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Agency Intelligence Podcast, formerly known as The Grow Podcast Is the number 1 listened to insurance podcast in the country featuring three shows from Jason Cass and Joey Giangola. Agent's Influence, the flagship show hosted by Jason Cass, is your weekly guide to the latest and greatest thought l…

Jason Cass


    • Dec 7, 2021 LATEST EPISODE
    • weekdays NEW EPISODES
    • 41m AVG DURATION
    • 1,015 EPISODES


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    Latest episodes from Agency Intelligence

    Telematics Puts Money In Your Pocket

    Play Episode Listen Later Dec 7, 2021 40:56


    In this episode of Agents Influence podcast, host Jason Cass interviews Mary Boyd, CEO of Plymouth Rock Assurance Corporation. Mary talks about Road Rewards, the unique telematics app that Plymouth Rock offers and why it is proving to be beneficial to both customers and agents.  Episode Highlights: Mary explains to Jason that she hates to lose, and most people do not know about it. (4:32)  Mary shares why she thinks both skill and luck are beneficial factors in her career. (5:07)   Mary shares her background story, when she started and how she got to where she is today. (5:50)  Mary explains how Plymouth Rock has been able to connect their brand with top sports brands in the country. (10:08)   Mary talks about their Road Rewards, their version of a telematic application. (15:27) Mary tells Jason that there is a fear factor from the consumers of their information not being put to good use. (21:18) Mary shares the benefits of gaining data from their customers. (24:07) According to Mary, the COVID epidemic has significantly reduced the number of individuals who drive. (30:14) Mary explained her company's use in the telematics application industry. (33:05)  Mary expresses her interest in reading Bryan Falchuk's books. (36:52) Key Quotes: “Telematics would be way more powerful than credit. Because it's not just using a surrogate for what your driving behavior is, it's your driving behavior.” - Mary Boyd “So my focus when I got here was one to build and maximize upon the tools and the processes and support that we already had for our business. But also to connect our team so we can get the most out of that. And that has actually been really a powerful thing.” - Mary Boyd “I think there are many drivers that are good drivers that are getting a very competitive price for the coverage they're getting today. And so they may be completely satisfied with what they have, versus having a telematics app...but it is going to be better for everyone.” - Mary Boyd Resources Mentioned: Mary Boyd LinkedIn Plymouth Rock Assurance Corporation Reach out to Jason Cass Agency Intelligence


    Millionaire Insurance Producer: The Best Cold Call Voice Message

    Play Episode Listen Later Dec 6, 2021 35:50

    Prospecting for new business isn't usually "fun" and making cold calls is often even less exciting. In fact, many insurance agents don't cold call at all. And, those who do either don't leave voice messages whatsoever or they leave messages that are terrible and get zero results, meaning no one ever calls them back. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain not only why you SHOULD leave voice messages when you do cold calling but he gives you at least three real and usable scripts of what your voice message should be. Episode Highlights: Charles opens the episode by saying that he does not think too many people like prospecting. (1:20) Charles explains that you should have a good message when prospecting. (5:14) Charles explains why he recommends leaving a voice message but also why it should be the last-ditch effort. (8:57) Charles provides tips and samples of how to speak with gatekeepers. (9:34) Charles provides samples of what he thinks might be some of the best voice messages sound like. (15:30) Charles shares an example of how most of the agents leave their voice messages. (24:00) Charles gives out more samples from his script that he uses in cold calling. (28:00) Charles states that it is very important to relay the importance of your message in a cold call voice message.  Key Quotes: “I want you to understand, prospecting is a numbers game. Selling insurance is not a numbers game. Selling insurance is a relationship game. Prospecting is a numbers game. In other words, how many people are you actually contacting?” - Charles Specht “Always try and look at it from the perspective of how can I help this person? What can I say that's going to sort of flip the scenario here, so that I'm not merely somebody who's soliciting, but someone who's offering value.” - Charles Specht “As soon as they realize that this voice message is from an insurance agent, they stopped listening to you in the same way that a receptionist stopped listening.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    The MVP Podcast: Reflecting on Brainshare 2021

