Explore every episode of the podcast Finding Peak w/ Ryan Hanley
Dive into the complete episode list for Finding Peak w/ Ryan Hanley. Each episode is cataloged with detailed descriptions, making it easy to find and explore specific topics. Keep track of all episodes from your favorite podcast and never miss a moment of insightful content.
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What Billionaires Don't Want You to Know About Scaling Your Business | Charles Schwartz
Can you truly find clarity and urgency in life from working in a hospice? Charles Schwartz, Wall Street Journal and New York Times bestselling author, and host of the Scale it Lab podcast, believes you can.
Join us in this episode as Charles shares profound life lessons from his hospice experience, stressing the importance of self-awareness, honesty, and leveraging one’s strengths in business.
Discover how these transformative insights can lead to extraordinary results and why outsourcing weaknesses is crucial for entrepreneurial success.
Ever wondered how to balance the relentless grind of entrepreneurship with the need to avoid burnout?
Charles introduces the concept of the "entrepreneurial seasonal grind," emphasizing the significance of knowing when to push hard and when to scale back. Using real-life examples like Aaron Judge's focus on core competencies, Charles illustrates the power of delegation and adaptability.
Learn how recognizing the seasons in your business can help you maintain balance and enhance your ability to pivot effectively when necessary.
Curious about the secret to building a self-sustaining business? Charles discusses the importance of systematizing every aspect of a business, highlighting practical examples like McDonald's efficient point-of-sale system.
Additionally, we explore the critical role of relationships in entrepreneurial success, delving into the benefits of mastermind groups for personal and professional growth.
Through personal anecdotes and actionable insights, Charles shows how genuine engagement in these communities fosters deeper connections and greater business success, urging listeners to challenge conventional wisdom for more authentic and effective approaches to life and work.
From $2 Million Dollar Loss to World-Class Entrepreneur | Jeremy Delk
Join us as we delve into the fascinating journey of Jeremy Delk, founder of Delk Ventures. Jeremy shares his unique perspective on failure, recounting his own catastrophic financial loss and the invaluable lessons he gained from it.
We discuss how societal judgment often shapes our fear of failure and why reframing this fear can unlock new heights in personal and professional growth.
Navigating the entrepreneurial landscape requires resilience, and Jeremy's experiences offer powerful insights into handling setbacks.
From bouncing back after financial disasters to balancing the demanding life of an entrepreneur with family responsibilities, Jeremy provides candid advice on embracing flexibility and creativity.
We tackle the myth of entrepreneurial freedom, highlighting the continuous commitment it demands and how past challenges can be a reservoir of strength for future endeavors.
Authenticity and vulnerability in business are more than buzzwords; they’re essential for building trust and fostering innovation. Jeremy’s 'Give No Fucks' philosophy emphasizes the importance of honesty in leadership and team dynamics.
By embracing our weaknesses and fostering open communication, leaders can create a culture where transparency and efficiency thrive. Listen in as we explore how empowering team members and investing in family bonds can lead to both personal fulfillment and scalable business growth.
Secrets to Financial Freedom the Super Rich Don't Want You to Know
Discover the critical role of discipline and why consistent execution beats mere planning every time. Herman's business anecdotes reveal how small steps and written goals can turn dreams into milestones, making aspirations tangible and fostering self-accountability.
You’ll also learn how manifesting your goals can shift your mindset and elevate your financial success.
Next, we break down smart financial strategies to maximize wealth generation.
From the foundational lessons of money management often learned from family to the advanced tactics of leveraging credit and investments, Herman shares valuable insights that go beyond simply exchanging time for money.
Surround yourself with successful mentors and understand the power of strategic financial decisions to achieve significant, compounded gains over time.
We also tackle the often-overlooked importance of financial education and literacy.
Learn how to fill the gaps left by traditional education systems with actionable advice on starting an LLC, investing in real estate, and protecting your assets through trusts. Herman provides a roadmap to building generational wealth and financial security, stressing the importance of living modestly while making your money work for you.
Don’t miss this episode filled with practical steps and advanced strategies to secure and grow your financial future.
RHS 188 - Embracing Neurodiversity: Kimi Donahue's Journey to Success and Effective Communication
Join me as I dive into an enlightening conversation with Kimi Donahue, senior agency success manager at Openly.
Discover her inspiring journey in the insurance industry and how her passion for connecting with others through music has played a role in her success.
Kimi opens up about living with Tourette's and its impact on her communication skills. We delve into the importance of understanding neurodiversity, providing feedback, and exploring the potential dangers of falling into a victim mentality.
Learn how to better communicate with neurodivergent individuals and foster an environment of understanding and acceptance.
Finally, listen as Kimi and I discuss respect, freedom, and relationship communication. We explore the power of respectful differentiation, personal agency, and improvement.
Hear how striving for excellence can help you further develop your unique skills and talents. Don't miss this insightful and thought-provoking episode with the amazing Kimi Donahue!
Episode Highlights:
Kimmy shares her experience with Tourette Syndrome, including her diagnosis, symptoms, and how she copes with it. (8:17)
Kimi explains the importance of setting expectations and being open to communication styles. (15:35)
Kimi mentions that being open to feedback and learning from it can lead to better communication and understanding of different personalities. (25:26)
Kimi discusses the importance of respect in relationships, whether it be in the workplace or in a romantic relationship. (37:07)
Kimi explains how being different has become mainstream these days and how some people use it as a crutch to get shallow feedback and victories. (42:40)
Kimi mentions that she is always looking for new experiences and strives to be the best at them. (53:58)
Key Quotes:
“I've just been really lucky or have done a good job of surrounding myself with people that are similar, that are just very growth minded. That's what I mean by learning basis is people that understand that, like, there's always room for improvement. And your perspective isn't always the only one that exists. And I think that's probably the biggest piece that my parents really helped drive home for me and my sister.” - Kimi Donahue
“I'm always looking for something new. And then of course, when I do it, I want to be the best I can be at it. That's hence, where the competitive nature comes in. You know, I enjoy recognition, I enjoy being a winner.” - Kimi Donahue
Join us for an eye-opening conversation with Brian Falchuk, author of The Future of Insurance, as we explore the exciting potential of traditional insurance carriers collaborating with insurtech solution providers.
Brian shares valuable lessons from his experience in the industry, emphasizing the need to push boundaries, try new things, and adopt a fresh perspective on success. Together, we tackle the challenges insurance professionals face in delivering successful collaborations and highlight the revolutionary potential of AI and technology within the industry.
This fascinating discussion delves into the incentives driving insurance carriers and the importance of shifting our perspective on success. We emphasize the need to avoid hubris, ego, which can hinder progress, and the challenge of incentivizing people within large bureaucracies.
Brian shares his thoughts on how insurers can avoid stagnation by looking for "not losers" instead of winners and the potential consequences of ignoring warning signs when it comes to technology.
Finally, we touch on the necessity of adaptability in the face of changing buyer culture and trends. Brian stresses the importance of not putting any one ideology on a pedestal, as this can limit a business's success.
We also discuss the importance of understanding the diverse needs of different buyers and the role of AI and technology in bridging the gap between the tech and insurance industries. Don't miss this captivating conversation with Brian Falchuk as we uncover the future of insurance and the steps we can take to ensure success in this rapidly evolving industry.
Episode Highlights:
Brian mentions that he has a new book, "The Future of Insurance," which is the third edition in the series. (4:11)
Brian discusses the importance of understanding the culture, values, and engagement in a company. (10:59)
Brian explains the difference between insurers and venture capitalists in terms of underwriting. (17:09)
Brian discusses the benefits and drawbacks of the slowness of the insurance industry in adapting to new technology and the importance of being aware of industry trends. (25:24)
Brian shares a story about a successful texting solution for claims that moved a customer to tears, highlighting the importance of delivering on promises in the insurance industry. (43:33)
Brian discusses the challenges of using buzzwords in the insurance industry and how skepticism serves as a barrier to collaboration between traditional carriers and InsurTech companies. (48:05)
Brian mentions that the “Future of Insurance” book series emphasizes the importance of respecting staff and systems, focusing on people and processes. (53:22)
Key Quotes:
“It's really hard to genuinely understand what it's like to live in an agent's shoes if you haven't actually been there.” - Brian Falchuk
“The whole book series is not about any one specific thing. It's about the lessons we personally need to start living, to make the change where we can.” - Brian Falchuk
What does it take to rise from humble beginnings and achieve massive success in business while creating millionaires out of your key employees? Join us as we sit down with James Webb, author of Redneck Resilience, and explore his incredible journey from a small town in Mississippi to becoming a successful entrepreneur owning one of the country's largest Orange Theory Fitness franchises.
In this fascinating and inspiring conversation, we dive into James's entrepreneurial journey and the pivotal moments that shaped his life and career. We touch on his early experiences selling pot holders at church bazaars, becoming an x-ray tech, and how the internet changed his entire trajectory. Throughout our discussion, we also examine the importance of resilience, relationships, and generational thinking in overcoming challenges and fostering long-term success.
Don't miss this engaging episode, as we also discuss the often-overlooked topic of compensating high-performing employees in industries like the independent insurance industry, where there is no consistent solution. James shares valuable insights from his own experience on creating an ownership structure that motivates and rewards employees, as well as the benefits of profit-sharing plans and equity-based incentives. Tune in to learn from James's incredible journey and unlock the secrets to resilience and success.
Episode Highlights:
James shares his entrepreneurial journey, including lessons learned from starting and selling companies. (9:13)
James discusses his experience being fired from executive positions and how it led them to become an entrepreneur. (17:27)
James believes that relationships define life, and mentors can guide individuals through difficult times. (23:06)
James discusses the commission structures and bonus programs they implemented for their sales reps, which led to significant increases in earnings. (31:05)
James mentions that equity is a motivating factor over profit sharing, as it provides ownership and rules. (38:11)
James explains that resilience is finding another path after being knocked down, rather than just getting back up and doing the same thing. (42:41)
Key Quotes:
“Relationships will define your life. And for me, it was developing relationships during these hard times. Mentors, people that helped me see, helped me guide. One of the reasons I love being a mentor now. It's been a lot of time doing that, is helping people get out of that thing.” - James Webb
“I use the term resilience. It's not just getting knocked down and getting back up. Why the hell do you want to get punched in the face again? It's getting knocked down, getting back up and finding another path. You know, I think that's one of the keys to resilience.” - James Webb
“My parents were probably the biggest influence in my life in terms of driving me and teaching me and showing me.” - James Webb
One of the things that I enjoy about Doug is he always has one eye on the future while staying true to his professional insurance agent roots.
I loved this conversation and I'm sure you will too...
Episode Highlights:
Doug discusses how insurance sales used to be a secret business controlled by families and how people outside those families didn't know how much money you could make doing it or what it was really all about. (7:15)
Ryan mentions that some business owners prioritize maximizing their personal income over growing their agency, and how this can negatively impact their ability to attract and retain employees. (13:21)
Doug shares why he decided to take a field trip to New York City, and how it changed his life. (24:20)
Doug believes that the world is returning to a better spot, and people are buying buildings and doing things again, leading to more insurance needs. (36:35)
Ryan discusses the challenges and opportunities for small businesses in a hardening market and the importance of marketing and adding value during this time. (39:39)
Doug shares how he shifts his mindset when he's going into dark places and how it it helps in an industry many different dimensions. (48:00)
Doug mentions that discipline and clarity are essential for success, but getting into a rhythm and feeling good is hard. (50:59)
Key Quotes:
“I'm excited about this year. I feel like last year was just like the one year since we started. It was just like, what is going on? And in terms of you know, we had some nice growth from premiums on the rise, but in terms of like new business, it was awful compared to the years prior. And I'm like what's going on? So, it feels like we're back on track this year, a little bit. But it's like a little bit of scariness out there. I'm not gonna lie.” - Doug Benz
CJ Hutsenpiller is a true insurance entrepreneur, running his family agency while also being co-owner of The Collective Agency Council and owner of Tacobot, a chatbot agency that specializes in lead generation and client experience chatbots for the insurance industry.
I loved this conversation with CJ and I know you will too...
Episode Highlights:
CJ shares about a successful marketing strategy for their insurance agency, which involves displaying historical images of their town on the website. (8:28)
CJ discusses the use of virtual employees and bots, such as chatbots and robotic process automation bots, to enhance their agency's efficiency. (16:57)
CJ explains their straightforward hiring process, consisting of an interview followed by a group interview with the entire team. (22:45)
CJ mentions that traditional agents struggle with paying their employees competitively and tend to treat them as mere numbers. (34:53)
CJ shares his experience using Chat GPT to generate content for their insurance business, including an Edgar Allen Poe-inspired insurance poem. (48:44)
CJ discusses the potential of AI-generated video content for automation purposes. (1:03:37)
CJ explains the importance of appealing to various types of buyers in order for agencies to grow larger. (1:07:19)
Key Quote:
“One thing that we really focus in on is like, how can we make our processes and servicing personal lines more efficient. So our little motto for the agency is, ‘Where the convenience of online shopping meets the security of having a local insurance agent.’” - CJ Hutsenpiller
Michael Eagan founded The Independence Hub, which seeks to make insurance the preferred industry for neurodivergent talent.
Insurance Hub aims to offer the insurance industry connections to best practices and talent through industry educational and neurodivergent recruiting events.
Don't miss this episode...
Episode Highlights:
Michael shares his experience with ADHD and how he started a remote work center for neurodivergent people. (7:37)
Michael mentions that ADHD brains continue to develop throughout life, while neurotypical brains stop developing. (16:11)
Michael believes that a manager needs to be trained and aware of neurodiversity and the leader needs to be mentored and have tools to translate the awareness into the business world. (24:45)
Michael explains how neurodivergent people have unique skill sets that are often overlooked in the standard hiring process. (37:55)
Michael discusses the challenges of disclosing neurodivergent conditions during job interviews and the need for proper management of executive function skills. (48:43)
Ryan mentions that his mission is to make the insurance industry more exciting and appealing to people, including those with ADHD. (53:24)
Ryan encourages listeners to get involved in the program and talk to Mike if they have questions or frustrations. (58:23)
Key Quotes:
“Do you know that ADHD brains continue to develop through our lives? Whereas other neurotypical people, their brains, they stopped developing. So like, where you'll continue to have interests your whole life, like you'll find new music, you'll find new art, you'll find new hobbies.” - Michael Eagan
“So that's why I won't listen to anybody because when I listen to people, it doesn't work. When I do it my way, it may be a little messy, but wow, it turns out a lot of times, I'm better at things than you.” - Michael Eagan
Monica brings to the table a vast knowledge of navigating and communicating organizational change. An international speaker and presenter, she is a regular contributor to several platforms, including The Guardian and Thrive Global, and has also appeared on CNN and BBC Worldwide as an authority on organizational culture, change management, and inclusion.
Monica shares practical ways to find wonder, including taking a wonder walk, trying new things, and creating a wonder mindset through slow thought and gratitude practice (7:37)
Monica mentions that authenticity directly enhances and is enhanced by wonder and is linked to humility, which boosts job satisfaction, engagement, motivation, and performance. (19:19)
Monica discusses incentivizing ideal behavior and the importance of recognizing the diversity of value that people bring to a company. (33:19)
Monica explains the benefits of wonder over happiness, how wonder can deepen our emotional vocabulary, and how it can lead to pro-social emotions. (37:24)
Monica discusses the concept of psychological richness and how it contributes to a wonder mindset, which is not just a moment but a mindset that can be created. (43:15)
Monica mentions that wonder can be found in little moments and can be amplified when shared through storytelling or journaling. (48:34)
Key Quotes:
“Authenticity is another one of those elements that is directly enhanced by wonder and also can enhance wonder.” - Monica Parker
“Psychological richness, to me, is the underpinning of what then creates a wonder mindset. And that's one of the things I always try to say, again, Wonder is not a moment. It's a mindset, it's something we can create.” - Monica Parker
“I want people to start using the language of wonder and not shy away from it so that we start sharing this language as something that's pivotal to who we are, it's critical to who we are as humans. It's not just a hobby, it has gravitas. It's how our soul thrives and if we share that with other people, then it helps it grow within us.” - Monica Parker
In this episode of The Ryan Hanley Show, we're serenaded by the dulcet tones of the all-powerful James Jenkins.
James is an innovator and an eternally curious problem solver. He's an unapologetic risk and insurance nerd who gets excited about things that bore most people. Faith and family are the two most important things to James.
This is an episode you don't want to miss...
Episode Highlights:
James shares a story about the creation of Who Framed Roger Rabbit, emphasizing the significance of small details even when most people don't notice them. (7:04)
Ryan discusses his experiences dealing with ADHD, how he manages it, and his recent decision to stop using pot. (11:54)
James talks about the process of writing his book and getting positive feedback from someone, not in the insurance field. (26:11)
James shares some of the diverse opinions on his book from those in the industry. (33:26)
James delves into the subjectivity of the term "best" and why it isn't a helpful metric for measuring success. (38:59)
James discusses the editing process that made his book more engaging and concise. (48:19)
“What RiskWell is, is nothing more than the humans that are here that create shared experience that together works to make an impact on our stakeholders, which includes you and this audience.” - James Jenkins
Brenden Corr is the director of business development at Loss Run Pro. He joins the podcast to talk about how we bet on ourselves and actually win…
We also may have, at some point, discussed loss runs as well.
This is an episode you don't want to miss...
Episode Highlights:
Ryan shares his personal journey of discovering the impact of inflammation on his body and making changes to his diet and lifestyle to reduce it. (4:39)
Brenden mentions how humans used to consume a pound of sugar per year in 1920 and now consume 130 pounds of sugar per year, causing a variety of health issues. (10:27)
Ryan discusses how being healthy can be a competitive advantage in business. (14:13)
Brenden shares his uncle's advice that sales are a combat sport that requires both mental and physical preparation. (18:55)
Brenden shares his personal experience with making changes in his life to improve his situation. (22:16)
Brenden explains the importance of emotional sobriety and the most difficult part of the recovery process, as well as the importance of mental clarity and positivity in life. (27:23)
Ryan discusses the significance of finding purpose and meaning in order to be happy. (33:57)
Brenden mentions that Loss Run Pros assists insurance producers in completing loss runs more quickly and efficiently. (42:37)
Brenden discusses Loss Run Pro's two main solutions: automating loss run requests for new business and proactively scheduling loss run requests for current accounts. (45:07)
Brenden shares the types of insurance agencies that will benefit the most from Loss Run Pro. (50:09)
Ryan discusses how Rogue documents and tracks workflows using living documents and Google Docs. (52:20)
Brenden mentions that Loss Run Pros has been in business for two and a half years and has just under 2500 agencies signed up, which has allowed them to understand what the downstream look like for retail agents and how to improve integrations with AMS systems. (56:30)
Key Quotes:
“Our system is designed to simply help producers get loss runs faster, for a very cost-effective price point.” - Brenden Corr
“Our goal was to automate not only those emails that are going out but then also to allow agencies to be far more proactive, and schedule them across, you know, a year or a couple of years out. So kind of two solution points there.” - Brenden Corr
“The advantage of that is not only is it automating the process from an agency side with trackability, and in our program, but then it gives your prospect a one-click button that allows them to access their loss runs directly from the carriers.” - Brenden Corr
I believe Derek is the epitome of a "Human-Optimized" agent.
This is a tremendous conversation with a tremendous independent agent.
Don't miss this episode...
Episode Highlights:
Derek discusses the hard market, and how they prepared for it. (7:13)
Derek mentions that clients are scared to make the first move, but it is now getting to the point where they are willing to open the box and see what can be done. (13:19)
Ryan mentions that one mistake they made was spreading their premium out too wide, and if he could do it again, he probably would take half the carrier appointments and just dial in writing business with those carriers. (22:27)
Derek expresses frustration at the lack of give and take in the insurance industry and how carriers can just drop accounts after agents put in a lot of effort to make them less risky. (27:20)
Derek shares his own experience of feeling like a mere pawn in the industry despite his 11 years of experience. (35:20)
Derek shares that he uses video proposals for about 80% of his small commercial and personal lines proposals, and for larger accounts, he prefers to go in person. (42:03)
Derek shares how he sets up his video proposal for his clients. (49:34)
Derek suggests that smaller hometown insurance agents should develop a unique value proposition that can improve clients' business or income, and take advantage of free tools offered by carrier reps to attract and retain accounts. (54:51)
Key Quotes:
“On those key accounts, those bigger prospects, I do the video submission. I feel like that changes. It's more like, they feel like more a part of the account versus just reading something on paper. They feel like they can see the building through video, see what we're doing.” - Derek Hayden
“All you got to do is develop a value proposition that's unique compared to any other agent, whether it's a captive or independent agent, develop a value proposition that you can consistently deliver, and follow through on.” - Derek Hayden
You'll learn the importance of immediate communication and acknowledgment in alleviating customer frustration.
By putting ourselves in our customer's shoes, we can create a supportive and reassuring experience that enhances overall satisfaction. Understand why timely responses are no longer a luxury but necessary in today's fast-paced world.
Discover the power of empathetic communication in email marketing and customer interactions.
We delve into the art of personalized, meaningful communication that makes customers feel heard and valued. Hear our insights on building trust with phrases like "we got you" and balancing automation with the indispensable human touch.
Whether through email or social media, authenticity and relevance are key to forging lasting customer relationships and enhancing satisfaction.
We also explore the critical integration of sales and service teams for a seamless customer experience.
Learn how structured workflows can enhance efficiency and consistency and why publicly embracing negative feedback can build trust and credibility. Our conversation underscores the vital relationship between employee and customer satisfaction, advocating for a workplace where happy employees drive exceptional service.
Plus, don't miss our live stream with content creators George and Mick, as they share their invaluable insights and experiences.
RHS 178 - Carol Roth Answers “What F#$% Is Going On With the Economy?”
Carol Roth is the Creator of the Future File® legacy planning system, a national media personality, a billion-dollar dealmaker, a brand spokesperson, an investor, a board member & bestselling author of The War on Small Business.
In this repeat visit to the podcast, Carol expands on your warning calls two years ago with the War on Small Business with her new book, You Will Own Nothing: Your War with a New Financial World Order and How to Fight Back.
Carol is easily one of my personal favorite economic commentators for her real-world, pragmatic take without bias for political or word games.
Carol expresses her concerns about the changing global financial order and the possibility of a new financial world order. (5:21)
Carol clarifies the conflation of central bank digital currency and cryptocurrency issues. (11:35)
Carol mentions that people should be vigilant in order to prevent CBDC from being approved by Congress in order to create a digital dollar because CBDC could be sneaked into other legislation, potentially putting freedom and opportunity at risk. (15:51)
Carol discusses the importance of people being informed about these issues and being exposed to various sources of information in order to understand the broader implications. (22:19)
Ryan discusses the challenges that small business owners face in today's economy, as well as the importance of communicating these realities. (26:09)
Carol mentions that individuals, families, and communities should be prepared for a possible shift in living standards as a result of the changing financial world order. (35:08)
Carol explains the Fed's responsibility in holding the world reserve currency and the potential consequences of the dollar's decline. (41:32)
Carol believes that people are shifting to digital currency out of fear of losing control, but they are unaware of the implications. (48:50)
Carol mentions that people are afraid of being independent thinkers because they are afraid of losing their jobs and opportunities, so they don't ask questions they don't want to know the answers to. (52:32)
Carol explains that accountability must be restored in order to reduce moral hazard and hold politicians accountable. (54:39)
Key Quotes:
“We have been at the center of the global financial universe, all of the signs everything that I'm sure that you're going to deep dive into the different pieces of this all lined up under this big umbrella. So that is the piece that's concerning me and everything else is just a puzzle piece on how that all comes together.” - Carol Roth
“We have to be very clear that the central bank, digital currency, or digital dollar is not crypto for what it stands for because that's the first level of conflation.” - Carol Roth
One thing I'll tell you is that while not every war brings about new financial world order, every new financial world order has been brought about by war, which is another important thing to think about…But you know, that's just the reality of kind of a final catalyst because everyone gets real desperate when they start feeling like they lose control of the money, which again is why they're moving towards the central bank digital currency. - Carol Roth
At T5 Insurance, their motto is three simple words. Understand. Educate. Protect. T5 will take the time to understand your risk to be able to properly educate you on all of your options to provide the best protection for you, your family, or your business!
This is an incredible conversation, don't miss it...
Episode Highlights:
Stephen share that he started T5 out of a desire to do business differently and it's been a roller coaster, but rewarding and exciting. (8:10)
Stephen mentions that it is important to enjoy the journey and to constantly remind yourself of the end goal to get through difficult times. (13:09)
Stephen discusses his experience with changing his CRM system when starting his own agency. (19:31)
Stephen explains that he attributes some of their success to the unintentional branding of his name, rather than just being known as part of the agency. (22:00)
Stephen believes that many people are scared of change, particularly in the insurance industry where there is a divide between those who want to innovate and those who resist change. (28:21)
Ryan shares one of the interesting takes by Gary Vaynerchuck about maximizing one's strengths instead of trying to fix one's weaknesses. (41:16)
Stephen shares that community involvement and referrals can be effective ways to generate business. (44:51)
Stephen mentions that he enjoys using a low-pressure sales strategy and building relationships through warm inbound leads. (49:07)
Stephen shares his experience of using video for personalization beyond just proposals. (51:29)
Stephen encourages listeners who may feel stuck in a similar situation that they are the only person who can make a change in their life. (56:31)
Key Quotes:
“I'm very much community focused in the way that I bring in business and I inbound. And so I'm still trying to train kind of the community and different things that I have now with T5, right? But it's been an easier transition because most of my branding and stuff has been around the personal brand of me.” - Stephen Turnbull
“The experience and the headaches and the feeling of banging my head into the wall time and time again because I've had those experiences, I now know what I want to do differently now that I'm in the role of the owner to provide that young producer, that new producer, the tools that they need to build their brand with T5, and not have any roadblocks.” - Stephen Turnbull
“I just want to say if anybody's listening to this, and there's a similar situation, maybe they feel like they're stuck, and they can't get out. Just remember and I wish somebody had said this to me earlier, that you're the only person that's going to make a change in your life. Right? You are the only one. There's a reason that the flight attendants tell you to put your mask on before helping others. And if you don't take that hard decision to do it, nothing's gonna change so just do it.” - Stephen Turnbull
Michael Malfa is the CEO and co-founder of Boardwalk Insurance, an independent insurance agency located in Ontario, Canada.
I think Michael's LinkedIn bio says it all, "Championing change, always looking for new, efficient ways to deliver enhanced customer experiences. As technology evolves, so must we. Our goal is to leverage technology and make it our ally, rather than our enemy."
We get down on many different topics associated with the digital production of insurance business.
You're going to love this one...
Episode Highlights:
Michael discusses his experience in commercial brokerage and what led Boardwalk Insurance to develop its own unique solution and technology. (7:12)
Michael discusses the process of creating the technology that will provide producers with the tools they need. (12:29)
Michael explains that insurance risk management is a long-term investment and that it is essential for future-proofing the business. (18:18)
Ryan mentions that when people consider their agency as a business rather than an agency, the decisions they make are different. (29:10)
Michael explains that Boardwalk Insurance is developing a digital experience for brokers, and gradually releasing technology to clients and producers to gauge uptake. (36:14)
Michael believes that having the right partner can help a business succeed. (41:19)
Ryan mentions that the UK is far ahead of the US in terms of technological experience, but their broker model is archaic (47:07)
Michael discusses the significance of having a method of communication with the clients. (54:33)
Michael explains the importance of flow in direct selling and online selling. (57:54)
Key Quotes:
“Insurance Risk Management, the business is going to become more than just that in 5,10,15 years. If you're just doing that you're going to be left behind. So, you know, we're just trying to future-proof ourselves.” - Michael Malfa
“When you think about your agency as a business and not an agency, the decisions you make are different.” - Ryan Hanley
“A lot of the technology we're doing, our customers don't feel a lot of it yet. We're just giving them bit by tidbit…Our producers and our staff see it all, they're interacting with this with this system very digitally. And then eventually, it's just going to get to a point where we start flipping the switch and moving it directly to the customer.” - Michael Malfa
GeoX experts use machine vision and deep learning technology to automate fast and accurate extraction of 3D objects from aerial imagery and create worldwide property databases. This property data is for Insurance companies to study property features, get current property intelligence, effectively process claims, streamline underwriting, and evaluate risks resulting in significant cost reductions and lost revenue capturing.
Don't miss this conversation...
Episode Highlights:
Izik mentions that the goal of GeoX Innovations is to help insurance carriers offer better insurance and understand risks better, and help carriers predict events and notify their clients to take proactive measures. (3:47)
Izik explains that his passion for geospatial and public information led him to create something valuable that protects people's lives and properties through the insurance industry. (7:47)
Izik explains that GeoX Innovations uses a variety of data sources to provide the most recent aerial imagery to insurance carriers worldwide, and they prioritize providing good service to everyone, regardless of their location. (14:21)
Izik shares that GeoX Innovations works closely with insurance carriers to provide insights and data on risks, and they analyze the raw data from imagery and combine it with claim information to determine correlations and ROI for carriers. (21:27)
Izik mentions that their platform is currently used by insurance carriers and now they are working with insurance agencies to help them target their clients and find the best opportunities. (35:08)
Izik explains how their technology helps agencies target the specific properties their carriers want to insure, giving them a competitive advantage, which also helps agencies meet their carrier commitments and expand their opportunities beyond their local area. (40:07)
Key Quotes:
“Our mission is to help the insurance carriers to provide better service to their clients, to reduce the risk and also to provide a new revenue stream, and the way to do it is by providing them insights, with data insights.” - Izik Lavy
“I create relationships with insurance carrier. And I think this is like when we try to understand how, as agent, we can create our future more clearly and also create more profit. I think one of the biggest things that we need to do, the action that we need to do is understand our client better.” - Izik Lavy
“You can make the entire sales cycle in one phone call. And this is eventually what we tried to work with agencies. And we want for them to be able to focus only on and say, how I close my next call, and not how I call to the next client. I asked him the question, I investigated, receive the information. And after this, calling him back in two weeks, and try to call, closes a deal. So, this is a thing that eventually we are trying to cut.” Izik Lavy
Aaron Gordon is one of my favorite people in the insurance industry...The dude bleeds the independent insurance agency.
And while Aaron may come from a traditional agency, his thoughtful design has prepared the Gordon Companies for massive growth in the future.
This is a TREMENDOUS conversation you don't want to miss...
Episode Highlights:
Aaron mentions that he is fascinated by people who do alternative living and make a living through YouTube content creation. (10:15)
Aaron discusses content creation for insurance agencies and the importance of ensuring that the content being created is actually a business and not just for fun. (14:33)
Aaron emphasizes the importance of building a brand through social media and the impact it can have on attracting potential customers, even if they may not immediately engage with content or make purchases. (17:25)
Aaron discusses the value of effective sales scripts and the importance of not being too pushy. (19:59)
Aaron believes that using carrier service centers for insurance sales could be more profitable than writing it in-house, as carriers can provide better cross-selling and take a lower commission. (26:20)
Aaron discusses the importance of setting a minimum threshold for coverage and analyzing the profitability of different silos of the business. (29:22)
Ryan and Aaron discuss the different types of agents in the market. (34:10)
Aaron explains that referrals are essential for growing an agency. (41:07)
Aaron believes that there is a place for both no-touch and touch in the industry, and the secret sauce is not about how to bring customers in the door but how to increase revenue per account each year. (44:33)
Ryan mentions that an individual can be both a marketer and a salesperson and still care about the quality of customer experience. (50:27)
Aaron mentions that traditional agencies that have not adapted to the changing times may face a day of reckoning. (53:56)
Key Quotes:
“The secret sauce is not worrying about how you bring them in the door but worrying about how each year, not just on rate, you increase the revenue per account.” - Aaron Gordon
“I think that there is a day of reckoning coming for those random, older time agencies that haven't adapted at all.” - Aaron Gordon
“The challenge that we have is that insurance isn't cool. And I think that one of the things that I at least tried to do and that I think you tried to do also is like, I want people to buy from the person. What I don't want is for people to think that this person is a jerk or this person doesn't know what he's talking about. - Aaron Gordon
"Billy Van Jura is an unabashed slayer/supporter of innovation, agency model advocate and is intolerable of weak stuff. He has multiple length sticks to poke into the Hornet's nest."
Bill Van Jura founded Birchyard LLC and is one of the most prophetic and antagonistic voices in the independent insurance industry.
He's also among the most thought-provoking people I've ever met, and I relish every time we chat.
Don't miss this episode…
Episode Highlights:
Billy and Ryan discuss content production quality. (4:42)
Billy mentions that people should take the time to search for existing information before asking questions. (10:33)
Ryan shares how COVID forced him to solve problems that he never had to solve before. (13:12)
Ryan and Billy discuss Propeller Bonds and how it is a value add to the industry. (26:23)
Billy mentions that he has met with basic insurance agents in New York who have been in business for 35 to 65 years, but are barely known and don't have a Google profile or a website. (46:55)
Billy explains why he believes that the sooner we kill the romance of the independent agent, the better. (51:40)
Billy discusses the potential of a large aggregator that could develop their own carrier if they were successful in developing an MGA program. (59:22)
Key Quotes:
“I believe the sooner we kill the romance of the independent agent, the better. You distribute insurance, get past anybody giving a s*it about you being local, because it's not important.” - Billy Van Jura
“Where I get stuck is when the what happens next? Iroquois or any of these big aggregators, the sooner they really develop an MGA program, the sooner they really develop their own carrier, the more interesting it gets.” - Billy Van Jura
In this episode of The Ryan Hanley Show, Jason explains his newest project, IndieTech 2023
IndieTech 2023 is the first of its kind, Independent Agent Insurtech Conference.
You do NOT want to miss this conversation...
Episode Highlights:
Ryan believes that valuing both the traditional and innovative aspects of the insurance industry is essential, but it's hard to find individuals who can excel in both. (5:27)
Jason mentions being caught between the analog generation and the digital generation. (8:20)
Ryan discusses the importance of self-awareness in leadership and personal growth, and how understanding oneself, learning from mistakes, and not being too hard on oneself can positively impact professional development. (18:42)
Jason shares that he is realizing the importance of time as he is getting older and has decided to cut unnecessary things and focus on delegation, learning from mentors like Billy Williams and Miles Merwin and asking the right questions as a leader to manage his agency and mentor his team effectively. (20:31)
Jason explains that investing in top talent is worth it, even if it means writing a six-figure check. (26:36)
Jason discusses how he got the idea to create a tech showcase, IndieTech 2023, that will give independent insurance agents a unique experience. (36:29)
Jason mentions that IndieTech 2023 includes educational paths in the morning and afternoon, and will also feature vendor booths with two large demo stages where attendees can learn about and demo products. (39:47)
Jason explains that IndieTech 2023, is designed for young agents to learn about new technology in the independent insurance industry and features keynote speakers, CEOs from various insurance companies, and a technology incubator program to fund tech innovations for the industry. (42:43)
Jason shares how he manages his bipolar disorder with medication and therapy and believes that mental illness can be seen as a strength in today's society. (57:33)
Jason discusses how and where to find out more about the IndieTech 2023 conference and how to register. (1:07:20)
Key Quotes:
“I tried to figure out how I could create the customer journey so that as somebody walks through the exhibit, they walk through the customer journey, and they experience a technology that they would use at that point in time.” - Jason Cass
“I think that that part of being open to understanding who you are and what you do is not giving yourself too hard a hard time when you make those mistakes, but just trying to learn from them.” - Ryan Hanley
“I tell every vendor to IndieTech that I'm on, I'm doing this for you. And I tell it to every one of them. I don't have a dog in the fight. I don't have a tech company...we need a place where you can go.” - Jason Cass
Tim Hardcastle is CEO and co-founder of INSTANDA, a digital insurance solution for the innovative insurance professional.
This is one of my favorite conversations on this podcast in a long time…
The INSTANDA platform enables carriers and MGAs to create, build and implement complex insurance products in weeks or months. Capitalize on opportunities and be first to market while lowering overall TCO. Seamlessly integrate with your ecosystem and technology environment.
Tim and Ryan dive deep into their entrepreneurial journeys as well.
This is an episode you don't want to miss…
Episode Highlights:
Tim discusses what motivated him to launch INSTANDA. (3:35)
Tim believes that a risk perspective is important in business and that every successful entrepreneur must have the belief, passion, and drive to do whatever it takes to get the business going. (8:12)
Tim mentions that they launched INSTANDA in 2016 and that they are currently in 13 countries, with 80 clients, and a large workforce in the United States. (11:19)
Tim discusses what makes a real policy management system different from the old agency management system that many people are still utilizing. (26:04)
Tim explains that INSTANDA provides end-to-end service, including quotes, bind, service payment, and renewal, as well as simple claims. (30:25)
Tim believes INSTANDA to be one of the few companies that innovated with agility, adaptability, speed to market, and no code narrative. (31:45)
Tim discusses his observations on the insurance industry and the challenges it faces. (36:22)
Tim mentions that their vision is to work with every Progressive insurer in the UK and US core markets. (37:52)
Ryan discusses the distinction between growth agencies and lifestyle agencies, as well as how they leverage technology. (41:18)
Tim believes that they are not the solution for everything and everyone right now, but they feel they can grow and give value to any progressive company. (46:24)
Tim mentions that McKinsey Global Institute conducted a survey on insurtech and financial services and discovered that for every $1 of new revenue generated by new products, it is worth double the enterprise value of an existing core product. (49:15)
Key Quotes:
“Every successful founder has to have their belief, their passion, their drive, to take the steps necessary to do everything it takes to get the business going.” - Tim Hardcastle
“To be successful, you have to be fueled by a purpose in why you’re doing it, that belief, and that comes from different places, I have it, you have it…but it's about the essence of human endeavor. And I love being in the industry, because you meet so many people that are motivated and excited by jumping that chasm, whether it's small or large.” - Tim Hardcastle
“We love really difficult challenges because as you've seen, the technology is flexible you can genuinely mold it, meld it to your needs.” - Tim Hardcastle
Milo is reimagining how global and crypto consumers access credit and financial services in a borderless world. They have built the first digital home lending solution to buy U.S. real estate or cash out their equity.
This is an incredible conversation you don't want to miss...
Episode Highlights:
Josip shares about his background in financial services and asset management and what led him to start Milo. (5:57)
Josip mentions that he hopes that the current market, in which mortgage volumes are decreasing due to high rates and a lack of inventory, inspires agencies to become more innovative, including discovering other means of insuring income and other factors. (8:18)
Josip explains that they've done over $130 million in mortgages and haven't had a single person who hasn't made payments. (13:36)
Josip shares what a crypto mortgage is and how it works. (17:29)
Josip discusses the loan application and payment procedure. (22:18)
Josip mentions that they also release USDC stablecoin for just 40% of the loan amount because it is tied one-to-one to the dollar. (23:31)
Josip discusses some of the regulatory issues they faced as a lender, as well as their advantages. (28:35)
Josip explains why they chose Coinbase over the other platforms. (30:46)
Josip mentions that things are changing with crypto and that it is maturing as an asset class, in addition to the consumers who invest in it. (42:49)
Josip hopes that more companies will enter the market at some time so that they can all come up with new ideas and grow quicker since the client will benefit. (45:29)
Josip believes that Crypto Mortage is the first mortgage product that can really help a consumer preserve and potentially expand their net worth over time. (47:31)
Key Quotes:
“We want to make sure that we minimize the risk of who we do business with, that we're compliant. Because ultimately, when we give someone a loan…it's a long term asset. It's not a two month speculative asset, right? People are thinking about this in terms of like, it impacts their life. So we have to take that responsibility very, very seriously.” - Josip Rupena
“I hope at some point that there are more companies that come into the space so that we can all ideate and evolve faster. Because ultimately, the one who's going to benefit is going to be the customer, right?, with more companies like ours.” - Josip Rupena
“What's unique about this product is it's really the first mortgage product that can really help a customer preserve their net worth and possibly grow it over time. ” - Josip Rupena
Join our enlightening conversation with dynamic entrepreneur Tommy Mello, who began their journey with a hustler’s mindset thanks to their dad’s guidance.
We discuss the foundational skills of negotiation and discipline, sharing personal stories that shaped an entrepreneurial spirit. Learn how evolving from a solo hustler to a master of delegation and cultivating a strong company culture can skyrocket success.
We also explore the importance of financial education, particularly the lessons imparted on younger family members about understanding assets, liabilities, and the merits of delayed gratification.
Ever wondered how maintaining fitness can supercharge your entrepreneurial journey? This episode is packed with insights on integrating health and wellness into a busy schedule to enhance focus, decision-making, and productivity.
Tommy talks about the intersection of physical well-being and effective leadership, providing practical tips on walking, nutrition, and even the benefits of supplements and TRT. Discover how leading by example through personal discipline can inspire and positively influence your team. We also touch on balancing immediate financial rewards with necessary business reinvestments for long-term growth.
Get ready to dive into the power of accountability and focus as we unravel success stories from notable figures like Nick Saban and insights from James Clear’s "Atomic Habits."
Learn the transformative impact of becoming 1% better each day and how prioritizing people over products can lead to significant achievements. We explore the art of mastering time management, delegation, and the significance of building strong personal relationships through shared experiences.
Hear how one entrepreneur’s dedication to their team’s well-being, from offering bonuses to creating a positive work environment, fosters a culture of excellence and mutual growth.
Tune in for an inspiring episode filled with actionable advice on achieving extraordinary success in both personal and professional life!
Today we're joined by Mark McClure and Kim Read of Tivly, formerly CommercialInsurance.net, Tivly is a leading provider of new customers and services to the insurance industry.
Tivly works with insurance agents, brokers and carriers looking to connect with specific types of businesses who are actively searching for insurance coverage.
In this episode, we dig into Mark and Kim's experience with commercial insurance leads to better understand how independent insurance agents can grow their business using inbound leads.
In this throwback episode of The Ryan Hanley Show, Ryan Hanley interviews Gordon Coyle, founder, and president of The Coyle Group. Gordon is a risk management and insurance services firm specializing in liability products. He joins the podcast and explains how he's using video to create inbound leads in specialty liability insurance.
This is an episode you do not want to miss...
Episode Highlights:
Gordon shares his background story with Ryan. (13:00)
Gordon explains that his natural curiosity and motivation from Ryan led him to take it to the next level in the technological aspect of the business. (18:31)
Gordon talks about consistency and discipline being the keys to everything that you do. (21:07)
Gordon shares how he was able to assist someone who had seen his videos and asked for his help. (26:23)
Gordon shares that he gets his leads from people that are searching for answers on insurance on YouTube. (33:51)
Gordon explains that one of the hardest things for him to do is to repurpose content. (40:31)
Gordon shares that every sales job is all about getting noticed, and the best way to do that is through social media. (45:22)
Gordon shares that there are a lot of producers that have stood out and become successful through the use of social media. (48:14)
Gordon talks about the difference between paid and organic marketing in social media. (54:23)
Gordon advises people to think about the sales process and the closing ratios when talking about inbound and non-inbound businesses. (57:40)
Key Quotes:
"Consistency and discipline, I think, are key not only for marketing but a lot of things in whatever you do." - Gordon Coyle
"Every sales job is all about getting noticed, right? You have to kind of build interest you have to have you have to get your foot in the door, your toe in the door. And, you know, how do you do that? How do you get noticed? And I think that there's a lot of good opportunity to do that with content." - Gordon Coyle
"The consistency around video creates an aura of expertise, knowledge, whatever it may be, you become a very believable character." - Gordon Coyle
You MUST answer only one question in 2023 to maximize your success.
Are you building a lifestyle or growth agency?
There is no right or wrong answer. The only mistake is not taking the question seriously.
In this special episode of The Ryan Hanley Show, we break down why this question is so important and how your answer creates a filter for all decisions you make about your agency.
Do not miss this incredible deep dive into the next generation of artificial intelligence and the insurance industry…
Episode Highlights:
Dave shares that Sonder Studios has been operating since 2019, and it began with the purpose of truly opening people's minds to the depth of humanity in this digital age. (4:24)
Helen explains that data has value once people or machines understand it since humans think in 1-4 dimensions, but machines can think in infinite dimensions. (10:29)
Dave discusses that for the value of data to be translated to people, we humans must first understand what it means. (13:37)
Helen explains how to determine when to ask the correct questions when presenting people with a single data item that they disagree with. (18:21)
Helen explains that they wrote Make Better Decisions because decision making with data is very nuanced and one of the first things to look at is how our feelings are processing information. (28:09)
Helen believes it's important to be able to calibrate your accuracy depending on how well you understand something. (37:37)
Dave mentions that one of the nudges in their book is about recognizing who the humans are in the data and understanding what the data representation is. (43:25)
Dave explains that success has several layers, and that's where people get stuck because they don't know what they're asking of the data or which experience to depend on. (48:14)
Dave mentions that they named the book Make Better Decisions since there isn't one optimizable solution, heuristic, procedure, or six-step process to make a smart decision, but instead it’s a practice. (1:00:074)
Key Quotes:
“We sort of started Sonder studio with the mission of really wanting to open people's minds of the richness of humans, while we're in this digital age, you know, that it's not us being supplanted? It is actually where's the beauty? And where are the wonderful parts of being human? And how do we help people understand that?” - Dave Edwards
“It's a good idea to have a good understanding of the state of your own knowledge. And that being able to calibrate your accuracy with how well you understand something, is actually a pretty good thing. ” - Helen Edwards
“Our premise in our book and our premise around decision making is that there isn't one optimizable answer, there isn't one heuristic to follow, there isn't one process to follow, there isn't a six-step process to make a good decision. We believe this is truly a practice, which is why we have 50 nudges that help you get better, that's why we call it Make Better Decisions. ” - Dave Edwards
"Seek out pain, fall in love with suffering." - David Goggins
In this episode of The Ryan Hanley Show, we break why seeing comfort, even if it's comfort in being uncomfortable, is the worst course of action to reach success.
"Discomfort is your friend." - Joe Rogan
Big shout out to Chris Paradiso for the inspiration on this one, don't miss it…
Whether you’re thinking about starting a new independent agency or looking to grow your existing agency, SIAA is the solution. They aren’t simply the largest agency network in the country, they’re the best - because they make a real commitment to their members’ success. SIAA member agencies are independent, but never alone. Visit siaa.com to learn more.
In this episode of The Ryan Hanley Show, Ryan Hanley interviews Tanner Hackett, CEO, and founder of Counterpart, a management liability InsurTech reinventing the Commercial Insurance industry using the most robust data sets and cutting-edge technology, with the support and guidance of some of the most respected insurance, investment, and brokerage institutions in the world.
This is an absolutely tremendous conversation you don't want to miss...
Episode Highlights:
Tanner discusses his journey in the insurance industry, beginning with his entrepreneurial tech background. (7:16)
Tanner mentions that Counterpart is committed to assisting individuals in growing and understanding their exposures. (15:13)
Tanner discusses how Counterpart differs from the other 10 markets that can provide a competitive service. (17:50)
Tanner explains why he decided to go from wholesale to retail. (19:17)
Tanner discusses why he calls his team risk engineers rather than underwriters and what the difference is. (23:05)
Tanner shares that the reason he gets out of bed every day is to support entrepreneurs who are taking risks and doing things differently. (29:15)
Tanner discusses the importance of team consistency and having a clear vision. (36:19)
Tanner mentions that it's difficult to be a leader in the insurance industry these days and move the industry forward because many are so entrenched in their current workflows. (46:01)
Tanner explains small business risks and how Counterpart's products solve them. (55:03)
Ryan believes that the advantage of data is not just marketing, it’s also communications. (1:03:00)
Tanner explains they're here to educate the market about the potential for management liability. (1:04:57)
Key Quotes:
“It's really tough to be a leader these days in the insurance space and move the industry forward because people are so entrenched in their current workflows, current processes.” - Tanner Hackett
“We want to be advocates for these small businesses. We want to take this off their plate because we talked about how hard it is to be a small business already, and be educating these businesses about what their exposures are, how they're researching, and how our product responds to those risks.” - Tanner Hackett
“We're here to educate the market about the potential for Management Liability. Again, it's not where it is today, but what it should be for them in terms of the service that we can provide, and the quality product we can provide for the small business owners. And we need to do this through partnerships.” - Tanner Hackett
In this episode of The Ryan Hanley Show, Jackson and Jamieson Fregeau, Co-founders of Quandri.io, join the podcast for a deep dive into digital workers (aka Bots).
Digital workers make automating the repetitive work of insurance easy, so your people can focus on what’s important.
They explain why hard times demand a determined focus on simple, repeatable tasks that produce results.
Don't miss this episode…
Episode Highlights:
Ryan shares that he is relaunching his newsletter, Finding Peak, which is focused on becoming the best version of yourself that you could possibly be. (2:17)
Chris mentions that everything in the world is now on a single device, and it's not so much about being on the phone as it is about what is done there. (13:39)
Ryan explains how Antifragile by Nicolas Nassim Taleb made him think about how he positions himself in the world, the skills he wants to acquire, and how he wants to set up his business and career so he can sustain himself personally and professionally. (21:15)
Chris talks about the evolutionary way the brain works and how that impacts all aspects of our lives. (27:18)
Chris discusses why he thinks people in the industry make things too complicated. (31:56)
Chris explains that commercialized, competitive rating is one of the industry's hottest topics right now. (39:33)
Chris believes that there is no such thing as the best tech stack unless it precisely matches the agency's business strategy. (47:50)
Chris explains mid-funnel technology and why it is so successful right now. (56:24)
Ryan believes that the winners and losers will be separated by true leadership moving forward. (1:05:52)
Chirs mentions the importance of remaining steadfast around what you're trying to get accomplished, and truly giving your teams what they need to be successful through that. (1:16:50)
Key Quotes:
“Our brains are processing what's in front of us differently based on the experiences we've had. But you know, you and I can be in the same room and see very different things. But the core fundamental things I think we would see, it's just how do you let that stuff that sits in the margins, the complex stuff, the subconscious level stuff, minimize the interpretation.” - Chris Cline
“You've got a relentless focus on processes first, making sure you got the right people in the right roles, doing the right things, and then use technology to bring that stuff to life.” - Chris Cline
“Whenever things get funky, leadership wins. Being able to set a clear vision. Remain steadfast to it, be a clear and active champion around what you're trying to get accomplished. And truly give your teams what they need to be successful through that is integral.” - Chris Cline
Like other industry disruptions preceding it, the InsurTech movement was widely viewed as a threat to the existence of the independent agency channel.
Thus far, the independent agent has proven to be an invaluable component in meeting client needs and expectations. Still, technology advances are the ecosystem in which they must operate – together with their carrier and digital partners.
In this panel, leaders representing the three components of this dynamic, IA’s, carriers, and tech, share their thoughts on how to make the customer journey a smoother one and why collaboration is a win-win for all parties.
Don't miss this conversation...
Episode Highlights:
Ryan introduces his guests: Amy Zupon, CEO of Vertafore, Tyler Asher, President of IA Distribution for Liberty Mutual, and Matt Masiello, CEO of SAA.
Amy Zupon mentions that the increasing amount of M&A in the industry is catching her attention right now. (8:50)
Amy Zupon explains that there is a huge amount of money invested in the space right now, and she sees this trend continuing. (11:07)
Matt Masiello shares that we are currently seeing a lot of exclusive business channels being converted to independent agency channels. (13:25)
Tyler Asher explains that in the next few years, what he sees is better quality service and continuous growth in market share. (15:55)
Matt Masiello believes that small businesses need to be a part of other organizations to remain small and independent.(22:27)
Amy Zupon explains that as a software company, they believe in an open platform, and they belong to groups where they participate with tech companies that are similar to them. (27:12)
Amy Zupon explains that the Orange Partner Program's concept is to be open and to establish relationships because the partnership is about trust and communication. (33:06)
Matt Masiello mentions that partnership has two bookends, first, you have to like your partner, and second, you have to have the same goal as them. (37:40)
Tyler Asher shares that the agents, carriers, technology providers, and vendors still have a lot of work to do when it comes to integration. (45:24)
Tyler Asher explains that retention is materially higher when customers engage in online digital capabilities for service. (54:24)
Matt Masiello shares that the two things independent agencies can do to scale their business are lead generation and digitization. (57:47)
Key Quotes:
"We did start that Orange Partner Program with the philosophy of being open and building on relationships and collaborating with others to build things." - Amy Zupon
"To really grow, it means taking a look at the digital resources that are out there and getting them into your agency, which includes building a digital brand, whether you're in a geographic market, or a digital market." - Matt Masiello
"I think right now, the biggest gap is making sure that we're serving customers in the way they need to be served today." - Tyler Asher
Explore the transformative concept of work-life harmony versus balance through personal anecdotes and real-life examples, including the challenges of raising a child as a single parent.
Discover how embracing harmony can lead to a more satisfying and guilt-free existence, and learn why allowing vendors to buy speaking slots can detract from your event’s value.
Hear about the different seasons of life and how aligning your values with your professional goals can attract like-minded individuals and lead to more fulfilling career choices.
Join us for a heartfelt conversation with Clara Capano, where we delve into her commitment to positively impacting people's lives.
Clara offers practical advice on achieving clarity and overcoming fear, sharing her journey of aligning career goals with core values. Find out how to connect with Clara for guidance and inspiration, and get inspired by the transformative power of purposefully being present and making meaningful connections.
RHS 159 - Efficiency Isn't the Answer in the Agency of the Future
In this special episode, Ryan breaks down how in a "Human-Optimized" Agency of the Future, efficiency isn't the answer to exponential growth.
Efficiency may be part of the solution, but it's not the whole solution, and a lack of understanding of this concept is where many insurtech startups go wrong.
This is an episode you don't want to miss...
Episode Highlights:
Ryan believes that the Rouge model is proven to be productive, efficient, and replicable by anyone with the vision and guts to do so. (2:35)
Ryan mentions that they are currently hiring at Rouge. Some of the positions they are looking for are aspiring chief revenue officers and producers. (6:11)
Ryan explains that the positions available are not for traditional people but more for people that like to build relationships and have an open mind to a slightly different approach. (10:25)
Ryan discusses how he got a great deal with a car dealership, and the moment he realized that the sales agent was just trying to sell something he had access to in his inventory. (15:30)
Ryan shares that the Carvana experience with his car trade-in was much better, but recalls two things he had hiccups with, which were the verification and the lien. (20:36)
Ryan explains that the car dealership experience he had was one example of a complete validation of the human-optimized model for the agency of the future. (27:08)
Ryan mentions that an important part of a human-optimized model is the step-up process from self-service to automated, made by an inside force of licensed professionals and outsourced VAs. (31:48)
Ryan explains that humans are still the most important part of the business, but if we push our customers directly to humans, we are limiting our ability to be efficient. (33:25)
Ryan shares that the future of the insurance industry is still going to stand out in the future as long as the human-optimized model is utilized. (36:24)
Key Quotes:
"If your traditional local, independent agency still dictates the way business will be done, I don't believe that you have a future in the industry. You can maintain it for sure, but you're not growing." - Ryan Hanley
"I also saw a lot of people that still believe that humans are not the answer. Humans are still an incredibly vital part of our business, still the most important part of our business. However, if we push all our customers directly to our humans, always the way we want it to be done, we are limiting our ability to be efficient." - Ryan Hanley
"This is where I think the business is going. This is where I think our industry is going. I'm so bullish on the independent insurance industry. I just feel like this move to a human optimized model is the best way." - Ryan Hanley
This episode is a replay of a live webinar Ryan did for David Carothers and the Killing Commercial community, breaking down the step-by-step method he's used over the last decade to drive consistent inbound leads into his agency using video marketing.
This is a hyper-tactical episode, so sharpen your pencil and get ready to learn ALL the secrets of inbound video marketing.
Don't miss this episode...
Episode Highlights:
Ryan explains that he repeated the 100 days, 100 videos commitment in 2020, using the same technique he used in 2018. (8:24)
Ryan discusses how he searches for and creates his list of topics, which he then turns into a headline for videos that provide solutions. (11:31)
According to Ryan, if the video has good audio and clean visuals, consumers will pay attention to it; but, if the video has a busy background, their attention will begin to dry up. (15:30)
Ryan mentions the advantages of using the sun as the video's lighting setup and having crisp, clean audio. (19:07)
Ryan shares that he doesn't use his costly camera equipment, but rather the cinematic mode on his iPhone, which performs the job very effectively. (22:47)
Ryan believes that it is important to have a simple, clean, and repeatable video setup. (25:17)
Ryan explains how he grabs his video from his iPhone and why his video templates are remarkably similar. (29:27)
Ryan discusses the video formula he uses: beginning hook, middle build, and ending payoff. (31:26)
Ryan mentions where he publishes his videos and why he distributes them where he does. (42:12)
Ryan explains how referrals and people who contact you as a result of your video are not the same thing and should be handled differently. (46:08)
Ryan describes what he does and how he handles phone calls from people in the internet space. (50:15)
Key Quotes:
“We use video every day in everything we do not just to do video to get some attention. We do it to drive business” - Ryan Hanley
“Your consumers don't care. They absolutely, positively, without a doubt, do not give a crap about what equipment you use. Here's what they care about. They care that you are clear that they can see you and they care that they can hear you. And then after those two things, nothing else matters.” - Ryan Hanley
“Doesn't matter how big the account is, solve the problem. Go back and round out the account.” - Ryan Hanley
In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Jason Cass for an absolute blitz of conversation on insurance, insurtech, and everything and anything else we could discuss in a 60-minute podcast. You will be educated, and you will certainly be entertained.
You are welcome, insurance industry...
Episode Highlights:
Ryan mentions that he will be purchasing David Carothers' book The Dirty 130 for his team since the book when combined with the workbook, is an extremely exciting program for producers (3:07)
Jason explains that everything he and Ryan talked about before about what will happen in the insurance industry is already happening. (5:22)
Ryan believes that there are brilliant individuals flying about all over and that if you have the opportunity to give them lifestyle work rather than a traditional job, you can get fantastic people all across the country. (7:22)
Jason acknowledges that SAA provided him with the contract that got him the appointments, and he was able to accomplish it even though he was in his basement. (11:21)
Ryan and Jason discuss the clichéd Boomer attitude and why it has to go. (16:47)
Ryan mentions that it surprises people when he tells them that the average age of his team at Rouge Risk is 37 because most people expect them to be in their 20s. (21:19)
Jason discusses how Jake Jines became an employee of The Insurance Alliance and the $572,000 deal that Jake and Gavin just closed on their own. (39:21)
Ryan believes that data will play a significant role in the future of the industry, but that it may be both positive and negative. (42:14)
Jason explains how it is all about the client's behavior. It's about the agent and how they're going to use AI technology and data to meet that individual in a different way. (44:36)
Jason believes that there will come a time when data sharing between agencies will be as simple as a FanDuel. (49:06)
Ryan believes that how we develop culture and workstyle in our organizations is almost as important as any other decision we make since it is how brilliant people are attracted. (1:04:06)
Key Quotes:
“I also predicted after Dan Burris that AI would invent art that's never been invented before. And just if you look at the Colorado festival that happened like two or three days ago, the guy who won with the artwork, it was completely AI-generated.” - Jason Cass
“There are talented people flying all over the place. And if you have the ability to offer them lifestyle employment versus the classic, I'm going to bang on you and you should thank God that you have a paycheck style employment, you can get amazing people throughout the country.” - Ryan Hanley
“It's about that behavior of what's happening with the client. It's about the agent and how they're going to use that AI technology, that data to be able to meet that person in a different type of way, what those ways that are going to analyze that. That's where I think we're going to say, I mean, we just had data, but we didn't have anything.” - Jason Cass
In this episode of The Ryan Hanley Show, Tanya Andolsen, President of Argosy Risk Specialists, joins the podcast for a deep dive into environmental insurance. We talk about what exactly environmental insurance is, why it's essential, and ultimately how independent insurance agents sell more of it.
This is an episode you insurance nerds don't want to miss.
Episode Highlights:
Tanya discusses her background and how she got started in the insurance industry 27 years ago. (4:19)
Tanya explains the concept of being in the environmental insurance industry and the processes they follow. (9:54)
Tanya shares how everything can be related to our environment and how this can be explained to clients and contractors. (16:35)
Tanya explains that if there is a pollution exclusion on a claim, the chance is that it is going to be denied. (19:01)
Tanya shares the example of waste disposal as one environmental issue that could present an exposure for business owners if they are not properly protected. (23:35)
Tanya explains that environmental insurance helps clients with the things they cannot control. (30:46)
Tanya mentions that the process for environmental insurance is similar to other wholesale brokers that have an environmental division, and most policies are placed. (35:26)
Tanya explains that it is very important to have access to resources that will help clients understand their coverage. (38:56)
Key Quotes:
"What environmental insurance does is it helps you with the things that you can't control; the people that are coming by your property, your neighbors, you know, those class action lawsuits, things like that." - Tanya Andolsen
"A large percentage of what I see are developers, real estate investment trusts, and the reason they're buying it is that they've got the investors and lenders, and they want to make sure that they're covered and that there's protection there in the event of an environmental issue." - Tanya Andolsen
"Unfortunately, our society is becoming more and more litigious, and, you know, those are the things that insurance is there to help you with, to help your bottom line, or protect you because the chances are you don't have this coffer of money set aside to defend yourself from an environmental claim." - Tanya Andolsen
In this episode of The Ryan Hanley Show, Jeff Roy, Founder and President of Excalibur Insurance and one of the most innovative independent insurance agency owners in the world, joins the podcast for a conversation on digital virtual assistants, also known as robotic process automation.
This is a conversation you don't want to miss.
Episode Highlights:
Ryan discusses Rogue Risk’s decision to switch to Nexure and change its agency management system. (10:34)
Jeff mentions that during an interview with Taylor Rhodes for the Digital Insurance Plan podcast, he confirmed that Tarmika will be discontinued in 2025. (12:14)
Ryan expresses his confusion as to why it is tough to create a CRM from an agency management system. (13:58)
Ryan mentions that he really likes what Better Agency is doing and thinks that they've made a lot of progress to being a player in the industry. (18:03)
Jeff explains that after seeing Applied Epic's demo, he became interested in the new feature that can run an AMS through the browser. (20:22)
Ryan believes that understanding where the company goes without rating multiple carriers is the way to place business faster with the appropriate carrier. (24:33)
Jeff explains that you need some AI and machine learning to be able to direct you to the proper company because companies are changing their prices and moving so quickly. (26:54)
Jeff explains what it means to have a properly trained bot. (34:50)
Jeff explains the difference between Robotic Process Automation and a Digital Virtual Assistant. (38:24)
Jeff explains how robots function when assigned significant responsibilities. (40:34)
Jeff mentions that their bot is safe with two-factor authentication and that it cannot be hacked in the same manner that their staff can. (44:43)
Jeff mentions that if anyone is interested in learning more about robotic process automation, he will be giving a 30-minute lecture on how robots can make an agency more human. (50:42)
Key Quotes:
“You need some AI and machine learning to be able to direct you with the right company. Because companies are changing their rates and changing things.” - Jeff Roy
“Why would you want to use a bot? Really, you want to replace anything that humans are doing that they don’t need to do with technology. And a bot, once it's trained, can do it reliable every time.” - Jeff Roy
“The bot is secure double factor authentication, you know, there's no way of getting it hacked in any different than our staff. So that's why it was important that we had the double factor authentication to get in, because I don't want to log into anything without that.” - Jeff Roy
In this episode of The Ryan Hanley Show, Ryan Hanley breaks down how the best content creators in the world overcome their fear and dominate inbound lead generation.
Ryan explains how we can use fear as a signal to take action on the work that needs to be done. (8:54)
Ryan discusses what would happen if he let fear prevent him from recording a solo episode. (11:51)
Ryan believes we never know which content will be a hit, but we can generate more the next day, because it’s about releasing material and letting the market decide. (17:41)
Ryan mentions he'll keep creating content, educating, and helping people with insurance problems because he doesn't know which videos are good and which are bad. (22:56)
Ryan explains how he answers every question on their YouTube channel's comment section since he has no clue which response to which inquiry may lead to someone contacting him and doing business. (25:06)
Ryan goes over several techniques for creating video material. (30:47)
Ryan reminds us that we must not allow our fear to prevent us from fulfilling the duties we have set out to complete. (38:58)
Key Quotes:
“We can allow fear, false evidence appearing real, we can allow our perception of what might happen if we take a certain action keep us from doing that action. Or, we can use that fear as a signal. We can use it as a compass point, we can use it as our North Star for what needs to be done the work that needs to be done.” - Ryan Hanley
“It's not about which piece of content wins. It's about putting the content out there and allowing the market to choose.” - Ryan Hanley
“I will keep creating content, I'll keep educating, I will keep bringing value to people who have questions about insurance.” - Ryan Hanley
In this solo episode of The Ryan Hanley Show, Ryan Hanley breaks down three things he's learned about growing a digital, commercial insurance agency after the first 120 days of Rogue Risk being part of the SIAA ecosystem. This is an episode for the ages...Don't miss it.
Episode Highlights:
Ryan opens the episode by sharing his feelings lately about being creative. (2:00)
Ryan explains that he looks at everything as an obstacle, and how he surrounds himself with great people. (7:14)
Ryan shares that he has been happy with SIAA, and there are so many things that they are doing. (12:52)
Ryan shares why they are currently getting from Hubspot from an insurance perspective. (17:43)
Ryan shares that they are now in the process of transferring from Hubspot to using Nexsure. (25:58)
Ryan explains that the vision and process for Rouge is on the right path. (29:34)
Ryan shares that the biggest issue they always had was not having enough producers to do all the business. (35:12)
Ryan shares how important it is to find a great producer, regardless of their location. (39:00)
Ryan explains how to build trust with clients and validate them through that process. (44:27)
Ryan discusses how clients always want to hear that you’ve got them. (52:52)
Ryan shares that the last step to closing a sale is to send the video proposal. (56:17)
Key Quotes:
"There are amazing people out there who want to help clients who want to grow, who want to be successful, who want to make money, who want to help your agency, they're just not always going to be in your backyard. It's just that's the reality." - Ryan Hanley
"The vision for Rogue, the process for Rogue, it only continues to solidify in my mind that we're absolutely on the right path. We're just seeing the results." - Ryan Hanley
"Right now, growth is what's most important to Rogue. We need to grow, we want to grow, we can grow. We have everything in place, and we're starting to grow, which is great." - Ryan Hanley
Darrin Schenck, VP of Sales and Marketing for TriageNow joins the podcast for a deep dive into nurse triage services. We learn what nurse triage services are, how they work, and why nurse triage is a necessary value-added service for all commercial independent insurance agents.
Episode Highlights:
Darrin mentions he's been with TriageNow since day one and has witnessed the company grow from an idea written on the back of a napkin to one of the top providers of telephonic nurse triage services in the nation. (5:56)
Darrin explains that telephonic nurse triage services bridge the gap between businesses that can afford to have a doctor or nurse on-site and those that must send everyone to the clinic down the street. (7:14)
Ryan shares that they utilize TriageNow for a few of their clients and that it was recommended to them by the Workers Comp Renegade, Mike McDonough. (9:10)
Darrin explains how TriageNow functions when someone is injured. (14:12)
Darrin believes that their total client base, regardless of industry, has a self-care rate of 42%. (23:35)
Darrin mentions that some triage services provide programs that are ideal for smaller clients with 50 or fewer injuries per year. (31:49)
Darrin explains that there is always a liability piece to the problem that must be considered and outsourcing that liability to a telephonic nurse triage service adds layers of protection between the employer and the problem if things go wrong. (35:15)
Darrin mentions that anytime they can keep people in the workforce productive, that's better for everybody. (38:08)
Darrin encourages anybody interested in TriageNow to visit their website. (42:07)
Key Quotes:
“We're a triage service, but we provide the information to the people who can be judge and jury and that allows them to determine compatibility.” - Darrin Schenck
“In a work comp world, anybody that's employing people that do anything remotely physical, a triage service is definitely worth exploring.” - Darrin Schenck
“I love the fact that I can tell a prospective client that I know personally the nurses that will be talking to your injured employees because I helped hire them and add them to our team.” - Darrin Schenck
In this episode of The Ryan Hanley Show, Mark McClure, CEO, and founder of CommercialInsurance.net joins the podcast to talk about how warm phone call transfer commercial insurance leads can be a game-changer for growing independent agencies.
Episode Highlights:
Mark discusses his background and how he got started in commercial insurance. (6:38)
Mark mentions that having lead generations in their DNA made them unique, as well as running a Virtual Insurance Agency for eight years and realizing that not all leads are excellent leads for everyone. (15:44)
Ryan believes that there is always a great opportunity in trucking; the industry attracts a lot of drivers because they see what folks do with Commercial Auto, but the industry lacks the in-house knowledge to be a trucking firm. (20:48)
Mark discusses the difficulties they had trying to get their original appointments while they were still an insurance firm. (22:46)
Mark mentions that what keeps him awake at night is dreaming about selling insurance online without speaking with a customer and managing loss ratios, and ensuring that they are accurately classified. (24:23)
Mark discusses his predictions for what will happen next in the digital space. (31:14)
Mark mentions that one of the things he disliked about being an entrepreneur was when he first started and everyone encouraged him not to be a generalist. (39:01)
Key Quotes:
“Throughout the journey, we developed a skill at generating online leads and introducing them to companies no matter what industry they were in.” - Mark McClure
“We will see commercial insurance online explode into more of you know, the hockey stick that I was hoping we would see in 2012. It’s taking a lot longer and it's because it's a difficult product.” - Mark McClure
“What the future looks like, you know, my hope is eventually we get to a point where we can ask the customer do they want to talk to an agent that I think that's not going away, not during my working career. Or do they want to purchase online? If they want to purchase online, most likely to protect customer experience will take them down that route for those that have that ability and others we might obviously steer through the call of change. That's a network that we built today” - Mark McClure
Alan Ringvald is the CEO of Relativity6, a best in class insurtech company solving the very specific problem of business classification. In this episode of The Ryan Hanley Show, Alan explains that Relativity6 uses a proprietary process to create a new datapoint for determining the NAICS code for a given business. Industry misclassification is a HUGE problem in the insurance industry. Don’t miss this episode…
Episode Highlights:
Alan explains that Relativity 6 focuses only on one kind of data point for determining the NAICS code for a business. (6:53)
Alan shares the key differences that they have, which separate them from other InsurTech companies. (11:17)
Alan shares his background story and how he ended up in this the InsurTech industry. (14:46)
Alan shares something they are working on that will assess a building for the last 10 years called "address only". (19:37)
Alan admits that their technology still has limitations, like not being able to find a holding company. (24:00)
Alan explains the changes that have occurred in the tech industry over the past 5 years in terms of privacy and security. (29:00)
Alan shares that there is no tech company, not even Relativity6, that can replace everything or fully solve any problem. (38:09)
Alan explains that data information in insurance if used correctly, is a strategic advantage. (45:56)
Ryan mentions that there is a substantial population of agents that unconsciously have no intention of growing. (49:10)
Key Quotes:
"The whole concept was, can we bring context to the table, and make it make more sense, which is why we call ourselves Relativity, which is obviously hard to say and spell." - Alan Ringvald
"I will never say that, Relavity6, or any other type of company is fully solving any kind of problem, it's like a crazy, not real thing to say. I don't ever see that being the case." - Alan Ringvald
"We're not here to replace the way humans think. We're just trying to automate the process that could take you forever to do and help you do that better and incrementally improve." - Alan Ringvald
Precision in language and leadership can transform an ordinary team into an extraordinary one. Imagine how much more you could achieve if you mastered the art of choosing the right words and adapting your communication to meet the unique needs of your team members.
Angus Reid, drawing from personal experiences, including coaching youth baseball, we illustrate how careful language selection can significantly enhance performance and foster harmony within teams.
Discover the transformative power of tailoring your communication style to fit each individual’s needs. Using relatable examples from both coaching and the business world, we discuss how personalized language profiles can improve clarity and effectiveness.
Listen to a captivating story about transitioning from traditional sales tactics to the art of storytelling, which revolutionized a career and highlights the importance of adaptability.
Dive into the complexities of modern leadership, where balancing individual growth with collective mission is critical. Learn why today's risk-averse mindsets and short-term gains can stifle true greatness and why pursuing sustainable development is essential.
With memorable anecdotes and actionable insights, we emphasize the courage needed for challenging conversations and the significance of thoughtful communication.
Plus, don’t miss our engaging chat with Angus Reid, who shares his spirited perspective on blending masculine aggression with controlled nature for societal value.
RHS 149 - Chris Greene on Content Marketing as a Competitive Advantage
In this episode of The Ryan Hanley Show, Ryan Hanley, interviews Chris Greene, the Flood Insurance Guru. Chris joins the podcast for a master's level conversation on content marketing and how properly using your CRM can create an undeniable competitive advantage in your business. Don’t miss this episode…
Episode Highlights:
Chris discusses how insurance is not the problem but the risk is, and how he is working on this data to solve the issue. (4:13)
Chris explains how their flood risk analysis provides a huge value to their referral partners to grow their business. (8:29)
Chris mentions that videos used for education and advice are still considered streamlining. (14:31)
Chris shares how he uses automation to follow up with his clients. (22:32)
Ryan explains that this is the moment where HubSpot tools, like video cards, give you a true competitive advantage. (25:35)
Chris explains that conversations like why they weren't closing more business can be seen at HubSpot as one of its features. (36:34)
Ryan shares that the industry needs a company that offers Accord form integration and creation at a price that the industry can afford. (44:09)
Chris talks about Hubspot being better than any AMS, and shares how they are currently using it in their interview process. (51:14)
Chris shares that what he likes about Ryan's content creation is that it is very neutral and does never put out any misinformation. (55:53)
Chris shares three different books he requires people to read before they come on board. (59:50)
Key Quotes:
"We just need one company that offers Accord form integration and creation and mapping easily at a price the industry could afford and they would absolutely friggin dominate." - Ryan Hanley
"It's not about us. It's about the customers, you know? So, it sticks in my head and everything I do now." - Chris Greene
In this episode of The Ryan Hanley Show, Ryan Hanley interviews Sarah Muniz, producer at Home Team Insurance and author of Undiscovered Voices: Unlocking the Potential of Women in Insurance. She joins the podcast to talk about why women need to play a larger role in the future of insurance. This is a tremendous episode of the podcast that you don’t want to miss…
Episode Highlights:
Sarah discusses the origin story of her book, which is based on her and other women’s struggles to move into a leadership position as women in the industry. (4:16)
Sarah explains that the major problem that she wants to solve is showing that we have more than enough talent in the industry. (12:25)
Ryan discusses the idea of how many women in the 61% have truly wanted to be in a leadership position. (14:43)
Sarah talks about different types of barriers she thinks will affect the percentage of women in leadership roles. (17:00)
Sarah compares the profits of a diverse firm to those of a company that is not diverse. (23:37)
Ryan explains that he is willing to take anyone regardless of their situation as long as they are willing to show up and work hard and play in our culture. (26:37)
Sarah shares that if women get more opportunities, it also creates opportunities for minority groups. (30:24)
Sarah elaborates that the only factor that should come into play when hiring is if the person is going to fit into the team. (38:03)
Ryan explains that he thinks that there is a major gap in quality leadership in the industry. (43:02)
Sarah shares that the key to being at a higher level is to support yourself for more opportunities. (48:42)
Ryan explains that everyone should control their personal brand in order to control their career. (52:01)
Key Quotes:
"If someone is talented and willing to work hard and fit in your culture, they should absolutely have the option to come work for you or with you." - Sarah Muniz
"The other problem that I have seen is that a lot of times women are hired into service positions, whereas men are hired right into producer positions." - Sarah Muniz
"I do believe that you should make a name for yourself and have your own personal brand, outside of your employer to where you're making a name for yourself. I do 100% agree that you should do that. The part that is hard, and it's happened with me, is having your own personal belief system and brand can actually gets you in trouble with whoever you're employed by." - Sarah Muniz
In this episode of The Ryan Hanley Show, Ryan Hanley interviews Michael Lebor, founder and CEO of InsuranceGiG. Michael joins the podcast for a deep dive into how we use data to create better outcomes for our business. Michael is solving big problems with InsuranceGiG, and we’re honored to have him share his insights and expertise. Don’t miss this episode.
Episode Highlights:
Michael explains what InsuranceGiG is and how it is beneficial to the industry. (8:14)
Michael shares that if you are in insurance technology, data is either a weapon or a liability. (11:53)
Michael explains that they get their foot in the door with their pricing model and organic platform. (18:02)
Michael shares that they recently went live with HawkSoft AMS and explains why it is a game changer. (21:26)
Ryan explains that he sees the tool as very useful in saving time, as the system can do all the work on the same platform. (30:44)
Michael explains that their main drive is not to replace the core policy system but to make things as easy as possible as well as cheap and fast. (34:18)
Michael shares that InsuranceGiG has categories like data, operational workflows, and submissions. (40:17)
Michael talks about their company and system being able to demonstrate visibility into the flow of data across the entire supply chain. (52:15)
Michael explains that InsuranceGig has the beauty of having incredible vendors, like Record Linker. (58:13)
Key Quotes:
"If you look at yourself as a company, or somebody in the insurance technology, business data is either one of two things to you, it's either a weapon, or it's a liability." - Michael Lebor
"We're not replacing the core policy system. But we really think that we're going to be this really valuable, a creative, secondary layer on top of them." - Michael Lebor
" I'm just going out to the best vendors that are out there and saying just connect to me, become part of our data fabric." - Michael Lebor