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

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

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

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

In this episode of Agents Influence podcast, host Jason Cass interviews Tara Kelly, President & CEO at SPLICE Software Incorporated. Tara talks about her expertise in programming and the services they have in the company. Episode Highlights: What has attributed to Tara’s success, skill or luck? (4:47) Tara shares her background. (6:23) Tara mentions the goal of her company. (8:19) Tara shares their platform and the services they offer at SPLICE Software Incorporated. (9:19) Tara explains how to utilize their system. (10:29) Tara shares how their system could be helpful to other agencies. (12:58) Tara shares a story about a test environment they set up. (20:08) Tara shares her thoughts on digital voice assistants. (23:21) Tara explains why some people don’t trust data. (27:13) Tara mentions why customer experience is about creating value. (37:07) Key Quotes: “I actually believe in luck. I think luck is a powerful thing. It's keeping your eyes wide open and setting your filters to let luck in.” - Tara Kelly “We try to be a partner and I think that's the important thing. There's a lot of opportunities when a customer or prospect says, let's stay in touch. I'm going to give you permission to talk to me and my favorite places.” - Tara Kelly “Let's take one that we've done well and let's try to just build on that. All good things with AI, automation and data require the consumer to step up and play ball for a better planet and it's required.” - Tara Kelly Resources Mentioned: Tara Kelly LinkedIn SPLICE Software Incorporated Reach out to Jason Cass Agency Intelligence

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down what those seven steps are and how you can do it, too! Episode Highlights: Charles mentions his book called, The Millionaire Producer. (1:49) Charles shares the first step: collect signatures and serve happiness. (3:00) What’s one of the most imporant and most expensive pieces of paper in the insurance business? (4:44) Charles walks us through the second step. (7:28) Charles details the third step: think bigger. (12:38) Charles shares the crucial fourth step in building your book of business. (15:17) Charles explains the fifth step: riches are in the micro-niches. (17:16) Charles mentions the sixth step. (21:17) Charles shares the final step, which is accountability. (26:40) Key Quotes: “Our clients need to be happy. They want to be joyful, they want to be satisfied, they would like to stay loyal, they want to be happy that they chose you. And so, we have to provide services that provide solutions to the bigger problems that they have. You do that…your client will remain happy.” - Charles Specht “You're not necessarily a salesperson, you are a persuader. You need to work on your persuasion. As you work on your persuasion, your tact, your delivery, how you actually message things, you're gonna see your book of business actually increase significantly.” - Charles Specht “That's what an insurance agent does...collect signatures, serve happiness. Stop offering quotes to people who have not yet given you their permission to represent you in the marketplace. That's not what pros do.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In this episode of Agency Freedom podcast, James talks with 30+ year industry veteran, Jerry Conrey, from Orange, CA.

In this episode of The Ryan Hanley Show, Ryan Hanley interviews Ron Shroyer, VP of Sales at Aureus Analytics. Ron joins the podcast for a deep dive into data, DONNA, and why those who can harness data will rule the (insurance) world. This is a conversation you don't want to miss... Episode Highlights: Ron shares his career background. (6:59) Ron explains what Aureus Analytics is all about. (11:29) What did Ron find was unique when he first came to Aureus Analytics? (14:28) Ron shares how having access to influential people can really help with growth. (23:53) Ron explains what the sentiment score is all about. (26:43) Ron shares the difference between structured data and unstructured data. (36:56) Ron explains how DONNA works. (38:11) Ron mentions the most significant thing that they’ve processed within DONNA. (46:06) Key Quotes: “I love the industry. I mean, it is so well connected with the people... Just how the industry has an influence on what goes on with the rest of the world...everybody needs insurance.” - Ron Shroyer “If you take a deep look inside the opportunities you have, you can grow exponentially with the customers that are already at your door. It's way less expensive from a retention standpoint, and then also from a front-end organic growth standpoint. I mean, if you could save a point in retention, it makes it easier to get your growth goals in place.” - Ron Shroyer “We are good at understanding data and being able to give you a really strong insight based on that data. I look at that opportunity with Agency Zoom and running those trigger events and making our insights actionable.” - Ron Shroyer Resources Mentioned: Ron Shroyer LinkedIn Aureus Analytics DONNA for Agents Reach out to Ryan Hanley

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses how the Jack-of-all-Trades is dead. The "generalist" producer is a thing of the past. Insurance agents who become experts in a specific area (Micro-Niche) get more clients more quickly and win significantly more signed Broker of Record Letters. Episode Highlights: Charles shares a story about a man named Jack. (2:07) Charles explains what a micro-niche is. (2:55) Charles mentions the problem with being a generalist. (4:07) What would Charles recommend to insurance producers? (5:04) Charles shares the story of when he first understood the power of micro-niches. (5:16) Why are the riches in the micro-niches? (11:21) What’s something Charles often hears from the employee health benefits producers? (13:21) Is micro-niching about more than just types of accounts? (14:04) Charles mentions some of the factors that you need to consider when you first start exploring micro-niches. (24:54) Key Quotes: “The insurance producer, who is micro-niche, is the one who wins the day. Period. And, so the riches are in the micro-niches.” - Charles Specht “Being micro-niched allows you to write significantly larger accounts. If you are a generalist, that's not necessarily true. You're not going to be able to write larger accounts all the time. But, being micro niched separates you from the competition.” - Charles Specht “The focus is that the riches are in the micro-niches. If you get that... you are going to have a book of business that will explode. - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht talks about the five things insurance producers do each week that will guarantee them success. Stay committed to these five things and you'll be well on your way to building a $1,000,000 or more Book of Business! Episode Highlights: Charles explains a problem that he sees with far too many producers. (2:42) Charles mentions what he would’ve done if insurance didn't work out for him. (8:57) Charles lists the five things that successful producers do each week. (10:29) Charles shares why sometimes he needs a kick in the pants. (11:16) Charles shares a story about a producer he’s been working with for quite some time. (13:27) How many phone calls should you be able to take in an hour? (15:27) Charles explains why the vast majority of insurance producers are not good at administration and data management. (17:43) Charles shares why ideal prospecting is like building a house. (22:15) Key Quotes: “I really hope you understand how important each and every day is... Monday, Tuesday, Wednesday, Thursday, Friday. You know, Friday is not a day in which to take off. Friday is a day in which to sell some insurance.” - Charles Specht “What you sow, you will reap. If you sow rest, you're going to reap poverty. But, if you go out and you plant the seeds, and you water the seeds and you tend the soil, you are going to reap the fruit. You absolutely will. All the work that you put into your insurance career is going to come back to you tenfold… a hundredfold.” - Charles Specht “The fortune is in the follow-up. Consistency is key, and you need to do things that calculate toward profit. If you're not doing things that calculate toward profit, guess what? You're calculating towards poverty, and that's not a recipe for success.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Cassidy Arbeli, podcast host of Unburden Your Business. Cassidy chats about agency life, entrepreneurship, and how agents can invest in themselves through ongoing education. Learn how to understand your money and where to meet other like-minded entrepreneurs.  Episode Highlights: Katlyn introduces Cassidy Arbeli. (1:27) Cassidy shares her experience working remotely with her team. (5:33) Katlyn shares the programs that they offer at Quantum Assurance International. (11:49) Cassidy mentions why learning and understanding money is vital. (13:50) Cassidy gives a short background of her program called, Agency By Design. (14:52) Katlyn shares why she loves being a woman in the insurance industry. (18:09) Cassidy shares a story about her popular mom blog. (21:01) Cassidy mentions why she likes the idea of residual income. (22:11) Cassidy shares her Facebook group called Female Insurance Agency Owners. (27:50) Key Quotes: “It's totally 2021 now to start relationships and friendships, and conversations and collaborations with people through the internet, and it's not weird anymore. I think just showing people that you can hop on and just get to know somebody this way is something normal now.” - Cassidy Arbeli “Whether you're in insurance or you're in a different industry, this is your business. This is your baby. You get to decide how it affects your life, what it does for you, and how you show up for it.” - Cassidy Arbeli “I think I've been successful in everything else that I have chosen to do. And, how I can show up for other people and show them this formula and say...Hey, you know, this is what you need to do for your business. We're going to do it together. I’ll help you figure out how it needs to look for you.” - Cassidy Arbeli Resources Mentioned: Cassidy Arbeli LinkedIn Unburden Your Business Female Insurance Agency Owners Facebook page Reach out to Katlyn Eggar Quantum Assurance International

In this episode of Agency Freedom podcast, James and Alison Jenkins share a candid and unfiltered conversation about the challenges, the thrills, and the lessons learned in the last 8 years of running two insurance agencies and making their Freedom Jump.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses THREE things you absolutely need to get from your prospect if you decide to offer quotes, instead of being awarded a signed Broker of Record Letter on the current policies. Doing these three things will significantly strengthen your position to win, while not doing them is a dagger of death. Episode Highlights: Charles mentions why constructive risk exists. (2:55) What issues does Charles face, when working with insurance agents? (5:44) Charles explains why he needs to invest more in stocks. (8:03) Charles shares the three things you need to do to better position yourself. (12:37) Charles mentions why being micromanaged is very important. (16:24) Charles explains why it’s unethical to go through a quoting process with multiple agents. (20:51) Charles shares why precision is important to guarantee a business relationship. (23:09) Charles mentions what happens when you can't get those three things. (34:05) Key Quotes: “When we go through a quoting process, we don't actually dictate any terms with the insured with the prospect. In other words, we don't establish the rules of the game.” - Charles Specht “You have a stock price with your prospects. It's going up and down, based upon a lot of circumstances that not only you do directly, but also, based on what's happening behind the scenes.” - Charles Specht “Everybody has to come in with their best rate. Otherwise, it's just a free for all and you're not in a very strong position there. You’ve got a weak stock price.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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

In this episode of Insurance In Your Words, an AI podcast series originally aired in 2016, host, Joey talks with Nate Waite about the work he's doing to bring this system closer to reality and the players in the process who aren't.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you exactly what you should say, and ask your prospect during your first meeting and -- specifically -- why you should ask for the signed BOR. Doing so tells you absolutely everything you need to know about your position in the process as well as how strong of a position the incumbent agent has with the insured. Episode Highlights: Charles explains why it’s better to ask for business during the first appointment. (2:33) Charles mentions one of the nice things about being a micro-niche. (3:42) Charles shares what you should find out from your prospect during the first meeting. (5:31) Charles mentions the type of questions you should be asking your prospect. (7:50) Charles shares one of the ways he shows a lot of value to his clients. (9:25) Why should you ask for the broker of record letter during the first appointment? (13:19) Charles mentions what happens when you ask for the broker of record letter before the first appointment. (16:58) Charles shares what millionaire insurance producers do. (29:08) Key Quotes: “You need to find lots and lots and lots of problems during that actual appointment. You need to have specific questions already written down, sitting on a piece of paper. One that you're actually holding in front of you, so that you can ask your prospects those questions. If you don't have those questions written down in front of you, you are an amateur and you deserve not to win.” - Charles Specht “Every single point of communication is about positioning, positioning, positioning, positioning. You are always trying to position yourself better every point of communication either strengthens or weakens the relationship with your prospect. You are either gaining ground or you are losing ground.” - Charles Specht “If you show up to the place of business,sitting down with a business owner who has decided to give you an hour of his or her life, to talk about something that is not really interesting to them, that they don't like... that causes frustration.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Ryan Frank, pastor, publisher, and entrepreneur. Ryan documents his journey to opening his first insurance agency. Hear as he shares which leadership principles and team-building skills have helped him see success. Episode Highlights: Ryan shares his background in ministry and being a pastor. (6:32) Ryan shares what Kidz Matter is all about and his online school, Kidmin Academy. (8:40) Ryan explains the mission and the purpose behind Kidmin Academy. (11:19) Ryan mentions that he’s a big believer in finding good people, empowering them, and letting them go. (15:49) Ryan shares his number one tip in delivering a successful conference that people will come back to. (20:59) What made Ryan decide to build an agency? (30:30) Ryan shares some of the things that he’s been doing to network with other agents. (37:16) Ryan shares why the best leaders are the growing leaders. (40:31) Ryan mentions the significance of systems and structures. (44:12) Ryan explains why you’ve got to run your business as if it’s twice its size.  (47:05) Key Quotes: “I always seem to be kind of wired, where…. I loved pastoring people, I loved ministering to people, but I also had this entrepreneurial spirit in me.” - Ryan Frank “Let's learn from that failure and just move on. The more I empower my team, the more I find that our organization grows, and the more margin or capacity I have for more.” - Ryan Frank “The best leaders are growing leaders, and the best way to grow is by spending some time with people and growing your network with people. So, that's been huge for me.” - Ryan Frank Resources Mentioned: Ryan Frank LinkedIn Ryan Frank Website Frank Insurance Management Kidz Matter Reach out to Katlyn Eggar Quantum Assurance International

In this episode of Agency Freedom podcast, James wraps up our foundational episodes with a discussion on the internal and moral concerns you should be aware of. Specific topics in the episode include: challenges created by your people, your processes and your production, and also how to conduct a 12-area threat assessment for your clients.

In this episode of the Millionaire Insurance Producer podcast, host Charles Specht discusses the 12X Mindset, which results in one new client per month via Broker of Record Letter. Charles talks about the basic foundation of the 12X Mindset which is, 1) Stop offering quotes to non-clients; 2) Develop a Micro-Niche, 3) Target larger revenue-generating accounts, and 4) Target signed Broker of Record Letters. Episode Highlights: Charles explains the goal of this episode. (2:20) What are some of the things insurance producers should do to win prospects? (5:34) Charles gives a significant piece of advice to help you with prospecting. (7:58) Charles shares some statistics from his experience as an insurance producer. (12:30) When did Charles really start to understand the power of the broker of record letter? (21:33) Charles mentions the 12X Club website. (22:10) Charles gives the four keys you need to have a 12X mindset. (22:27) Charles explains how to create services within your niche. (31:29) Key Quotes: “You can’t articulate to your prospect about what makes you different, and what makes you better. Please understand, your prospect will never be able to figure it out for themselves, ever.” - Charles Specht “Prospecting is a numbers game. Selling insurance is a relationship game. Don't make the mistake of thinking that you can just walk into somebody's office and ask for the sign broker of record letter, and expect to get it.” - Charles Specht “Everything that you do, every question you ask, every telephone call, every email is a point of positioning. You're trying to position yourself in a better light, in a better position, stronger position, so that you can win the business.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In this episode of The MVP Podcast, Mitch Gibson goes solo to discuss why building your network is so important in this industry, along with discovering what processes work best for you as a producer. Not everyone has the same process, but we can all learn from what each other are doing. Episode Highlights: Mitch mentions why he loves using the analogies of baseball and insurance. (1:48) Mitch shares why building your network is the most significant factor in learning the products that you're selling. (5:49) Mitch shares why a lot of people want to work for an independent company, rather than a captive company. (8:58) Mitch mentions the two best relationships he has on the mortgage and real estate side. (10:44) Mitch shares how the Agency Intelligence Mastermind group has been beneficial for him. (13:05) Mitch explains how he changed the way he put the customers in his agency management system. (16:33) Mitch mentions what differentiates them from the other insurance agencies. (24:23) Mitch shares why he’s glad that he got beat by the huge account that was given to him. (34:36) Key Quotes: “Just because you get beat doesn't mean it's one of those things that you have to sulk over and get angry and get mad.. You’ve got to learn from it.” - Mitch Gibson “I think that's what makes losing so hard, is when you put your full fledged effort into something and you have a positive thought about it, and you feel like you're gonna make a difference... and, then you just get beat.” - Mitch Gibson “Understand your network is your net worth. So, continue to build those relationships, find those people to connect with, and surround yourself around people that want to do business with good people.” - Mitch Gibson Resources Mentioned: Reach out to Mitch Gibson

In this throwback episode of Agency Intelligence, host Jason Cass offers up a solo podcast episode to address the four main goals that people want to align your business. He also shares the poll results of this question, the importance of merging your company’s sales culture and service culture to create a better customer experience.  Episode Highlights:  Jason Cass talks about Safeco ‘Agent for the Future’ study.  What was Ryan Hanley from Action is the Answer’s online post about? Do your actions align with your goals?  Jason defines the four core goals of your business.   Which was the most popular business goal in the poll: freedom, impact? Wealth, or notoriety?  You need to be a sales culture and a service culture, but you can’t silo it.  How are the two different types of people we can sell to?  If agents have an 88-90% retention then there is about a 10-12% chance of writing those clients.  Those that focus on selling based on price will be eliminated because customers have devices on their phones where they can search for the best rates daily.  What is revenue-per-client based off?   Don’t just meet the customer's expectations. Also, meet their expectations.   Key Quotes: “We could have an impact on somebody. We could have an impact on something like an organization or the environment. So it depends on what you’re defining your impact to be.” – Jason Cass “I think business competitive edges are so 80s and 90s. Today, people need to believe in what you’re doing. They need to believe in your story.” – Jason Cass “Wealth means to me, am I able to have people around me that love me? Am I able to be a part of organizations that appreciate what I can do? Am I able to be a part of organizations that I am able to appreciate what they do?” – Jason Cass Resources Mentioned: Agency Intelligence Reach out to Jason Cass

In this episode of the Age of Indiependence podcast, host Katlyn Eggar is joined by Justin Eggar, the CEO & Co-Founder of Quantum Assurance International. Late-night ramblings uncover Justin's superpowers, what Katlyn thinks of the biz dev messages in her inbox, and how we really feel about Tesla. Catch the bonus episode we threw in just for you, of our pre-episode promo on Facebook live with lots of great content directly following current events, leadership development, and insurance training tips. Thanks for hanging out with us- Cheers! Episode Highlights: Justin chats about their Virginia office. (6:15) Katlyn discusses her class in their Allen office. (8:20) Katlyn shares what she likes about reading the biz dev messages. (11:57) Justin mentions why he signed up for two cyber trucks. (14:18) Katlyn mentions their new course called ‘Managing Your Brand’. (18:48) Justin shares why he’s always excited about one-on-one meetings. (23:21) Justin shares their future plans for the agency. (25:16) Justin mentions one of the reasons why the fireside chat is important. (36:05) Justin shares one of his greatest fears. (42:43) Key Quotes: “I actually like reading the biz dev messages, because I like looking for good ideas, and, like, connecting with someone out of the blue is always one of those mysterious life skills that you want to be able to have.” - Katlyn Eggar “I do love the idea of people talking about insurance, like, you know, people should be talking about insurance.” - Justin Eggar  “Sometimes we all get so busy that you can end up neglecting people... I have, by accident. And, so I try to be purposeful with bouncing back and forth.” - Justin Eggar Resources Mentioned: Justin Eggar LinkedIn Quantum Assurance International Reach out to Katlyn Eggar Quantum Assurance International

We're so excited to introduce you to the newest series on the AI Podcast Network: the Millionaire Producer Podcast, hosted by Charles Specht, national sales director and keynote speaker.  Charles was a producer with a $1,000,000+ Book of Business, before starting a consulting company working directly with insurance buyers. Now, he’s taking over the podcasting world to give you tools to package your services in such a way that your prospects will fire their current agent and sign your Broker of Record Letter…during the very first appointment!  In this first episode of the Millionaire Insurance Producer podcast, host Charles Specht gives the back story of his first ten years in the insurance industry as a producer. Charles explains why he stopped selling insurance and became a fee-based consultant to insurance buyers, how insurance buyers choose an agent, and how he eventually transitioned into teaching insurance producers how to win signed Broker of Record Letters. Episode Highlights: Charles mentions the three things that an insurance buyer is looking for. (1:32) Charles gives a brief background of his consulting company. (3:03) Charles mentions the reason why insurance buyers hire him as their insurance consultant. (5:56) Charles shares the skill sets you’ll need when it comes to prospecting. (10:01) Charles walks us through his career background. (11:42) Charles mentions why he loves to hear the word ‘yes’. (13:48) Charles explains what a minimum revenue threshold is. (16:33) Charles shares one of the big decisions he made in his career. (23:22) Charles mentions the website Broker of Record Letter Group Mastermind. (29:17) Key Quotes: “What I do is work with insurance agents to actually help them become more successful. It's a lot more fun, it's a lot more exciting than having to actually put together apps and so forth. Personally, I'd love to be able to see the producers actually get that win, to be able to see that smile that they heard somebody say ‘yes’.” -Charles Specht “I love to hear the word ‘yes’, because I know that when I hear the word ‘yes’, that means they have said no to the incumbent and that they have chosen to actually begin doing business with me. And so, I love prospecting. I love being able to meet with people. I love being able to talk to people. And, so, you know what? I was just a prospecting machine.” -Charles Specht “I focus on working with insurance agents to help them get more broker record letters. You wonder why? Because, that's what my client, the contractor, wants. They want to be able to pick one agent. I don't focus on the broker of record letter just because I think it's an awesome, interesting way with the prospect, no. I focus on the broker record letter because it's what the prospect wants.” -Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In this episode of Agency Freedom podcast, James discusses legal and regulatory concerns that are guaranteed to help you avoid getting sued or finding yourself on the wrong end of a letter from a state agency. Specific topics covered include: Best practice guidelines for documentation, disclaimers, becoming familiar with the standard components of an ISO insurance policy form and a lot more.

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

In this episode of The Ryan Hanley Show, Ryan Hanley interviews Heath Shearon, a former Territory Sales Consultant for Encompass Insurance, who is now the founder of the Insurance Town Podcast, one of the fastest-growing podcasts in the insurance industry. Learn why he's known as the "The Mayor" and how Heath made the transition to a full-time podcaster. Don't miss this episode... Episode Highlights: Heath shares one of the things he does that a lot of people don't do. (12:05) Heath mentions the good thing about listening to different podcasts. (14:40) Heath mentions the most used word on Ryan’s podcast. (16:07) How does Heath feel about his career today? (17:59) Heath explains the huge problem he sees in the insurance industry. (22:35) Heath shares his career background. (24:28) Heath mentions why being in a small town fits his personality. (34:34) Heath mentions one of the biggest compliments he’s received. (38:14) Heath shares one of the things that he and his wife always say. (50:37) Key Quotes: “We're passionate about what we believe in. So, that passion comes out. It does come across negatively a lot. And so I'm hoping that just by a little something that we do, maybe even this podcast can help inspire at least one person to be positive today, who knows?” - Heath Shearon “I love the whole small town feel thing, and I love the whole community looking out for each other. And I love the idea of connecting others, enhancing one's day, any way that I can.” - Heath Shearon “I never understood the latest and greatest marketing tools. But, I knew the industry and I knew how the industry worked, and I knew this industry more than anything else is one big great community. And, it is a way that we can connect to one another.” - Heath Shearon Resources Mentioned: Heath Shearon LinkedIn Insurance Town Podcast Encompass Insurance Reach out to Ryan Hanley

In this episode of The MVP Podcast, Mitch Gibson sits down with Sean Kirby, CPIA, Insurance Agent at The Performance Group. Sean talks about his approach in the insurance industry and how The Performance Group Podcast became the connector of their community. Episode Highlights: What activities does Sean like to do outside of insurance? (3:55) Sean mentions what he learned about communication. (5:20) Sean explains his role at The Performance Group. (6:56) What’s the most difficult thing for Sean, being in the business? (8:53) Sean shares how The Performance Group Podcast turned into relationships and business. (10:49) Why does Sean think podcasts are an asset? (13:58) Sean explains some of the processes they have at The Performance Group. (17:42) Sean shares some of the struggles he’s had in the insurance industry. (22:50) Sean gives a piece of advice to the listeners. (27:00) Key Quotes: “I've learned a lot more from screwing that up, than I have by doing it the right way, and not making those same mistakes twice. So, it's all about time management, and open flow of communication.” - Sean Kirby “Trial by fire made me who I am today and it's actually helped me so much in understanding my staff, and the pressure put on them in situations.... For them to learn from mistakes, and let them screw up.” - Sean Kirby “Media has morphed into this other thing, where we are in the position to put other people on and give them a platform. At the same point, you're reaping the benefit of whether it's their insurance, their network, recognizing you, or just being the connector of your community.” - Sean Kirby Resources Mentioned: Sean Kirby, CPIA LinkedIn The Performance Group The Performance Group Podcast Reach out to Mitch Gibson

In this episode of Agents Influence podcast, host Jason Cass interviews Laura Adams, financial spokesperson, speaker, and writer. Laura talks about her book entitled, Money-Smart Solopreneur and the classic problem that most salespeople face. Episode Highlights: What has attributed to Laura’s success, skill or luck? (5:01) Laura shares her background. (7:05) Laura mentions how she became interested in podcasting. (7:50) Laura mentions her book entitled, Money-Smart Solopreneur. (12:22) Laura shares the classic problem that many salespeople face. (16:54) Laura explains why starting a business is challenging. (21:02) What does Laura think about the future of her book? (25:41) Laura gives a piece of advice to the listeners. (29:10) Key Quotes: “Just because you don't have a job, doesn't mean you can't save for retirement, right? Doesn't mean you don't have benefits. You can create your own benefits package as your own self-employed person, which a lot of people don't realize.” - Laura Adams “Ultimately, it's your responsibility to make sure you're double-checking their work. If they make an error, it can come back on you. So, you do need to be involved. And you do need to understand the basics of taxes when it comes to your business.” - Laura Adams “I think we really do need to realize that people want to be met in different places. And, we need to make sure that we don't forget that... and help people find the products that they need.” - Laura Adams Resources Mentioned: Laura Adams LinkedIn Laura D. Adams website Reach out to Jason Cass Agency Intelligence

In this episode of the Age of Indiependence podcast, host Katlyn Eggar discusses how to plan your most intentional results yet and how to use a documented process to achieve the big wins that are most important to you this year. You'll learn how to map your processes by deciding WHO is going to do WHAT, WHEN, and HOW you want them to do it. Episode Highlights: Katlyn shares the most important responsibility within an agency, as a business owner. (3:00) What is process mapping? (3:52) Katlyn mentions why the topic of process mapping is vital. (6:16) Katlyn breaks down what it will cost you to put this into practice. (7:27) Why should business owners create new processes for their agency? (9:14) Katlyn gives us the first step to mapping processes. (11:11) Katlyn shares the six types of process ideas. (12:18) Katlyn shares how to create the process using the method she created. (18:56) Key Quotes: “Getting these processes in place first means that you'll have far more success with your VAs and your new technology, than agents who just haven't defined their process yet.” - Katlyn Eggar “Whatever your goals are, know that you are doing one of the best things you can do as an agency owner, by carving out time to create new processes for your agency. It's one of the best ways to invest your time.” - Katlyn Eggar “You're a leader. You have the potential to influence your entire team to be more intentional with their efforts and moving in the same direction. And, by investing in your processes, you've added value to your team and fuel to your plan to achieve great things this year.” - Katlyn Eggar Resources Mentioned: Reach out to Katlyn Eggar Quantum Assurance International

In this episode of Agency Freedom podcast, you'll hear about: - Innovation both inside your agency and how you relate to the marketplace - Innovation in your sales process and Channel Partner relationships - Innovation in how you steward your client relationships - Financial best practices and how to better get a handle on understanding your numbers - Environmental concerns and how you can optimize your physical space to promote mental and wellness.

In this episode of The Ryan Hanley Show, Ryan Hanley interviews Matthew Sutika, Chief Insurance Officer and Ryan Letzeiser, Co-Founder and CEO of Obie. Matthew and Ryan join the podcast to talk about power mergers, partnerships and changing the way independent insurance agents find coverage for rental property owners. Don't miss this episode... Episode Highlights: Matthew mentions why Ryan Hanley is the coolest guy in insurance. (6:16) Ryan shares his insurance background. (8:59) Matthew shares the process they’ve built for Obie. (18:42) Ryan shares the benefit of designing policies from the consumer side. (24:11) How does Ryan manage variables that have traditionally been disqualifiers? (27:22) Ryan explains the admitted products process. (29:29) Matthew mentions their main focus. (31:40) Matthew shares what they’re currently working on in the company. (36:56) Matthew and Ryan give some advice to the agents who are listening. (42:33) Key Quotes: “I wanted Obie to be in every brokerage. I wanted everybody to have us as a carrier, even if they only use this once or twice a year. At least, it'll be fast, easy. And it'll be nice, right? Some of the bigger brokerages that love to have space will use us, day in and day out. So, that's really what we focused on.” - Matthew Sutika “I think just having a math background has allowed us to work in the right direction, basically from the bottom up rather than the top down. And yeah, I think that's a huge differentiator in making sure that we at least have a product that we know we can sell right out of the gate.” - Ryan Letzeiser “At the end of the day, your program efficiency comes out of somebody that's kind of been there, done that. And, then you exclude the things that you don't really like about their program, and you hopefully can supplement with things that you do like from other programs to make it more comprehensive.” - Ryan Letzeiser Resources Mentioned: Matthew Sutika LinkedIn Ryan Letzeiser LinkedIn Obie Reach out to Ryan Hanley

We’re excited to announce that the first episode of The MVP Podcast, hosted by Mitch Gibson, on the Agency Intelligence Podcast Network is live!  In this episode of The MVP Podcast, Mitch Gibson sits down with agency owner of Portal Insurance and co-host of the Insurance Guys Podcast, Bradley Flowers, to talk a little more about his path and the things he’s learned along the way from being a young agent, to growing a rapid growing start-up agency in Mobile, Alabama. Episode Highlights: Bradley shares his favorite hobby. (3:01) What are Bradley’s biggest motivators? (5:40) Bradley shares the characteristics he looks for in new agents. (9:43) Bradley explains the agency’s core values. (9:59) Bradley shares how their hiring process works. (13:03) Bradley mentions his YouTube series called, Making The Donuts. (16:01) Bradley shares the significance of having a personal brand. (24:53) If Bradley could spend 24 hours with anybody in the world, dead or alive, who would it be, and why? (31:51) Key Quotes: “If you have a good culture fit, everything else probably is going to work itself out. Because, if they're not a good fit at what we're hiring for, if they're a good culture fit, we'll find a position for them.” - Bradley Flowers “If you're applying for a job, how do I show them that I'm going to add more value to this job, and to this organization than what they're paying me. Or, if you're working for a company, how do I add more value than what I'm doing now?” - Bradley Flowers “Being different and being better, and being extraordinary... it's supposed to be difficult, and it's supposed to be hard. You're going to deal with problems that you didn't expect, that you shouldn't have to deal with. But, because you're doing something amazing, that's a good thing. You need to embrace that. You need to be ready for it.” - Bradley Flowers Resources Mentioned: Bradley Flowers LinkedIn Portal Insurance Insurance Guys Podcast Reach out to Mitch Gibson

In this episode of Agents Influence podcast, host Jason Cass interviews Alexander Low, Head of Enterprise Strategy & Operations at Lately. Alexander talks about his approach in the insurance industry and explains what Lately is all about. Episode Highlights: What has attributed to Alexander’s success, skill or luck? (4:50) Alexander shares his background. (5:41) Alexander explains how to shift your mindset. (8:04) Alexander explores why Lately has been such a helpful product. (10:00) Alexander shares what B2B true relationships are all about. (15:38) What made Alexander write the article called, ‘CRM Is Dead, Long Live the CRM’? (19:26) Alexander shares a story about the CMO from IBM about 10 years ago. (25:25) Key Quotes: “You have to lose to win, though, sometimes. You ought to take the losses when you take them. As long as you learn from those losses and then build on that, then that should help the winning. I’m all about winning.” - Alexander Low “Businesses that start to understand that... I don't care whether you're a solopreneur or a global multi-billion dollar organization, everybody has the same challenges. What COVID has done has changed how our buyers buy and this is across all industries.” - Alexander Low “CRM system is just simply a record of truth, car clients, relationship management. It should just do that, it should record conversations, contact details of what is happening in that relationship between you, and your prospects, and your client.” - Alexander Low Resources Mentioned: Alexander Low LinkedIn Lately Reach out to Jason Cass Agency Intelligence

In this episode of the Agency Intelligence podcast, guest host Mike Crowley talks with Landon Bentham TRA, MBA, on how he successfully transitioned and helped modernize his father-in-law’s hometown agency one step at a time. For anyone that is frustrated with how your agency is set up, this episode will give you the blueprint on how to successfully move your agency forward to prepare for the future. Episode Highlights: Landon shares his background. (2:13) Landon mentions his father-in-law, Mark Rice. (3:44) Landon shares how he got his father-in-law involved in their promotional video. (11:53) Landon shares why evolution could propel us into the future. (22:43) Landon mentions how he approaches meetings with his staff. (28:53) Landon explains why redoing their website became an issue. (33:26) Landon mentions one of the things that his father-in-law said to him. (39:06) Landon gives a piece of advice to the loyal listeners. (43:22) Key Quotes: “Just thinking about how we interact with customers a little differently, is gonna make all the difference.” - Landon Bentham TRA, MBA “The relationship is first and so taking care of that relationship, then allowed me to say, let's try this. I'm going to try it first and see if it works. And if it does, we've proved it, and then you decide if we should invest in it or not.” - Landon Bentham TRA, MBA “It's the basics of relationships, and understanding that I have the same goals, which is to grow the business that the prior generation does, which is to grow the business to sustain it.” - Landon Bentham TRA, MBA Resources Mentioned: Landon Bentham TRA, MBA LinkedIn Callahan & Rice Insurance Group, Inc. Reach out to Mike Crowley Agency Intelligence

James unpacks the super important area of contractual concerns as well as physical concerns. In this episode, you'll hear about: team member compensation, equity vs ownership, vendor protections, office planning and outfitting, critical incident response planning.

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

In this episode of The Ryan Hanley Show, Ryan Hanley interviews Brett Fulmer, known as Broker Brett on social media, a true renaissance man in the insurance industry. In this epic conversation, we break down his career and why his path is quickly becoming more the norm, than the exception. Don't miss this episode... Episode Highlights: Brett shares his background. (6:11) Brett gives his thoughts on broker relationships. (16:55) Brett shares the future of agencies. (19:19) Brett shares some of the programs he created when the pandemic hit. (21:45) Brett explains how his team allows him to be a better version of himself.(25:16) Brett shares his career background. (25:54) How does Brett decide which types of projects he wants to be involved with? (34:38) Brett discusses the origins of his agency. (42:13) Brett mentions the mindset of being a leader. (51:53) Key Quotes: “I've actually got to a point where I don't even think about it as insurer tech and insurance anymore. It's sort of like fit, place, time. And, hopefully, everyone's using technology well.” - Brett Fulmer “I'm looking for people who are gonna challenge me... we can grow and win together. I'm not looking for people to pat me on the butt. I'm too nice to everyone so, everyone’s too nice to me. I mean, people are gonna challenge me and help me kind of grow and go forward.” - Brett Fulmer “The crown jewel I'm chasing is like...Wow, we figured out the mouse trap and we can deploy other people to do the same thing. Even candidly, the name sets itself up to... once we feel like we have it, we can deploy other insurance on it… help other people get rolling, but we’ve got to figure out how to make our own stuff work first.” - Brett Fulmer Resources Mentioned: Brett Fulmer LinkedIn Newport Beach Insurance Center LLC Finaeo Inc. CaptaIMS Reach out to Ryan Hanley

In this episode of Agency Intelligence podcast, host Jason Cass interviews Vonda Copeland, CPIA, CWCU, Vice President of Operations Administration at Copeland Insurance Agency. Vonda talks about her approach in the insurance industry and her acquisition development.  Episode Highlights: What has attributed to Vonda’s success, skill or luck? (14:48) Vonda shares how she got into the insurance industry. (15:43) Vonda mentions her very first role in the agency. (20:48) Does Vonda still utilize Quickbooks or does she prefer AMS? (22:36) Vonda shares how Jay’s vision has improved the agency. (24:08) Vonda shares how their acquisitions have developed. (27:37) Vonda explains how she manages acquisitions and growth. (30:35) Why does Vonda feel it’s important to utilize a calendar? (33:37) Vonda mentions why developing resilience is key. (40:36) Key Quotes: “You all have to remember that we work in risk management. We work with the knowledge that we have to provide a safe work environment. And, we have to treat ourselves the same way as we would treat any of our commercial clients who are concerned about what to do with employees.” - Vonda Copeland, CPIA, CWCU “The best way to get a contract for a company to expand your markets is through acquisition. So, we started acquiring… And, I don't even know how many acquisitions we've done over the last 20 years.” - Vonda Copeland, CPIA, CWCU “I think the real answer to developing resiliency is learning how to pivot. Because, when stuff comes at you, you have choices. You can not deal with it, you can crawl in a hole, you can pretend it doesn't exist, or you can meet it head-on and figure out what you're going to do with it.” - Vonda Copeland, CPIA, CWCU Resources Mentioned: Vonda Copeland, CPIA, CWCU LinkedIn Copeland Insurance Agency Reach out to Jason Cass Agency Intelligence

In this episode of the Age of Indiependence podcast, host Katlyn Eggar discusses how to protect the strongest asset in your agency by eliminating threats that shake up your top performer's confidence, stretch them too thin, or leave them with an unclear vision. Episode Highlights: Katlyn mentions why some people are putting extra workloads on their top performers. (5:13) What is a top performer? (6:12) Katlyn shares why protecting the top performers, doesn't mean they’re not developing the underperformers. (7:21) Katlyn shares what it feels like to be a top performer. (8:38) What is the first threat to a top performer? (9:52) Katlyn shares a story of how she once lost a top performer. (10:02) Katlyn explains the second threat to a top performer. (13:26) Katlyn mentions the disc assessment they have at Quantum. (17:08)    Key Quotes: “We have to understand that losing a top performer could be one of the largest threats to our agency. And our SWOT should include all the things that threaten to shake our top performer’s confidence, stretch them too thin, or leave them with too vague an idea of where to go from here.” - Katlyn Eggar “Top performers can feel like the agency is counting on them. They take pride in their work, but that means they have to make sacrifices. Maybe sometimes you even wondered if it was worth it.” - Katlyn Eggar “A successful person who is burned out can feel like a failure. And, a high achiever who feels like a failure at your agency will eventually find a place where they feel like they're on top of the world.” - Katlyn Eggar Resources Mentioned: Reach out to Katlyn Eggar Quantum Assurance International

In this episode of Agency Intelligence, guest host Mike Crowley interviews Carrie Galvez Reynolds, Owner of Alan Galvez Insurance. It is never easy mixing family and business decisions but sometimes original or older generations just need to step aside. Carrie used a unique situation in her family agency to remove one of the parents from the agency. It was a business decision, not a personal decision. Sometimes you need to chalk it up to this is what is best for the business and here is why. Carrie tells in detail how she made that transition. Episode Highlights: Carrie shares her career background. (2:57) Carrie explains how ‘Insurance Goddess’ became her character. (9:13) Carrie mentions the bravest thing she has done. (14:25) What was the reaction of Carrie’s parents when she showed up as Cleopatra? (15:52) Carrie gives a piece of advice to the listeners to help motivate them to make those changes. (19:19) Carrie shares the problem she faced last year in the agency. (27:58) Carrie shares why the last few years have been the best they’ve had, from a cultural standpoint. (34:51) Which does Carrie prefer, audiobooks or podcasts? (37:53) Does Carrie prefer remote work or office work? (38:44) Key Quotes: “I accomplished what I wanted to accomplish, and I didn't hurt anybody in the process, and I really had a good time with it. So, that was probably one of the bravest things I ever did.” - Carrie Galvez Reynolds “If you really need to make your case, there are plenty of people in our space. Now, thank heavens for that, they have taken the plunge and are doing lots of things that you could use to make your case to the family members.” - Carrie Galvez Reynolds “It’s hard enough to find good people to begin with. You’ve got to take care of your people.” - Carrie Galvez Reynolds Resources Mentioned: Carrie Galvez Reynolds LinkedIn Alan Galvez Insurance Reach out to Mike Crowley Agency Intelligence

James unpacks the opportunities and threats that you'll face in the social and technological areas of your agency. In this episode, you'll hear about: Selecting your tribe, planning your high level social media strategies, building your ideal tech stack and planning for cyber liability and data breach events.

In this episode of The Ryan Hanley Show, Ryan Hanley interviews Cameron Tolman, MBA, Director of Business Development at Podium. Cameron joins the podcast to discuss exactly what Podium is and does, as well as how independent insurance agents can bridge the gap to digital transformation. This is an episode you don't want to miss... Episode Highlights: Cameron gives a short background on Podium. (7:31) Cameron shares their modern customer journey. (9:54) Cameron mentions why having brick and mortar is great for visibility. (14:12) Cameron shares the beauty of working from home. (18:31) Cameron mentions how Podium is trying to help businesses. (19:23) Cameron shares the ability to grow at scale. (26:18) Cameron gives a piece of advice to the listeners. (30:51) Cameron shares how many businesses are utilizing Podium. (41:30) Key Quotes: “We expect convenience. And, we expect to make well-informed quick decisions, and to be able to get what we want as quickly as possible. So, Podium’s vision and goal is to modernize the way that local businesses are seen, chosen, and connected to their customers.” - Cameron Tolman “It's time for evolution. And that's what's been fun for me... handling and working in this industry, is helping business owners who've been here for a while, understand that that the next phase is not really that intimidating.” - Cameron Tolman “When we talk about scaling a business, technology is a tool, it's a resource, it's multiplying great people into having the capacity to do five acts of what they're able to do with email or with a phone call.” - Cameron Tolman Resources Mentioned: Cameron Tolman, MBA LinkedIn Podium Reach out to Ryan Hanley

In this episode of Agency Intelligence podcast, host Jason Cass interviews Erin Neill, Owner of Hanby Insurance. Erin goes in depth about how she acquired the agency and details her goals for the future. Episode Highlights: What has attributed to Erin’s success, skill or luck? (4:58) Erin shares her background. (6:37) Erin mentions how she was able to acquire Hanby Insurance. (10:24) Erin shares the first action she took after acquiring the agency. (12:10) What did Erin’s staff situation look like in the first three months? (16:33) What does Erin’s agency look like at present? (22:11) Erin shares her big focus for the agency. (27:19) Does Erin have plans to hire a COO? (29:26) Erin mentions why she’s grateful that she met Jason. (37:20) Key Quotes: “We're going to have a goal. I don't know what we're going to do to get to that goal, but we're going to get there and we're going to track it.” - Erin Neil “I've been trying the last two years to shift my focus from working in the agency to working on the agency. But, I love insurance, and I love selling insurance.” - Erin Neil “Right now, I just focus on annual and revenue goals. And well, my thing is, you know, originally, I just wanted to be a 500,000 in premium, you know? And, we're going to do that.” - Erin Neill Resources Mentioned: Erin Neill LinkedIn Hanby Insurance Reach out to Jason Cass Agency Intelligence

In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Brad Shorkend, co-CEO of Still Human. Brad unlocks how to activate and energize humans, and shows the role EQ will play in the insurance world as technology continues to advance. Episode Highlights: Has Brad lived in South Africa his whole life? (3:44) Brad shares how his travels have been part of his research on human behavior. (8:55) Brad explains what Still Human is all about. (11:19) Brad shares his studies on human consciousness. (19:33) Brad shares what’s missing when it comes to communication. (32:50) Brad mentions the significance of verbal communication. (34:35) What makes work suck for Brad? (39:44) Brad shares how changing our interaction with clients can make an impact. (52:18) Key Quotes: “I think what people don't understand is culture is always being created, either because of us or in spite of us. And, what people also don't understand with culture, you get culture in the context of the way people do things a certain way in a certain environment, which is clearly visible.” - Brad Shorkend “I use the word ‘obsessed’ deliberately. They obsess about getting certain things, right? Because, they understand that if you get the human being into its most optimal state, performance is at a higher level.” - Brad Shorkend “Make sure that the communication matters both ways. Be in optimum delivery mode, be an optimum receiving mode, check for clarity. It saves so much time, energy, and frustration at a time where we're lacking.” - Brad Shorkend Resources Mentioned: Brad Shorkend LinkedIn Still Human Book: We Are Still Human: And Work Shouldn't Suck The Nanodegree - Use the coupon code AIROCKS for a 10% discount at checkout. Reach out to Katlyn Eggar Quantum Assurance International

This is Cass...I was reminded lately of the big lies we tell ourselves in this business. So I went back and reviewed what I learned when this type of thing happened before. In this podcast, I share them with you. Loyal listeners already know them and always need to be reminded...as I was. 

In this episode, James unpacks the Operational component of your Agency Freedom Launch Plan. We go in to great detail on the key parts to consider as you are reviewing and setting up your operations from top to bottom. Visit https://www.riskwell.com/podcast to sign up for our Freedom Jumpers Email List and receive all of the links and downloads for resources useful stuff for your agency.

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

In this episode of Agency Intelligence, James Castell joins guest host Mike Crowley. James talks about how he successfully joined a family agency by opening a new product division in their agency and within 10 years is awarded one of Liberty Mutual's agent of the year awards. Episode Highlights: James shares how he got into the insurance industry. (2:43) James mentions how the give and take with his father went. (8:39) James shares how he was able to turn a Medicare supplement agency into an agency of the future in less than ten years. (17:38) James explains what they created for Medicare clients. (21:43) James gives a piece of advice to those who can’t make a change in their family agency. (35:00) James mentions their long-term vision. (39:56) Which does James prefer, audiobooks or podcasts? (42:07) Does James prefer remote work or office work? (43:12) Key Quotes: “I think as things digitize and move forward, and people go that route and want simplicity and want all the ease, there's still going to be a niche for us to carve out of people who care.” - James Castell “As a second generation, if you don't have buy-in from the first, that you are doing something for the betterment of the agency... then, there needs to be some bigger, bigger bricks moved.” - James Castell “If you're not seeing eye to eye that you're both doing things for the best thing for the agency, that's a problem. You need to sort that out before you need to digitize or get texting, or all that.” - James Castell Resources Mentioned: James Castell LinkedIn Castell Insurance Reach out to Mike Crowley Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass interviews Ellie Platt, Owner of Platt Insurance. Ellie talks about her expertise in the nonprofit and the growth of her agency. Episode Highlights: What has attributed to Ellie’s success, skill or luck? (9:17) Ellie shares her background. (10:16) Ellie mentions how Kate has helped her in the insurance industry. (11:44) Ellie mentions her main niche in this industry. (14:28) Ellie shares the biggest challenge she’s faced. (15:03) Has Ellie thought about growing in commercial lines? (17:04) Ellie mentions what she has done on the nonprofit side. (23:48) Does Ellie see her son being in the insurance industry? (26:56) Ellie gives a piece of advice to the loyal listeners. (32:32) Key Quotes: “My background is nonprofit, it's still where my heart is. I mean, if you look at our agency, so much of where we spend our time and our network, and our referrals come from that nonprofit world. So, it's definitely something I'm interested in.” - Ellie Platt “You're learning to play the game. Who cares about A's and B's, but the fact that you're learning what it takes to get an A, that's a skill. That's something that you can use.” - Ellie Platt “The one thing I've learned is it's so easy to get off course by shiny objects or something that might be working for another agency. But, I think staying the course sometimes is important. So, that's been a big thing for me.” - Ellie Platt Resources Mentioned: Ellie Platt LinkedIn Platt Insurance Reach out to Jason Cass Agency Intelligence