    Play Episode Listen Later Dec 6, 2021 29:48


    In this episode of The MVP Podcast, Mitch Gibson sits down with Sean Kirby to discuss some of the top things they learned at their first-ever AI BrainShare. Episode Highlights: Sean explains that the BrainShare conference was different from any other conference he has been to. (4:55) Sean talks about the things he learned from Marcus Sheridan at AI BrainShare 2021. (7:03) Sean shares that he likes how Marcus gives tips on how your prospects can value you. (10:14)  Mitch shares that he learned how to set the table for your customers and prospects even before talking to them. (11:52)  Sean and Mitch explain that they have taken down notes about why rates go up, and what drives them to go up. (15:02) Sean admits that he is planning to go back to recording videos very soon. (16:51) Mitch shares how important it is to learn how to prioritize tasks, and how it would benefit you as an individual.  Mitch explains that he wants to interview someone from BrainShare and ask them about their perspective about the things they have learned. (22:30)  Sean shares about the Dad's group that he started after getting the idea from Luis Leal. (25:23) Key Quotes: “So I will say that BrainShare is a very intimate thing. I've been to conferences in the past, and they are very broad, and you're trying to figure out, you know, there's 1000 people, there are 500 people, this was 125 people. So, when you're in a session, everyone has a voice. You get to meet every single person there.” - Sean Kirby “It goes from trying to sell the product to finding the solution. Because at the end of the day, you're not trying to sell cyber insurance solutions. You're saying, hey if we fix this on your website, or we fix this on your back end...you know that I'm not talking about insurance.” - Sean Kirby “I want to see myself as a community connector...that's who I am.” - Sean Kirby Resources Mentioned: AI BrainShare Sean Kirby LinkedIn Performance Group Indiana Marcus Sheridan Linkedin The Visual Sale Reach out to Mitch Gibson


    Agency Freedom: E31: Chris Greene Is Better At Flood Insurance Than You And Me

    Play Episode Listen Later Dec 3, 2021 44:46

    In this episode of Agency Freedom Podcast, James talks with Chris Greene, The Flood Insurance Guru. Chris is based in Georgia and serves the lower 48 states with flood insurance solutions, both NFIP and private. Learn more about his program and how you can partner with him to serve your clients and collect a generation commission split at https://www.floodinsuranceguru.com/floodinsuranceprogram. Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.

    Millionaire Insurance Producer: You're Making Me Angry!

    Play Episode Listen Later Dec 2, 2021 30:01

    It's your fault. It's all your fault. Don't blame me and don't blame anyone else. You're building what you want to build so look in the mirror and own it. The size of your Book of Business is your own business but if you don't like what you're building then STOP AND BUILD SOMETHING ELSE.  In this episode of the Millionaire Insurance Producer podcast, Charles Specht will tell you what you need to do to stop thinking small, how to start thinking BIGGER, and what you need to change in order to achieve the new business revenue growth you want. Episode Highlights: Charles opens the episode by sharing with his listeners why he is angry. (1:39) Charles shares his experience with the two agents that he has encountered. (2:55) Charles mentions that sometimes you just have to take a step back and ask yourself, “What are you building?” (8:53) Charles talks about advising an agent to increase the size of the account that they prospect. (12:36) Charles explains that he wants people to realize that there is no reason to stay small. (14:31) Charles shares that the best business lesson he learned was the power of thinking bigger. (17:38) Charles shares another story of an insurance agent that he has worked with and the power of thinking bigger. (20:00) Charles shares the reasons that keep him going, and keep him motivated to continue. (25:15) Charles closes the episode with the question, Are you choosing or just allowing things to happen. (27:37) Key Quotes: “I'm going to tell you why I'm not happy. I'm not happy because I am sick and tired of insurance agents thinking small, period.” - Charles Specht    “Sometimes you just have to take a step back and ask yourself, ‘What am I building here? What actually am I putting into place? What am I creating?' You have to take a step back and do that every once in a while, because you just don't realize what you're doing in the middle of it.” - Charles Specht “There's no reason why you have to stay small. It doesn't matter, whatever the case is, if your agency isn't used to those types of accounts, it doesn't matter, write them, prospect them, you'll figure it out.” - Charles Specht    Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    RHS 126 - A Tremendous Conversation with Ricky Hayter

    Play Episode Listen Later Dec 2, 2021 67:33

    In this episode of The Ryan Hanley Show, Ricky Hayter, owner of ANR Insurance Group, joins the podcast for a tremendous conversation on what it takes to run an independent insurance agency. Ricky is growing his agency like crazy and shares some of the challenges they've faced as well as how they've overcome all of them on the path to world domination. Don't miss this episode... Episode Highlights: Ricky discusses his thoughts as a leader and his observations while acquiring an agency. (6:44) Ricky shares his personal view on the ability to provide energy in an office setting vs working remotely. (12:52) According to Ricky, it is critical to offer employees the same level of independence as everyone else in the firm. (19:15) Ricky says that when he interviews individuals now, he looks for people who can manage themselves, are self-motivated, and are reliable. (23:59) Ricky describes how he gives his people time off. (29:48) Ricky feels that the only way to properly develop a healthy unrestricted time off culture is to start from scratch. And you need individuals who can manage it. (32:10) Ricky says he can educate anyone willing to work hard how to sell insurance. (37:55) Ricky explains that he seeks highly skilled customer service representatives because he understands he needs to fill that gap for himself. (46:51) Ricky and Ryan discuss their hiring mindset. (52:47) Ricky cites Tarmika as a product he utilizes. (57:43) Key Quotes: “Hiring people around your weaknesses makes you better.” - Ricky Hayter “At the end of the day, I mean, I gotta do what I say I'm going to do. That's it. Yeah. And that just goes so far. They buy-in, because I tell him what we do. And I also tell them what we can't do and why.” - Ricky Hayter “I look for super skilled customer service people because I know I have to fill that gap for myself.” - Ricky Hayter Resources Mentioned: Ricky Hayter ANR Insurance Group Reach out to Ryan Hanley

    Power Women In Insurance: Is There A Difference Between Men and Women In the Workplace? With Aurora Mullett and Vonda Copeland

    Play Episode Listen Later Dec 1, 2021 53:59

    In this episode of Power Women In Insurance, Teresa Kitchens, Aurora Mullett, and Vonda Copeland sit down to talk about how the industry is in transition and how women and men are the same and different, and how we as women can lessen the gap. Episode Highlights: Vonda talks about her experiences as a female agency owner. (2:21) Aurora discusses her experiences as a female insurance executive. (5:46) Aurora explains that she has experienced more bias from women than she has ever experienced from males in the industry. (7:52) Vonda believes that her agency needs more female salespeople to balance things out. (17:35) Teresa, Aurora, and Vonda talk about what they can do to encourage women to work in sales rather than just ownership or CSR. (18:46) Aurora believes that it's okay for a woman to be aggressive when the situation calls for it. (20:38) Vonda discusses the distinctions between being a female agency owner and a male agency owner. (27:41) Aurora and Vonda talk about how they manage their home responsibilities while working in the insurance industry. (35:01) Vonda discusses the benefits and drawbacks of social media. (41:14) Aurora believes that we should never build empowerment for one another by excluding others. (44:53) Key Quotes: “Social media has helped the women in this industry because you can connect with other women and you don't feel like you're in such a male-dominated industry because you have that connection.” - Vonda Copeland  “There's no excuses, if you're ready to roll in that direction,there's always a way to jump into it and get some things in place.” - Vonda Copeland  “If we as women can get rid of the narratives we've been taught and realize that they are there to support and help and we can help and support them. I think a lot of this men versus women will eventually fade” - Aurora Mullet Resources Mentioned: Aurora Mullett LinkedIn Vonda Copeland LinkedIn Contact Teresa Kitchens Sterling Insurance Group

    Millionaire Insurance Producer: The Permission to B.O.R.

    Play Episode Listen Later Nov 30, 2021 32:21

    Permission is everything. The Broker of Record Letter is not everything. Permission is the goal; the BOR is a tool. Spend more time gaining the insured's PERMISSION and you'll be able to collect a lot more signatures on BOR's. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to win your prospect's PERMISSION in order to win more new business.  Episode Highlights: Charles explains that everything about the Broker of Record letter has to be focused on a specific word which is: Permission. (1:40) Charles shares why the idea of gathering the insured's permission is necessary in order for you to actually have success in the entire outcome. (4:14) Charles mentions that gaining the insured's permission is one of the wisest things you can do. (6:10) Charles shares the focus of everything that he teaches and does. (10:37) Charles discusses that the Broker of Record letter is the most valuable tool and piece of paper in the insurance business. (13:07) Charles mentions that if you can't get the incumbent agent fired, you cannot get hired. (15:20) Charles believes that there are some services that you can provide to the insured that actually help them to understand the value that you provide. (17:00) Charles mentions that the Broker of Record letter literally is everything. (21:32) Charles discusses the things that you can do to put yourself in a stronger position to win the business. (22:58) Charles mentions that it is important to provide a valid reason to the client on why they should give you permission. (27:46) Key Quotes: “The Broker of Record letter is the fastest, smartest, most ethical approach to building a $1 million or more book of business.” - Charles Specht “Don't actually begin doing free work, don't work for free. If they do not give you permission, you do not have a client, you do not have a prospect, you have a suspect.” - Charles Specht “Gaining the insured's permission is one of the wisest things you can do. Gaining the insured's permission will allow you to get more signed broker record letters.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    We Focus On Perfection When We Should Focus On Becoming Perfected

    Play Episode Listen Later Nov 30, 2021 44:15


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


    Agency Freedom: E30: Top 10 Things Independent Agents Should Be Thankful For

    Play Episode Listen Later Nov 26, 2021 66:27

    In this episode of Agency Freedom Podcast, James is joined by several friends who have all come together to share on the Top 10 things independent agents and teams should be thankful for this year. Joining in the conversation are J.C. Wogomon, Lucas Jones, Eric Roberts, Jared Lorenz, Casey Nelson and Michael Franke. Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.

    Power Women In Insurance: The Gifts Of Imperfection Part 2: With Monica Adwani

    Play Episode Listen Later Nov 24, 2021 70:14

    In this episode of Power Women In Insurance, Teresa Kitchens sits down with Monica Adwani for Part 2 of the book review of The Gifts Of Imperfection by Brené Brown.  Episode Highlights: Monica starts by saying how things have changed since the last interview. (2:37) Monica shares her perception about being worried about making mistakes as an adult. (8:18) Monica talks about how productivity and innovation are very important. (17:02) Monica speaks about how amazing women can use guilt against themselves. (23:45) Monica shares her opinion on one of the topics in the book about appreciation. (30:09) Monica states that having a moment of privacy calms her. (36:04) Monica shares her understanding of a phrase from the book. (38:21) Monica and Teresa talk about cultivating meaningful work and letting go of self-doubt. (43:08) Monica tells Teresa what she listens to when driving. (54:07) Monica shares a memorable movie that is related to the topic of cultivating joy. (1:00:00) Key Quotes: “How am I going to be perceived if I am not perfect, you know? That's what holds us back from creativity.” - Monica Adwani “You're living your life and life is made of moments. So, are you living in the present? Or are you living just for living and just, you know, creating a legacy that you're not going to get to enjoy.” - Monica Adwani “I think respecting the diversity of thoughts. If we practice more of that, I think we can definitely make a little bit of headway into being less judgy and expecting others to have the same thought process” - Monica Adwani  Resources Mentioned: The Gifts of Imperfection Monica Adwani LinkedIn Risman Insurance Agency Contact Teresa Kitchens Sterling Insurance Group

    Where Is Chris Langille From And All Kinds Of Ninja Website Tricks

    Play Episode Listen Later Nov 23, 2021 38:29


    In this episode of Agents Influence podcast, host Jason Cass interviews Chris Langille, Founder of Advisor Evolved. Chris shares digital marketing strategies and tools to improve your agency's digital presence. Episode Highlights: Chris talks about his last name and its country of origin. (1:42) Chris talks about his 2 sons and what's keeping them busy. (5:24) Chris shares his ideas about new technology. (12:08) Chris talks about how he gets results for his clients. (17:20) Chris shares more about investments. (23:35) