing to sacrifice to reach that next level.

Things get more interesting if your established agency has the vision to empower that growth beyond what is traditionally expected.

If and when those conditions develop, there's a good chance your book of business could scale to staggering levels.

The hardest part of the whole process might be developing a passion for something (niche) that might not be apparently obvious.

That's what I talk to Patrick Muscenti, of McGowan Insurance, about as he tries to test his threshold limits.

What Happens When You Step Outside the Insurance Box?

Tue, 19 Feb 2019 08:30:00 +0000

There's a good chance you'll be able to approach things with a fresh perspective few are looking for.

On the other hand, just because an idea originated a safe distance away from the industry doesn't mean it's automatically validated.

There's certainly a fine line somewhere when it comes to adopting new ideas that can be framed inside a traditional an old box.

Of course, the simple act of trying something different at all deserves its own reward and generally leads to people noticing what makes you different.

That's what I talk to Kim Wood, of Toby & Merril Insurance, about just how far she willing to go to be different.

When You Obsessively Want More From Your Agency

Mon, 18 Feb 2019 08:30:00 +0000

Means your focused on building a brand beyond yourself that will dramatically increase your ability to grow.

You'll also give yourself another giant headstart if your able to start your agency from scratch with this focus in mind.

Not being saddled with legacy systems and decisions enables nimbleness necessary to navigate unexpected terrain.

It's that agility and focus that will allow you to beat the established competition to the end consumer.

That's what I talk to Zach Mefferd and Ryan Swalve, of Coverage Direct, about what they're trying to build.

Do You Automatically Know When and Who to Call?

Fri, 15 Feb 2019 08:30:00 +0000

If not, there's a good chance you're wasting time, effort and energy trying to figure out what your next move is.

There's also another chance that you're not following those leads a close enough and as long as you should.

Those two simple adjustments to your overall sales process could be all you need to close more accounts and write better business.

Like it or not, your sales efficiency is going to play a huge part in your agency's effectiveness in the future.

That's what I talk to Archie Heinl, CEO of DoubleA Solutions, about how good your automatic follow-up skills can be.

Connect with Archie:

Blitz Sales Software

How to Take Advantage of Your Referral Privilege

Thu, 14 Feb 2019 08:30:00 +0000

Starts by realizing the marketing freedom your legacy agency has granted you to significantly amplify your message.

It's during this amplification process that you'll want to make sure you provide consistent reminders to the people who already know you.

In addition to that, you'll also want to quell any fear you might have at letting completely new people hear what you're all about.

Because as important as retention and referrals are, there's nothing better than when a highly qualified lead contacts your agency.

That's what I talk to Sean Halpin, of MJH Insurance, about how he's maximizing his opportunity.

How Dani Kimble Convinced Her Entire Office To Be On Camera

Wed, 13 Feb 2019 08:30:00 +0000

It's not easy getting one person in your agency to participate in video marketing, let alone the entire staff.

Getting in front of the camera for the first time is awkward, uncomfortable and generally results in noticing undiscovered things about yourself.

However, it certainly gets easier when results start to come in and people see what a powerful relationship building machine it can be.

Once it's become part of your agency's culture there's no telling how many people it can help know more about who you are and what you do.

That's what Sydney Roe talks to Dani Kimble, of The O'Neil Group, about how she got all that buy-in.

How to Make People Know You Without Knowing You

Tue, 12 Feb 2019 08:30:00 +0000

Really starts by figuring out how the percentage of insurance talk you think they need from you.

There is no right or wrong answer and is really up to you to decide what feels most natural to you.

However, it's never a bad idea to have 100 percent insurance talk in the right place and start subtracting from there.

Because quickly eliminating questions and doubts about the thing you're supposed to be best at makes every other conversation easier.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, as he tried to find his perfect mix.

How Powerful Can Recording a Simple Conversation Be?

Mon, 11 Feb 2019 08:30:00 +0000

It all depends on how dedicated you are to consistently doing it and your willingness to improve.

At least those are two of the biggest secrets to starting and sticking with a podcast that's going to bring attention to your agency.

It's hard to be awesome at talking to people right away, but with a little practice you'll be developing relationships and bringing value to your ideal client every week.

When that starts to happen your agency becomes front and center for an eventual insurance conversation.

That's what I talk to Jeremy Goodrich, of Shine Insurance, about all the attention he's been able to attract for his agency.

How to Satisfy the On Demand Economy with AI

Fri, 08 Feb 2019 08:30:00 +0000

Starts by figuring out a way to handle all the power consumers have to demand business be done when they want.

That's the beginning, middle and end of the story on how your agency can compete in the approaching artificially intelligent landscape.

It's still early days for widespread adoption, however, we can't delay acceptance of it's pending arrival much longer.

The faster you get in front of it the sooner you can start finding more focus for higher value clients.

That's what I talk to Joseph D'Souza, CEO of Pronavigator, about how they're making it possible sooner than later.

Don't miss Joseph at Elevate 19, grab your ticket now.

Connect with Joseph:

ProNavigator

You Need to Accept Price on Both Sides of the Policy

Thu, 07 Feb 2019 08:30:00 +0000

If you don't, there's a good chance everyone is going to walk away disappointed in the outcome.

This is certainly a common challenge we face in the industry that is somehow rarely discussed.

It's also amazing how rare it feels to consider specifically defining the value we need to provide.

It's that definition that will lay the groundwork for creating repeatable capabilities that are profitable.

That's what I talk to Jared Bellmund, of All Choice Insurance, about as he shares his level of acceptance.

What Happens When You Care About Better Relationships?

Wed, 06 Feb 2019 08:30:00 +0000

You're able to improve your ROI and easily reach whatever goals you set.

It's the quality of those personal relationships inside and out of your agency that create a giant separation between you and the competition.

It's this simple act that helps ignite a world-class insurance customer experience and establish an immeasurable internal culture.

It's that experience and culture that produce raving fans on both sides of the agency.

That's what Sydney Roe talks to Una Roy, of Excalibur Insurance, about how they built a completely unique insurance world.

Who Do You Need to Figure Out How to Do This?

Tue, 05 Feb 2019 08:30:00 +0000

No matter what anyone says, we're all still trying to figure out this insurance thing together.

It never stops regardless of how long you've been in the business, the only thing that can change is the people you find to help figure it out.

That is by far one of the most powerful things that can happen to your insurance career.

You just can't be afraid to take a chance to get out of your comfort zone and physically find those people.

That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about how fired up he is to give it one hundred percent.

How to Embrace the Ugly of Your Agency

Mon, 04 Feb 2019 08:30:00 +0000

Starts by setting the proper expectations that might not make everyone involved happy.

Things aren't always perfect in your agency or for your clients, accepting that makes both a lot easier.

It's in your ability to accept the responsibility of those expectations that offers an opportunity to truly stand out.

Offering today's insurance consumers an advanced dose of refreshing honestly creates a level of preparation and trust never experienced.

That's what I talk to Erin Nutting, of Integrity Insurance, about how she handled an unattractive year.

Agency Management Technology You Have, Want and Need to be Better

Fri, 01 Feb 2019 08:30:00 +0000

Starts with your ability to deliver an "omni-channel" experience today's clients are demanding.

It's in serving these vastly different expectations you'll realize how much power and functionality is needed at the center of your agency.

Of course, just because you need it or have it doesn't mean you can get the most out of it.

Focusing on maximizing that power will make it easier to do your part in pushing the industry forward.

That's what I talk to Reid French, CEO of Applied Systems, about how they want to help make you and your agency better.

Don't miss Reid talking all things insurance technology at Elevate 19. Grab your ticker right here.

Connect with Reid here:

Applied Systems
LinkedIn

How Valuable Is Your Creative Variable?

Thu, 31 Jan 2019 08:30:00 +0000

It really depends on the level of importance you allow it to occupy in your agency.

Because it's the one thing that's hard to quantify and even harder to control.

Yet, it's the first thing you demand of someone or something when approaching them about your agency.

Expecting a front line vendor or entry-level employee to expertly apply it to the most important parts of your business.

That's what I talk to Michele Linca, of Linca Insurance, about how she can put a value on hers.

You’re Dropping Business Without These 5 Sales Habits

Wed, 30 Jan 2019 08:30:00 +0000

You have to be able to introduce yourself in three sentences that makes someone like you.

That's certainly one of the first and most important sales habits and insurance professional needs to master.

It doesn't matter if it's in person or a compelling piece of content, that valuable introduction should open to door for continued education.

The best part, if you're successful people will relax and possibly even enjoy the insurance buying process you're going to provide.

That's what Sydney Roe talks to Kelly Donahue-Piro, of Agency Performance Partners, about the five vital sales habits you need to close more business.

Don't miss Kelly returning the stage for Elevate 19, grab your ticket now.

Connect with Kelly:

Agency Performace Partners
LinkedIn

What Happens When You Meet Face to Face?

Tue, 29 Jan 2019 08:30:00 +0000

It's possible you've put yourself closer to the sale and increase the chance they'll stick around.

Because no matter what the internet can do, you still remember and feel different about the people you meet in person.

It's also become such a tough thing to successfully pull off, anyone who does will certainly stand out to the people looking.

At the end of the day, that's all everyone is trying to do, it's just a matter of finding the right thing.

That's what I talk to James Castell, of Castell Insurance, about the number of people he meets.

How To Launch The Insurance Career You Want

Mon, 28 Jan 2019 08:30:00 +0000

It could be as simple as investing and respecting the energy needed to get that first inch off the ground.

Creating that separation requires time and planning that will make the entire mission more successful.

However, regardless of the amount you invest in the journey, it is still going to take much longer than most are prepared for.

If you can endure the time it takes to reach that destination you'll find a new world of insurance opportunities.

That's what I talk to Adam Czerwinski Sis, of Sidebar Insurance Solutions, about how he got his career off the ground.

A Message From Gary Vee About Your Opportunity

Fri, 25 Jan 2019 08:30:00 +0000

It's hard to fully grasp the scope and reach that is currently available with content, because it's only going to get bigger.

It's hard to see most of the time because it requires a level of dedication that's normally accessed.

But if you can find it along with a healthy amount of patience, you'll be around a lot longer.

The next wave of challenges standing between success will require an entirely different level.

That's what Gary Vee talks about in his closing keynote from Agent 2021.

What Happens When You Over Plan Your Marketing?

Thu, 24 Jan 2019 08:30:00 +0000

There's a good chance you won't end up doing anything because even the simple things will feel hard.

That's certainly a very common occurrence when agents are getting started with digital marketing.

Of course, you want everything to be perfect because things live forever on the internet.

But, you'll never have all the answers or be able to predict how your marketing conversation can change.

That's what I talk to Ryan Anderson, of Alliance Insurance, about a few areas he might be thinking too much about.

How Important Should Your Unique Qualification Be?

Tue, 22 Jan 2019 08:30:00 +0000

Honestly, it should be as important as you can afford and maybe even a little more.

The opportunity that comes from distributing information consistently on the internet is amazing.

That opportunity is equally rewarded everytime you provide it with more dedication and resources.

Which culminates in a joyful marketing celebration of activities and skills only you are uniquely qualified to do.

That's what I talk to Alex Dopazo, of Dopazo & Associates, about his journey and how he plans to get there.

The True Value a Podcast Has on Your Career

Mon, 21 Jan 2019 08:30:00 +0000

Starts and stops with the amount of personalized knowledge you're able to absorb first hand and apply to your agency.

It's long been the secret currency a select few have learned how to spend after organizing and sharing conversations other people can benefit from.

It also allows you the opportunity to hone your communication ability in a razor-sharp environment that demands improvement.

You never know what method or medium you'll find your message most effective and why you should try as many as you can.

That's what Sydney Roe talks to Bradley Flowers and Scott Howell, of The Insurance Guys Podcast, about what podcasting has done for their insurance career.

Can Clients Pay You The Way They Want?

Fri, 18 Jan 2019 08:30:00 +0000

There's a good chance we're making it harder than it needs to be to get someone to pay for insurance.

It's this final step in the process that demands the most effort for something they shouldn't have to think twice about.

Because there really isn't a more pressing need to reduce friction than during the final financial exchange.

If we don't get serious about offering a payment experience consumers not only expect but demand, it might be too late.

That's what I talk to Todd Sorrell, of ePayPolicy, about how much money you might be wasting trying to collect it.

Connect with Todd:

ePayPolicy
LinkedIn

How Hard is it to Make People Care About You?

Thu, 17 Jan 2019 08:30:00 +0000

It's not as tricky as you might think, but it will probably take longer than you want and shouldn't be where you start.

Because people are always going to care about their problem first and how you can help them solve it.

Once you've demonstrated your ability to that multiple times then it becomes more important for them to hold on to something other than insurance.

It's this combination that allows you to create an attachment point so strong they won't want to do business with anyone else.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about how it happened to him.

How to Never Worry About the Phone Ringing Again

Wed, 16 Jan 2019 08:30:00 +0000

Because let's be honest that's the only thing that matters to your agency's bottom line.

How great would it feel if you could control this coveted activity on command adjusting it to fit exactly what your agency could handle?

If it sounds like magic, it most certainly is not, rather it's the deadly combination of target paid advertising and education content.

That's all it really takes to get a message in front of prospects that compels them to pick up the phone and want to do business with you.

That's what I talk to Jerry Nicklow, of Huff Insurance, about how dialed in his process is to make sure the phone's always ringing.

If you haven't already, grab your ticket to Elevate 19 because Jerry is going to take you on Google Ads deep dive.

When Your Retention Needs to be More Proactive

Tue, 15 Jan 2019 08:30:00 +0000

It usually starts when you notice you're not getting chances you never had to worry about before.

When that happens it normally means you forgot to refill that clients value bucket at some point.

Because the fuller you keep the less you have to worry about anything going wrong.

The easiest way to keep if full is by constantly being proactive and maintaining the relationship in the most convenient way possible.

That's what I talk to Kim Wood, of Toby & Merril Insurance, about her new mission to stay ahead of everything.

What Happens When Insurance is Delivered in Minutes Not Hours?

Mon, 14 Jan 2019 08:30:00 +0000

We're finally able to offer a customer experience consumers have been demanding for a long time.

Dramatically reducing the time it takes to process an insurance transaction is one of the biggest changes to the game we can make.

Because there's been so much friction for so long there's been little expectation the process could feel any different.

Now that it does it's our job to mold our agencies around it instead of fighting against it.

That's what I talk to Founder and CEO Inaki Berenguer and Vice President Michael Konialian at CoverWallet about they've changed insurance from start to finish.

Connect with Inaki and Michael:

CoverWallet
Inaki on LinkedIn
Michael on LinkedIn

How Much Lost Money Are You Leaving on the Floor?

Fri, 11 Jan 2019 08:30:00 +0000

That really depends on the level of expert knowledge you allow inside your agency.

Because if one thing is certain, we have a hard time getting out of the way to let it in.

Because when you do get out of your own way it allows you to focus on the highest and best activities you're uniquely qualified for.

It's in those activities where the greatest ROI lives and demands specialized experience to get it.

That's what I talk to Roe and Don Roe Polczynski, of RD Advisory Group, about how anyone can have CFO expertise.

Connect with Roe and Don:

RD Advisory Group
Roe on LinkedIn
Don on LinkedIn

How to Fuel Your Content to Reach Escape Velocity

Thu, 10 Jan 2019 08:30:00 +0000

Just takes being crazy enough to hit the right speed and smart enough to find the right angle, the rest will take care of itself.

Of course, every word in that sentence is easier said than done and ends of getting the best of most insurance marketing efforts.

That's not to say it's impossible, rather help set the proper expectations for the vast array of skills needed to pull off a successful launch.

Because even the slightest miscalculation can send your intentions spiraling down to earth no matter how close it gets.

That's what I talk to Sean Halpin, of MJH Insurance, about how he managed to do and what could have made it better.

Should You Embrace Your Insurance Obsession?

Wed, 09 Jan 2019 08:30:00 +0000

One thing is for sure, there's a pretty good chance you'll always enjoy what you're selling.

It might seem like an obvious secret, but there is a lot you can do in your agency to strengthen your obsession.

Because when you really stop to think about it, so much of your daily activity is designed to take it away from you.

But if you double down on that passion, you'll be able to outwork everyone who doesn't care as much.

That's what I talk to Chris Greene, of floodinsuranceguru.com, about how much he's embraced his.

How Necessary is the Aggregation Evil in Your Agency?

Tue, 08 Jan 2019 08:30:00 +0000

It might not be bad at all as long as you know exactly what you're getting your agency into.

That could be true for literally almost anything in life, but especially true when deciding on/if your agency needs to cluster up some companies.

The interesting part about the whole thing is how the insurance companies themselves are the ones giving all the power to

That is of course instead of loosening their grip on the appointment process and reduced their accumulated leverage.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about the details of his deal.

Do You Need to Escape to Unlock Your Ultimate Success?

Mon, 07 Jan 2019 08:30:00 +0000

You might if no one else wants to do the things your confident will drive business in the future.

Because you can only wait so long before that unattained success starts to permanently slow you down.

Once you're free it's about dedicating yourself to creating enough helpful content a specific industry can't ignore.

Then it's just a matter of sticking around long enough see the value you built continue to grow.

That's what I talk to Eric Goldstein, of G5 Insurance, about his recent departure and the success that's followed it.

How Serious Do You Need To Be About Your Referral Partners?

Fri, 04 Jan 2019 08:30:00 +0000

It's a question you ask yourself too often, especially when you're pretty sure you know the answer.

Of course, you're serious about them, but is there a completely different level of attention you can give them?

In all the but the most extreme circumstances, the answer is going to be yes, because most agents do different things.

Or is just constantly trying to help them at every turn enough for them to see how much you care?

That's what I talk to Shaun Gavaghan, of Gavaghan Family Insurance, about how serious he wants to get.

What Happens After the Death of InsurTech Hype?

Wed, 02 Jan 2019 08:30:00 +0000

The reality is most of these new-fangled technology focused insurance companies haven't been as successful as they want you to think.

Time might be running out for some as 2019 might finally be the year people start looking for those returns on that investment.

It will be interesting to see what happens when they have a hard time finding it and what we'll be left with for the ones that can.

For a company like TechCanary, there isn't a lot to worry about because the returns easy to see everywhere.

That's what I talk to Reid Holzworth, CEO and Founder of TechCanary, about as he tries to build to the real stuff agents needs.

Also, don't miss Reid at Elevate 19 in our super mega AMS showdown. Grab your tickets now!

If you haven't already, make sure to connect with Reid:

TechCanary

Who Needs Incentive to Win the Sale?

Tue, 01 Jan 2019 08:30:00 +0000

There's a good chance you have plenty, it's the other people involved in the process that could use a little more.

It might seem obvious, but it's certainly one of the easiest things to overlook and potentially be unaware of.

Because without the proper incentive the only thing you're doing is piling on work that doesn't matter.

If you're hoping to scale your agency to the next level that work needs to come with a reason to accomplish it.

That's what I talk to Landon Bentham, of Calahan & Rice Insurance, about who and how he wants it done.

How High Do You Need to Be On The Insurance Food Chain?

Mon, 31 Dec 2018 08:30:00 +0000

That's certainly one of the most important questions you can work on answering over the next five to 10 years.

No matter what the answer is, the higher you can get the better chance you have of sticking around.

Because Artificial Intelligence gets really hungry around low hanging fruit and can't handle a meal full of context, complexity and coordination.

Those are the safest activities and skills you can stuff your insurance day with to fend off any unnecessary hunger.

That's what I talk to Dan Faggella, CEO of Emerj, who lays out the current practical state of AI in insurance.

Make sure you connect with Dan below:

Emerj.com
LinkedIn

Two Things You Should Be Doing in 2019

Fri, 28 Dec 2018 08:30:00 +0000

Can really be boiled down to simplifying work you've already done to maximize the effectiveness of your newly gained expertise.

If you spent most of 2018 with your head down creating awesome content all over the internet, it might be time in 2019 to double back and reinforce it.

Or you might have spent the year excessively indulging in one too many shiny toys and this year it could be about bringing simple focus.

That's what I talked to Woody Brown, of The Rhoads Group, and Rob McCarthy, of GRBM Insurance, as we look to set the table for the new year.

Previous installments:

Two Things You Should Be Doing in 2018
Two Things You Should Still Be Doing in 2018

P.S. Everything you should be doing in 2019 is delivered right here.

Can Your Agency Handle a New Employee?

Thu, 27 Dec 2018 08:30:00 +0000

That depends on how often it happens and how much you need them to do something.

It's never easy bringing in a new human being into your agency, sometimes it works great, sometimes not so much.

A more interesting question to ask might be if they need work on-site or remote?

Because it all really comes down to what you need done and understanding the value of their proximity.

That's what I talk to Michele Linca, of Linca Insurance, about her need for someone new.

P.S. You can definitely meet a ton of new agents at Elevate 2019 that can change your agency.

What Happens When You Realize Your Open API is Overrated

Mon, 24 Dec 2018 08:30:00 +0000

It's certainly not something you hear every day, but if you take time to dig beneath the surface it starts to make more sense.

That's because most open API's are built to be shallower than a kiddy pool.

True integrations are made through intentional connectivity when two companies fully understand the intentions of the objective.

The only downside with that is you'll probably have to ask for a lot more of those intentional conversations to happen.

That's what I talk to Marcus Hayes, of Lightspeed Voice, just how much attention they give your API.

Don't miss Marcus at Elevate 2019, be sure to get your ticket here.

Also, don't forget to connect with Marcus as well:

Lightspeed Voice
LinkedIn

The Reality of Being a Third Generation Agent

Fri, 21 Dec 2018 08:30:00 +0000

Certainly comes with a history of insurance that's hard to get away from.

Most of the time that's a good thing because you have a community that has been conditioned over multiple generations to know, like and trust you.

Of course, that can come at the expense of rapid change and occasional complacency.

However, at the end of the day, there's something special about stepping into an industry that has always been a part of your life.

That's what I talk to Nick Rolf, of Gross Insurance Agency, about his experience joining the family business.

P.S. Have you got your ticket to Elevate 19 yet?

Why Feedback is the Most Important Thing

Thu, 20 Dec 2018 08:30:00 +0000

If you want to get better faster you're going to want to ask for as much qualified feedback as you can get.

When you become fearless of people's opinions of your work, an endless sea of possibilities become available to you.

There will also come a point where not every piece of feedback you get will be worth listening to.

That will be the first sign you're getting good and are starting to really know your stuff.

That's what I talk to Avery Moore, of ECI Insurance, about how her positive her desire for criticism will become.

P.S. Did you know Elevate 2019 is going to over 48 hours of the best feedback you'll ever get.

How to Be Patient Long Enough to Get Rewarded

Wed, 19 Dec 2018 08:30:00 +0000

If there was one thing every agency owner has been guilty of at some point in their insurance career, it's this.

Sticking with things long enough to see results is a really hard thing to de especially if you're not sure it's going to work.

This is even more challenging when dealing with new technology you aren't even sure is necessary.

However, if you can somehow find it in you and the agency to not give up you'll have the chance to accomplish what most can't.

That's what I talk to Rahim Virani, of Texan Insurance, about how much patience you need.

Don't miss Rahim on the Elevate 19 stage where he'll share what's possible sticking with sales automation.

P.S. That means you should get your ticket now.

Perfection Is The Death of Implementation

Tue, 18 Dec 2018 08:30:00 +0000

If it sounds like you've heard this before, it's because there's a very good chance you have.

That doesn't stop it from being true and one of the most difficult things to overcome when getting starting with content.

It's very natural to want to chase perfection when putting your thoughts, ideas and information on the internet for anyone to see.

Because sharing those thoughts creates a level of vulnerability most insurance agents aren't automatically conditioned for.

That's what I talk to Ryan Anderson, of Alliance Insurance, about as he practices being comfortable with imperfection.

P.S. You can practice implementing imperfection here.

How Do You Prepare to Dominate a New Year?

Mon, 17 Dec 2018 08:30:00 +0000

Maybe you like to double down when everyone checks out or perhaps it's the perfect time to recharge without losing ground.

Because one thing's for sure, it's hard to find two new years prep strategies that look the same.

Sure, there's plenty of similar tactics and goal setting rituals that feel generic and overused.

The truth is this time of year is a blank canvas waiting to be painted in whatever way you find most inspiring.

That's why I thought it would be interesting to hear your take on preparation and what you need most out of this time of year.

P.S. The inspiration never stops over here.

Do You Know How to Compete Against the Right Person?

Fri, 14 Dec 2018 08:30:00 +0000

If not, you could be wasting a lot of energy and opportunity trying to start relationships the hard way.

Ignoring what works is only going to hold your agency back from reaching the clients you truly want to do business with.

It's amazing what you find when you dig up an old conversation that's still a relevant reminder today.

This is a conversation from my visit with Jason Jarvis, of Pay Joyce Insurance, about how and who he's competing with.

P.S. A lot of the right people that are going to be here.

How Strong Should Your Content Machine Be?

Thu, 13 Dec 2018 08:30:00 +0000

There's a good chance other things in your agency still get in the way of consistently creating content.

Don't worry, it happens to everyone, the bigger question is how do you respond to it and make it harder to happen again?

That's the most important lesson to learn from any content disruption by allowing it to identify weaknesses in your process.

The stronger it gets the more consistent opportunities you'll provide your agency with to attract the right clients online.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about the machine he's trying to build.

P.S. Elevate 19 is the perfect place to learn how to make your process unstoppable.

What Happens When You Encourage Culture that Cares?

Wed, 12 Dec 2018 08:30:00 +0000

There's a good chance you'll see your agency have an impact on the community that you didn't think was possible.

As a result, it will be extremely hard for that community you cared about first to ignore what you do.

That's not even mentioning the amount of extra passion your people will bring to work as a result.

Because allowing your staff to freely roam the community is far better than what they would do chained to a desk.

That's what I talk to Ashley Whitney, of Harbor Breen Insurance, about how much encouragement she provides.

Don't miss Ashley on the Elevate 19 stage, grab your ticket now!

P.S. You know what to do.

How Long Will Your Videos Last in the Future?

Tue, 11 Dec 2018 08:30:00 +0000

They'll never last forever, but there are a few key things you can do now to give them a chance.

Because the truth is there's nothing worse than watching a video continue to rack up views and look terrible doing it.

Especially when a majority of that frustration can be avoided by paying a little attention to the details.

It's those details that will make your video setup feel like overkill now but still performing at a high level years from now.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he steps up his long-term video game.

Gear mention in the episode:

Canon 80D
Canon 10-18mm lens
Canon 16-35mm L Series lens (f/ 2.8)
Canon 16-35mm L Series lens (f/ 4)
Rhode Video Micro

P.S. You never know when a good video gear conversation is going to break out here.

What Happens When You Play The Video Long Game?

Mon, 10 Dec 2018 08:30:00 +0000

You end up investing in an unlimited number of "producers" that work for your 24/7, 365 days a year.

It's hard to see now, but most of that work will only get better with age and create an unthinkable compounding education effect.

That effect will make it almost impossible for the people you want to do business with to not pay attention to you.

Because if you've identified them correctly and committed to completely solving their problems no one else stands a chance.

That's what I talk to Mike Crowley, of Crowley Insurance, about as he's looking to make a big bet to start 2019.

P.S. Join the Agency Nation Newsletter to learn how to keep playing the long game.

Will Your Vulnerability Create Valuable Relationships?

Fri, 07 Dec 2018 08:30:00 +0000

It's very possible it will take the industry a lot longer than necessary to truly see it's importance.

As your business and life expand further and onto the internet, the more room there is in your client's lifecycle to experience your vulnerability.

It will ultimately become the separator of trust and will become a barrier to get it.

Given the current state of the union, it's hard to see now, especially with it still being early days in other industries as

That's what I talk to Olivia Schmitt, of TRICORE Insurance, about as she shares a few early lessons her vulnerability has taught her.

P.S. This is certainly the place a lot of insurance vulnerability is tossed around.

What Do You Need to Do to get Remembered?

Thu, 06 Dec 2018 08:30:00 +0000

It will forever be a debate what you should say to clients when you don't need to talk about insurance.

It's a debate that will never have a right or wrong answer, rather results of many different successful outcomes.

The common thread that will likely string them all together is consistency and confidence in the messages that you share.

The simple fact of owning the stories you tell instead of feeling obligated to share them will set you apart.

That's what I talk to Kim Wood, of Toby & Merrill Insurance, about her experience trying to get remembered.

P.S. Some people have said coming to Elevate has instantly made them more memorable. You should try it.

Are You Good Enough for People to Miss You?

Tue, 04 Dec 2018 08:30:00 +0000

This is actually the best way to understand the difference between an effective Facebook or YouTube video strategy.

If you don’t take the time to think about how, when and why someone is coming across your video and what they might want to do when they’re done, now would be a good time to start.

It’s those intentions that will help you craft the perfect message to be found at the perfect time for someone to take the perfect action.

That’s what I talk to Ryan Sautman, of Just4You Insurance, about as he retells tales of making people miss him.

P.S. This is a really good place to learn how to make people miss you.

You Know What to Do, Now is the Time

Mon, 03 Dec 2018 08:30:00 +0000

This is one of those moments you just have to put your head down and do something a lot longer than you think.

Because one thing is for sure, it's not for a lack of ideas or suggestions, rather focus and execution.

It's easy to suggest, it's easy to listen, it's easy to consume and it's certainly easy to get distracted.

There aren't special (see better) ideas waiting around the next corner, there are just different ones.

That's why I wanted to start one of your last Monday's of 2018 off with a little reminder of what you already have.

P.S. If I followed this advice I'd tell you not to subscribe to the Agency Nation newsletter, but there's always an exception to the rule.

The Underwriting Challenge of the Future

Fri, 30 Nov 2018 08:30:00 +0000

Starts with telling a story very few people hear to help understand insurance.

The underwriting process is arguably the most important part of insurance no one knows about.

Having the ability to look deeper at the whole story could dramatically change the current process.

Because currently, very few people are able or willing to tell it.

That's what I talk to Amber Wuollet, of Explore Insurance, about as she shares her experience starting the conversation.

P.S. The Agency Nation newsletter starts plenty of these conversations.

How to Build Your Powerful Secret Weapon

Thu, 29 Nov 2018 08:30:00 +0000

It’s going to take longer than you think and be riskier than want.

Because there's something that got you to where you are right now that's uniquely different than everyone else.

If you’re lucky enough to figure it out you’ll have an advantage most won't be able to overcome.

However, the hardest part is being patient enough and realize that it's something you won't be able to assemble overnight.

That’s what I talked to Jessica Burch, of Bryce Point Insurance, about as she recalls her path to building her own insurance secret weapon.

P.S. Get weekly instructions on building that weapon here.

How to Avoid Value Insecurity for Better Relationships

Wed, 28 Nov 2018 08:30:00 +0000

Believe it or not, insurance hasn't changed much, what has is the customer's expectations.

Making sense of that realization can be a little sobering and leave you questioning your insurance life.

It all starts by understanding that you start and build relationships with anyone all the time.

Which opens your agency up for the opportunity to grow in a way you never thought possible.

That's what I talk to Tom Minkler, of Clark Mortenson Insurance, about the value of his habits.

Don’t miss your chance to learn from Jeff at Elevate 2019, get your ticket now!

P.S. Be awesome, come to Elevate 19.

Why You Need to Stop Selling on Savings

Tue, 27 Nov 2018 08:30:00 +0000

All you’re doing is showing people how little you care about what’s really important.

Instead, educate your client to a better experience so they don’t have to worry about taking every last dollar on the table.

Understanding the value as it relates to the savings is a service that can be hard to come by.

It's also an experience that agents are sometimes strangely afraid to provide.

That’s what I talk to Billy Van Jura, of Stissing Insurance, about his discipline to explain value.

P.S. Learn what else you can sell on instead of savings here.

Q&A: Fear of the Personal Brand and Facebook Pages

Mon, 26 Nov 2018 08:30:00 +0000

It's easy to dismiss and even easier to want to control, but given the proper freedom can be effective.

That's really the default reaction most people have when it comes to allowing personal brands to develop inside an agency.

Those concerns are usually masked in the form of Facebook pages and separate websites.

However, if properly supported and coordinated your agency can take advantage of the most relevant prospecting real estate.

That's a question I answer today as we look at "a problem" one agency is having deciding what to with agent's and their Facebook pages.

P.S. Have you joined the Agency Nation newsletter yet? (Personal Brands Encouraged)

It's Silly to Think Good Agents Need Replaced

Fri, 23 Nov 2018 08:30:00 +0000

Because contrary to popular (insurtech) opinion, you provide too sweet of a deal to pass up.

That deal usually includes taking an active and engaged roll in your community.

It also requires a serious commitment to operating as a true risk manager instead of an apples to apples order taker.

However, not every insurance agent with an active license can live up to that standard.

That's why it's important to weed out those agents who can't or won't deliver that experience.

That's what I talked to Pat West, of Hedgequote, help understand his vision of a more streamlined shopping future.

P.S. No good agents are getting replaced here.

How to Make Sure Your Niche is Deep Enough

Thu, 22 Nov 2018 08:30:00 +0000

It all starts by going far beyond the first box or two you tried to check selling it.

Instead needs to become a deeper, more specific, understanding of who they are and why they need to buy insurance.

That's when you truly start to make decisions based on the group of people you will finally be able to call your niche.

Otherwise, you'll end up assuming a sale that might not be coming from a person who only values the one thing you do really well.

That's what I talk to Sean Halpin, of MJH Insurance, about his realization of just how far he had to go.

P.S. This is one place we consistently dive deep enough to make sure you have nothing to worry about.

The Exciting Tools that Make a Big Impact

Wed, 21 Nov 2018 08:30:00 +0000

Are hard to care about until they start costing you business, but once they do is it too late?

It's certainly a question and answer you shouldn't want to wait around to find out.

Going on the offense with the tools and technology your agency deploys to get attention is a pretty solid idea.

Regardless of the medium, you have the ability to weave your personal story and build relationships at an unimaginable scale.

That's what I talk to Jeff Teschke, Founder and CEO of Forge3, about his experience getting agents excited about making an impact.

Don't miss your chance to learn from Jeff at Elevate 2019, get your ticket now!

P.S. Seriously, this might be the most practical, get results now session of the entire conference.

How to Live the Dream and Not Lose Everything

Tue, 20 Nov 2018 08:30:00 +0000

Starts with having the ability to potentially own your book of business and encourage long-term success.

It's a shortsighted problem we bring on ourselves by overvaluing and misjudging the real owner of the relationship.

If we're all operating with enough confidence, it shouldn't matter because there'll be enough to go around and send the best possible message.

Instead of creating a culture that deters success and scarcely hordes business in spite of abundance.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about what it meant to him not losing everything.

P.S. There's a lot of abundance getting passed around in here.

The Future Expert Needs to be More Specific

Mon, 19 Nov 2018 08:30:00 +0000

Not just because that's the most effective business strategy, but because that's the world they grew up in.

The recruiting epidemic is a constant conversation throughout the industry so much so we might see a few support groups start forming.

Insurance has a problem attracting new, fresh, young talent, mostly because of the stereotypical image it currently carriers.

Maybe we've been going at it all wrong, instead of trying to find new people to make it different, maybe it's our job to make it specifically different first?

That's what I talk to Harrison Scheider, of Brown & Riding Insurance, about how he got so specific about his insurance.

P.S. There's a lot of future experts getting specific here.

How Civil is the Culture in Your Agency?

Fri, 16 Nov 2018 08:30:00 +0000

It's very possible your agency could have an incivility problem and not even know it.

What might seem like a harmless conversation to you could be a big deal to someone else.

Getting a handle on this type of behavior should be at the top of every agency owners list.

It could be as simple as creating an environment that is equipped and prepared to handle different opinions with respect.

That’s why I assembled some of the best leaders in the industry whose mission is to figure out the best way to include everyone.

I talked with Alex Dopazo, Quincy Branch, and Whitnee Dillard about how long we have until it's too late.

P.S. This is the one place every opinion is encouraged.

t.

Do You Know Where to Focus Your Success?

Thu, 15 Nov 2018 08:30:00 +0000

The most important thing you can do is identify as quickly as possible what works best for you.

The reason that's so important is that if it's not something specifically tailored to your needs the hard it'll be to achieve.

It almost doesn't matter what it is, as long as you can mathematically sell enough of it, to ultimately reach your sales goals.

The longer you delay making that identification and commitment, the longer you delay your potential expertise.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he starts to zero in on what's worked for him.

P.S. This is a good place to help figure out your success.

How to Find Success through Your People

Wed, 14 Nov 2018 08:30:00 +0000

It starts by sticking to what you're good at and building a system that allows you to inspire.

During that process, it should become clear what direction your agency should be running in.

Because when you consistently stay the course that lets your people experience that dedication to a vision.

While change is good, doing consistently and radically only weakens your teams desire to follow you.

That's what I talk to Matt Naimoli and Zack Gould, of G&N Insurance about as they continue to double down building a dynamic culture.

Don't miss your chance to learn from Matt and Zack live at Elevate 2019, get your ticket now!

P.S. Seriously, I can already hear the "I didn't go to Elevate 19" regret building.

Can You Reach the Growth You Want?

Tue, 13 Nov 2018 08:30:00 +0000

It's going to be a lot harder to do if you don't know what it will take to get there.

Which might be an embarrassingly obvious statement, however, a larger number of agents still struggle with.

Just because there's a hand full of XYZ businesses around your area doesn't mean they will be the best bet moving forward.

Once you figure out who those people are, the faster you can move on to achieving those numbers.

That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about his goals and how he can reach them.

P.S. Seriously, there's going to be a lot of reaching and growing at Elevate 19. You should come.

How to Tell a Good Story So Everyone Can Win

Mon, 12 Nov 2018 08:30:00 +0000

It's the only thing you can do if you don't want to look really bad doing a good thing.

Helping organize and execute community events is something that comes second nature to most insurance agents.

But how do you make sure people know you were there without taking the spotlight away from the reason people were?

The simple answer is, "Tell the story," but of course that's much easier said than done.

That's exactly why I wanted to call up my friends Adam Sheridan, of Reed Brothers Insurance, about the upcoming story he's struggling to tell.

P.S. We're waiting to help improve your storytelling so you can start winning more.

What Did It Take to Get You In The Industry?

Fri, 09 Nov 2018 08:30:00 +0000

Most of the time it started with something unexpected and ended with your ability to make a difference.

Once you're exposed to the power of being there for someone on their worst day it makes it hard to want to do anything else.

Then your mission becomes finding new ways to do old things.

Which might involve sneaking some implied video authority from someone else.

That's what I talk to Scott Greene about his journey joining the industry with Elliott Insurance and

Don't miss Scott live at Elevate 19 sharing his secret to branding himself inside other businesses.

P.S. This is another good place to learn how to stay in the industry.

What Happens if You Risk Outsourcing Your Marketing?

Thu, 08 Nov 2018 08:30:00 +0000

First, it all starts with realizing you can't do everything and that you don't need to hire the people you think.

Getting someone else to handle the majority of the marketing duties is a huge step in the right direction.

The more important question should be focused on where they need to be handling them from?

Because the more things you need one person to do, the harder it is to find them.

That's what I talk to Michele Linca, of Linca Insurance, about her quest in finding such a valuable resource.

P.S. You shouldn't also risk missing Elevate 19, some have called it the greatest conference in the industry.

Video Creates the Best Attention for Your Agency

Wed, 07 Nov 2018 08:30:00 +0000

Which shouldn't be confused with trying to create the best videos for your agency.

Focusing on what happens when you get in front of the camera instead of how to do it is a subtle mindset shift that can go along way.

Yeah, it's important for things to look and feel a certain way, but aren't the ultimate benchmarks to determine success.

It might all start with viewing video as part of your everyday work to continuously and consistently grab that attention.

That's what Sydney Roe talks Phil Nottingham, of Wistia, about how your agency can easily make those changes.

Don't miss your chance to learn from Phil live from the Elevate 19 stage, so be sure to grab you ticket today!

Also, make sure you connect with Phil:

Wistia
LinkedIn

P.S. Seriously, this amount of video marketing fire needs to be handled in a controlled environment.

What Happens When You Decide to Just Do Video?

Tue, 06 Nov 2018 08:30:00 +0000

You'll notice that you've just made it a lot easier for people to learn how much you know about insurance.

It's definitely a difficult place to get to because just the idea of producing video consistently sounds daunting.

However, once you realize that all the power lies in starting instead of perfecting will have you never looking back.

The more efficient your process is the more you'll notice getting done, which will ultimately make the phone ring.

That's what I talk to Avery Moore, of ECI Insurance, about as she finally took her first step off the video ledge.

P.S. This is a good place to learn what to do next.

How to Get Claims Service That Makes Lifetime Clients

Mon, 05 Nov 2018 08:30:00 +0000

It all starts with over communicating everything to make sure everyone knows what needs to be done.

This needs to happen the entire time something bad is happening to your client.

Because it only takes one missed phone called to ruin the entire experience for everyone.

That means you better have relationships ready across all your carrier claims teams to make sure that doesn't happen.

That's what I talk to John Bachmann about as he shares his experience from the trenches to improve how you make bad things better.

Make sure to connect with John o LinkedIn.

P.S. Joining the Agency Nation newsletter might be able to do something like that.

Win Big Accounts By Being at a Disadvantage

Fri, 02 Nov 2018 07:30:00 +0000

It might sound counterproductive, but that's how you look and sound different than the big boys.

They're always telling everyone what to do instead of asking what might be best.

It seems simple enough, but caring more about the outcome they want can seal the deal.

That combined with a mindset of positivity is all the power you need to punch above your weight.

That's what I talk to Ryan Collier, of Risk Placement Services (RPS), about as he shares where his disadvantages got him.

Also, be sure to connect with Ryan on LinkedIn.

P.S. This is another good place to go to keep winning.

How to Be In The Right Place at the Right Time

Thu, 01 Nov 2018 07:30:00 +0000

You have to know who you're meeting first way before you plan anything else.

Sure, there's basic tactical knowledge required to properly execute proper marketing communication.

However, what makes picking a time and place dramatically easier is having a detailed understanding of the person that should be there.

When you do it makes everything else about the message ten times more effective.

That's what I talk to Ryan Anderson, of Alliance Insurance Group, about as he starts to figure out where he needs to be.

P.S. This might certainly be the right place you should find time to be.

Can Your Facebook Ads Create Fantastic Referrals?

Wed, 31 Oct 2018 07:30:00 +0000

There's a good chance they can because they work everywhere your agency does.

You just need to be persistent in delivering value to make sure people want to keep sending you business.

That usually starts with you being able to send them business first, which always gets someone's attention.

That's when your internal lead generation machine will finally activate and deliver high-quality results.

That's just a taste of all the Facebook funnel goodness Nate Bunty, of Heritage Insurance, is going to bring to Elevate 19.

Get your ticket to Elevate 19 now before ticket prices increase.

P.S. Seriously, you only have 30 days left.

Do You Know What Happens When You Answer Questions?

Tue, 30 Oct 2018 07:30:00 +0000

People will find you, trust you and ultimately want to do business with you over everyone else who isn't.

If there is one marketing strategy that is the easiest to deploy and generates the best results, it's this.

Constantly and consistently answering questions relative to the type of insurance you want to sell can change the game for your agency.

The only thing you have to make sure you do is tell people where you want (can) help them buy said insurance.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about as he shares how simply he started out.

P.S. There will be a lot of questions answered at Elevate 19, get your ticket here.

What Happens When a Fire is Lit Under Your Career?

Mon, 29 Oct 2018 07:30:00 +0000

You normally end up discovering a whole new world of insurance and can't wait to keep exploring it.

It's that exploration that not only lights the fire but keeps it burning longer than you ever thought possible.

When you start exploring the right corners of the industry you discover all these game-changing moments.

It's those moments that provide the vivid detail outlining a career that could be waiting.

That's what I talk to Olivia Schmitt, of TriCore Insurance, about as she trys to keep her fire under control.

P.S. Fires are lit here every Sunday.

How to Focus on Playing the Insurance Marketing Long Game

Fri, 26 Oct 2018 07:30:00 +0000

It's not every day an agency finds someone obsessed with telling people what you do.

To make things worse, most of the time that obsession is suppressed and sometimes even ignored.

It's ignored for traditional "prospecting" methods and ultimately questioned for immediate results.

Which are prioritized over creating marketing assets that build attention an agency can carry well into the future.

That's what I talk to Bradley Flowers about, of Alpha Insurance, about as he tries to take advantage of his obsession.

P.S. This is where we play our marketing long game.

How to Improve Your Agency With the Right Community

Thu, 25 Oct 2018 07:30:00 +0000

Your insurance life can be hard if you don't have the right people to talk to.

Not because you don't respect their experience and wisdom in the industry, but because they can't see where things are going.

Your ability to geek out on camera gear or latest automated workflow will severely limited.

It's in these cycles of loneliness that you ambition gets destroyed and ideas

That all can change if you find the right community that understands who you are and what you're trying to achieve.

That's what I talk to Taylor Garcia, of Jackson and Jackon Insurance, about how relieved he finally found his.

P.S. Check out the newly announced agenda for Elevate 2019.

How Powerful Do Your Email Tools Need to Be?

Tue, 23 Oct 2018 07:30:00 +0000

The truth is they probably don't need to be as strong as you think they need to be at the start.

Of course, in a perfect world having the most powerful tools and resources at your fingertips would dramatically improve your ability to deliver results.

However, that simply isn't reality and you will almost always have to prove yourself with lesser tools than others might have.

With that being said, there will come a time when you will need to invest in a tool that might seem out of control at the time.

That's exactly where Kim Wood, of Tobey & Merrill Insurance, is at as she tries to navigate using what she has effectively.

P.S. Elevate 19 is going to make everything you do more effective, even putting your socks on.

How Successful Are Your Insurance Habits?

Mon, 22 Oct 2018 07:30:00 +0000

If they don't start with the end in mind they might fall short of your goals.

It also doesn't hurt to put them in a very specific order to avoid any confusion what's most important.

Because without that structure it's easy to flounder in any direction allow day after day to get away from you.

It also becomes a lot easier to identify the payoff ultimately waiting when they habits start working.

Today is another extra special episode where I take a deep dive into the archives to pull out a nearly four-year-old conversation with Joe Pulizzi, found of Content Marketing Institute and Content Marketing World.

P.S. This is a good place to find more consistent insurance success.

How to Start a Simple Insurance Revolution

Fri, 19 Oct 2018 07:30:00 +0000

Really comes down to connecting more things that can make us smarter and our agencies better.

That's the groundswell sentiment bubbling up from the industry's most passionate data freedom fighters.

The people that want to stop doing the same work twice and introduce a level of customization most think is impossible.

When both sides of the industry are armed with that cooperative knowledge, the customer will truly have a worthwhile experience.

I put together a little remix for this special 100th episode of Agency Nation Sound to celebrate the revolution already in progress.

P.S. You can keep fighting the good fight here.

Is The Industry Ready to Be Compared?

Thu, 18 Oct 2018 07:30:00 +0000

I doubt it, but it might not be up to us to decide anymore because today's consumer expects to find it.

Deciding not to give it to them, has and will continue to lead to other, less qualified, sources providing it.

That's not a great spot to be in because not only are we missing out on a chance for good business, it also puts more people at risk of making bad decisions.

That's not even mentioning the idea of possibly discussing other companies you currently don't have in your agency.

I talked with my good buddy Sean Halpin, of MJH Insurance, about how he's ready to compare on demand.

P.S. You can compare a lot of different agents with each other at Elevate 19.

Growth Secrets That Won't Surprise You

Tue, 16 Oct 2018 07:30:00 +0000

Sometimes you need to follow the recipe exactly the way it's written for it to work.

There are plenty of tried and true strategies and tactics that have worked for a long time in the industry.

Did you ever stop to think why that might be and how strategies and tactics translate for today?

It doesn't matter if it's a welcome kit, referral program or the time you spent in the community, they all can work.

That's what I talk to Nick Thalhammer, of Cincinatus Insurance, about his recent encounter trying to

P.S. There might be New Growth Secrets in here every week.

5 Questions for More Focus You Might Be Missing

Mon, 15 Oct 2018 07:30:00 +0000

Sometimes you just have to ask a handful of questions that seem painfully obvious.

The best part is that it doesn't really need to be more complicated than that.

The answers aren't the point, just increasing the consistency in which you confront them is.

That's why I thought it might be fun to mix it up today and just help ask a few questions you might forget to ask yourself.

P.S. This is a good place to find more reminders like this.

How to Gain Freedom By Giving Up Ownership

Fri, 12 Oct 2018 07:30:00 +0000

During the process, you'll also have to make a few tough decisions and stick with them longer than might feel comfortable.

Because in order for your agency to grow beyond what you're capable of, other people need some permanent motivation.

That motivation usually comes in the form of "ownership" and is never easily volunteered.

However, if/when it is will finally be the time you can focus on the core things you're good and grow the agency.

That's what I talk to my longtime friend Carlos Vargas, of Vargas and Vargas Insurance, about how much freed he got for part of this ownership.

P.S. Get your ticket to Elevate 2019 right now.

How to Win The Big Game For Your Ideal Client

Thu, 11 Oct 2018 07:30:00 +0000

First starts by knowing who that client is and everything that might make them need you.

Once you know that, then you know the game that you'll need to play to get them.

Not only will you need to know that, but you'll also need to know where to play it.

if you're always focused on that ideal client give you more room to work with everything else that falls short.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he lays out a few of his and what he needs to get them.

P.S. This is a good place to learn how to play a bigger game.

Can a Niche Suddenly Solve Your Problems?

Tue, 09 Oct 2018 07:30:00 +0000

It's hard to say, but there's a good chance that's not the only thing causing problems.

Just because you say you have a niche doesn't mean all your insurance troubles decide to go elsewhere.

In fact, it actually just enhances them and exposes all the glaring weakness currently present in your operation.

The change will be anything but sudden, however, if committed to can have the potential to change your insurance game forever.

That's what I talk to Landon Bentham, of Callahan and Rice Insurance, about as he tries to figure out his.

P.S. We talk about a lot about niches and solving problems here.

The New Way to Know and Love Insurance

Mon, 08 Oct 2018 07:30:00 +0000

Starts in the classroom and ends with how well you display your culture.

At least that's what the new wave a talent entering the industries is looking for.

The agencies that invest time before graduation are the ones attracting the best and brights new insurance minds.

Risk management and insurance majors are popping up all over the country, proving us a brand new way to find and develop young talent.

That's what I talk to Dr. Jill Bisco, Professor at The University of Akron, about how her program is changing the industry.

P.S. Elevate 2019 is also a great way to know and love insurance, you should come.

How Good Are Your Best Carrier Relationships?

Fri, 05 Oct 2018 07:30:00 +0000

It's possible you could have a whole new level to get to with your agency's most important partner.

At least that should be the goal if you want to maximize the speed, accuracy, and attention enjoyed be the best of the best.

It's also a relationship that shouldn't be taken advantage of and treated with respect.

Because you never know when they might save you from a potential E&O claim.

That's what I talk with Josh Witt, of The Insurance Group, as he outlines his relationship-building secrets.

P.S. There's 99% chance that a great relationship is already waiting for you here.

How to Easily Find Clients For Life

Thu, 04 Oct 2018 07:30:00 +0000

The only thing you have to do is figure out a way to help them first without being there.

If you're worried about getting stuck where you're at these clients will also make sure that doesn't happen.

Because the level of appreciation they develop for you and your agency even before talking to is overwhelming.

The better question is how many do you want to find and what do you want to sell.

The answer to the questions will go a long way to determine how fast you can get somewhere else.

That's what I talk to Avery Moore, of ECI Insurance, about how those lifetime clients are finding her.

P.S. You can easily find your way to purchasing a ticket to Elevate 19 right here.

Why You Immediately Need an Amazingly Purposeful Culture

Wed, 03 Oct 2018 07:30:00 +0000

Some say your agency can only be as good as your culture, which won't happen on accident.

The other crazy thing is that you can't buy your way to having a great culture.

It's something that instead needs to be filled with a deeper purpose that's truly motivating.

It's the purpose that provides a solid foundation for your culture to be built on.

That the one thing Grant Botam, of Stewardship Insurance, credits as dramatically changing his agency.

You want to hear Grant break down step-by-step how to build that culture in your agency: Register to Attend Elevate 2019 right now.

P.S. Seriously, this your chance to set your agency's culture on fire.

What Makes You Think You Can Do More With More?

Tue, 02 Oct 2018 07:30:00 +0000

It's easy to always be waiting for the next best thing to solve all your insurance problems.

Who wouldn't want to blame the current state of their agency on the features of their tools and services?

Maybe instead, taking an extra long look at what's in front of you and how it might make the long run easier.

The hardest thing to do always waiting for more is voting with your wallet.

That's what I talk to Bogus Handzel, of Handzel and Associates, about what makes his life easier.

P.S. There's plenty more for your to do with here.

Redefining Westfield: A CEO’s Journey (Part II)

Mon, 01 Oct 2018 07:30:00 +0000

Sometimes the best insurance conversations happen over lunch and cover every major topic in the industry.

You never know what pleasant surprises you'll find when you start shaking the way you do things up.

That's exactly what the Westfield team discovered when they embarked on a dramatic transformation of their campus.

Teams are working more efficiently and closely together than ever as they transition to an "office-less" environment.

In addition to that, they are also pushing the envelope when it comes to uncovering new and innovative technology in the industry.

These are just a few of the topics we casual discuss with Westfield CEO Ed Largent, Chief Distribution Officer Craig Welsh, and Distribution Specialist Leader Chris Cline over lunch at the Westfield Country Club.

P.S. Join the Agency Nation newsletter for the all the extra insurance goodness.

Redefining Westfield: A CEO's Journey (Part I)

Fri, 28 Sep 2018 07:30:00 +0000

It's hard to start all the way at the bottom and make it to the top.

Only a handful of people have the drive, determine and dedication to stay the course no matter what.

It's amazing what happens along the way and the amount of impact your might ultimately be afforded if you do.

That's exactly what Westfield CEO Ed Largent did in his 30 plus years with the company.

I say down for a one-on-one conversation with him to discuss the big bets they're making on the future agent, how InsurTech is energizing the industry and where agents should be investing their time and efforts.

Connect with Ed

LinkedIn
Twitter

P.S. Buy your Elevate 19 right here, or self-disappointment.

What Happens When You Ignore What's Stopping You

Thu, 27 Sep 2018 07:30:00 +0000

You'll realize those imaginary benchmarks only mean something if you get started.

Getting started is one of the most important things you can do and usually the hardest thing holding you back.

But stopping every time you don't think your doing something right is when everything started to chance.

That's what I talk to Ryan Anderson, from Alliance Insurance, as he tried to figure out what's going on.

P.S. Get Your Elevate 2019 ticket today.

How to Make Your Management System Better

Wed, 26 Sep 2018 07:30:00 +0000

Is by stealing tons of time back taking your integration game to the next level.

The more connected and automated every "service" process in your agency gets, the more "sales" time you magically find.

The only problem with that equation is that it's not easy and sometimes nearly impossible to make those connections.

That's when you have to get creative and really dedicate time and resources to figuring out how to do the impossible.

That's exactly what Rob Macoviak figured out how to do inside his agency, Oyer, Macoviak and Associates.

It's your lucky day because Rob is going to walk you through his step-by-step process at Elevate 19.

Get Your Tickets Here.

P.S. If not, this is the next best place to go.

How to be Helpful Selling Inbound Lead Opportunities

Tue, 25 Sep 2018 07:30:00 +0000

Is as simple as continuing to educate them all the way through the entire sales process.

It might sound obvious and simple, however, the secret is in the execution and distribution of that message.

When you create content that compels people to reach out to you, they expect that process to continue in person.

What they don't want to happen is getting strongarmed into a policy that might not be best.

That's what I talk to Alex Dopazo, of Dopazo & Associates, about his process handling the people that call him.

P.S. We think more people will call you if you attend Elevate 19.

This Just in From an Optimistic Scratch Agent

Mon, 24 Sep 2018 07:30:00 +0000

This is a call to the front lines of the industry to hear where a next-generation agent see opportunity.

It's certainly a mindset that runs in stark contrast to what you'll find in most legacy agencies.

What one finds exciting the other views as risky and the most interesting part is seeing who will be right.

That's the overall perspective I got during a recent chat I had with Brett Fulmer.

P.S. Elevate 19 advanced ticket sales end in 38 days, did you grab one yet?

How To Crush Farm Insurance On Snapchat

Fri, 21 Sep 2018 07:30:00 +0000

Don't assume just because you live in a rural area, digital marketing doesn't work.

Instead, assume that there's a completely unique and untapped way to connect with people.

Your job is to figure out what and where that connection is happening.

There's also a good chance it might be in the most unlikely of places on the most unexpected social network.

That's exactly what Jesse Konold, of Key Agency, is doing with his farm and ranch prospects.

P.S. Did you get your ticket to Elevate 19 yet?

Are You Failing the Greatest Execution Challenge?

Thu, 20 Sep 2018 07:30:00 +0000

It doesn't matter how long you haven't, it can happen anywhere anytime.

Really what it comes down to is letting the thing that doesn't matter impact your ability to take action.

It's this fabricated inaction that kills good intentions before they even had a chance.

The thing you can do today is normally better than what you think you can do tomorrow.

That's what I talk to Woody Brown, of The Rhoads Group, about as he takes an honest look at what's happening.

P.S. We've got plenty of execution help for you over here.

How to Form Business Habits that Get Results

Wed, 19 Sep 2018 07:30:00 +0000

It starts with identifying the trigger for your desired action.

You also need to have a pretty good idea of what you want your desired outcome to be.

Once you've got that figured out now you have to figure out if there is enough craving for desire or fear of repercussions.

When you really get down to it, good business habits end up looking like a well-established process.

That's what I sit down to talk with Billy Williams, of Inspirer a Nation, about how he creates those habits.

Of course, you want to see Billy do his thing live at Elevate 19. Grab your tickets here.

P.S. A great habit would be to join all our email fun.

The Problem No One Can Solve (Part II)

Tue, 18 Sep 2018 07:30:00 +0000

Continues to rage on much longer than necessary and delay an entire industry in the process.

The good news is that it looks like there might finally be light at the end of the integration tunnel.

Technology partners and carriers are finally starting to see the possibilities of operating in a truly integrated world.

That world would finally include unduplicated work and streamlined efficiencies we've never seen before.

That's what I talk to Kim Wood, of Tobey & Merrill Insurance, about as she struggles with a simple address change.

LISTEN: The Problem No One Can Solve (Part I)

P.S. We're still solving a lot of problems here.

The Future Insurance Agency Blueprint

Mon, 17 Sep 2018 07:30:00 +0000

Is going to be more efficient than we can probably imagine.

That means you'll be able to scale your agency to a level you never thought possible.

The only problem will be if you can do it faster then the next guy.

Live in a fully open API world and operating with advanced customer knowledge will dramatically change the way we do business.

That's why I wanted to get Jeff Roy (Excalibur Insurance) and Seth Zaremba (Zinc Insurance) together to lay out the respective blueprints they've designed for their agencies.

P.S. We're constantly updating blueprints here.

Why Elevate 2019 Will Be Amazing

Fri, 14 Sep 2018 12:59:19 +0000

If you attended this year's conference with 650 of your closest insurance friends you should already have a good idea.

It doesn't seem like that long ago we wrapped the final session of Elevate 2018 and now next year's event is right around the corner.

Sydney Roe and I wanted to jump on to give you a quick update on the progress of the event and what you can start to get excited about.

If you don't already know the Insurance madness has moved down south to New Orleans on March 24-26.

P.S. Advanced ticket sales just opened this week, see if you qualify for one of our super special discounts.

The Reality of The Most Competitive Line of Business

Thu, 13 Sep 2018 07:30:00 +0000

Should not be taken lightly and approached with caution.

That's how serious things get when you start to focus on personal lines home and auto with your digital marketing.

Forget about insurance, that's one of the most competitive categories in all of business.

So you're going to want to make sure you have a solid strategy that's actually about to cut through the noise.

That's what I talk to Sean Halpin, of MJH Insurance, about as he tried to figure out his plan.

P.S. This should help regardless of the type of business you want to sell.

How to Easily Outsource Your Renewals

Tue, 11 Sep 2018 07:30:00 +0000

It starts by letting someone else do your job better than you can.

When that happens, you're able to find more valuable tasks you couldn't reach before.

It's a place a lot of agencies are afraid to reach right now and could be a huge advantage moving forward.

Because you haven't lived until you've walked into your office and a month's worth of renewals are waiting.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about how he might be able to make it easier.

P.S. Did you know you can buy a ticket for Elevate 19?

This is What Happens When You Get Help From Scratch

Mon, 10 Sep 2018 07:30:00 +0000

It's really hard to start an agency from scratch, it's even hard to do it without any help.

That's why it's so important, either through luck, hard work or a combination of both to find it.

Everything from the initial operating capital to basic market access can slow things down when your starting.

But those few key partnerships will shine brightest during those most demanding times of need.

That's what I talked to Danny Neely, of Neely & Wade Insurance, about his story getting an agency off the ground.

P.S. There's a lot of help being given out here.

What Happens to the Way We Do Things Now?

Fri, 07 Sep 2018 07:30:00 +0000

If we're lucky they'll just get easier and people will want to keep us around.

If not, things could get interesting trying to decide who does what.

One thing's for sure, we probably stand a better chance together than alone.

The specifics of that togetherness are still loosely forming.

For a specific set of captive agents, there's one place that can help them figure it out.

That's what I talk to Al Mauceri, of The Mutual Agency, about as he thinks he's found a solution.

Connect with Al below:

The Mutual Agency
LinkedIn

P.S. Thing is certainly getting done a little different here.

How to Make Community Involvement Better With Video

Thu, 06 Sep 2018 07:30:00 +0000

If you're already doing it, why not try and get the most out of it.

You're probably leaving a lot of value and exposure on the table if you're not creating content around your connections in the community.

Instead of getting the attention of the 15-20 people that are also highly dedicated, the right piece of content 150-200.

The only trick is creating something with enough value those select few want to share and others want to consume.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he breaks down his current involvement.

P.S. You should get involved with this awesome community.

Don't Let One Get in the Way of the Other

Tue, 04 Sep 2018 07:30:00 +0000

Early in your insurance career, you're faced with a difficult challenge.

There's usually an opportunity you want to pursue and another that seems to be working faster.

In those lean moments of desperation, it's hard to walk away from business that's moving faster.

Of course, this decision is not mutually exclusive, instead, it's a challenge of finding the right balance.

That's what I talk to Landon Benthem, of Callahan and Rice Insurance, about as he tried to figure out his.

P.S. There's only one opportunity worth taking here.

The Modern Insurance Agency Blueprint

Mon, 03 Sep 2018 07:30:00 +0000

Is fairly involved but rarely overwhelming if tackled one step at a time.

It's in this blueprint where more of your insurance content will perform better over time.

While there might be a fancy, possibly intimidating, feeling to initially getting started.

Once you do, there's a decent chance you won't how you did business without it

I sit down with you one on one to go through the entire list start to finish.

P.S. There's plenty of blueprints flying around here.

Do Something Valuable No One Else Can

Fri, 31 Aug 2018 07:30:00 +0000

Flood Insurance could be the hidden insurance treasure your agency has been looking for.

Very few agents sell it and a lot of the right people need it.

Even if you want nothing to do with selling a flood policy, there are plenty of other specializations you can find.

It's leaning in, not pushing away the specific knowledge required to be at the top of your game.

Sydney Roe sat down with Chris Greene, of Flood Insurance Guru, to figure out what he was doing to keep flood business flowing.

P.S. The Agency Nation newsletter has value no one else does.

How To Expand Your Insurance Mind?

Thu, 30 Aug 2018 07:30:00 +0000

You just have to find a few people who remind you to think outside the box.

This is actually one of the easiest things you can do to help drive change and results in your agency.

If you are constantly surrounded by people who hold you accountable and push ideas forward, you'll have no choice but to keep up.

The biggest challenge is consistently finding time to connect with these people because there's a good chance they won't be in your agency.

That's what I talk to Avery Moore, of ECI Insurance, about as she tries to find more of those people.

P.S. There's a lot of people in here waiting for you.

How Hard Should You Work For People That Know You?

Tue, 28 Aug 2018 07:30:00 +0000

Just because you think they should buy from you doesn't mean they feel the same way.

That's the danger of assuming any sale is in the bag because that's exactly the time it isn't.

However, the good news is there's a lot that can be done with this assumption to make people think differently.

The challenge is upping your game for the people that see it every day.

That's what I talked to Bogus Handzel, of Handzel & Associates, about exactly how hard he thinks they should work.

P.S. There's a lot hard working going on here all the time.

How Many People Do You Need to Sell a Policy?

Mon, 27 Aug 2018 07:30:00 +0000

The traditional answer is a lot less than you might actually think.

In a producer-driven world, most of the time they are forced to carry a heavy load in the agency.

That load can sometimes include everything from start to finish involved with a policy.

Of course, there are plenty of producers that have dominated their market doing everything.

However, in a more specialized world, that producers might be better off being one of four people involved in the process.

That's what I sat down with Toni Jones, of Palomar Insurance, to count how many people they have in on the action.

P.S. The Agency Nation newsletter is waiting to help you sell more policies.

Can You Make More People Feel Comfortable?

Fri, 24 Aug 2018 07:30:00 +0000

It's hard to imagine walking into a room full of people and feeling alone.

It's a feeling a majority of us in the industry have never had to worry about.

However, it's foreign feelings like that standing in the way of long overdue progress.

That progress shouldn't be nearly as hard to come by as it is and

That's why I assembled some of the best leaders in the industry who are trying to make that happen as fast as it can.

I talked with Alex Dopazo, Quincy Branch, and Whitnee Dillard about how fast we can make everyone feel comfortable.

P.S. Stick around here if you want to be part of the conversation moving forward.

The Best Resources Are Waiting to Make You Better

Thu, 23 Aug 2018 07:30:00 +0000

It's up to you to find them, but once you do then it's time to take action.

That's really the hard part of discovering information that drives change.

Allowing it to fully take hold and be implemented instead of falling in love with learning.

Because once you do it sometimes creates a false reality of the adoption level certain ideas have in the industry.

That's what I talk to Ryan Anderson, of Alliance Insurance, about as he shares his learning epiphany.

P.S. This is one of the best resources in the industry.

How To Stand Out In The Crowded Personal Lines Market

Wed, 22 Aug 2018 07:30:00 +0000

Can sometimes be as easy as focusing on the special things other agents ignore.

It doesn't matter if it's a classic car, boat, motorcycle or BOP policy, the bigger the package you offer the harder it is to move.

We're all chasing that high-quality client that has a need for multiple lines of business and has a strong retention rate.

It's very possible the reason you're not finding as many as you want is that you're not offering every (special) thing they need.

That's what Sydney Roe talks with Brook McGuire, of Safeco Insurance, about her experience helping agents be more special.

P.S. We think everyone here is pretty special.

How to do Amazing Insurance Keyword Research

Tue, 21 Aug 2018 07:30:00 +0000

This is really where the art and science of marketing collide as you try to figure out what works.

There are no guarantees you will rank for keywords that drive business.

However, there are a few key pillars to lean on when getting started to ensure the most success possible.

Those pillars, however, might look and feel different to each agent depending on your current position.

That's what I talk with Alex Dopazo, of Dopazo & Associates, about as he talks himself into the work he's doing.

P.S. Any and all keywords are welcomed here.

How to Avoid the Perpetuation Trap

Mon, 20 Aug 2018 07:30:00 +0000

It's not easy and it'll probably involve someone doing something they're not ready for.

That's always the trickiest part for any agency to pass the business on to the next generation.

However, the faster both sides realize the reality of the situation, the better the chances get.

Perpetuation plans need to be happening sooner with more intention and commitment behind them.

That's what I talk with Chris Cline or Westfield Insurance, about the challenges they see agencies facing.

P.S. There's plenty of perpetuations directions in here.

How Easy Can People Talk With You?

Fri, 17 Aug 2018 07:30:00 +0000

It should only take a few clicks for them to show up on your schedule.

That's the crazy advantage of using an online scheduling tool like Calendly, people are always willing and able to talk insurance.

But the easier you make it, the more people start to take specific action.

Not only that, when you combine that contact empowerment with email automation, appointments schedule themselves.

That's what I called up Ryan McGrew, of RightWay Insurance, to talk about and discovered a whole bunch of extra awesomeness.

Checkout Calendly for yourself.

P.S. Speaking of extra awesomeness, there's a lot in here.

Are You Afraid of Your Creative Potential? (Part II)

Thu, 16 Aug 2018 07:30:00 +0000

It's challenging to break out of traditional agency dynamics and create an insurance rockstar mindset.

There are very few agencies that feel like they are the cool kids of the industries and can aggressively do things differently.

However, embracing the power and freedom that's possible when you face your creative fear is staggering.

That creativity allows you to start relationships in the place people are looking for them the most.

That's what I talk to Woody Brown, of The Rhoads Group, about how his agency approaches their opportunity.

P.S. Unlock your creative potential by joining the Agency Nation newsletter.

The Problem No One Can Solve (Part 1)

Tue, 14 Aug 2018 07:30:00 +0000

When the solution probably should have happened 10 years ago.

You’d think that with all the advances we’ve experienced in technology, that we’d at least be able to pull a client email list together.

But that’s not the case for our industry.

The dreaded thought of exporting and importing updated client lists, and then scrubbing them for accuracy just to send a simple marketing email out, makes us avoid the task altogether.

Agency Management Systems struggle to find the motivation to change. And it’s preventing us from achieving our true insurance potential.

That’s what I talk to Kim Woods, of Tobey Merrill Insurance about what she said to do to try to solve her problems.

P.S. We solve a lot of problems in here.

How Powerful is Insurance in the Classroom?

Mon, 13 Aug 2018 07:30:00 +0000

The next generation of insurance is going to have a crazy headstart on the industry.

With formal higher education programs popping up all around the country, a new agents day one knowledge could be off the charts.

Because up until now, one of our best training tactics involved writing names of family and friends on a piece of paper and hoped it equaled 100.

Now up and coming agents have the possibility of four years worth of insurance education even before stepping foot in an agency.

That's what I talked to Dr. Jill Bisco, of The University of Akron and one of her recent students, about the impact proper insurance education makes.

P.S. A lot of agents think this is a powerful classroom.

An Unexpected Transition

Sun, 12 Aug 2018 07:30:00 +0000

Is never easy to handle but always exciting to see what happens on the other side.

As you probably already heard, Ryan Hanley is moving on from Agency Nation to pursue other opportunities.

So we did one of the things we do best here at Agency Nation and turned the microphones on to talk about it.

Today I was joined by Sydney Roe and Chip Bacciocco to discuss the future of Agency Nation as Sydney and I prepare to take this amazing community in an exciting new direction.

P.S. A lot of the future happens here.

Every Sale is Easy When It Starts With Thank You

Fri, 10 Aug 2018 07:30:00 +0000

That's generally the level of appreciation you receive when the relationship starts in the right place.

Every insurance agent has started a conversation with "I know you're busy, but I just need a moment of your time."

What if you could completely turn the tables and have a prospect say to you, "Thank you, I know you're busy, but could I have a minute of your time? I need your help with my insurance problem."

What a magical insurance world that would be to live in to be appreciated that much for who you are and what you do.

That's exactly what can happen if you #DoTheWork and allow everyone on-demand access to your insurance brain.

This is the first 20 minutes of a recent presentation I gave to the Alabama Young Agents to help them hear thank you more often.

P.S. There's plenty more amazing nuggets like this inside the Agency Nation newsletter, subscribe here.

Are Your Topic Clusters Big Enough to be Found?

Thu, 09 Aug 2018 07:30:00 +0000

Or maybe the better question is, do you have enough content to cluster?

This might be one of the easiest marketing tactics to follow that can ultimately dictate your strategy.

If you focus on topic clusters, it makes it really easy to understand how deep you can go on a topic to let Google know you're an expert.

If you don't have enough content to fill your clusters, that's a good indication your topic isn't big enough or you need to write more.

That's what I talk to Sean Halpin, of MJH Insurance, about as he tries to make sense of what he needs in his clusters.

P.S. A lot of topics get clustered inside the newsletter, you should come see for yourself.

Are You Getting the Most Value Out of Your People?

Tue, 07 Aug 2018 07:30:00 +0000

There's a good chance they're not if their still doing basic service work.

With back office support companies becoming more reliable and relevant traditional service roles can do non traditional tasks.

If you crunch the numbers, you'll almost always be able to walk away with a chance to make more money.

That's the leap that most agents find so frustrating, is the ability to find more time to do high value tasks.

That's what I talked with Nick Thalhammer, of Cincinnatus Insurance, about as he starts to seriously consider getting more value out of his people.

P.S. There's a ton of valuable people that hangout here.

How to Increase Your High-Net-Worth Clients?

Mon, 06 Aug 2018 07:30:00 +0000

The answers is probably already sitting in your agency, you're just not paying enough attention to it.

Not to mention it might take a lot longer than you want or need it to.

Regardless of what you might think, there's not much difference between an average high-net-worth account and a plain old personal lines account.

The only difference is your mindset you have about which one you can get.

That's what I talked to Kurt Thoennessen, of Ericson Insurance Advisors, about how he does and the cool new tool he developed to make life easier.

Connect with Kurt Here:

LinkedIn
RiskRevu

P.S. The Agency Nation newsletter is the place to be, but you already knew that.

How to Want to be an Insurance Agent

Fri, 03 Aug 2018 07:30:00 +0000

It's not easy changing the perception of what people think it's like being an insurance agent.

It might be one of the greatest challenges we will have to overcome recruiting top level young talent.

Right now, one of the only things surviving several decades worth of negative perception is convincing that talent to give it a try.

That's just one of the interesting parts I learned about Evan Jackson's story and how he landed a job at his agency, Randy Jones & Associates.

P.S. Wanting to be an insurance agent is pretty much the only thing we talk about here.

Is Your Career Built On the Most Useful Foundation Possible?

Thu, 02 Aug 2018 07:30:00 +0000

If not, you could be spending a lot of time on something you're trying not to do.

Maybe that's important. Maybe it builds character. Maybe that's why we're still doing it.

Or maybe we don't need to waste that much time and there might be a more focused way to do it?

It's possible the "liberal arts" insurance education may have run it's course. If all it does is produced "Insurance Generalist" we might find ourselves in trouble.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he tries to make sure his feel are planted in the right place.

P.S. Joining the Agency Nation Newsletter is a good way to avoid it.

What Do You Need to Know for Long-Term Growth?

Tue, 31 Jul 2018 07:30:00 +0000

Sometimes it's good to know if you're keeping up with the best of the best.

But, just because you are now doesn't mean it's going to stay that way forever.

Because there comes a time during every agency's growth where the potential is challenged.

It's how that potential is handled and transitioned that has a good chance to separate you from the pack.

That's what I talk to Landon Bentham, of Callahan and Rice Insurance, about as he questions the longevity of his growth.

P.S. The Agency Nation newsletter can certainly extend the growth you're looking for.

Is Your Compensation Good Enough to be Accountable?

Mon, 30 Jul 2018 07:30:00 +0000

It's certainly one of the easiest ways to kill two birds with one stone.

No one wants to tell someone they're not doing a good job, that's why accountability can be a tricky thing.

Even worse, no one really wants to not pay someone because of that lack of effort.

However, if your agency adopted a compensation model that both punished and reward for that behavior, you might start experiencing completely different outcomes.

That's what I talked to Jason Cass, of The Insurance Alliance and Agency Intelligence, about as he details how he pays his people.

P.S. We'e been know to hold people accountable here from time to time.

How to Make Everyone Want to Show Up for Insurance

Fri, 27 Jul 2018 07:30:00 +0000

It's not the easiest thing to do for the people buying it or the agents selling it.

There's a good chance it might all come down to communication and how much may or may not be happening.

It's always the person who has something to say that's responsible for the action after they say it.

Which certainly includes no action at all. That's where we find ourselves more often then we should across the industry.

These are just a few of the things I sat down to talk with Bill Sager, Executive Director and Jeff Grice State National Director for AIIA in Alabama.

P.S. We got a lot of people showing up for insurance here.

Are You Good Enough to Make an Emotional Sale?

Thu, 26 Jul 2018 07:30:00 +0000

It's real easy to talk yourself into thinking you talk too much about insurance.

The truth is, it's what you do best and it's really hard to give people too many facts about it.

However, one thing that usually goes dramatically overlooked is your ability to tell an emotional story all the way to the sale.

It's always dangerous to play with emotions, but highly rewarding if executed properly.

That's what I talked to Avery Moore, of ECI Insurance, about as she starts to questions her factual approach.

P.S. Things get a little emotion from time to time on the Agency Nation newsletter, you should come hug it out with us.

How Successful Can Your Marketing Be?

Tue, 24 Jul 2018 07:30:00 +0000

You really have to set the right expectations before you can find out.

Because if you haven't taken the time to figure it out, there's a good chance you'll never know.

Once that question has been answered you can figure out where the help should come from.

That help should be properly positioned to grow the agency where the expectations are currently sitting.

That's what I talked to Bogus Handzel, of Handzel and Associates, about as he tried to figure out where to get his from.

P.S. People have said there's a lot of successful help happening here.

No One Still Wants to Request a Quote

Mon, 23 Jul 2018 07:30:00 +0000

Because if they do, they're not really sure what they'll get.

That uncertainty is what needs eliminated for any progress to be made.

More work has to be done, language changed and expectations elevated (get it). Once they are it becomes a lot more exciting to see what happens next.

In order to get there, a detailed process needs to be established from the beginning.

They only question is if you're able put all the pieces in the right place.

Original Extended Version: No One Wants to Request a Quote

P.S. We talk about a lot of those details inside the Agency Nation newsletter.

The Untold Stories of Elevate 2018

Fri, 20 Jul 2018 07:30:00 +0000

It's pretty easy to say there are few experience that compare to what happen in Cleveland a few weeks ago.

We've all been dealing with the aftermath in our own way, however after a couple of days as legendary as that, we had to get together and talk about them.

By now you've seen not one, but two accounts of the conference, it only seems fitting to add a fireside chat to record.

This is the first conversation Ryan, Sydney and I had with each other since we left Cleveland, I wasn't kidding when I said we were #DealingWithIt.

If you didn't make or just want to revisit the vibe through the sweet tones of our voices, this is your chance.

P.S. This is where you need to be if you want to make sure you don't miss out on Elevate 2019.

The Agony of Rising to the Insurance Mindset Challenge

Thu, 19 Jul 2018 07:30:00 +0000

Can be excruciating or possibly the greatest thing you've ever done.

Honestly, the choice is yours initially. However, as you start to see what's involved it should become painfully obvious.

When you rise to the Insurance Mindset Challenge, you're requiring that business goes where it goes, you're able to extensively "speak the language" of the industry you're trying to serve and finally have to try and make something of your next company rep marketing meeting.

That's what I talked to Ryan Anderson, of Alliance Insurance Group, about as he starts to build his.

P.S. You should really see what going on in this newsletter.

Do Your Tough Decisions Have the Best Chance to Succeed?

Tue, 17 Jul 2018 07:30:00 +0000

If you're going to do something dramatic, you minds well go all in.

It doesn't matter if it means moving office locations, encouraging people not to show up there or deciding once and for all who your best client is.

Taking that decision to the the next level is something that has a ridiculously good chance of helping.

Once you decide who and what are involved it because a lot easier to support them.

That's what I talk to Alex Dopazo, of Dopazo and Associates about, as he explains the support he gets.

P.S. There's plenty of support here if you're interested.

What Happens When You Suddenly Don't See Diversity?

Mon, 16 Jul 2018 07:30:00 +0000

It should mean we've finally made it to a place where it's not even close to the first thing we think about.

It would actually cease to be a topic of discussion and occupy a level of normality never seen before.

It's something that some of us have to remember to take a step back on, in the best way possible.

It's in this realization that possibly exposes how big of a gap we need to close.

I've recorded thousands of minutes worth of podcasts and never have I been more nervous or concerned about the first five in this episode.

P.S. Everyone is welcome here.

Is Professional Liability an Agenda Free Opportunity?

Fri, 13 Jul 2018 07:30:00 +0000

It seems like everyone has the answers to your agency's problems.

The only catch is you have to follow them down their rabbit hole to find out if it's worth your time.

Even then it could be months, maybe even years, before you realize the full scope of what's possible (and what's not).

Instead of diving head first into a line of business that might allow you to engage with people you enjoy doing business with.

That's what I talked with Tim Hoelle, of Tuscano, about to figure out how they can help you get good at what you know.

Connect with Tim here:

P.S. Sometimes we have an agenda, but there's plenty of opportunity here.

Are You Afraid of Your Creative Potential? (Part I)

Thu, 12 Jul 2018 07:30:00 +0000

Not many agencies are brave enough to fix what isn't broken to build something better.

It's during that construction process that you'll truly be tested on the strength of your structure.

But that's exactly what will happen if you want to try and reach your creative potential.

One of the only ways to do it is to have the proper support around.

That's what I talk to Woody Brown, of The Rhodes Group, about as he attempts to embrace his.

P.S. There plenty of support inside the Agency Nation Newsletter.

How to Make A Billion Dollar Ad Budget Work For You

Tue, 10 Jul 2018 07:30:00 +0000

Companies spend a lot of money to make sure people know who they are.

The only thing you have to do is tell them what they want to know.

That's the hard part and only something a valued "objective" third party can do.

You're that third party, some might even call you an advisor.

That's a resposability you take very seriously, however there's a good chance your getting serious about way too late.

The sooner (see earlier) you start the advising process the easier it will be for them to find you.

That's what I talk to Ed Monson, of Monson Insurance, about as he starts to connect the dots after it happened to him.

P.S. We don't have a billion dollars for ads, but we do have a billion ways to help your agency.

How a Digital Agency Makes the Most of It's Time (and Money)

Mon, 09 Jul 2018 07:30:00 +0000

When you run a lean, mean scratch digital agency like Erin Nutting, you have no choice.

It's by embracing the advanced systems (and automation) at every turn that will make your life easier.

It's everything from managements systems to the process behind video proposals.

If these tools are deployed at the right time in your agency insurance gets a lot cooler.

Connect with Erin here:

P.S. The Agency Nation newsletter isn't a bad place to start either.

How Good Is The First 100 Days With Your Agency?

Fri, 06 Jul 2018 07:30:00 +0000

If it's not great there's a really good chance your new customers will never want to do business with you again.

Joey Coleman took the stage at Elevate 2018 to show everyone just how powerful that short amount of time can be for your business.

Your only chance is to be obsessed with your agencies on-boarding process to constantly reaffirm their decision.

The less you do the more fear and anxiety you allow to creep in and take control of the next buying decision they have to make.

Check out Joey's Book:

Never Lose a Customer Again: Turn Any Sale into Lifelong Loyalty in 100 Days

Connect With Joey here:

P.S. The Agency Nation newsletter can make at least half of those 100 days better.

Is the Competition Getting the Best of You?

Thu, 05 Jul 2018 07:30:00 +0000

You might have no clue just how easy it is to make sure that never happens.

All you have to be willing to do is say something (anything) about them before they do about you.

That shouldn't be that hard because it's certainly an idea that 99 percent of businesses are uncomfortable with.

However, once you realize just how powerful it is and how little you have to say, there's a good chance you accept it.

That's what I talked to Sean Halpin, of MJH Insurance, about as he tries to iron out the wrinkles in his competition grabbing strategy.

P.S. The Agency Nation newsletter will help you stay far away from your competition, you should try it.

Efficiently Outsourcing Your Way to Growth

Tue, 03 Jul 2018 07:30:00 +0000

There comes a point in every agency where the things you have to do prevent you from doing what needs to be done.

It's this disproportionate balance of activities that usually leads to burnout and despair.

Let's be honest, there's a reason you made it this far in this industry and rarely does it have anything to do with those nagging tasks.

Now you're faced with the challenge of making sure they get done consistently every month but still leave you time to do what you want.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about as he contemplates the work he might not have to do anymore.

P.S. There's plenty of efficiency and growth happening inside the Agency Nation newsletter, come see for yourself.

Win the Sale On The Right to Create the Best Value

Mon, 02 Jul 2018 07:30:00 +0000

Anthony Iannarino lit the stage on fire during his Elevate 18 keynote presentation.

This is just a tiny clip of the sales inferno that engulfed each person in attendance that afternoon.

If you want your agency to catch fire, first you need to ask yourself two questions.

What's your business model and how much value do you need to start the sale on the right?

They sound simple enough and that you might have been doing a version of that for many years.

However, once you've figured that out it just because a matter of execution and may the best person win.

Check out Anthony's Books:

Connect With Anthony here:

P.S. We're trying to start the sale on the right for you here.

Welcome to Elevate 2018 (Ryan Hanley's Opening Remarks)

Fri, 29 Jun 2018 07:30:00 +0000

Our superpower is that we give a sh*t. It's cool to care about making this industry and the people that operate in it better.

If we don't, then we're not giving ourselves the best chance to survive the constant attacks on how we help people protect what matters.

It's this caring and protection that makes the industry special and the one thing that will always be extremely difficult to replace.

It's the individual examples of caring inside the industry that need to be highlighted to motivate everyone to do their best work.

This is the message Ryan Hanley shared from the stage in front of over 650 people to kick of Elevate 2018.

P.S. There's a lot of caring happening inside the Agency Nation newsletter, you should join.

What Happened to the Helpful Advisor They Need?

Thu, 28 Jun 2018 07:30:00 +0000

It's hard to bring value that rarely has a chance to return.

Even if you believe in "giving without the expectation of reciprocation" at some point someone has to give if back.

Sometimes, if you're stretched too thin, you won't be able to put them in the right place.

That's what a talk to Jared Bellmund, of Carolina Living Insurance, about as he tries to see what fits.

P.S. Did you know the Agency Nation newsletter fits everytime, Join right here.

How Many Valuable Growth Opportunities Do You Have?

Tue, 26 Jun 2018 07:30:00 +0000

It's easy to get caught up with what you think an agency your size should be doing.

When in reality, there's very few limits you can/should put on it from a marketing position.

You'll never be able to identify the growth opportunities you currently have.

That's what I talk to Landon Bentham, of Callaghan and Rice Insurance got things moving just enough.

P.S. There's plenty of growth happening on the Agency Nation newsletter.

What Skills Do You Need to Elevate?

Mon, 25 Jun 2018 07:30:00 +0000

This is why a handful of agents showed up to Elevate 18 and what they hope will happen because they did.

I corned nine agents from across the country (and Canada) to figure out what needs to happen to grow.

It doesn't matter if it's video marketing or finding accountability, if you're in the right room it shouldn't matter.

I talked with so new and old insurance friends to find out who they are and why they came to Elevate 18.

P.S. The Agency Nation newsletter Elevates all your skills.

Convincing Your Way to the Sale Will Make You Crazy

Sat, 23 Jun 2018 07:30:00 +0000

Some insurance products are harder to sell than others.

Is it your job to convince someone they want and need this coverage, or is that a realization they have to come to on their own?

It's hard to say because being in the convincing business isn't a whole lot of fun.

Instead, insurance magic happens when someone has an understanding and appreciation for the thing you're selling and needs expert guidance finding it.

That's just one of the few things I talk to Christopher Cook, of Alliance Insurance Services, about during his recent visit to Cleveland.

P.S. There should be no convincing needed to join the Agency Nation newsletter because you're already on it, right?

What Happens When Your Brand is The Boss?

Fri, 22 Jun 2018 07:30:00 +0000

You have a much better chance for a consistent message to get delivered.

It's in this message that helps your agency figure who their talking to and where their going to do it.

However it becomes a more challenging task if your brand has to take a back seat to something else.

Giving it the power and freedom to will automatically set you apart.

That's what I talk about with Peter van Aartrijk as he delivers a mini state of the union on your brand.

Grab a copy of Peter's new book.

P.S. The Agency Nation news letter is certainly boss worthy.

How Many Ideas Can You Drag to the Surface?

Thu, 21 Jun 2018 07:30:00 +0000

At some point you're going to need to figure out what someone needs to hear from you to get their attention.

It doesn't matter if you're new to content creation or have been doing it for years, everyone runs out of ideas.

But that can't slow you down, momentum is the only thing that will bring them back.

It's even better anytime the idea making is built into the content creation process.

That makes it so much easier to ensure you'll always have something to talk about when you need it.

That's what to talk Avery Moore, of ECI Insurance, about as she tries to figure out the best way to pull them to the surface.

P.S. We can't even count all the ideas on the Agency Nation newsletter.

ProNavigator's AI is Improving the Human Customer Experience

Wed, 20 Jun 2018 07:30:00 +0000

Joseph D'Souza is making sure Artificial Intelligence understands the things you shouldn't be doing.

We've been fending off the InsurTech hype for years, sifting through pretty comparative raters and unwanted interfaces.

The hope in tolerating this hype is that something will finally find a way to change the game for good.

Out of all the InsurTech hopefuls out there trying, ProNavigator is one of the few companies willing to be just as practical as they are revolutionary with the problems they'er solving.

If you think processing car change requests is the type of "human value" people want in their customer experience, that might not work out well in the long run.

Joseph and the whole ProNavigator team are just getting started because their AI never stops learning and making your job easier.

Connect With Pat and Encompass here:

P.S. The Agency Nation newsletter has a reputation for making your job easier, promise.

Who Needs to Make it More Affordable to Get a Client?

Tue, 19 Jun 2018 07:30:00 +0000

Cost of client acquisition is a big time stat that when you track it, separates your agency from the pack.

It's also just one of many advanced business and marketing metrics you should consider discovering.

Because too often agencies get stuck accepting the things that have always been done at face value.

Those things are rarely restructured and even less frequently reevaluated.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he puts everything on the table to figure out the cost.

P.S. There's a lot of stuff on the table inside Agency Nation University, have you seen it all?

The Evolution of Encompass Insurance with Pat Macellaro

Mon, 18 Jun 2018 07:30:00 +0000

It might be overused and hard to imagine if you've never experienced it at a high level, but it all come down to leadership.

That's the only thing capable of driving any lasting evolution inside a company.

Especially one as ridge and by the book as an insurance company. Until that's solved, it's hard for anything else to consistently move in the right direction.

That's exactly what Pat Macellaro, President of Encompass Insurance, wants to accomplish for the company.

He's looking to do that by building a foundation for growth. He's building that foundation by having the right people, putting them in position to succeed and controlling their overall rate stability.

Those are just a handful of things Ryan talks with him about as they walk down the path of where the carrier is today and where they want to be in the future.

Connect With Pat:

Encompass
LinkedIn

P.S. There's lots of growth happening inside the Agency Nation newsletter.

Where are the Best People in a Perfect Insurance World?

Fri, 15 Jun 2018 07:30:00 +0000

For so long traditional insurance agencies were made up of the same type of people that did the same type of things.

Everything is up for grabs now, not just the way you interact and attract your customers, but the people that will help you do it.

Who are where these people are can become complete game changers for the way an agency operates.

Gone are the days of everyone having to file into one building to

That's what I wanted to talk to Andy Priesman, of Greenway Insurance, about to figure out what he was doing to make it happen.

P.S. Most of the best people are on the Agency Nation newsletter, just click here to join them.

When Will Computers Take That Business?

Thu, 14 Jun 2018 07:30:00 +0000

Most of the time, it's going to be much longer than we think.

However, that shouldn't stop us from identifying the vulnerabilities a niche or segment of the industry faces.

That forces you to drill down into a type of business and understand what might make it standout over others.

If you can figure out what that thing is you'll be able to exploit it's rarity to find more like it and hold off the computers even longer.

That's what I talked to Ryan Anderson, of Alliance Insurance Group, to see if one of his new accounts might be the key.

P.S. If you join the Agency Nation newsletter you'll definitely be the first to know when the computers get here.

Delivering Your Message at the Right Time with Gregory Bailey

Wed, 13 Jun 2018 07:30:00 +0000

Believe it or not, the average American spends two hours a day looking at social media on their smart phone.

The number one job of your marketing is to get attention when it matters most?

Winning those moments that matter will constantly give your agency the push to get over that hill.

Luckily you don't have to do it alone because trying to understand the world of mobile advertising isn't something that every agency needs.

Ryan sat down with Gregory Bailey, CEO and Founder of Denim, about exactly how timely his message deliveries are.

Connect With Gregory:

P.S. The Agency Nation newsletter delivers more moments that matter than anyone else.

Are You Happy With How You Get Business?

Tue, 12 Jun 2018 07:30:00 +0000

If you're not, the good news is it's never too late to do something about it.

Not only is it about how you're getting it, but who's showing up as a result.

You dramatically increase the enjoyment of your insurance life if those people genuinely want to buy what you're selling.

Because, let's be honest, we've all had more than a few clients who never valued their insurance policy.

That's what I talk to Alex Dopazo, of Dapazo & Associates, about how he found happiness.

P.S. Jumping on the Agency Nation newsletter would be the happiest thing you did for your inbox in a long time.

Fixing the Agent Carrier Relationship

Mon, 11 Jun 2018 07:30:00 +0000

The industry faces a lot of challenges, how we treat each other shouldn't be one of them.

We both really want the same thing to happen, which makes it amazing we've been at odds as much as we have.

Honestly, it's not that bad, but there's certainly plenty of work to be done across the board to turn down those stereotypes.

If we can we might be able to hear what the generation who needs to embrace it wants.

That's what I rounded up the entire InsNerds team of Nick Lamparelli, Tony Canas and Carly Burnham, to talk about how everyone can get a long.

P.S. The first thing everyone should do is get on the Agency Nation newsletter.

Two Things You Should Still Be Doing in 2018

Sat, 09 Jun 2018 07:30:00 +0000

It's really hard to stop everything and make sure the things you thought were important still are.

That's exactly what we're doing today as we approach the half way point of 2018.

Right before the start of the year I asked two super awesome (maybe even rock star) agents what sat atop their goal this for 2018.

Now it's time to cash that check and see if there's enough left to justify the rest of the year.

I wrangled up Rob McCarthy, of GRBM Insurance and Woody Brown, of The Rhoads Group to see how the years going so far.

P.S. Jumping on the Agency Nation newsletter is something that can happen anytime and the of the year will thank you for.

Pushing the InsurTech Envelope with Jeff Roy

Fri, 08 Jun 2018 07:30:00 +0000

If it's not getting done fast enough, there's nothing wrong with going out there and taking it.

Your agency will ultimately depend on the speed of adoption and ease of integration the industry may or may not provide.

If that's an uncomfortable feeling and a position your agency doesn't want to be in, then it might be time to force the issue.

That's what Ryan sat down to talk with Jeff Roy, of Excalibur Insurance in Canada, to find out just exactly how envelops he's pushing.

Connect With Jeff:

Excalibur Insurance

P.S. Try the Agency Nation newsletter, it will certainly grow on you.

Do You Know Who Your People Are?

Thu, 07 Jun 2018 07:30:00 +0000

If you don't it's going to be a lot hard to figure out where they're hiding.

When you know exactly who they are and what they do you'll know what comes next.

It becomes so much easier to keep track of everyone that might mean something to your agency.

You can spend more time focusing on them and what they need.

That's what I talk with Woody Brown, or The Rhoads Groups, about as he figures out his.

P.S. You're one of our people if you sign up for the newsletter.

How to Build Trust That Gets All the Business

Tue, 05 Jun 2018 07:30:00 +0000

All you have to do is help someone get from point A to point B as easy and enjoyable as possible.

Once you do that it's just a matter of making sure they know, without a doubt, you're that person and how to do it.

Because it doesn't matter how much forward moment you help someone create to completing their insurance journey.

If they ultimately don't make it to that final destination, all of your help directions and information will still leave them stranded.

That's what I talk to Ed Monson, of Monson Insurance, about as he tried to figure out the best way for people to reach him.

P.S. Newsletters are still a thing and we've got one of the best in the industry, you should try it.

A Call With An Agent About Accountability

Mon, 04 Jun 2018 07:30:00 +0000

It's certainly not an easy thing to do, especially if you're running your own one person scratch agency.

Your path to insurance success is going to look completely different from everyone else you know.

But the one thing that will be the same no matter what you do is your ability to consistently do the work.

If that doesn't happen, you'll never find the success your looking for within the industry.

That's what I called my friend Melissa Schreur, of InsureTheHeroes.com, to talk about finding hers.

P.S. Missing out on the Agency Nation newsletter is like missing free ice cream.

Is Your Agency Breaking Enough Rules?

Fri, 01 Jun 2018 07:30:00 +0000

It's certainly a question you probably rarely ask yourself.

It's also probably more rare for you to intentionally identify a rule you want to break.

But, most people rarely get to where they are without doing it, either intentionally or unintentionally.

Today is an extra special episode. I took a deep dive into my audio archive and pulled out this nearly three year old interview (from a previous podcast life) with Elevate speaker Marcus Sheridan.

You can actually watch the full video interview here, if you're into that kind of thing.

P.S. Have you taken a look at Agency Nation University lately?

Are You Wasting Your Marketing Energy?

Thu, 31 May 2018 07:30:00 +0000

If you're focusing on things that don't get results, there's a good chance you are.

When you're getting started marketing your agency, there's a lot of decisions to make about what you're going to do and where you're going to focus your time.

Of course, it's in these decisions that may lead you to the breakout idea that takes your agency to the next level.

However, you're going to want to make sure you avoid the mistakes others in the industry have already made.

That's what I talk to Sean Halpin, of MJH Insurance, about how much he might be wasting.

P.S. Seriously, this newsletter is written for you. I mean who else would we write it for?

How Loud Can Your Dedicated Marketing Get?

Tue, 29 May 2018 07:30:00 +0000

If you let someone do it full time, it can get as loud as you want.

However, if you constantly try to piece it together with extra time and occasional interest, there's a good chance you'll barely hear it.

A big part of the reason your marketing isn't making a sound is because you haven't been able to hire someone (with or without insurance experience) to fill it.

Much like everything else we do in the industry, we think anyone who hasn't "done the time" is no good for our business.

That's what I talk to Dani Kimble, of the O'Neil Group, about the volume she's current dealing with.

P.S. This newsletter needs you on it before anything else can happen.

Will Live Video Finally Get You Started?

Mon, 28 May 2018 07:30:00 +0000

It's definitely and easy way to jump into video, because the hardest part is pushing the button to do it.

There's no editing and post production to worry about, instead you have to make the most of the moment.

No matter what happens, it will absolutely help you get your name out in front of the people you want hanging around your agency.

Live video might require a little extra work upfront, but it certainly can deliver a bunch of attention when it's happening.

That's what I wanted to give my buddy Richard Brown a call of Centennial Insurance Group to see how his live video efforts were coming?

P.S. Did you ever a think an insurance newsletter would use the word "Dynamic" to describe it.

Q&A: Aggregators and Camera Lenses

Fri, 25 May 2018 07:30:00 +0000

These two questions couldn't be more unrelated if they tried.

I thought it would be fun to open up the mailbag and clear out some unanswered questions.

The first is obviously a pressing topic for agents hungry to grow but can't support the business required to get those direct appointments.

The other if pure video geek mode talking about a simple lens question every one has trying to buy their first "real" camera.

P.S. The most dynamic newsletter is awaiting your return.

Will Your Content Get to Your Niche?

Thu, 24 May 2018 07:30:00 +0000

If it's not, then it's missing the entire purpose of what it's suppose to do.
One thing is for sure if at first you don't succeed, try again.

There's no limit on the amount of tries you get to get it right.

No matter how much you read, watch and listen too when it comes to content marking. that means you can try as many cool things as I say so.

That's what I talk to Jared Bullmend, of Carolina Living Insurance. about as he tried to get his two together.

p.S. This is finally your chance get the most dynamic newsletter in the industry.

How to Be a Better Agent

Tue, 22 May 2018 07:30:00 +0000

Is all about constantly absorbing information and finding the right people to do something with it.

Being a better agent can be as easy as reading a book, listening to a podcast or spending more time with the right people.

Those items aren't hard to do on their own, it's the action behind them that's tough.

That's where building the right core right core group of agent agents to make that a reality.

That's what Mike Crowley, of Crowley Insurance, tried to constantly do.

P.S. Subscribing to our newsletter is how you'll constantly be able to keep up with all the awesome.

Avoiding the Trap: Why So Many Lose Online and How to Win

Mon, 21 May 2018 07:30:00 +0000

Is easy to fall into because so many people told you to do.

Even with all of the amazing tools you have today, there's still a lot of selling that needs done.

But it's really just a way to generate referrals and interest and far from a hard sell.

There's is endless meaningful opportunity in the business that most have been blinded from seeing. It's up to you help them find it.

P.S. The most dynamic insurance newsletter is awaiting your subscription. Seriously, we won't send another email until you do.

Insurance Innovation Isn't Just a Checkbox

Fri, 18 May 2018 07:30:00 +0000

It's action that has to find it's way into the DNA of every insurance company.

Because if we're not careful, we could just be giving innovation a toke room to create something that will never matter.

If it's not dramatically and immediately implemented, there's a good chance those good ideas will go no where.

At the same time you have to make sure it's given enough freedom be real in the first place.

That's what I talk to Allan Elbert, Co-Foundr of Ask Kodiak, how to make sure non of that happens.

P.S. We have a dynamic newsletter, some even say it's the most dynamic in the industry. Find out for yourself.

When an Insurance Company Lets You Down

Thu, 17 May 2018 07:30:00 +0000

It triggers a ripple effect far beyond just your immediate pain.

Either they don't know, or they don't care. I'm not sure which one is worse.

But that's the feeling you get when you realize your one of your insurance companies is only looking out for themselves.

It's certainly an experience your clients should never be apart of, however are still very much at risk.

That's what I talk to Nancy Nicklow, at Huff Insurance, about her unfortunate underwriting snafu.

P.S. Signing up for the Agency Nation newsletter could be the best decision you'll ever make. #FriendsForLife

Good Isn't Good Enough

Tue, 15 May 2018 07:30:00 +0000

This mentality is rarely confused with a legacy independent insurance agency.

Mostly because good is better than expected most of the time, forget anything else.

To be fair, that's not to say all agents and/or agencies start out that way.

The bigger question instead is, was that mentality ability to survive until something could be done about it?

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he figures out what IS good enough.

P.S. Some people are calling it (maybe Ryan Hanley) the most dynamic newsletter in the industry, that means you should be a part of it.

Will Small Commercial Be Next to go Direct?

Mon, 14 May 2018 07:30:00 +0000

It's certainly a possibility you shouldn't underestimate.

The faster and easier things get the hard it becomes for you to add value.

Of course, there's plenty there, but you have to be looking in the right places to find it.

Otherwise you'll be left by yourself having a conversation no one is willing or interested to have.

That's what I talked with Justin Fowler, Founder of Ninja Rater, about his fear of going direct.

P.S. If you want a way to suppress that fear on a weakly basis, get on the Agency Nation newsletter and save yourself a panic attack.

Smarter Insurance is All Around You

Fri, 11 May 2018 07:30:00 +0000

The information is there, we just have to start using it.

Underwriting, claims and coverage are just a few of the ways the insurance process you knew will be turned upside down.

The smarter things in your life get, the smarter your coverage and policy get as a result.

But, the only catch is, you've got to find a way to dumb down the smart home and

That's what I talk to Haley Smith, Director of State Auto Labs, about as she contemplates how smart it will get.

P.S. If you really want to see something smart, check out the new Advantage profile and the things it can do.

Who's Hungry For What You're Selling?

Thu, 10 May 2018 07:30:00 +0000

There's just a few question you need to answer before you jump head first into a new commercial niche.

The first one is figuring out if you speak their language well enough to sell insurance the way they understand.

The next one is if the average annual premium will generate enough commission to make sure you keep the lights on.

Finally, you've got to have enough insurance companies who actually want to take the business you bring to them.

These are the questions Ryan Anderson, of Alliance Insurance Group, is asking himself about his new niche.

P.S. If you really want to know what's going with insurance, Agency Nation and life in general our newsletter can help.

Crushing Customer Loyalty in 100 Days with Joey Coleman

Wed, 09 May 2018 07:30:00 +0000

Do you know the difference between customer experience and customer service and which happens when?

Customer service is when something goes wrong, customer experience however is a much bigger umbrella protecting every interaction with clients in your business.

It's everything from how you answer the phone, respond to emails, what it feels like to physically be in your office and certainly what happens when they need to use their policy (see file claim).

It's a much more proactive approach to engaging with your clients that will ultimately breed a level of loyalty that's hard to imagine.

That's what Ryan talks to Joey Coleman, New York Times best selling author, about the number one secret to making sure your clients don't leave.

Want to see Joey live, Elevate 18 is already sold out, but come hangout in Cleveland anyway and maybe people will be selling their tickets on the street.

Connect with Joey:

joeycoleman.com

Buy Joey's Book: Never Lose a Customer Again

Special Thanks to Safeco for being a Diamond Sponsor

P.S. Elevate 18 is still sold out, don't worry there's always next year.

How Many Clients Do You Fire? (Part II)

Tue, 08 May 2018 07:30:00 +0000

If you don't stick to your guns, you'll just end up complaining about how many bad ones you have.

You constantly have to be prepared to break it off with a client or not get involved with a new one if things aren't right.

Not only will this help you from complaining, it might even keep you happy in your business.

That's one thing Alex Dopazo, of Dopazo and Associates, isn't afraid to do.

P.S. Don't be afraid to subscribe to the Agency Nation newsletter.

We Don't Live In That World Anymore

Mon, 07 May 2018 07:30:00 +0000

It's really hard to unmake the choices you inherited from previous generations.

While normally fueled with the best of intentions, they often struggle to be relevant to the people waiting to put their name on the door.

However, that only tells half the story, because at the end of the day it's up to you to do your best with the opportunities given.

At some point you can't let those old and dirty decsision get the best of, instead it's finally you chance to turn the tables.

That's what you can hear Seth Zaremba, of Zinc Insurance and Matt Simon, of Hill and Hamilton Insurance, talk about the world they want to live in.

P.S. Agency Nation University just dropped a ridiculous 42 video workshop breaking down Seth and Zinc's entire process.

How Specific is Your Insurance?

Fri, 04 May 2018 07:30:00 +0000

Do you wish you grew up in an insurance world that only let you have a niche?

Believe it or not, there's some agents out there lucky enough to do just that.

If selling to your niche is your only option, it's amazing how good you get selling in it.

In fact, within a fairly short amount of time, you'll be able to own it like no one else you know.

That's what my new friend Amanda Schneider, of TrueNorth Companies, is doing from the start of her insurance career.

P.S. The Agency Nation newsletter is the best insurance email sent on Sunday morning. #Facts

Give Content Respect

Thu, 03 May 2018 07:30:00 +0000

If you don't, it will never get done.

Lie to yourself all you want, a highly effective piece of content that gets found in search is almost impossible to beat.

Because when it starts working its hard to stop. That means a constant new stream of business finding you.

The only thing you have to be careful of is making sure you go deep enough.

That's what I talk to Woody Brown, of The Rhoads Group, about how he can start to give it more.

P.S. Agency Nation University sole purpose is to help you find that respect. Check it out now.

Can You Scale What You Want?

Tue, 01 May 2018 07:30:00 +0000

It really depends on what and how you do it.

Because there's a very good chance you might be missing an important piece.

That piece might technology, it might access to the right company or the thing you want to do just doesn't like it.

No matter what, you'll need to overcome them all if you truly want to scale all the way.

That's what I talk to Ed Munson, of Munson Insurance, about as he tries to figure out if he can.

P.S. Did you know Sydney just released a new 42 video workshop inside Agency Nation University?

How We Can Dominate Insurance

Mon, 30 Apr 2018 07:30:00 +0000

Is by making sure we remember to tell each other what we need to win.

It seems simple enough, but there's plenty of communication isolation going on all around the industry.

Basically there's a lot of preaching to choirs that we allow to serve as validation for inexperienced problems.

I jumped behind the mic for a first ever one-on-one monologue of sorts to discuss this problems and few others related to it.

P.S. The Agency Nation newsletter has been waiting for you.

Rebuilding State Auto: A CEO's Story With Mike LaRocco (Full Interview)

Fri, 27 Apr 2018 07:30:00 +0000

How many insurance companies are willing to tear it all down and put technology at the top of the list?

The answer we all wish wasn't true is, not many.

But that's exactly what State Auto did when Mike LaRocco came on board three years ago.

It's also nice that they believe so strongly in us, you know independent agents, and want to make sure we come along for the ride.

That's what I sit down to talk with the man himself about as he shares what the journey has been like and how the rest of the industry can learn from it.

Connect with Mike:

State Auto

Twitter

P.S. Did you know the Agency Nation newsletter is best thing to happen to Sunday morning since breakfast was invented?

What Holds You Back The Most

Thu, 26 Apr 2018 07:30:00 +0000

Is the lack of trust and respect you have for making sure people know you're an expert.

If there's one thing you should be doing on the internet for your agency, it's distributing your insurance brain to as many people in as many places as you can.

When you're done with that you should feel good about it because too many of us are worried insurance isn't "cool" enough.

Just stop it, it is and so are you so let's all do something about.

That's what I talk to Becky Taylor, Marketing Manger at Ohio Insurance Agents (OIA), as she delivers a much needed pep talk.

P.S. Becky's going to be wandering around Elevate 18 this year, because let's be honest #TeamOhio, you should come too.

Passing the Torch: How to Recruit the Next Generation of Insurance Professionals

Wed, 25 Apr 2018 07:30:00 +0000

If you want to build a business and avoid becoming a slave to your agency, you have to find the next generation of agents.

This has to be one of the most important things you do over the next five, 10, 15 or 20 years.

You really don't have a choice, because this year alone one out of every four agents will be retiring.

It's up to you to make sure that next wave of agents knows how to properly help people plan for the day they don't want to think about.

That's what Ryan talks with Matt Sapaula, Co-Owner at PHP Agency, about he always has someone to hold a torch.

Want to see Matt live, grabbing a ticket to Elevate 18 will do make it happen.

Connect with Matt:

MoneySmartGuy.com

PHP Agency

Subscribe to Matt on YouTube

P.S. You already know this, but Elevate 18 tickets could change your life.

How It All Works Faster

Tue, 24 Apr 2018 07:30:00 +0000

Is by making sure you always know who needs to do what, when.

Because when you do, you'll limit the amount on enthusiasm you kill delaying progress.

The longer you make something take, the less that will get done.

This is also true if you're always trying to do more than you can handle.

That's what I talk to Dani Kimble, at The O'Neill Group, about as she tries to figure out how fast her process can work.

P.S. If you're not subscribed, I'm going to take a guess and say you have no idea what you're missing from the Agency Nation newsletter. That's unacceptable.

The Family Tie is Hard to Cut

Mon, 23 Apr 2018 07:30:00 +0000

For whatever reason we like to sell insurance with people who normally have the same last name.

It's all possible we just suffer from some undiagnosable form of mental illness to prefer to do business this way.

Or there could be unexplainable benefits to selling insurance with the people you also spend the holiday's with.

Because this behavior is so common, it's also hard to walk away from, especially if you already stepped in.

That's what I talk with Patrick Muscenti, of McGown Insurance, about as he shares his journey out of his family agency.

P.S. If you always want your Sunday morning's to start right, subscribe to our newsletter here. They'll never be the same again.

How Long Should You Wait for Your SEO?

Sat, 21 Apr 2018 07:30:00 +0000

I doubt that you are, because it's really hard to keep doing something you don't think is working.

Not to mention you could've have missed something and waited all that time for nothing...

Doesn't SEO sound great? Guess what though, if you can survive all of that, you'll be rewarded with a constant stream of leads that never runs dry.

Well, I mean if you don't keep up appearances it will eventually stop flowing.

That's what TrustedChoice.com SEO master Nyssa Lieder and I talk just to make sure you remember.

P.S. Did you know Nyssa teaches a 20+ video SEO workshop in Agency Nation University? You might want to check it out.

Woody Brown: The Origin of a Creative Insurance Agent

Fri, 20 Apr 2018 07:30:00 +0000

It's hard to capture and even harder to recreate, now matter what it's dangerous inside your agency.

The truth is, it's so rare to find most agencies don't know what's possible if they had it.

That thing, of course, is creativity and the lack of it found within the industry.

That's why when someone comes in from the outside, seemingly having no business being here, blazes a trail no one's seen before.

That's the creative firestorm that is Wood Brown and the reason Ryan wanted to talk to him about the benefits of taking those risks.

Want to see Woody live, grab your ticket for Elevate 18 right now!

Connect with Woody:

The Rhoads Group

Instagram

Subscribe to Woody's YouTube Channel

P.S. Seriously, you don't want to miss feeling that vibe Elevate 18 is going to create.

The Power of Video Gear

Thu, 19 Apr 2018 07:30:00 +0000

Is so out of control if you realized what's possible you'd spend threes times more.

The problem is the mindset you approach the purchase with. That is it's something that isn't really necessary and ineffective.

That mindset is easy to have not knowing or seeing the full potential effective video marketing can have on your agency.

If you could you would have wished you made that investment years ago and even think it's a bargain for the business it delivers.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he dreams of the gear he's missing.

P.S. Did you know I write a Sunday morning email for the Agency Nation newsletter that's the best thing you'll read all week?

Breaking Customer Inertia with Jeremy Hallett

Wed, 18 Apr 2018 07:30:00 +0000

Are you brave enough to actually do the things you wish could be done different?

It seems like everyone loves to play armchair InsurTech CEO these days, but actually making it on the field is entirely different.

That first step is much easier when you have people with the level of intensity walking on each side.

It's that team of people that will help finish your idea and bring it into reality.

That's what Ryan talks to Jeremy Hallett, CEO of Hallett Financial and Quotacy, about his journey getting into the game.

Want to see Jeremy live, there's just a few tickets for Elevate 18 left!

Connect with Jeremy:

Quotacy

Hallett Financial

P.S. Seriously, you don't want to have to wait until next year to meet the insurance agents of your dreams.

When Should You Hire the Next Person?

Tue, 17 Apr 2018 07:30:00 +0000

The better question is, what should they actually be doing?

Because if you think you need a person, there's a good chance that you actually need a person.

What isn't so obvious is the type of work this person will be doing and seeing if it can be found elsewhere, cheaper.

If you don't figure out the answer to those questions before brining someone new into your agency, that might be a problem.

That's what I talked to long time guest Mike Crowley, of Crowley Insurance, about as he tried to learn when to pull the trigger.

P.S. Did you know I write something extra special directly to you every Sunday in my newsletter? You should subscribe.

How Does An Extra $40,000 A Year Sound?

Mon, 16 Apr 2018 07:30:00 +0000

The only thing you have to do to get it is ask the people you're already selling.

Sounds a little too good to be true, right? Maybe it is, maybe it isn't.

If you're knocking down 10-15 personal home and auto policies every week, you just need to close one final expense policy to do it.

Now, if you're one of those P&C guys that swore off life insurance years ago, this sale should get you back at the table.

That's what I wanted to talk to my new friends Mike Quaranta and Dave Nyborg at Oxford Life to find out just how easy it might be.

Connect with Mike and Dave

Mike on LinkedIn

Dave on LinkedIn

P.S. Elevate 18 is getting closer everyday, if you don't have a ticket, the regret might be too much to live with.

Why We Win (And You Don't)

Sun, 15 Apr 2018 07:30:00 +0000

Is because of a creative culture that won't stop.
Culture

Tough to pin down. Easy to dismiss.

Yet, Culture.

As ethereal concept as it may be… is Paramount to victory.

Because culture… unlike any other aspect of your business...

...is the psychological manifestation of the soul of your business.

You can’t fake it.

Culture is honest, candid and true.

...and it all boils down to this.

You care… or you don’t.

Not that you care about your business… of course you do.

But do you care about your people?

It’s easy to say you care.

It’s easy to put up motivational quotes in the break room.

It’s easy to WANT a great company culture.

But culture doesn’t happen by accident.

Your people judge you on your actions.

What do you actually do?

Do you live, breathe and execute on the culture your words frame?

Your actions…

It is your actions that define culture.

Want a performance-based culture?

Perform. Go do the work and hold yourself accountable to results.

You want a creative culture?

Be creative. Try stuff. Think different about your business and share your ideas freely up and down the company.

Want to growth culture?

Go sell something and teach others how to sell.

Do this again and again and again and again… till living, breathing and executing your company culture is more than habit, but simply how you do business…

Only through your own hard work can the trust, respect and loyalty necessary to seed culture be built.

Then… as your new culture begins to blossom...

Let go… and trust your people to nourish and grow that culture into the future.

“Culture eats strategy for breakfast.”

...more like culture eats strategy for breakfast, lunch, dinner and that snack right before bed you don’t tell your spouse about.

Culture is how we win.

So… Be selfless.
Be kind.
Be accountable.
Be inspired.
Be curious.
Be creative.
Be driven.

Be the change you want to see throughout your company.

You must embody that change, every day, in every action you take.

You must be the force of will that breaks down the narcissism, pessimism, protectionism, and all the other “isms” keeping your company from success.

We all have insecurities.

We all have shortcomings.

We all have moments of weakness.

But we survive.

No. We thrive… despite them all, because of trust, respect, loyalty, camaraderie… because of culture.

What will your culture be?

P.S. You can experience that culture first hand if you come to Elevate 18

The Alternative to Lazy Hiring

Sat, 14 Apr 2018 07:30:00 +0000

If you wait until you need someone to figure out who you're going to hire, you've already lost.

The chances of you finding the absolute best person for that position in a two week time span is near impossible.

The big question is, why aren't you always looking for the next person you're not sure you'll need?

Because if you are you'll always have the highest quality candidate ready to fill a hole or take on a new position.

That's what Ryan, Sydney and I talk about today plus setting the right president to maximize your collective results.

P.S. Did you know there are less than 70 days and 60 tickets left for Elevate 18? You can come, it'll be more fun if you're there.

Your Website Has Only Two Tenths of Second

Fri, 13 Apr 2018 07:30:00 +0000

There's a good chance you might not even be able to ante up to today's table stakes of digital presentation.

Today's consumer expects to find so much information that you might not be giving them.

It's move beyond just a phone, email and website. They expect real tangible things to be delivered to the through a digital experience in the form of education and communication.

If your agency isn't actively trying to meet those consumers where they are at, you'll have a hard time finding a table to sit at.

That's what Ryan wanted to talk to Jeff Teschke, Founder and CEO of Forge3, about how you can find a seat at the table.

If you want to see Jeff live, he'll be hanging out at Elevate 18 this year!

Connect with Jeff:

Forge3

P.S. Seriously, we just released 20 extra tickets for Elevate 18 due to popular demand, grab yours today before they're all gone.

Let's Stop Losing $250,000 Accounts Together

Thu, 12 Apr 2018 07:30:00 +0000

If we all work together this is something we won't have to worry about anymore.

Alright fine, yes you'll obviously still be able to lose a big account to another agent.

However, if we all get our act together it won't happen because someone didn't do their job right or people hate insurance.

I know it sounds a little far fetched already, but I'm pretty sure if everyone comes together from all sides of the industry we can make it happen.

That's what I talk to Nancy Nicklow, of Huff Insurance, about the account she couldn't believe she was losing.

P.S. You can learn from us and agents like Nancy inside of Agency Nation University, I mean only if you want to be awesome.

Professional Video for Professionals Made Easy with Greg Rollett

Wed, 11 Apr 2018 07:30:00 +0000

Sometimes it pays to look your best when clients need you the most.

There are so many aspects to creating a video "that works" it's impossible to execute them all.

Sure, eventually you might get there, but that's 12 months and 40 videos later.

The faster you can be authentically good on camera, the sooner the world will open up to you and your business.

That's what Ryan talks to Greg Rollett, Founder of Ambitious.com, about why he wants to help you do it.

If you want to see Greg live, we only have 32 tickets left for Elevate 18!

Connect with Greg:

Ambitious.com

P.S. Seriously, we only have 32 tickets left, grab one before it's too late.

How Should You Rebuild Your Agency?

Tue, 10 Apr 2018 07:30:00 +0000

Do you go after a veteran that's been around the league and knows how to win now or build for the future?

Figuring out this simple question alone, is one insurance agents have been struggling to answer for at least a decade.

Most of the time what ends up happening is experience is over-valued and everyone discounts what the game looks like through new eyes.

That's why I talked to Bogus Handzle, of Handzle and Associates, to figure out what's best for his agency.

P.S. Did you know we have only like 34 tickets left, you should come for a few building lessons.

Stop Saying No to Improve Customer Service

Mon, 09 Apr 2018 07:30:00 +0000

The more you pay attention to what you say, the better your client will feel.

When you hear someone say no your brain treats it the same as physical pain.

Sounds crazy, but that's probably not what you want your customers feeling when they're on the phone with your agency.

It's amazing how simple it can be to dramatically change the experience your clients have just by being positive and giving them useful alternatives.

That's what Sydney Roe and I talked to Matt Wood, of MetzWood Insurance, about what his wife is doing at Etsy to change their customer experience.

P.S. Agency Nation University has a ton of resources focused on improving your agency customer experience.

What Score Would Your Leads Get?

Fri, 06 Apr 2018 07:30:00 +0000

This is definitely the easiest way to figure out what leads you need to pay attention to.

The tricky part is making sure you've given them enough to do to be able to figure it out.

If not, there's no way you'll ever know who your biggest fans are and which leads want to talk to you the most.

Sydney Roe turns the tables on me at the dinner table to talk about the process I went through to give my leads a score.

P.S. No joke, we have less than 40 tickets left for Elevate 18, did you get yours yet?

Everyone's Name Can't Be on the Door

Thu, 05 Apr 2018 07:30:00 +0000

Unless you want to buy a really big door that knows how to handle it.

It's never easy finding the right people for your agency.

It's even harder when they will never care about your business as much as you do.

It's impossible and expecting anything else is just asking for trouble.

That's what I talked with Nick Ayers, at i80 Insurance and IAOA, about as he shares his struggles.

P.S. Nick is going to be speaking at Elevate if you want to experience the real deal.

I.C.E.C.R.E.A.M. for Business Leaders with Billy Williams

Wed, 04 Apr 2018 07:30:00 +0000

Most business leaders are pretty good at the skills their actual job requires.

That means you are usually above average at selling insurance, but those skills rarely translate into being a good business leader.

The crazy part is, controlling just a few core aspects within your business will dramatically improve those skills.

Those 8 core principles are:

Income
Covering Weakness
Ego, Emotion, Expectations
Communication
Relationship
Education
Asking Questions
Mentorship

Ryan talks with Billy Williams, President of Inspire a Nation, about how your agency can stay focused on eating enough I.C.E.C.R.E.A.M.

If you want to see Billy live, we only have 50 tickets left for Elevate 18!

Connect with Billy:

Inspire a Nation

P.S. Seriously, we only have 50 tickets left, grab one before it's too late.

How Easy is Your Communication?

Tue, 03 Apr 2018 07:30:00 +0000

Are you making sure the people that want to talk to you can do it without thinking twice about it?

The easier it is for people to talk to you and you talk to them, the better you'll be.

If every interaction is a struggle of epic proportions for you and them you'll have wasted a lot of everyone's time.

Having the proper systems and segmentation in place is vital to making sure that doesn't happen in your agency.

That's what I talk to Ryan Anderson, or Columbia Insurance, about as he tries to make sense of his.

P.S. There are a lot of people in the private Agency Nation University Facebook group that can help make your communication easier.

Let's Make Insurance Simple (Part 2)

Mon, 02 Apr 2018 07:30:00 +0000

What if it only took two minutes and four questions to complete a commercial insurance application?

Would that sound like a much simpler insurance world to live in? Would you also have a much easier time presenting certain coverage to potential clients?

These are borderline redundant questions that are a dramatic improvement from what you have probably been doing.

The best part is that it is actually a reality available to you right now and one that you should seriously explore.

That's what my new friend Ryan Collier, Chief Digital Officer for RPS, to tell you how to get there.

Connect with Ryan

P.S. Ryan and the RPS team will be hanging out at Elevate if you want to get a look at their simplicity first hand.

Let's Make Insurance Simple (Part 1)

Sat, 31 Mar 2018 07:30:00 +0000

We're not focused on the person that writes the check, if we don't start they won't be writing it much longer.

When you think about it, it's amazing we've been able to get away with it this long.

This is the type of focus, mindset and passion that's needed to move the needle and actually do something about it.

Because simplicity is really hard and what we currently have is anything but simple.

In fact, you might be able to go as far as calling it lazy with the weight of expectations we place on the customer.

That's what I wanted to talk to Ryan Collier, Chief Digital Officer for RPS, about what they were able to do about it.

Connect with Ryan

P.S. Ryan and the RPS team will be hanging out at Elevate if you want to get a look at their simplicity first hand.

Ryan Walter on Leaders Following Leaders

Fri, 30 Mar 2018 07:30:00 +0000

There's no room for followers or blame within a successful organization.

If your leading the agency your people will emulate your energy, so it better be good.

If not, you might have just discovered whats been quietly holding you back.

It's your job to get as many people above the line as possible so they can hit their goals and as a result, so will the agency.

That what Ryan wanted to talk to former NHL player and coach, Ryan Walter about his experience leading leaders.

If you want to see Ryan live, we only have 60 tickets left for Elevate 18!

Connect with Ryan:

ryanwalter.com

P.S. Seriously, we only have 60 tickets left, grab one before it's too late.

Bring Value Without Asking

Thu, 29 Mar 2018 07:30:00 +0000

If you do, you stand a much better chance when some needs to remember your name.

In order to do that, you have to have a solid process in place that believe in blindly to success.

It's that level of dedication most agents lack and ultimately why they never see results.

That what I talk to Woody Brown, of The Rhoads Group, as he tries to figure out his.

P.S. Woody is going to be speaking at Elevate 18, that means you should definitely be there.

Why Marcus Sheridan Believes in Video Marketing

Wed, 28 Mar 2018 07:30:00 +0000

It's pretty simple actually, it gains trust faster so you can spend more time selling.

Why wouldn't you want prospects to be able to hear, see and know you before you do?

Video give you the ability to reach into organizations and audiences you never would expect to be watching.

The secret is, everyone is and not many people (see agencies) are giving them anything to watch.

That's what Ryan talks to Marcus Sheridan, Owner at IMPACT, about his belief in the power of video.

If you want to see Marcus live for a four hour video marketing workshop, get your ticket to Elevate 18 today before it sells out!

Connect with Marcus:

IMPACT

P.S. Seriously, that workshop will change your life longer than you can handle.

What is Agency Nation?

Tue, 27 Mar 2018 07:30:00 +0000

It's very possible you might have no idea, even if you do, it will still be fun.

This is by far one of the most popular questions I get from people who are just getting to know our company.

Which is fine, it's a completely fair question and it's possible we don't make the answer as obvious as it should be (we're working on that).

At the end of the day if we can help you find your insurance flag and plant it somewhere worthwhile we'll consider that a job well done.

That's what I talk to Ed Munson, of Munson Insurance, about as he tries to put the pieces together himself.

P.S. You can really get up close and personal with us (Agency Nation) if you come to Elevate 18!

Be Intentional With Your Insurance Career

Mon, 26 Mar 2018 07:30:00 +0000

If you're not then you could find yourself stuck somewhere you don't want to be.

That place could be filled with many different adjectives all describing a less than desirable location.

If you don't approach what you want to do and where you want to do it with enough intention, you could definitely get there.

That's what I talked to my buddy Patrick Muscenti, of McGown Insurance, about what it took him to figure out his.

P.S. Elevate 18 is almost here, you should come!

Empowering Women With the Flexibility of Insurance

Sat, 24 Mar 2018 07:30:00 +0000

It's definitely a better option than the traditional ones that closely resembling a pyramid.

Because legitimate business opportunities with high ceilings and flexible hours are hard to come by.

A career in insurance isn't always the first idea that comes to mind when you think about all those things.

That's what Janine Fixmer, owner of Agency Insurance, wants to make sure everyone knows about.

P.S. A lot of big thinking agents like Janine hangout in Agency Nation University, you should check it out.

The Sales Reality You Intentionally Ignore with Anthony Iannarino

Fri, 23 Mar 2018 07:30:00 +0000

No matter what you're doing to create opportunities for your business, you still have to pick up the phone and call someone.

What temperature that person is at the time of the call is up to and will depend on how much work you already put in.

All that work does is give you a chance to care more about that persons problems than anyone else.

That's what closes business and turns your mediocre sales career into an extraordinary one.

That's why Ryan needed to talk to Anthony Iannarino to provide the next generation of independent insurance agents what it takes to make a sale.

If you want to see Anthony live, get your ticket to Elevate 18 today before it sells out!

Connect with Anthony:

The Sales Blog
LinkedIn
YouTube

Buy Anythony's Books

The Lost Art of Closing
The Only Sales Guide You'll Ever Need

P.S. The first 500 people to register for Elevate 18 will get a free copy of Anthony's book The Lost Art of Closing.

Stop Trying to Do Everything

Thu, 22 Mar 2018 07:30:00 +0000

What really ends up happening is there's a lot that doesn't get done.

We've finally made it to a place where "not getting it done" is an option.

Someone in your agency needs to be doing something to make sure people know who you are when you are not around.

If not, someone else will diffidently be there for them and tell them everything they need to know.

That's what I talk to Becky Taylor, Marketing Manager at Ohio Insurance Agents Association, about the thing agents tell her they do.

P.S. Agency Nation University is a great place to let someone else in your agency learn how to do it.

Your Title Doesn't Make You a Great Leader

Wed, 21 Mar 2018 07:30:00 +0000

Just because you could sell a policy better than everyone else doesn't mean you'll be great at making other people do it.

It's a sobering fact for sure, that your skill doing "the thing" has absolutely nothing to do with teaching it.

Really it might be a liability more than anything, because part of that success could have been a result of natural skill others lack.

If you're unable or unwilling to close that awareness gap you won't find many people following you anywhere.

That's what Ryan talks to Brent Kelly, Executive Coach for the Sitkins Group, about as tries to make your people are behind you.

If you want to see Brent live, get your ticket to Elevate 18 today before it sells out!

Connect with Brent:

Sitkins Group
LinkedIn

P.S. Seriously, we have less than 100 tickets left. If you want awkward bro hugs with Ryan and Brent do it now.

Find a Way to Improve Your Culture

Tue, 20 Mar 2018 07:30:00 +0000

I definitely don't see enough of either across the board in the industry.

Your ability to find a way around any challenge or obstacle is something that will set you miles a part.

Combine that with an ability to make decisions on purpose about how your agency does things and most people won't know how to act.

That's how crazy important both are and the power you'll possess if you combine them.

I talked to my good friend Dani Kimble, at The O'Neill Group, how she found a way within their culture.

P.S. You should definitely find a way to click here and check out Agency Nation University, there's lots of culture agents in there.

A Secret Call With a Millennial Agency Owner

Mon, 19 Mar 2018 07:30:00 +0000

It doesn't get much more behind the scenes then this.

We cover it all, video proposals, virtual assistant outsourcing, blogging, referral partner networking and even advanced Facebook marketing.

If you want to know how all of these ideas are being approached inside a millennial husband and wife owned agency then today is your lucky day.

Sydney Roe and I surprised Nicole Johns, of The Johns Agency, the other day to get our hands dirty with what she was working on her agency.

P.S. Learn and work along side agents like Nicole in Agency Nation University. Grab your spot today.

The Business Case for Selling Lemonade Insurance

Sat, 17 Mar 2018 07:30:00 +0000

Why should independent insurance agents want to write insurance for that supposedly tasty drink?

That's a fair and slightly provocative question that isn't easily answered.

In fact, there's so many moving parts that it took Ryan Hanley over a week to research this topic and 26 minutes plus to break it all down.

This is certainly a polarizing decision your agency will face, but simply dismissing it without fully understanding what's at stake isn't a good idea.

Ryan delivers a super deep dive to help you with such an understanding.

P.S. Did you know Elevate 18 is the insurance conference you've waited your whole career for? That's right, so grab your ticket today!

Why People Hate Insurance

Fri, 16 Mar 2018 07:30:00 +0000

If you really think about, can you blame them?

If you really think about it some more, a lot of insurance companies are good at making people hate them for life.

Sometimes it's completely justifiable, but most of the time, it feels like they just can't get out of their own way.

The really big question becomes, what can they (and you) do about to start telling a different story that doesn't involve someone throwing darts at your face on a wall?

That's what I wanted to talk to my longtime friend Gini Dietrich, CEO of Arment Dietrich and Grand Wizard at Spin Sucks, about to see if she could help us.

Connect with Gini

Spin Sucks
LinkedIn

P.S. Gini is not going to be at Elevate 18 (Ryan's fault really), but she total thinks you should come (I think).

Answer The Phone

Thu, 15 Mar 2018 07:30:00 +0000

This is the not so dirty little secret holding a lot of us back.

If you agency struggles with this basic form of communication, you're fighting a steep uphill battle.

We have to be better at answering the phone, because it doesn't just impact your agency, it effects all independent insurance agents.

That's what you'll hear first hand from calls that went wrong. I was simply looking for an interesting agent to talk to and found something entirely else instead.

P.S. Don't forget to get your ticket to Elevate 18 today!

Finding the Rhythm of Your Insurance Business

Wed, 14 Mar 2018 07:30:00 +0000

What's stopping you from selling and marketing your agency the way you want?

More then likely it's a deficiency in the processes and procedures within how you operates.

The more efficiency you can mix in the better experience you'll deliver and ultimately increase your margins.

Because the longer you hold on to a personal touch that takes too long, the faster your clients will start looking for someone else.

That's what Ryan talks with Nicholas Ayers, Owner of i80 Insurance and co-found of IAOA, about the grove his agency is in.

If you want to see Nick live, get your ticket to Elevate 18 today!

Connect with Nick

i80 Insurance
Insurance Agency Owners Alliance

P.S. Seriously, Nick's is going to be at Elevate 18 diving deep on all this stuff, you won't want to miss it.

Were You Born a Salesman?

Tue, 13 Mar 2018 07:30:00 +0000

It seems like a lot of "next-gen" agents feel that way.

Maybe the problem is the term has changed and we haven't aliened ourselves with what it actually means today?

Just because you aren't attracting and closing business the way the previous generation did, doesn't mean you lack natural sales skills.

It could just mean you've figured out a way to connect and communicate with prospects that make sense for today's business entertainment.

That's what I talk to my buddy Mike Crowley, of Crowley Insurance, about as he confronts his lack of natural sales ability.

P.S. A ton of agents a learning how find they're natural sales ability in Agency Nation University, you should check it out.

Video Proposals and 24/7 Service Constantly Bring Value

Mon, 12 Mar 2018 07:30:00 +0000

Wouldn't it be magical if you could closed deals and create referrals without being there?

I know, it sounds ridiculous, but that's what happens when you have videos flying out of your agency in every direction.

Combine that with the ability for clients to always get a hold of you (perceived or real) there's no stopping you.

The combinations are endless finding new ways your agency can stay in front of clients.

These are just two of the tools and tactics Mike Crowely, of Crowely Insurance, is using to always bring value.

P.S. We've got an insane 4 hour video workshop happening at Elevate 18, get your ticket now so you don't miss it.

Interrupt the Pattern to Become the Agent You're Not

Fri, 09 Mar 2018 08:30:00 +0000

Are you selling out of desperation or inspiration?

The most successful agents were able to interrupt their pattern of desperation to achieve success they never thought possible.

Continuing to find more desperate people who can thrive in this industry is a constant challenge.

However, it's one Matt Sapaula, of The PHP Agency, has repeatedly taken to infuse a whole new level of talent into the industry.

If you want to see Matt live, get your ticket to Elevate 2018 today!

Connect with Matt

YouTube
Instagram
PHP Agency

P.S. Seriously, Matt's going to be coming in hot to Elevate with a level of energy you might not be able to handle. Don't miss it.

Are You Doing The Right Thing?

Thu, 08 Mar 2018 08:30:00 +0000

It's always the right thing to do the right thing.

Even though it's really hard at the time, your ability to do it will set you apart from more people than you think.

Sadly, too often people in the insurance industry act like they've never heard of such a thing.

If we can all stop trying to talk our way out of doing it,

That's what I talk to Nancy Nicklow, of Huff Insurance, about as she knows what happens when you do.

P.S. There's a lot of people doing the right thing in Agency Nation University, go do it with them.

The Golden Age of the Insurance Brokerage

Wed, 07 Mar 2018 08:30:00 +0000

It's not a secret, there's a lot of outside money flowing into the insurance industry.

Agencies are getting bought like crazy because the investment is so attractive.

Even better, people want to give you money to help reinvest in that agency.

You combine that with the InsurTech movement that has been sweeping across the industry and it becomes up to you if you want to be left behind.

That's what Ryan dives deep on with Harrison Brooks, of Reagan Consulting, on as they break down where it's all going.

Connect with Harrison

Reagan Consulting
LinkedIn

P.S. Did you know Harrison will also be speaking at Elevate 18? You should come.

How Much Young Blood Does Your Agency Have?

Tue, 06 Mar 2018 08:30:00 +0000

Don't worry, you're not the only agency having a hard time finding it.

This is a question that has haunted the industry for probably more than a decade now.

Why are more young people choosing to sell insurance? What has the world come to?

These are all fair questions that mostly feature unfair answers.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he try's to figure out where his is going to come from.

P.S. Did you know there's going to be a lot of "young blood" running around at Elevate 18 this year? You should come.

Create Culture by Teaching Decisions

Mon, 05 Mar 2018 08:30:00 +0000

It's the little moments that matter, but if you don't teach people how to see them, they'll go unnoticed.

That empowerment is what most businesses are missing.

Leaving a bunch of tiny moments lying on the floor unseen by you or your staff.

Even if they did see one you would have had to bestow upon them the ability to make a difference.

It's in this difference most traditional agency's get lost.

Not Leigh Blackwell-Zellmer, of Swell Insurance, about she wants to pass down her amazing decision making ability so there is never a difference that's not made in her agency.

P.S. Learn how to get more moments inside Agency Nation University.

The Deadly Data Competition

Fri, 02 Mar 2018 08:30:00 +0000

Could end up taking down everyone in the industry if we don't call it quits soon.

There are plenty of things we can and should be competing on in the insurance business, data just isn't one of them.

You know, valuable things like coverage, branding, marketing and claims service.

Are all worth competing over and allow for each agency individuality and strengths to shine.

That's one of the main points I talked with Jeff Roy about at IAOA's Innovation 18 in the rapid fire conversation.

P.S. Hear Jeff say crazy smart things like this as Elevates opening keynote speaker.

Listen to Someone Else

Thu, 01 Mar 2018 08:30:00 +0000

Just because someone never sold a policy, doesn't mean they can't say something really smart to change your agency.

We have to get over this ridiculousness overvaluing other agents and agency owners opinions.

Do they have a better chance of being more specifically applicable to your business? You bet.

But is it the only source of wisdom you should adhere to when trying something new? Absolutely not.

That's what I talk to Becky Schroeder, SVP of ITC, about how she is constantly pushing herself outside the industry.

P.S. It would be a little hypocritical of me to suggest Agency Nation University after all that.

Answering Producer Questions During Keynote for Robertson Ryan & Associates

Wed, 28 Feb 2018 08:30:00 +0000

When you're in a room full of 100 insurance agents wanting to do digital marketing, they ask a lot of questions.

Which is what they should be doing. Some of those questions might be the same thing you're struggling with in your agency.

This is a special keynote presentation Ryan gave to Roberts, Ryan & Associates last week in Milwaukee during their most recent producers meeting.

It was a energy filled presentation that didn't leave a feather unruffled or a head unturned.

Ryan covers everything from the bare minimum you need to get started with video, all the way to total niche domination.

P.S. If you want to see and hear the real thing, grab your ticket to Elevate 18 to hear Ryan and whole bunch of smart people live.

How Many Clients Do You Fire?

Tue, 27 Feb 2018 08:30:00 +0000

One thing's for sure, it's probably not enough.

There's definitely nothing wrong with obsessing over finding new clients, but it's also alright to want to get rid of some.

Sometimes it just doesn't workout, it's no ones fault, there's just a better insurance business relationship out.

Having a set of standards to look for in a client is a pretty easy way to make sure you're not getting taken advantage of in the relationship.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about what he looks for in the perfect client.

P.S. Agency Nation University is a pretty good place to learn the laws of insurance attraction.

Are You a Real Risk Manager?

Mon, 26 Feb 2018 08:30:00 +0000

If you're not, you just might be a fancy order taker.

This is definitely the thing we like to call ourselves the most but the first thing we throw out the window.

True "risk management involves actually making recommendations that might not always work out.

It's that last part that usually stops most risk managing dead in it's tracks.

That's what I talk to my longtime friend Brent Kelly, Executive Coach for the Sitkins Group, about as he tells you how to be one.

P.S. You will really manage your risk not screwing up your marketing by checking out Agency Nation University.

Finding Ownership in Your Book of Business

Fri, 23 Feb 2018 08:30:00 +0000

It's the one thing that destroys agency's and even families more than anything.

You would think after all this time we would have figured this out by now.

Not owning your life's work can really stand in the way of wanting to do it.

What if there was a way around all of that and all of that?

That's what I talk to Jason Bott and Dan Lau, from Robertson Ryan & Associates, about how they don't care how much you own.

P.S. If you don't own a ticket to Elevate 18 you might want to think about it.

Is It Good Enough?

Thu, 22 Feb 2018 08:30:00 +0000

No matter who you are or what you do, this question will always try to get the best of you.

The secret is, it never is.

Getting yourself to a place where good enough gets out the door is the only way to win.

The judgement you're afraid of rarely happens and is never worth avoiding.

That's what I talk to Woody Brown, of the Rhoads Group, about as he struggles with his effort.

P.S. Agency Nation University can help you be good enough.

Done Right Insurance Is A Hospitality Business

Wed, 21 Feb 2018 08:30:00 +0000

Connecting online consumers to real agents, in real time crushes the competition.

A hospitality business focus on person to person connections and their soul defined concerned for the happiness of the people they serve.

Insurance companies should consider focusing on the quality of appointed agents rather than the quantity of appointed agents.

It's in the depth of those quality relationships that creates separation from everyone else.

That's the idea Ryan Hanley was recently stuck with by a young insurance carrier professional over a cup of coffee.

P.S. Agency Nation University can teach you how to be more hospitable and create deeper relationships.

The Truth About Video Proposals (Part II)

Tue, 20 Feb 2018 08:30:00 +0000

Is really a lot more specific than you think.

Delivering more information to a potential client is great.

Letting them see your face, when it's convenient for them is even better.

But, reaching a nirvana like state with video marketing and video proposals is something entirely different.

That's what I talk to my buddy Ryan Sautman, of Just4You Insurance, about as he breaks down is process.

P.S. Want to know about what videos should be where? Agency Nation University is your ticket.

Listen to Part I here.

Do Insurance Carriers Want What's Best For You?

Mon, 19 Feb 2018 03:32:34 +0000

Or are they just hoping you'll eat up their flavor of the week because you're starving?

It's possible it's been a long time since a marketing rep from one of your companies showed up and asked you what kind of business you wanted to write.

For too long they've made it about what they want and how we should try and give it too them.

What if there was a better way? What if carriers and agents came together to discuss strengths and weaknesses on both sides and how they can be maximized.

That's what I talk to Seth Zaremba, of Zinc Insurance, about this morning as he shares his collaboration secret.

P.S. Did you know Seth is going to be presenting this data and more at Elevate 18?

Accelerating Investment in Insurance Innovation

Fri, 16 Feb 2018 08:30:00 +0000

We just need to give the good ideas more money and the freedom to work.

It's not rocket science, sometimes the most powerful thing you can do is get out of the way.

Get out of the way of innovation, ingenuity and an overall desire to reject the status quo.

If you don't then there's a good chance you won't having anything left to get out of the way of.

That's just one of a handful of topics I ran trough with Valentina Isakina, Managing Director of Jobs Ohio and Board Chair of FinTech 71, during a quick one-on-one chat after Insurtech Cincinnati.

P.S. Accelerate your investment in your agency innovation by jumping in Agency Nation University.

Who Are You Talking To?

Thu, 15 Feb 2018 08:30:00 +0000

If you're not sure then you've got a big problem.

Because the worst thing you can do is nothing and refuse to decide who should be listening.

The crazy thing is that it's not always who you think it is.

But taking the time to figure it out how to relate to that person will make them want to do what you say.

That's what I talk to Becky Taylor, Marketing Manager at Ohio Insurance Agents Association, about as she figures out who should listen to them.

P.S. Agency Nation University can teach you how to talk really good.

Why Ryan Hanley Should NOT be an Insurance Agent

Wed, 14 Feb 2018 08:30:00 +0000

It's a question he thinks about every single day.

When it's all said and done, the answer is simple, fulfillment.

Fulfillment from helping an industry be something it couldn't if he wasn't distributing the knowledge and motivation it needs to move forward.

That's just one of many slightly hot topics Ryan discuses with his long time friends Jason Cass during their state of the union conversation.

Connect more with Jason:

LinkedIn
Insurance Agency Intelligence

P.S. Elevate is getting closer every day, are you going to be there?

Don't Talk Yourself Out Of It

Tue, 13 Feb 2018 08:30:00 +0000

They don't want to read your insurance blog post, they need to read it.

Once you realize that, creating the things your agency needs to organically attract clients gets a whole lot easier.

It's the subtle and simple shift in mindset that will free your desire to create things to help people find you.

It's with this freedom you'll be able to figure out who really wants to talk with you.

That's what I talk to Terry Grier, of Strive Insurance, about as he comes close to doing it.

P.S. There's a whole lot of talking into things Agency Nation University can do.

How Warm is Your Welcome (Kit)?

Mon, 12 Feb 2018 08:30:00 +0000

You only get one chance to turn up the heat on your relationship with your guests.

If you're not taking full advantage of it, you might want to figure it out sooner than later.

This is your moment to shine and show them that your fabulous sales process isn't a one hit wonder.

Even if it is, they'll never know because they'll be so warm.

Or you could just steal Brandon Smith's toasty warm welcome kit to delight your guests all the way home.

P.S. We would love to have you as a guest at Elevate 18.

Is SEO Dying?

Fri, 09 Feb 2018 08:30:00 +0000

It depends on who you ask, no matter what it’s definitely changing fast.

Achieving SEO success is the golden cow of traffic and lead generation.

Hundreds, thousands and possibly even millions of people are herded right to your digital front door.

But it takes time, a lot of time. Time some new and young agents might not have.

Enter Facebook ads. The hot new way to drive (pay for) relatively cheap traffic and leads without all the time and effort.

The ultimate questions is, will Facebook become so claustrophobic you rarely leave to search for anything ever again?

That’s the questions I wanted to politely debate with Nyssa Lieder, SEO wizard for Agency Nation and Preston Schmidli, Facebook whisperer at Company of Closers.

P.S. Agency Nation University loves both if you want to know more.

This Is When They Call You

Thu, 08 Feb 2018 08:30:00 +0000

It should be at the same point every time.

If we're getting even crazier, it should be as close to the bottom of the sale as possible.

That is if you've provided your prospects with the ability to educate themselves to that point before they reach for the phone.

That on demand education will help increase your efficiency and identify the hottest leads.

That's what I talk with Eli Gillespie, of Gillespie Insurance Services, about as he tried to figure out his.

P.S. Agency Nation University can help get your leads all the way to the bottom.

The Future Has Already Arrived

Wed, 07 Feb 2018 20:28:18 +0000

It's just not evenly distributed yet.

That's a quote from William Gibson that you might be surprised to hear used to describe our industry.

Welcome to the debut episode of Ryan Hanley: The Podcast where Ryan lays out his vision for this new audio installment.

Agency Nation Radio will remain intact to serve as the central hub for all

In this inaugural episode Ryan talks about the leaders dilemma creating.

How can you make it a point to create consistently in your agency and still steer the ship where it needs to go?

P.S. The future is going to be on full display at Elevate 18 will you be there to see it?

Who Needs to Go First?

Tue, 06 Feb 2018 08:30:00 +0000

If no one is raising their hand you'll probably have to duke it out.

These are the moments when it's not a whole lot of fun to work in a family business.

The family part gets in the way of the business that needs to be done.

Because it's not easy to pull your agency out of coast mode, but if you do you'll really enjoy the ride.

That's what I talk to Mike Crowley, of Crowley Insurance, about how he took control.

P.S. You can be the first one in your agency to go to Elevate 18 this year.

Is Your Content Giving You Authority (Agent 2021 Session)

Mon, 05 Feb 2018 08:30:00 +0000

If it’s not, then you might want to reconsider what you’re doing.

The idea of creating media, not marketing has been around little while now.

However, it is rarely practiced to it’s fullest and taken as seriously as it could be.

Building out a truly deep media culture inside your agency take serious dedication.

Dedication most agents have no idea how to match.

That’s what Woody Brown, Chris Paradiso, Ryan Hanley and Steve Babcock discuss in this special Agent 2021 session.

P.S. Agency Nation University can give all kinds of authority to your content.

Are Your Videos Focused Enough?

Fri, 02 Feb 2018 08:30:00 +0000

If not, you might notice them not getting a lot of traction with the people you're trying to find.

This also isn't a problem exclusive to video and should apply to all your content.

The more specific you are telling people who should watch what, the better you'll be.

Those specifics are what give it the grip you need for someone to be able to hold on to it.

That's what I talk to Richard Brown and José Villa in two separate casual conversations during IAOA's Innovation 18.

P.S. Agency Nation University can teach you a lot more focus.

Should You Get A Better Deal?

Thu, 01 Feb 2018 08:30:00 +0000

Should You Get A Better Deal?Before you say anything, it might not be that great after all.

Because that better deal could come at a cost of your clients well being.

What do you have to do to keep that person loyal during the toughest of times and should they even have to be?

That's what I talk with Nancy Nicklow, of Huff Insurance, about the severity of the better deal she often faces.

P.S. Did you know the Agency Nation newsletter is amazing?

Should You Sell Enough to Stay Sharp?

Tue, 30 Jan 2018 08:30:00 +0000

That's a tough question that really depends on what you're selling to who.

There's a lot to be said about not needing/wanting to know something.

It's liberating on a level you probably can't imagine, but how practical is it?

Does your ear need to be all the way to the ground or can you listen a few feet up?

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he figures out how sharp it should be.

P.S. Agency Nation University can sharpen all kinds of swords for you.

Are You Interesting Without Insurance?

Mon, 29 Jan 2018 08:30:00 +0000

It's easy to talk yourself out of what you do best, especially when that's insurance.

It's hard to get people to care about other things when you're just starting something new.

Solving problems is the most valuable thing you can do, you just need the confidence in your ability to do it in different place.

Once you do then it will be a lot easier to tell a story beyond insurance.

That's what you'll hear in this casual conversation with Gabe Oh, of Western Pacific Insurance Group, at IAOA's Innovation 18 conference.

P.S. If you missed Innovation you probably don't want to miss Elevate 18.

Can You Recruit Your Next Generation? (Agent 2021 Session)

Fri, 26 Jan 2018 08:30:00 +0000

No pressure, the future (success) of your agency only depends on it.

If can't show people why they should want to work for you, they won't see it.

If they don't see it you'll be left with everyone else who doesn't want to.

I don't know about you, but that doesn't sound like a fun place to be.

Instead would you rather have would be agents and talent beating down your door for a chance to consistenly open it?

That's what you'll hear in this exclusive panel disscussion from Agent 2021 moderated by Ryan Hanley and featuring Ashley Fitzsimmons, Sina Azari and Matt Naimoli

P.S. You can learn even more about getting awesome people to work for you in Agency Nation University.

Marketing is Never Done

Thu, 25 Jan 2018 08:30:00 +0000

Just when you think it's over, you realize it never ends.

It's a constant grind that is unforgiving and relentless in it's consistency to be completed.

Knowing what to do and where to start is going to depend on what you have at your disposal.

Because you have to create something that goes far beyond the surface and includes something with a lot of depth and complexity.

That's what I talk about with Becky Schroeder, of Senior Vice President of Marketing for ITC, about the never-ending journey.

P.S. If you need help to constantly keep going, Agency Nation University can help.

Are You Keeping What You Should In House?

Tue, 23 Jan 2018 08:30:00 +0000

Even if you are, do you have enough people staying there?

It's a question many agency owners struggle and rarely want to face.

It's hard to do more when you have to do it all yourself.

Figuring out how to find the right people becomes a critical thinking problem with no answer.

That's what I talk with Alex Dopazo, of D&A Insurance, about as he comes to grips with doing more of what he should.

P.S. Learn with people like Alex how to do those things in Agency Nation University.

Are You Physically Expanding Your Comfort Zone?

Mon, 22 Jan 2018 08:30:00 +0000

If not, you're missing out on a lot of productive fun your agency needs.

This is by far one of the tools that can make the biggest impact on your determination.

Consistently meeting new people that challenge both your skill and strategy make complacency hard to come by.

If you waste it on the same place and the same people every year, it will start retracting.

That's what road warrior Sydney Roe and I talk about with our secret special guest Ashley Fitzsimmons about finding the confidence to make it bigger.

P.S. Elevate 18 is going to destroy your comfort zone.

Faster Information Creates More Value

Fri, 19 Jan 2018 08:30:00 +0000

The stuff we need to know needs to move faster.

The slower it moves the more time someone has to think about going somewhere else.

Right now we're giving them a long time to think about it.

The more speed our information has the more value it picks up a long the way.

That's what Steve Anderson and I talk about as he shares his thoughts on what keeps slowing it down.

Don't miss Steve's new podcast The Digital Broker which launches next week.

P.S. Get more information in your agency faster through Agency Nation University.

Don't Waste Your First Two Years

Thu, 18 Jan 2018 08:30:00 +0000

Because you'll never be able to catch up if you do.

Realizing it's going to suck no matter when you start is your first major challenge.

Owing that embarrassment is the best thing you can to eventually make it turn out the way you want.

That's when you'll get good enough to attract the business you weren't sure you could.

That's what I talk to Woody Brown about, of The Rhoads Group, as he starts to put all the pieces together.

P.S. Agency Nation emails might help limit how much embarrassment you face.

The Truth About Video Proposals

Tue, 16 Jan 2018 08:30:00 +0000

Is that they shouldn't be used inappropriately to be something they're not.

It also shouldn't be the only type of video you do.

Not to mention, the easier you make the more it will get done and the more that get done the more business you'll close.

If you try to make it your only video strategy, you'll be spending way too much time making the same thing over and over again.

That's what I talk to Ryan Sautman, of Just4You Insurance, as he shares his early adoption of proposing on video.

P.S. Listen to the end to hear about the secret deal Sydney and I are offering at Innovation 18.

That Feeling When It Works

Mon, 15 Jan 2018 08:30:00 +0000

Is pretty amazing, even though sometimes it feels like you'll never find it.

That's why it's important to stop and celebrate your first few wins because you'll remember them forever.

Sometimes they even come sooner than expected and from a place you didn't imagine.

But when they do the feeling the follows is one of joy and validation that you're not crazy and might be on to something.

That's exactly what happened to Tracy Cotton, of Marrow Insurance, and she wants to tell you what happened.

P.S. Tracy learned how to make it work inside Agency Nation University.

Can You See What's Coming?

Fri, 12 Jan 2018 08:30:00 +0000

You have to be looking both ways with money in each hand to be able to see.

If you aren't, you'll miss your chance to grab a growth tool that's on its way to increasing your agency.

Because you don't need help maintaining your business where it's at.

It's dangerous, possibly even irresponsible, to have an opinion on what's coming if you have no interest in finding it.

There's no reason you shouldn't be able to see it, you just need to keep you head up long enough.

That's what Ryan Hanley and I talk about today as we grow tired of debating these tools and how fast their coming.

P.S. We're already teaching you how to use those tools in Agency Nation University.

The Easiest Way to Get Marketing Buy-In

Thu, 11 Jan 2018 08:30:00 +0000

Is to create an experience that changes their perception of space and time as they know it.

That's probably more than slightly exaggerated, however should not be understated in its importance.

Yes, there's a lot of information available to help reinforce a logical decision about your marketing efforts.

However, that logic sometimes isn't powerful enough to motivate action.

Instead, it's a demonstration of the consistent experiences possible through your marketing efforts.

That's what I talk with Becky Taylor, of Ohio Insurance Agents Association, about as she contemplates her marketing possibilities.

P.S. If you need help using your newly bought tools and tasks, Agency Nation University is the place to do it.

Are You a Content Believer?

Tue, 09 Jan 2018 08:30:00 +0000

You might want to think twice before you answer, because it's hard to do if you're not ready.

Once you've allowed yourself to believe this idea can work, then it's up to you to make it happen.

Creating the habits and identifying the times to consistently create it help that belief grow.

But you can't always listen to everyone else, because what worked for them might not work for you.

That's what I talk to Terry Grier, of Strive Insurance, about as his content faith gets tested.

P.S. There's going to be a lot of believing going on at Elevate 18, you should come.

No Excuses

Mon, 08 Jan 2018 08:30:00 +0000

No one believes them anyways.

The road map is there and no wheel's need reinvented to get there, you just have to do the work.

Maybe the people closest to you make the map harder to read.

You don't have to take the shortest path, in fact, you'll probably get lost a couple times.

Having the right mindset and determination to guarantee getting there is what will put you in the one percent.

That mindset is what will keep pushing the gap further and further between you and everyone else.

P.S. No excuses are allowed in Agency Nation University (if you have a few you need to get rid of).

How Pretty Should Your Agency Be?

Fri, 05 Jan 2018 08:30:00 +0000

Probably a little more than it is right now.

It's possible your indifference to awesome design could be preventing you and maybe the whole industry from reaching its full potential.

So much is said through the design of your agency's website, logo and other materials without you having to say a word.

If it's done well it will and should look like it was effortless, which can commonly lead you to believe anyone can do it.

When the truth is making it look easy is the hardest part you shouldn't entrust to someone because they know how to open Photoshop.

That's what I talk to Jenn Haak, the Creative Director for Agency Nation and TrustedChoice.com, about how to help your agency clean up better.

P.S. You might want to take a peek at Agency Nation University to make sure your agency is attractive enough.

No One Wants to Request a Quote

Thu, 04 Jan 2018 08:30:00 +0000

Because they know what's going to happen if they do.

It's the previous mediocrity that has created an immunity to the thing you want them to do the most.

You probably haven't done enough work to earn the request, because the requirement increases every year.

If you take the time to build a detailed process that fulfills that requirement and walks them closer to the sale, everyone wins.

You have to change the language, expectation and experience people receive to make a quote more request-able.

That's what I talk about with Eli Gillespie, of Gillespie Insurance Services, as he tries to figure out his.

P.S. Agency Nation University is the best place to learn how to full those requirements.

When a Niche Goes Wrong

Tue, 02 Jan 2018 08:30:00 +0000

Sometimes you can't see it until it's too late.

But seeing it at all is the only thing that will keep you from finding more.

Just because your agency can do something, doesn't mean it always should.

That might be the hardest part resisting a niche regardless how right or wrong it ends up being.

That's what I talk with Mike Crowley, of Crowley Insurance, about as he comes to grips with his.

P.S. Learn how to attract the right niche in Agency Nation University.

Two Things You Should Be Doing in 2018

Mon, 01 Jan 2018 08:30:00 +0000

One might be more important than the other, but it seems it can't be emphasized enough.

No matter what, one thing is certain, you have to be willing to invest in the necessary tools to give yourself a chance to stay ahead.

Those tools might look completely different for you than someone else, and that's fine.

That means your investing in the things most likely to benefit your agency based on your natural skills and personality.

That's what I called Rob McCarthy of GRBM Insurance and Woody Brown of The Rhoads Group up to talk about to kick off the new year.

P.S. Joining the Agency Nation newsletter is also a pretty important thing you should do in 2018.

Should Your Business and Marketing Strategy be the Same?

Fri, 29 Dec 2017 08:30:00 +0000

If it's not, then there's a good chance you could hate yourself at some point.

You could take it all the way to crazy town, like Ryan suggests, and say the whole business is marketing.

But if you really stop and think about it, is it really that crazy? I don't know, maybe not.

Maybe not, because our job is to find people to sell products our companies created.

If we can't do that, then what good are we? Because the business of insurance, regardless of your personal opinion, has become more of a commodity.

That's what Ryan Hanley, Sydney Roe and I talk about as we contemplate the strategies and execution you need to bring them closer together.

P.S. Spend a little one-on-one time with Ryan every week in the Agency Nation newsletter.

Are You Giving Up Too Soon?

Thu, 28 Dec 2017 08:30:00 +0000

There's a pretty good chance that you are because you don't realize how long it takes.

Believe it or not, your ability to show up and do the things you're supposed to is a very powerful differentiator.

It's that simple difference that separates average agencies from great ones, because they can routinely do what others can't.

Primary among those things is lengthy, consistent follow-up with unsold and lost customers.

It's this segment of prospects that could deliver your best results if given enough attention.

That's what I talk with Nancy Nicklow, of Huff Insurance, about as she breaks down how long it takes form them to give up.

P.S. Did you Elevate 18 is going to be one of the crazy good places to be this summer?

Find Your New Face Faster

Tue, 26 Dec 2017 08:30:00 +0000

Because the longer you wait the more opportunity you pass up that goes to someone else.

It might sound a little crazy and potentially hyperbolic, but your ability to move faster than everyone else matters.

It matters because they don't have the same fears and concerns as you do and aren't carefully surveilling your agencies every move.

They are curious at best and indifferent at worst. Seeing someone new isn't going to sound as many alarm bells as you might think.

That's what I talk with Bogus Handzel, of Handzel and Associates, about as he contemplates when are where they new faces should appear.

P.S. Did you know Agency Nation University can help people find those new faces?

Waiting isn't an Option

Fri, 22 Dec 2017 08:30:00 +0000

The only thing that's going to protect your agency's relevance is figuring out a way to handle all the business others can't.

The industry isn't going to check with you before something big happens, and depending on who you talk to it could be a lot sooner than you think.

There isn't one skill or service that's going to save the day, instead it's an array of high level talents operating at the same time.

The sad truth is you might be one of the agent's that think you're going to make, but might not.

That is unless you start to treat the impending change with a little more respect and start taking actions to move with it.

That's what I talk about with Jeff Roy as he does his best to create and calm your panic attack all at the same time.

P.S. Agency Nation University is a great place to how to protect you relevance.

Do You Need Dedicated Marketing Help?

Thu, 21 Dec 2017 08:30:00 +0000

I don't know, maybe. Someone's got to do it though.

If there was every a more appropriate chicken and egg occurrence it's this.

Do you need to have the business to justify the marketing person or do you need the marketing person to justify the business?

It's probably a little of both and no matter which side you fall on you'll have to take more of a risk making it happen then you want.

At the very least you should know what tasks to take off your plate first to make your life easier and take your marketing to the next level.

That's what I talk about with Becky Schroeder, SVP of Marketing for ITC, as she shares her suggestions on how to make it happen.

P.S. Did you know we have deals on Agency Nation University and Elevate 18 happening now until the end of the year?

How Brutal Is What You Don't Know?

Tue, 19 Dec 2017 08:30:00 +0000

If you wait to find out, you'll probably never know.

Because you'll never be ready to go after that sale or client you don't think you can handle.

It's only when you act in uncertainty that you truly offer yourself a chance to grow.

The worst that will happen is you wont get the business. The best is that you'll get the business and shoot your confidence through the roof because you just proved you can.

That's what I talk with Jessica Burch, of Bryce Point Insurance, about after she figured how amazing it is.

P.S. Let people know what you think about the podcast.

Video Hosting Showdown: YouTube Vs. Vimeo Vs. Facebook Vs. Wistia

Mon, 18 Dec 2017 08:30:00 +0000

This is definitely one of the most unnecessary steps you should not be over thinking.

It really comes down to discovery vs. delivery and which object is primary for your video.

If you want the easy answer, there are very few times when YouTube isn't going to be an acceptable answer.

However, if you're getting tricky with your video marketing and creating specific videos for different parts of the sales process there might be better place to put them.

That's what Ryan Hanley and I talk about today to settle this apathy inducing debate once and for all.

P.S. Did you know we publish three new videos every week to the Agency Nation YouTube channel?

Insurance is Moving Faster Than You Think

Fri, 15 Dec 2017 08:30:00 +0000

If the rate of change in your agency is slower than the what's happening outside of it, you might want to speed up.

Refusing to increase your speed won't be optional much longer, if it hasn't become already.

Because what will ultimately happen is you'll be left watching everyone else have all the fun.

If it doesn't look like fun now, you either might want to look harder or consider that you might be in trouble.

The marketing doesn't care how you want to do business, it only cares about how they want to do business.

Continuing to pretend that isn't true will only slow you down more.

That's what Marty Agather and I talk about today as we meander through several areas your speed needs questioned.

P.S. Check your speed here.

Can Your Superpower Change the Industry You Love?

Thu, 14 Dec 2017 08:30:00 +0000

There's a good chance it took you a lot longer to figure out what it was and that you actually do.

Because growing up around insurance allows you to unfairly take advantage of an industry that's long been exiled to irrelevance.

It's this perception of irrelevance that stops people from really understanding what it is and why you do it.

It's what makes talented, ambitious people pass it up for more glamours industries with half the substance.

The work is meaningful beyond what most understand it to be, which creates a gap of appreciation you're constantly trying to close.

That's what I talk to Woody Brown, of The Rhodes Group, about as he discovers his.

P.S. Love Agency Nation Radio, why don't you make it official?

Do You Hold the Power Controlling a Community?

Tue, 12 Dec 2017 08:30:00 +0000

If you don't, it might not be as intimidating as you think to start.

Constantly being in front of a large number of the people you want to do business with can never be a bad thing.

Figuring out a way to get there can lead to some questionably misinformed decisions.

However, if you slow your pulse down long enough, you'll realize the only thing you need to do is bring the people together and ask the right questions.

That's what I talk with Ryan Sautman, of Just4You Insurance, about as he considers what power he wants to hold in his hand.

P.S. Did you Agency Nation University has a ton of great information plus a private Facebook group to keep you motivated?

Do The Work

Mon, 11 Dec 2017 08:30:00 +0000

If you don't, it doesn't matter how many answers you get, they'll all lead to the same place.

This was supposed to be a practical conversation about the efficiency online scheduling offers you. However, as things do when Ryan Hanley is involved, the conversation quickly escalated to manifesto levels about getting stuff done.

Because it's in your ability do to the work, over and over again, that separates you from everyone else.

Make no mistake about it, if you can't do more work, better than the next guy, what's the point?

Acquiring the knowledge to do the thing is such a tiny part of the process that anyone can do.

The real challenge comes when it's actually time to do something about it.

That's what Ryan and I talk about today to hopefully inspire you to do the work.

P.S. A lot of work will get done at Elevate 18 this year, you should be there.

Will Professionalism Be The Death of Us?

Fri, 08 Dec 2017 08:30:00 +0000

If it continues to prevent you from doing the things that people actually care about, maybe.

It's also possible that you haven't accepted what professionalism actually looks like in a 2018 world.

When you have the ability to see so much more of who someone is, not seeing it becomes the oddity.

It's that intentional omission that leaves consumers hesitant to reach out.

The over sterilized message that's desperate to be perfect will probably fail, only to discover that reality is the perfection they prefer.

That's what Sydney Roe and I talk about as we share our concerns over the abundance of professionalism littering the industry covering up the real story that works.

P.S. Did you know we also publish three videos a week on YouTube?

Can You Listen Enough to be Relevant?

Thu, 07 Dec 2017 08:30:00 +0000

If not, you'll probably spend a lot of time alone because you're not giving people what they need.

It's your ability to fill this need, better, faster and easier than anyone else that will ultimately win the business.

If you keep your ears open long enough, it will become painfully obvious what it is that you need to deliver.

The hardest part will be staying focused on it long enough from start to finish to figure out what you need to do next.

That's what I talk with Becky Taylor, of Ohio Insurance Agents Association, about as she worries about being irrelevant.

P.S. If you think nice words about the podcast, we wouldn't mind you writing them down.

Waiting for Perfect to Publish Delays Business

Tue, 05 Dec 2017 08:30:00 +0000

How many reasons do you let get in the way of hitting the button that could change your business forever?

I'll let you in on a little secret, there are very few that are actually worth paying attention too.

Because it's your ability to hit publish and keep doing it that will separate you and show everyone why they should work with you.

It might seem like a dramatic overstatement, but if you have the right information in the right places your competition doesn't stand a chance.

The reason they won't stand a chance is because you were smart enough to realize that most of those fears reasons were irrational.

That's what I talk with Terry Grier, of Strive Insurance, about as he tries to move past all of his.

P.S. Leave us a rating or review on iTunes or Stitch if you enjoy Agency Nation.

Marketing, Referral and Casual Stalking Tools You Should be Using

Mon, 04 Dec 2017 08:30:00 +0000

The more information you can use to automatically communicate better will only improve your customer experience.

That's why it's so important to recognize a tools potential before it's too late.

Because it's your agency ability to adopt and implement these services that will keep you ahead of everyone else.

The easiest way to know if you're making a "staying ahead purchase" is when you get asked, you're going to pay how much for that?

Today Ryan and I talk about one tool that's a bargain compared to its power and another that isn't (anymore) but insanely powerful.

P.S. These emails are good, I promise.

The Power of Community as Accountability #5AMClub

Fri, 01 Dec 2017 08:30:00 +0000

Are you sharing a common interest with a group of people who hold your feet to the fire?

If not, you're missing out on one of the best parts of life on the internet.

Seeking out and/or starting groups that bring people together, trying to do the same thing, stirs up warm and fuzzy feelings.

Not only does it feel great to "find your people" you'll also notice that thing you were trying to change will start to happen effortlessly.

That's what Ryan and I have noticed hanging out in the #5AMClub for the last six months and want to encourage more people to give it a try.

P.S. Check out some of the #5AMClub or #5AMClubIns action for yourself.

How Quick Does Your Process Get The Ball Rolling?

Thu, 30 Nov 2017 08:30:00 +0000

Hopefully it's pretty fast, right away.

If it is, then you'll find out how much fun it is to enter the sales process at exactly the perfect time.

If you can provide your leads and prospects with that opportunity, that's what your new insurance world will look like.

You'll only be working the most important, high leverage innings of the game and your performance can scale at a level you didn't think possible.

The only thing preventing it from happening is investing the time upfront to put the ball in their hands when you're not there to give it to them.

That's what I talk to Eli Gillespie, of Gillespie Insurance Services, about as he contemplates what ball he wants to roll where.

P.S. While we can't prove, we're pretty sure the Agency Nation newsletter is the second best news letter in the industry.

Make Business Come in Faster

Tue, 28 Nov 2017 08:30:00 +0000

By doing the things only one percent of agents in the industry are willing and able to do.

It's a sobering reality, but there's a good chance you might be one of the agents who will only listen to what makes business come in faster and never do it.

It all centers around making tough decisions about what you want to sell and who you want to sell it to.

Then you need to be disciplined enough to consistently sell it to them in a way that they want it sold.

If you're able to do that over and over again, without losing focus, you'll easily find yourself in the one percent.

The hardest part is to keep doing it when you're not sure if it's going to work.

That's what I talk with Mike Crowley, of Crowley Insurance, about as you listen to him gain one percent status.

P.S. The Agency Nation newsletter that Ryan Hanley writes is worth giving us your email.

How Many People Are You Missing?

Thu, 23 Nov 2017 08:30:00 +0000

If you haven't taken the time to automate a few key communication sequences in your agency, then it's probably a lot.

Don't worry, you're not alone. But it's definitely time that this type of behavior becomes common place in our industry.

Because when you do, you free up so much time, effort and energy to focus on tasks that can't be done automatically.

It those tasks that will propel your agency to an entirely different level, because almost none of your competition has.

That's what I talk with Nancy Nicklow, of Huff Insurance, about as she breaks down all the stuff she doesn't have to think about.

P.S. Leave Agency Nation Radio at rating and/or review if you have something to say.

How to Hire the Agent You Need Who Does What You Can't - ANR 102 w/ Nicholas Ayers

Wed, 22 Nov 2017 08:30:00 +0000

Do you hire people or positions?

Because one is going to leave you sanding the corners on the square peg so fits in the round hole.

The industry has been struggling for a long time to attract individuals who can help current agency owners do what they can't.

It's in these elusive employees that holds the key to unlock your agency creative culture.

Ryan talks with Nicholas Ayers, Co-Founder of i80 Insurance and Insurance Agency Owners Alliance, about his process for finding people not afraid to stand in front of the agency.

They also pay respects to the loss of a valuable member of the Agency Nation team.

Two Must Attend Insurance Conferences

Innovation 2018
Elevate 2018

Learn more about Nicholas Ayers

Insurance Agency Owners Alliance (IAOA)
i80 Insurance

P.S. I'm not sure you know how much a rating and review would mean to us.

Should You Start Over?

Tue, 21 Nov 2017 08:30:00 +0000

Probably not, but there's something to be said for hitting the reset button on your mindset.

Just because your agency has been around for a long time doesn't mean it needs to act its age.

In fact, one your greatest strengths/advantages would be to sprinkle in a little immaturity when making a few key decisions.

It's the constant rationalization against "the way it's always been done" that prevents real progress from happening.

If you can move faster than everyone else they'll still be planning the thing you stopped doing six months ago.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he continues to push his agency forward without starting over.

P.S. Leave Agency Nation Radio at rating and/or review if you have something to say.

Do You Have a Seat at The New Kitchen Table?

Mon, 20 Nov 2017 08:30:00 +0000

If not, you might want to think about getting one sooner rather than later.

Because this new table is where all the action is happening and if you can't find it, you'll be wondering where everyone is at.

This new table is video marketing and the opportunity it gives you to sit down with anyone, anytime, anywhere and tell them what they need to know is unparalleled.

You've chanted for years, with unending pride, how this is a "face-to-face" business.

Now it's your chance to prove it in a way that will make every generation before you lose their mind at the opportunity they didn't have.

Ryan Hanley and I get a little carried away talking about how and why we're still so excited about this tools possibilities.

P.S. Did you know Elevate 2018 is happening and it's going to be bigger and better than last year?

What Feeling Does Your Content Give People?

Sat, 18 Nov 2017 08:30:00 +0000

If it's not connecting on a level that sparks the tiniest feeling, you need to try harder.

It's that feeling that will transcend your content's natural utility state to an entire different level.

Once you're on this level you'll notice the pace and intensity of the responses hard to ignore.

People will not be able to make five seconds into the conversation without referencing that feeling and recalling their favorite moment.

I know it seems impossible when were talking about insurance related content, but the feeling has nothing to do with the subject matter and everything to do with the person creating it.

If their not connecting there's a good chance you haven't given them anything to hold on to.

That's what Sydney Roe discusses in the exclusive live Agency Nation University video that is normally only available to paid members.

P.S. If you want more of this and a lot more learning, check out everything Agency Nation University has.

Do You Have Enough Attention to Survive?

Fri, 17 Nov 2017 08:30:00 +0000

Because whoever controls the attention controls the marketplace.

There will come a time where those who are unwilling to recognize the importance of attention, will be ignored.

Not just by the consumer, but those people who are trying to teach you how to get it.

It's also possible you're making the attention game out to be more than it actually is.

Your attention journey can and should be as simple as picking one or two mediums/platforms to create in and one or two lines of business to sell.

That's it, it's the consistency and quality in those two disciplines that will win you attention in the end.

P.S. We've got three videos a week happening on YouTube have you started watching?

How Much Can Your Marketing Make For Dinner?

Thu, 16 Nov 2017 08:30:00 +0000

It should be a lot more than you can eat for weeks, months and even years.

If you don't think it's possible, then you haven't dedicated yourself to the process long enough to see results.

Yes, it's really hard to pass up a meal that's right in front of you.

However if you can curb your hunger long enough, you'll have meals showing up on your table for a long time.

That's what I talk with Becky Schroder, SVP of Marketing at ITC, about as she describes the challenges you face finding food.

P.S. If you like this podcast why don't your write a few nice words about it.

How Easy Are You Getting Your Clients Money? - ANR 101

Wed, 15 Nov 2017 08:30:00 +0000

If we're being honest, it's the most important part of your business that has the biggest chance of going wrong.

It's also very possible that what you're currently doing to get the money could be costing you more than it's worth.

Looking for better ways to make both of those statements not true should be at the top of your list of things to do now.

Ryan talks with Todd Sorrel, Co-Founder of ePayPolicy, a company that's dedicated to get your money easy, fast and safer.

They also take time to hit on what the first wave of successful insurtech all have in common to reach that level of prosperity and adoption.

Sometimes it's in the simplicity of our traditional sales process where one task can receive an efficiency overhaul.

P.S. We would never ask for anything from you again if you leave us a rating and review.

How Dangerous Are Your Outsourcing Options?

Tue, 14 Nov 2017 08:30:00 +0000

It really depends on how much of what they're doing for you and what their getting paid.

It's always a questionable decision to let another broker mingle with your business.

Even if they start out with the best intentions in mind, they're only human and eventually that mingling will lead to a drunken night of infidelity.

But what are you supposed to do if you need help managing those accounts? Do you bring in your own team or just cross your fingers everyone involved keeps their word?

That what I talk about with Jessica Burch, of Bryce Point Insurance, about as she tried to decide how risky it is for her to hand-off her clients.

P.S. This is where most of the cool kids hangout.

The Most Important Test Your Content Needs to Pass

Fri, 10 Nov 2017 08:00:00 +0000

It has nothing to do with word counts or video length, it's all about connection.

If you can't create something that allows someone to connect with you or your agency, you've just wasted a lot of opportunity.

It's this connection that allows people to look past every alternative and only see you.

How easy would your life be if you completely removed the "consideration process" when someone is shopping for insurance.

What if you didn't have to worry about if you should to give free quotes or not.

What if you had people eager to talk with you and share an experience they had with information you provided.

That's the first test you give yourself when your content starts to make the phone ring.

P.S. Ryan writes an exclusive news letter every week, you should read it.

Show What You Do Better to Change Our Industry

Thu, 09 Nov 2017 08:00:00 +0000

You might not want to realize it, but the bar is set pretty low.

When the simple act of filming a video is the best case scenario for incremental change, it's time to pay attention.

Those were the expectations of OIA's IACON 17 Keynote speaker Marcus Sheridan, before he addressed a room of 300 plus insurance agents.

He has more and can deliver more, but you're not ready for it.

It's up to you to stop telling and start showing, the people you want to do business with, exactly what you do.

You do that by delivering value from the first second someone has the possibility to know who you are, regardless if you're there to know it or not.

It's that on-demand value that helps raise the bar and starts to change how much people from outside our industry are able to give us.

Can They Find You When They Need You?

Wed, 08 Nov 2017 08:00:00 +0000

If not, then you're making your insurance life much harder than it needs to be.

They crazy part is how many agents want to feel the pain with you.

When you target a niche online, it dramatically improves your ability to see who you're looking for.

You're also going to allow your agency to easily stand tall over everyone else chasing that business.

If you can make their life easier and deliver value when it's most convenient form them, you're probably already tickling their fancy.

Those are the moments most agents refused to catch and the ones that waiting for you.

That's what I talk about with Ryan Sautman, of Just4You Insurance, as he tries to figure out where to be found.

P.S. Don't forget, you can always subscribe to the newsletter for exclusive content every Thursday(ish) here.

Introducing The New Agency Nation - ANR 100

Tue, 07 Nov 2017 01:12:00 +0000

It's a new day for Agency Nation. If you liked what you saw before you should love what's next.

If you want more insurance related content to help your agency get where you want to go, then we need more people creating it.

On today's episode, I join my long-time secret friend Ryan Hanley to discuss why he wanted to me come over to "the dark side" and help him create it.

We lay out the new plan for Agency Nation as a platform in all three major mediums of audio, video and written content.

Our goal is to make sure you never run out of ways to learn how to increase the relevancy of your agency.

Also, to avoid being overly self-indulgent, we sneak in a quick conversation about the importance of delivering value whenever you can, regardless of when you "should."

I'm excited to be part of this new team and can't wait for you experience first hand what the new Agency Nation will be able to deliver.

Broker Buddha: Making Supplements Forms Smart - ANR 99

Sun, 29 Oct 2017 18:48:37 +0000

Creating technology to improves efficiency in form submission is NOT a sexy business. But in terms of improving the effectiveness of independent agencies, there are few processes which eat up more staff time and resources.

This is the first episode in a new series focused on highlighting insurtech companies supporting the independent agencies.

Learn more about Broker Buddha here: https://www.brokerbuddha.com/

Get your ticket to Elevate Conference 2018: https://www.elevateconference.com/

Has Lemonade's Quest for Attention Gone Too Far?

Wed, 25 Oct 2017 09:45:51 +0000

In this episode we break down some of Lemonade's recent press announcements and their overall impact on the insurance industry.

What can we learn from Lemonade's exceptional ability to generate buzz around their brand?

Buckle up, Marty is back on Agency Nation Radio and he's got Ryan all fired up.

How to Conquer Sales Rejection

Tue, 24 Oct 2017 17:11:08 +0000

Rejection is a way of life for sales professionals. But for many just starting out, it can be a major barrier to success.

In this episode, we answer a question from the Amy, a new insurance producer struggling with rejection and try to get her back on track.

THE LINEAR SALES FUNNEL IS DEAD

Mon, 16 Oct 2017 10:28:29 +0000

The digital marketplace has changed a lot about how the insurance industry operates. The sales process is no different.

In this episode (taken from The Show), Ryan Hanley breaks down why the linear sales funnel is dead and why we MUST embrace the non-linear sales funnel if we're going to succeed long-term.

3 Major Ideas from InsureTech Connect for the Next 3 Years of Insurance Business

Tue, 10 Oct 2017 22:16:47 +0000

InsureTech Connect 2017 is the largest insurance technology conference in the country with more than 3,800 insurance professionals attending...

In this episode, Ryan Hanley breaks down the conference and shares his 3 major ideas coming out of the conference and how these ideas will impact the next 3 years of insurance business.

9 LinkedIn Marketing Tactics to Rule the World

Tue, 10 Oct 2017 22:10:12 +0000

What to build relationships and drive new business opportunities? Then LinkedIn is the social network for you...

In this episode of The Show, Ryan Hanley breaks down 9 LinkedIn marketing tactics, (actually 12 marketing tactics) that drive deeper relationships with your target marketing.

Get more of The Show here.

Mike LaRocco, CEO of State Auto, on Why it's Time to go "All In" on Insurance Innovation

Wed, 27 Sep 2017 12:37:35 +0000

In a special guest appearance, State Auto Insurance CEO, Mike LaRocco, joins Agency Nation for a candid conversation on insurance innovation.

Here are a few of the topics we discuss:

Overcoming legacy technology
Addressing middle market commercial online
Creating a culture of innovation

...and so much more.

Get more of Agency Nation Radio here.

Emmy Winning Producer, Greg Rollett, on How to Brand Your Agency with Video Marketing

Mon, 25 Sep 2017 09:41:36 +0000

Greg Rollett defines "Brand" as simply, "Your Story," and according to Greg, there is no better way to tell your story than video.

In this episode of Agency Nation Radio, we're joined by Emmy winning producer, Greg Rollett for a deep dive into the importance of video and video marketing in establishing a strong brand in the marketplace.

In a world where attention wins, "Constancy and Consistency" are the keys to attracting attention.

Get more Agency Nation Radio here.

[INTERVIEW] - Dr. Billy Williams on Why Self-Discipline and Accountability Always Win

Thu, 21 Sep 2017 17:12:01 +0000

Billy R. Williams, Ph.D., is the President of Inspire a Nation Business Mentoring, an insurance agent and small business owner mentoring company that mentors 1000's of insurance agencies and small businesses annually on the best tools, processes, and workflows to grow their enterprise. Dr. Williams is an expert at helping insurance agents and agencies double or triple their current production while cutting their marketing budget by up to 40%.

This is an incredible interview, with insight stacked upon insight. Seriously, it took me 30 minutes to figure what to call this episode because there is so much in here...

Click here to get more Agency Nation Radio.

[THE SHOW] One skill more important than sales

Mon, 18 Sep 2017 19:29:50 +0000

There are few skills more valuable to an insurance business than the ability to sell.

In episode seven of The Show, we examine the one skill undeniably more valuable to insurance professionals over next five years than sales: the ability to attract attention online.

Get more of The Show here: https://www.agencynation.com/theshow/

[INTERVIEW] - Karn Saroya, CEO of Cover. Unlocking Value in the Insurance Transaction

Fri, 15 Sep 2017 18:48:48 +0000

Karn Saroya, co-founder and CEO of Cover, joins Agency Nation for a discussion on what it means to be a technology company first and insurance agency second.

Cover, a standout product of Silicon Valley incubator, Y-Combinator, is driving growth through their mobile-first approach to traditional insurance.

Cover may be mobile-first, but all measures, a true independent insurance agency and great lesson for all of us to learn just what the customer experience has become in 2017...

Get more Agency Nation Radio here: https://www.agencynation.com/podcast

What Drives Agency Nation - An Inside Look at the Future of this Platform

Thu, 14 Sep 2017 17:56:30 +0000

At Agency Nation, we live by one mantra, "Give without expectation of reciprocation." In this episode of Agency Nation Radio, we explain how our mission benefits you, the audience of Agency Nation.

Ryan also provides an inside look at the future of Agency Nation and the role it plays in adding value to lives of insurance professionals.

Get your ticket to Elevate 2018 here: https://www.elevateconference.com/

Bill Martin Explains Why at Plymouth Rock Customer Experience is the Culture - ANR93

Thu, 31 Aug 2017 10:27:26 +0000

Few insurance carriers lean into customer experience like Plymouth Rock. That's why we asked Bill Martin, CEO of their Bunker Hill Insurance brand to stop by Agency Nation Radio.

Plymouth Rock recently announced a new homeowners insurance product in Pennslyvania, (soon to be released in New York as well), which fixes the current "broken" home quoting and binding process.

They've focused this process on customer needs first and their own process needs second in an effort to improve the overall customer experience.

Get more of Agency Nation Radio.

Navigating the Intersection of Insurtech and Independent Agents with Jay Weintraub - ANR92

Wed, 30 Aug 2017 18:13:47 +0000

Jay Weintraub, founder and CEO of InsureTech Connect, joins Agency Nation Radio for a discussion about the pulse of insurance technology and independent agents place in the modern marketplace.

As the insurtech movement pushes into the forefront of almost every conversation in the insurance industry, there is no one better than Jay Weintraub to breakdown what's going on today.

Get more from Agency Nation Radio.

Seth Zaremba on the Next Generation of Independent Insurance Agents - ANR91

Mon, 21 Aug 2017 00:37:13 +0000

In an epic discussion about what it takes to run an independent insurance agency, agency owner Seth Zaremba of Zinc Insurance joins Agency Nation Radio to share his experience.

Looking back on 7 years of insurance marketing with Jason Cass - ANR90

Mon, 14 Aug 2017 09:33:21 +0000

Jason Cass joins Agency Nation Radio for a conversation on the last seven years of insurance marketing and thought-leadership.

Running his own independent insurance agency and GROW Program has given Cass a unique perspective on the insurance industry. He shares that perspective and more on this week's episode of Agency Nation Radio.

Tyler Asher Explains Safeco's Four Big Bets on the Future of Insurance

Thu, 10 Aug 2017 13:01:04 +0000

Tyler Asher, president of Safeco Insurance, joins Agency Nation Radio to explain the four big bets Safeco is making on the future of insurance.

Stuart Ganis on Bringing Sexy Back to the Insurance Industry - ANR88

Wed, 02 Aug 2017 17:29:14 +0000

Join me for a chat with Stuart Ganis on bridging the experience talent gap in the independent insurance industry.

As well as:

Who is going to be a leader in the insurtech revolution?

How do we choose who to listen to in the insurance space?

...and so much more.

Poor Customer Experience is Destroying our Competitive Advantage - ANR87

Sat, 22 Jul 2017 00:35:33 +0000

This episode is the second half of our conversation on the 4 year anniversary of the McKinsey & Company "Agency of the Future" report.

We also dissect a phone call recorded through TrustedChoice.com which will blow your mind.

Get more Agency Nation Radio here.

The Insurance Technology Revolution Undone with Bill Wilson - ANR86

Fri, 14 Jul 2017 14:14:13 +0000

Join Ryan as he chats with Bill Wilson on the insurance technology revolution and what independent agents need to consider in our ever evolving marketplace.

Maybe We Should Have Listened to McKinsey & Company Four Years Ago - 85

Thu, 13 Jul 2017 10:38:44 +0000

It's been four years since McKinsey published their Agency of the Future report predicting the demise of the local insurance agent. In this episode of Agency Nation Radio, Ryan and Marty take a look at McKinsey's predictions and evaluate how far off they actually were.

Get more Agency Nation Radio here.

The Secret to Making Agency Nation Elevate 2017 a One-of-a-Kind Experience - ANR84

Wed, 14 Jun 2017 20:29:42 +0000

What made Elevate 2017 special had very little to do with the conference itself. Instead it was the people that made Elevate 2017 so special.

In this episode of Agency Nation Radio, Marty and Ryan break down the experience that was Elevate 2017 and what it was that made Elevate 2017 truly, a one-of-a-kind insurance conference.

Why "Lead" is the Four Letter You Need to Use More Often with Tony Franzese - ANR83

Sat, 03 Jun 2017 00:13:54 +0000

Take a dive into the world of Lead Generation with Tony Franzese, co-founder and CEO of Precise, the best-in-class insurance lead provider.

"Lead" is a dirty word in the independent insurance agency. We want to change that. This conversation is the beginning.

Get more Agency Nation Radio here.

How to Make Insurance Fun Again with Andrew Metz and Dan Betz - ANR82

Wed, 24 May 2017 11:59:29 +0000

Has the business of insurance become dull for you? Let's talk about how we change that...

In this episode of Agency Nation Radio we're joined by Andrew Metz and Dan Betz of Zywave for chat on "How to Make Insurance Fun Again."

Get more Agency Nation Radio here.

Laird Rixford on the Technology Enhanced Insurance Agency - ANR81

Thu, 11 May 2017 21:00:00 +0000

What technology is worth the investment? How can we learn about technology from insurtech startups? Laird Rixford, president of Insurance Technologies Corporation (ITC) explains...

Get more Agency Nation Radio here.

How Travelers Insurance is Winning the Race to Value - ANR80

Tue, 09 May 2017 19:26:51 +0000

Learn how Travelers Insurance, a top 10 insurance carrier, is innovating in support of independent agents and the insurance customer experience.

In this episode we're joined by Jay Gauthier, CMO of Personal Lines and Loree Toedman, Vice President of Personal Lines Field Sales for look behind the Travelers Insurance curtain.

Get more Agency Nation Radio here.

Derek Coburn on Moving Beyond the Trusted Advisor - ANR79

Wed, 03 May 2017 09:00:00 +0000

As independent agents, we all want to be seen as a "Trusted Advisor" to our clients. Derek Coburn shows us how...

Get more Agency Nation Radio here.

The Secret to Building an Insurance Agency From Scratch with Eric Narcisco - ANR78

Sun, 30 Apr 2017 21:00:00 +0000

We all love origin stories.

Listen as Eric Narcisco, founder and president of Effective Coverage tells his own independent agency startup story.

This is what insurtech really is...

Get more Agency Nation Radio here.

Bob Rusbuldt on the New Political Dynamic Impacting the Insurance Industry - ANR77

Thu, 27 Apr 2017 10:08:55 +0000

In a highly regulated industry like insurance, politics play significant role in the velocity of the marketplace.

Bob Rusbuldt, president and CEO of the Independent Insurance Agents and Brokers and America gives us the breakdown on the current state and political climate as it relates to the insurance industry.

Get more Agency Nation Radio here.

Jay Weintraub on Why People Are Our Product - ANR76

Tue, 25 Apr 2017 18:04:13 +0000

In an increasingly commoditized world, it is our people that create value.

In this episode of Agency Nation Radio we're joined by Jay Weintraub, founder InsurTech Connect Conference, for a deep dive into why people are our product and how we maximize the value of are people to customers.

Get more Agency Nation Radio here.

Chris Langille on Overcoming the Cost of Customer Acquisition - ANR75

Wed, 19 Apr 2017 09:00:00 +0000

Have you been reluctant to go all in on marketing because of the expense?

In this episode of Agency Nation Radio, Chris Langille helps us understand the cost of customer acquisition.

Get more Agency Nation Radio here.

The Secret to Digital Marketplace Domination - ANR74

Mon, 17 Apr 2017 19:38:25 +0000

The difference between dominating and getting dominated could be as small as a one percent advantage.

In this episode of Agency Nation Radio, Marty and Ryan dissect the One Percent Rule and it's impact on the digital marketplace.

Get more Agency Nation Radio here.

Joey Giangola on Owning Your Success and What to Do Next - ANR73

Sun, 09 Apr 2017 21:30:00 +0000

Too often independent agents do not give themselves credit for the success they've already achieved. Joey Giangola explains what to do next...

The answer might surprise you.

Get more Agency Nation Radio here.

Investing in the Independent Agent with Chris Cline - ANR72

Thu, 06 Apr 2017 00:30:43 +0000

How do insurance carriers invest in the independent agency force? Today we answer that question...

In this episode of Agency Nation Radio we're joined by Chris Cline of Westfield insurance into how agents and carriers can maximize their relationship.

Get more Agency Nation Radio here.

Efficient Insurance Lead Management with Jason Walker - ANR71

Mon, 03 Apr 2017 10:37:40 +0000

Generating new inbound sales opportunities (leads) is only half the battle.

In this interview with Jason Walker, co-founder of Smart Harbor, we learn about efficient insurance lead management. How do we make sure that leads are properly handled from generation to quote to close.

Get more Agency Nation Radio here.

Independent Agents: Make These No-Regret Moves or Else - ANR70

Tue, 21 Mar 2017 12:37:26 +0000

Marty and Ryan break down an article from the Boston Consulting Group on no-regret moves necessary for independent agents and carriers to thrive moving forward.

Get more Agency Nation Radio here.

Technology Should Solve Problems Not Create New Problems with Torey Maerz - ANR69

Sun, 19 Mar 2017 17:56:56 +0000

Torey Maerz of Rocket Referrals joins Agency Nation Radio for a deep dive into how he creates technology that actually solves problems unlike many new technology driven tools which solve problems independent insurance agents don't really have.

Get more Agency Nation Radio here.

Peter van Aartrijk & Tony Wessling Take Us From Tactical to Strategic Branding - ANR68

Thu, 16 Mar 2017 13:47:54 +0000

Branding is not your logo, your business card or the sign on your building. Branding must be strategic.

That's why we brought Peter van Aartrijk and Tony Wessling on this episode of Agency Nation Radio.

Go from tactical to strategic branding, right here on Agency Nation Radio.

Emily Huling on Leading with Certainty - ANR67

Mon, 13 Mar 2017 12:28:30 +0000

Developing strong leaders is key to the long-term success of the insurance industry. Emily Huling explains how we lead with certainty.

In these disruptive times, leadership is more important than ever before.

Get more Agency Nation Radio here.

Nicholas Ayers on How to Make Your Insurance Business More Human - ANR66

Wed, 08 Mar 2017 19:16:03 +0000

Nick Ayers joins Agency Nation Radio to explain how he has used video to make his insurance business more human.

We also talk agency culture and getting gray hair in your 30's...

Get more Agency Nation Radio here.

Jeff Teschke Explains How Insurance Agents Use Technology to WOW Customers - ANR65

Thu, 02 Mar 2017 20:03:33 +0000

Technology doesn't have to be expensive, scary or time consuming and as Jeff Teschke explains, done right, technology can WOW your customers.

Get more Agency Nation Radio here.

Jeff Roy Explains the Insurance Customer Experience 3.0 - ANR64

Mon, 27 Feb 2017 10:40:42 +0000

As technology evolves, so does the insurance consumer. As Jeff Roy explains, independent agents must evolve their customer experience as well.

In this episode of Agency Nation Radio, we're joined by Jeff Roy, president of Excalibur Insurance, in Ontario, Canada as he explains the Customer Experience 3.0.

Get more Agency Nation Radio here.

Why Soft Skills are the Key to Sustaining Growth - ANR63

Mon, 20 Feb 2017 15:07:31 +0000

Do you reward technical ability and experience over personality and cultural impact on your agency? If so, you might be stealing success from yourself.

In this episode of Agency Nation Radio, Marty and Ryan discuss impact of soft skills and culture on agency growth.

Get more Agency Nation Radio here.

The Power of Self-Leadership in Personal Growth with Brent Kelly

Tue, 14 Feb 2017 13:22:58 +0000

Elevate speaker, Brent Kelly, joins Agency Nation Radio to break down "Self-Leadership" and its impact on personal performance.

Personal growth and self-improvement can definitely be classified as buzz terms in the thought-leadership space. But Brent Kelly believes that we must look past the hacks and hucksters because self-leadership is the key to driving success.

Get more Agency Nation Radio here.

The Obvious Reason for Insurance Agency Growth

Thu, 09 Feb 2017 22:19:32 +0000

In this episode of Agency Nation Radio we explain the obvious reason why some insurance agencies grow and others do not.

Its obvious. You're going to think we're crazy. But it's definitely obvious and definitely the reason.

Listen to find out...

Get more Agency Nation Radio here.

Erin Nutting Explains Why Perception is Everything in Niche Marketing

Mon, 06 Feb 2017 14:13:03 +0000

Insurance niche marketing is not a new strategy, but Erin Nutting has put a new spin niche marketing and shares her expertise in this episode of Agency Nation Radio.

Erin Nutting is a speaker at Elevate 2017 and gives listeners and attendees a preview into the insights she'll be sharing.

Get more Agency Nation Radio here.

Is Your Agency Customer Experience Worth More than a Starbucks Latte? Interview with Kelly Donahue-Piro

Mon, 30 Jan 2017 20:10:36 +0000

Elevate 2017 speaker, Kelly Donahue-Piro of Agency Performance Partners visits Agency Nation Radio for a deep diver into customer experience.

In one of my favorite lines from this dynamic interview, Kelly explains, "If your agency customer experience isn't worth a one Starbucks Latte a week, you shouldn't be in the insurance business."

#truth

Get more Agency Nation Radio here.

How to Build Trust with the Visual Insurance Consumer

Mon, 23 Jan 2017 10:25:23 +0000

In this interview with Elevate 2017 speaker, Marcus Sheridan, we learn how to build trust with new visually dominated insurance consumer.

Marcus is a keynote speaker at Agency Nation Elevate 2017. Learn more about register for the event here.

If you are not yet dialed in on video marketing, it's possible you will soon be left behind for good.

Don't let that happen.

Begin building trust today.

How to Spend a $1,000 a Month Agency Marketing Budget

Sun, 15 Jan 2017 23:00:00 +0000

What if you set a $1,000 a month budget for agency marketing? What would you spend the money on?

In this episode we share a sample marketing plan for a $1,000 a month agency marketing budget.

Get more Agency Nation Radio here.

What To Do Before You Start Marketing

Fri, 13 Jan 2017 16:50:50 +0000

You've decided to dive head first into marketing your insurance agency. Here are few things to do before you begin your first marketing campaign.

Get more Agency Nation Radio here.

How to Fight Back Against the Negative Categorization of Independent Agents

Tue, 10 Jan 2017 17:13:09 +0000

Direct and captive writers are creating negative categorizations of independent insurance agents. Today we discuss how to fight back...

Get more Agency Nation Radio here.

Steve Jobs and Waiting for Permission - ANR54

Mon, 26 Dec 2016 16:46:17 +0000

Steve Jobs credits much of his success to picking up the phone and making the calls that lead to new relationships.

Unfortunately, too many people take this comment at face value, focusing on the phone aspect and not Steve Jobs true meaning: Never wait for permission.

In this episode of Agency Nation Radio, Marty and Ryan discuss Steve Jobs, waiting for permission as well as a few other topics.

Impact of the Sharing Economy on Insurance with Robin Smith - ANR53

Thu, 22 Dec 2016 14:31:20 +0000

In this episode of Agency Nation Radio, Marty talks with Robin Smith, CEO and founder of WeGoLook (which has since been acquired by Crawford & Company), a sharing economy company designed to help insurance industry professionals with onsite property inspections.

WeGoLook is a new concept in the insurance space.

Rather than sending a staff member out to the scene of an accident or to inspect a building, a ‘Looker’ from WeGoLook can provide the inspection or review.

The Argument for Insurance Being a Commodity and Why That's OK

Mon, 12 Dec 2016 19:05:28 +0000

In this episode Marty and Ryan argue over whether or not insurance is a commodity.

More importantly, if insurance is a commodity, then what defines who consumers choose as their insurance provider.

The answer is YOU!

Get more Agency Nation Radio here.

Independent Insurance Agency Best Practices: Dissecting the Big I 2016 Report

Fri, 02 Dec 2016 19:24:57 +0000

Listen as Marty Agather interview Madelyn Flannagan of the Independent Insurance Agents and Broker of America on their recent Best Practices Report.

Madelyn Flannagan is the Vice President of Agency Development, Education and Research at the IIABA (aka The Big I).

Each year the Big I selects a group of agencies achieving substantial results and breaks down what makes these agencies successful.

Get more Agency Nation Radio here.

Chip Bacciocco: An Inside Look at the Turnaround of TrustedChoice.com

Thu, 01 Dec 2016 19:47:18 +0000

From struggling insurtech startup to thriving, profitable industry technology leader, listen as Chip Bacciocco, TrustedChoice.com CEO explains the turnaround.

Learn more about TrustedChoice.com.

In this episode of Agency Nation Radio, you get the inside baseball on all things Chip Bacciocco and TrustedChoice.com.

Get more Agency Nation Radio here.

Bold Penguin: Using Technology to Improve the Insurance Customer Experience

Thu, 01 Dec 2016 13:48:47 +0000

Ilya Bodner, co-founder of Bold Penguin, joins Agency Nation Radio for chat about insurance technology improving the independent agent customer experience.

No all insurtech is being built to "Disrupt" the independent agency channel. Bold Penguin is a company looking to help independent agents harness technology and grow their commercial book of business.

In this episode of Agency Nation Radio, we learn more...

What is Insurtech and Why Should Independent Agents Care?

Tue, 29 Nov 2016 14:41:57 +0000

The Insurtech Startup movement is certainly a hot topic within the insurance industry right now. But what is Insurtech?

In this episode of Agency Nation Radio, Marty and Ryan examine what is means to be an insurtech company and whether or not TrustedChoice.com falls into that category.

Get more Agency Nation Radio here.

Boyd McGehee Explains How to Choose an Agency Management System

Mon, 21 Nov 2016 02:00:00 +0000

After 6 years of searching for a new agency management system, Boyd McGehee, principle of a 3rd generation, 100 year-old agency in Alabama, made the decision to switch agency management systems.

Not an easy process.

On this is episode of Agency Natin Radio, Boyd shares his process for choosing the right AMS for your agency.

How InsurTech Startups Die - ANR46

Tue, 15 Nov 2016 01:25:39 +0000

In this episode of Agency Nation Radio we discuss the tale of two insurance startups: ESurance and eCoverage.

Taking cues from an excellent article in CBInsights, Ryan Hanley and Marty Agather breakdown the missing piece in most insurtech startups.

Get more Agency Nation Radio here.

Government Affairs: Unsung Heros of the Independent Insurance Industry

Mon, 31 Oct 2016 10:22:18 +0000

Nathan Riedel, VP of Political Affairs for the Independent Insurance Agents and Brokers of America, joins Agency Nation Radio to breakdown the very important, yet often overlooked, work done by the Big I Government Affairs team.

Seriously, we insurance agents are able to do our jobs in a meaningful and effective manner because of these men and women.

This is an important episode.

Get more Agency Nation Radio here.

When Selling Small Business Insurance Becomes a Battlefield - ANR44

Mon, 24 Oct 2016 11:00:00 +0000

Insurtech startups are gunning for the small business insurance marketplace. Selling small business insurance has become a battlefield. Are you ready?

Get more Agency Nation Radio here.

Nyssa Lieder, TrustedChoice.com SEO Master Guru, on the Secret to Ranking in Search

Fri, 21 Oct 2016 16:33:57 +0000

SEO doesn't have to be like the Wizard of OZ behind a curtain. There aren't tactics, tricks and gimmicks.

SEO is a set of technical best practices for delivering value via search engine.

In this episode Nyssa Lieder spills the beans on SEO best practices.

Get more Agency Nation Radio here.

The Scavenger Hunt that is Buying Insurance Online - ANR42

Mon, 17 Oct 2016 19:15:48 +0000

The online insurance buying process in NOT linear. In this episode of Agency Nation Radio we explain what really happens...

Get more Agency Nation Radio here.

Improve Your Phone Skills Through the Power of 30 Seconds - ANR41

Wed, 05 Oct 2016 15:13:04 +0000

Marty Agather interviews Kevin Brandt about new Trusted Choice phone skill initiative titled, "The Power of 30 Seconds."

Phone skills are incredibly important to the success of every independent insurance agency.

Yet, most agencies just assume their staff is doing a job.

It's time to make sure they are...

Get more Agency Nation Radio here.

ANR40 - The Inbound Marketing Tactic Top Producers Don't Want You to Know

Thu, 29 Sep 2016 00:10:28 +0000

In this episode of Agency Nation Radio, we get Marty Agather back for a dynamic conversion on inbound marketing.

Specifically, we explain the one inbound marketing tactic that the most successful agencies have put into practice that everyone else is still stumbling through.

What is it that they don't want you to know?

Listen and find out...

Get more Agency Nation Radio here.

Why Safeco Insurance Added "Insurance Advisor" Skill to Amazon Alexa

Wed, 21 Sep 2016 19:04:41 +0000

In this episode we're joined by Sam Affolter, AVP of Research and Innovation at Safeco Insurance to discuss the new "Insurance Advisor" Skill on Amazon Alexa.

This is a case study on an insurance carrier step out in front of the insurance customer experience.

Get more Agency Nation Radio here.

Picking the Brain of TrustedChoice.com Chief Technology Officer Derek Hyde

Thu, 15 Sep 2016 20:18:05 +0000

We're joined by our CTO Derek Hyde for a special guest interview to talk insurance technology and leadership.

We get into problem solving technology solutions, product development and what it means to be a hands-on leader.

This is an episode you don't want to miss.

Get more Agency Nation Radio here.

Insurance Podcast Cage Match: Three Podcast Hosts Discuss Current Trends in the Insurance Industry

Tue, 06 Sep 2016 05:00:00 +0000

In this episode, Ryan Hanley, Jason Cass and Joey Giangola take on some of the toughest topics in the insurance industry.

This is a special episode you don't want to miss.

Learn more about Agency Nation Radio here.

ANR36 - Insurance Customer Experience: Are We Just Tilting at Windmills?

Fri, 02 Sep 2016 00:42:44 +0000

Is the current (or traditional) insurance customer experience fooling itself? Are really provided a "customer experience" or just plodding through adequate customer service?

These are questions Ryan and Marty answer in today's episode of Agency Nation Radio.

Get more Agency Nation Radio here.

ANR35 How Independent Agent Drive New Business Uber

Tue, 23 Aug 2016 16:21:32 +0000

Sharon Robles, of Robles Insurance in Chicago, is adapting her marketing methods to the sharing economy. She's using Uber to prospect new business. Listen to learn how...

Get more Agency Nation Radio here.

ANR34 Why Us Insurance Geeks Got to Stick Together

Mon, 15 Aug 2016 17:25:04 +0000

In this episode of Agency Nation Radio, we examine insurance geekdom and it's place in the successful agency.

It's cool to be an insurance geek.

At least that's what Marty and I would love for you believe. In this episode we discuss why that's true...

For more Agency Nation Radio visit: https://www.agencynation.com/podcast

Examing the Enormous Opportunity in Online Commercial Insurance Sales

Tue, 02 Aug 2016 16:37:25 +0000

In this episode we dissect a new report from Morgan Stanley on the opportunity for digital disruption in the commercial lines insurance marketplace.

We also talk about Facebook Live and how independent insurance agents can leverage Facebook Live to grow their business.

Get more Agency Nation Radio here.

How Insurance Brands Recapture Consumer Attention - ANR32

Fri, 22 Jul 2016 14:38:30 +0000

Insurance brands are losing equity in the greater marketplace. Consumer brand retention continues to fall. Today we discuss how to change the course of insurance brands.

...and so much more.

Get more Agency Nation Radio here: http://www.agencynation.com/podcast

What Wine in a Can Teaches Us About Insurance Marketing

Sun, 17 Jul 2016 12:54:44 +0000

In this episode of Agency Nation Radio, Ryan and Marty break down the "Wine in a Can" trend and what insurance professionals can learn.

In particular the time it takes micro-trends to become actual trends.

Get more Agency Nation Radio: https://www.agencynation.com/podcast

ANR30 - How to Differentiate Your Insurance Agency From the Competition

Thu, 07 Jul 2016 12:57:03 +0000

We all use the same tired descriptions to explain why our agency is different from the competition. It's officially time to change that.

In this episode of Agency Nation Radio, we break down why the common insurance agency "Brags" are meaningless to the prospects we're hoping to attract and when does differentiate one insurance agency from another.

Get more Agency Nation Radio here.

This episode of Agency Nation Radio is sponsored by Vertafore —the Leader in Modern Insurance Technology. If you haven’t been to the Vertafore website lately, you need to spend some time on the blog. They update that site a couple times a week with information about industry trends and news to keep you ahead of your competition. They have great information for producers, principals and customer service professionals. It’s worth spending some time on the site and reading the blog. Go to Vertafore dot com, check out the blog in the resources section.

Why Relationships Matter Most for Insurance Buyer Satisfaction

Wed, 29 Jun 2016 15:17:04 +0000

For the first time in 6 years, small insurance companies have taken the lead for insurance buyer satisfaction. This is in large part due to the independent insurance agent sales force partnered with small insurance companies.

Agents are still at the front lines of the insurance companies, but things like instant quotes and messenger services change the way consumers interact with agents. Instead of calling a voicemail or making an appointment, interested consumers can speak directly with an agent almost immediately and ask any question they choose. Agents aren’t just in sales anymore. We’ve become mentors and advisors, and the way we treat our clients is why people keep coming back.

Get more Agency Nation Radio here.

Will Usage-based Insurance Startups Change the Industry Landscape?

Mon, 27 Jun 2016 17:43:28 +0000

“Usage-based insurance is a unique or innovative thing because the industry historically has sort of been in a ‘purchase-once-and-forget’ mentality... I think it’s a real opportunity for the industry because it’s thinking about things in a completely different way than we ever thought about them.” Marty Agather

Get more Agency Nation Radio.

Why Human Beings Need to Start Answering the Phone

Wed, 15 Jun 2016 21:56:54 +0000

In this episode of Agency Nation Radio we discuss the tough work of insurance industry trailblazing and why phone trees suck.

Something as archaic as a phone tree has been a staple of the insurance agency for decades. But today’s customers don’t have the patience for voicemail. In a digital age of immediate response and gratification, all your phone tree tells them is that you’re too busy to help them.

When Technology Gets In the Way of Customer Experience

Wed, 08 Jun 2016 15:51:32 +0000

Emily Huling, recently published an article on her blog with 17 Terrific Tips When Visiting Clients. The one we want to discuss is #14, where she recommends not using an iPad or any other technology when taking notes and meeting with new and old clients.

This is the 21st century, we should be able to use tech for absolutely everything.

It’s automated, it’s easy, and it lightens your work load, but it does not reflect well with the customer.

As Marty says, when you’re using tech to make your job easier, you are not putting the needs of your client first.

Get this podcast and more here: agencynation.com/podcast

Why Silicon Valley Believes the Insurance Brokerage is Broken

Tue, 17 May 2016 15:18:55 +0000

We have a lot of contention with today’s topic of discussion. Whitney Arthofer’s article on Tech Crunch “Insurance Brokerage is Broken” hits us where it hurts. It’s clear from this article that she’s never worked one single day as an insurance agent, but that doesn’t make her conclusions any less true, or any easier to swallow.

Is the Microinsurance Trend About to Catch Fire?

Mon, 09 May 2016 10:00:00 +0000

In this episode, we discuss Drew Aldrich’s article on CBInsights, “Going Micro is the Next Big Thing for Insurance Tech”, breaks down how it works and shares a few tactics from the successful startups who helped bring microinsurance to the forefront of the industry.

We also discuss microinsurance and why most insurance startups don't understand how to be successful.

2 Things You Must Do to Succeed as an Insurance Business

Mon, 02 May 2016 14:25:14 +0000

Today we dissect the epic fall of the darling medical testing company, Theranos and what it means to the insurance industry.

Once upon a time, Theranos was defended as one of the most ground-breaking companies, using unheard of and cutting edge micro-technology to streamline all sorts of medical testing.

Where they once bragged to be innovators, Theranos – and its creator Elizabeth Holmes – are facing serious accusations and ruining their reputation.

That brings us to the second topic of our episode: Agency Nation’s brand new Agency Nation University.

ANR22 - The Biggest Marketing Failure at TrustedChoice.com in 2015

Tue, 05 Apr 2016 14:12:32 +0000

“We are experimenters just like you, our listeners, and I want to bring out a situation where our experiment didn’t quite go as planned.” Marty Agather

In this episode, Ryan Hanley explains the biggest marketing failure experienced by TrustedChoice.com in 2015.

Are Millennials Out of Reach for the Average Independent Agent?

Wed, 30 Mar 2016 14:43:02 +0000

Insurance is a tricky arena.

The role of the independent insurance agent has always been as the navigator, or the advisor. But with the ease of the internet, insurance is becoming less and less complicated. Sam Friedman points out that while small business insurance is getting more and more mainstream, the generation of those buying from agents like us is dwindling.

Especially among Millennials. But there are ways to combat these changes.

ANR20 - Why US and Canadian Insurance Agents are Dealing with the Same Marketing Obstacles

Mon, 21 Mar 2016 12:59:53 +0000

Marty opens today’s episode discussing what he learned from his recent trip to Canada. He just got back from the

He just got back from the Insurance-Canada Broker Forum where he met with some of our Canadian insurance friends to discuss the different insurance systems used by our northern neighbor.

Interestingly enough, they are having the same discussions we’re having down here in the states. Insurance agents are getting more and more clever with the way they contact clients and deliver product in an increasingly digital and mobile world.

ANR19 - What Happened to Google Compare?

Tue, 08 Mar 2016 16:52:22 +0000

Today we are taking a pragmatic look at what happened to Google Compare. Recently Google announced that they are shutting down their Google Compare insurance industry here in the United States. If you tuned in to one our earlier episodes this past month where we discussed Google’s failings as an insurance comparison company, then this should come as no surprise. But what we’re looking at today is why this happened and what Google did and did not do that ultimately led to their downfall.

This is what happens when insurance tech start-ups move too fast. A lesson from Zenefits...

Mon, 22 Feb 2016 05:26:14 +0000

“If you’re an insurance broker, we’re going to drink your milkshake.”

Parker Conrad, Former CEO of Zenefits. April 29, 2013

“We’ve talked about this numerous times, “the new normal” and how everybody wants to do everything now, “it’s when I want to do it, not when you want to get it to me”, and they are leveraging that consumer sentiment and they are using technology to do it. That’s why they’ve been so successful. The challenge is that they just bent some rules and skirted some issues, and now it’s come back to bite them.” Marty Agather

ANR17 - Maybe the Independent Insurance Agency Isn't Dead

Mon, 15 Feb 2016 18:12:15 +0000

Recently, Google launched their Google Compare insurance pricing program in the United States after its huge success in the UK. Unfortunately, they haven’t been as successful as they anticipated. Google is one of the most successful businesses on the planet, but they made some huge mistakes with their latest campaign that’s now forcing them to re-evaluate their fiscal plans and growth for Google Compare.

We know all too well that insurance is a fairly complicated business, and the American way of buying insurance is very different from the way they do it across the pond. Regional regulations, trustworthy insurance agents, and varying prices all influence how/when/where people buy their insurance, and Google failed to incorporate these very big cultural differences into their plans.

ANR16 – Why Not All Independent Insurance Industry Competition is Created Equal

Wed, 30 Dec 2015 14:09:56 +0000

The landscape of the insurance industry is changing. Today Marty and Ryan talk about an overlooked demographic, the shopper.

“One of the ‘new normal’ behaviors is the fact we want to get a deal on everything.” — Marty Agather

Shoppers are clients who look for the best deal when choosing a major purchase.

Shoppers exist in all industries, but independent agents often make the mistake of considering a “shopper” as a waste of time. The truth is shoppers can be one of the most loyal of customer bases.

Shopping is an American cultural activity.

It is celebrated and encouraged.

ANR15 – Does the Insurance Industry Need More Marketers?

Wed, 30 Dec 2015 13:59:01 +0000

Today we are going to discuss the changing face of marketing in today’s insurance business.

Our first topic will be the article B2B Marketing Professionals: Prepare for 2016 by Considering these Predictions, written by Forrester Researcher, Peter O’Neill.

Marketing has become a marriage of both the sales team and the marketing team.

ANR14 – Do You Have the Fortitude to Reach Digital Marketing Paydirt?

Wed, 30 Dec 2015 13:56:37 +0000

It takes work to reach digital marketing paydirt.

Do you have what it takes?

Today we are discussing two topics that we believe you can apply to increase productivity and attract customers to your agency.

One idea deals with making yourself stand out in a good and unique way that attracts customers.
The other addresses the fact that it takes time and hard work to hit pay dirt. We talk about some ways to shorten your work through the overburden.

A recent blog post by Seth Godin titled Idiosyncratic deals with the idea that perfection is sort of boring.

ANR13 – How to Balance Automation with Unscalable Human Experiences

Wed, 30 Dec 2015 13:48:33 +0000

I recently read an article called “Three Tips for Future-Proofing Your Digital Career”, and it inspired today’s episode.

With so many industries developing automation, you need to find a way to protect your business from the changes future technology presents. As an entrepreneur, you need to be able to keep up with the latest trends and innovations in order to keep your brand modern and relevant.

We cover automation quite a bit in this episode of Agency Nation Radio, but today we’re focusing on what you can do as a business owner to keep up-to-date with the latest, greatest, and maybe a little bit terrifying changes that come with automation.

ANR12 – How to Prepare Your Agency for Digital Disruption {Part II}

Wed, 30 Dec 2015 13:40:53 +0000

This episode is Part II of our series on digital disruption in the insurance industry. Click here to listen to Part I.

There are many factors that can lead to disruption inside the insurance industry.

In Part I of this two part podcast series we discussed the definitions of Innovation and Disruption:

Innovation – new methods, ideas, or products which improve upon an existing process or product.
Disruption – that which causes you to make a fundamental change in business strategy.

Too often we confuse innovation and disruption. Innovations in process, strategy and technology happen all the time. Think of innovation as a strong set of waves washing away a bit of beach.

ANR11 – How to Prepare Your Agency for Digital Disruption {Part I}

Wed, 30 Dec 2015 13:39:19 +0000

Is your insurance agency prepared for digital disruption?

On this episode of Agency Nation Radio we discuss the different between innovation and disruption, as well as, why “The New Normal” of the modern marketplace has created an environment ripe for disruption.

But first… let’s talk a little bit about creating content and haters.

ANR10 – Niche Websites, Facebook Reviews and “Near Me” Google Searches

Wed, 30 Dec 2015 13:36:37 +0000

Today we answer questions sent directly from the Agency Nation Radio audience.

Niche Websites

Our first question comes from an agent in North Carolina.

Ryan asks:

What are your thoughts on creating a personal website highlighting your experience and expertise in certain niche markets? Has anyone done this in the past? Did you have success?”

This is a complicated question as every agent is going to have a different situation in terms of opportunity to create content on their own website.

ANR09 – 5 Trends Driving the Most Progressive Minded Insurance Organizations

Wed, 30 Dec 2015 13:34:43 +0000

What trends are guiding your strategic business decisions?

In this episode of Agency Nation Radio, we use an article from the Insurance Journal, Progressive Insurance CEO on 5 Macro Trends of Note, as the backdrop for discuss on the macro issues shaping the future of the independent insurance agency channel.

According to Progressive insurance CEO, Glenn Renwick, the 5 macro trends his organizations are working to capitalize on include:

Causal vs Correlated Data
The Digitally Responsive Consumer
Brand
Time as a Design Criteria
Vehicle Technology

ANR08 – Agency Management Systems and the Live Streaming Video Revolution

Tue, 29 Dec 2015 18:23:47 +0000

Are you running to catch up with the live streaming video revolution?!

If so, you might want to pump the brakes.

Seriously.

As much as we’re always pushing marketing, live streaming video (as exciting as it is) is a major undertaking. For the vast majority of agencies taking on a tool like Periscope (Twitter’s live streaming video platform) is NOT a good idea.

With any new tool we take on, there needs to be a purpose.

Activity for activity sake is a waste of time.

ANR07 – Why Poor Customer Experience is to Blame for Lower Insurance Shopper Conversion Rate

Tue, 29 Dec 2015 18:05:21 +0000

In this episode of Agency Nation Radio we examine this new JD Power study and share insights on how the study’s finding will impact the independent insurance industry.

As study shows, despite the increase in customers shopping their insurance, “…only 29 percent actually switched in 2014, compared with 37 percent in 2013.”

Poor Customer Experience Leads to Lower Conversion Rate

ANR06 – How to Sell Digital Marketing Inside Your Agency

Tue, 29 Dec 2015 18:02:34 +0000

Are you trying to sell digital marketing inside your agency?

Whether you’re a CSR looking to sell, a producer trying to expand brand reach or an agency owner who simply wants to grow, selling digital marketing as tool to accomplish these goals can be difficult when other stakeholders in the agency disagree.

In this episode of Agency Nation Radio we discuss a four step plan for selling non-believers on the power of digital marketing inside your agency.

The 4 steps to sell digital marketing inside your agency:

Set realistic time expectations
Start small
Commit to the work
Collect data and results

ANR05 – Five Ideas for Running the Insurance Business of the Future

Tue, 29 Dec 2015 16:26:37 +0000

Are you running the insurance business of the future?

In this week’s episode of Agency Nation Radio we discuss five ideas agency principles should consider when building their agency for the future.

The inspiration for this week’s episode comes from an article published by Booz & Company titled: How Digital Leaders Outperform Their Peers.

In this article the author outlines five critical ways the world’s most successful companies “Get it right.”

ANR04 – How Answering Client Questions Will Help Your Write More Business

Tue, 29 Dec 2015 16:23:45 +0000

Are you answering client questions on your website?

This week on Agency Nation Radio we dive into the most consistently successful type of online content insurance agencies can create to grow their business: Answering client questions.

ANR03 – Why Big Insurance Money Continues to Flow Into Digital Marketing

Tue, 29 Dec 2015 16:22:14 +0000

Of all the reasons big money from the insurance industry continues to flow into digital marketing, customer experience stands out as the highest priority.

As the public perception of personal lines insurance being a commodity spreads, the last bastion of differentiation might just be customer experience. Direct writers and captive insurance companies already understand the power of customer experience.

This is why so much money is spent on branding, systems and consistency across each platform on which they sell insurance.

Personal lines insurance buyers perceive auto insurance policy to be exactly the same. By providing the highest quality customer experience we set ourselves apart.

ANR02 – ToeJam Wine, Google Compare and Facebook Native Video

Tue, 29 Dec 2015 16:20:32 +0000

Does Google Compare present an opportunity for independent insurance agents?

In this episode of Agency Nation Radio we step up onto our soap boxes for a philosophical discussion on the impact Google Compare Auto Insurance will have on the independent insurance industry.

More importantly we share ideas on psychological impact products like Google Compare will have on the US insurance buyer.

ANR01 - Drones, Click Tracking and Improving Online Customer Experience

Tue, 29 Dec 2015 16:15:38 +0000

The business of insurance is busy.

That doesn’t mean you shouldn’t have access to the sales, marketing and automation tactics and strategies drive insurance agency growth.

Welcome to the very first episode of Agency Nation Radio, the insurance pros podcast.

Agency Nation Radio will be a weekly podcast hosted by Ryan Hanley, Head of Marketing for TrustedChoice.com and Marty Agather, Senior VP of Strategy for TrustedChoice.com.

Each week, we’ll dive into the topics and trends impacting the independent insurance industry. More importantly we’ll provide ideas and guidance to help your insurance business dominate the marketplace.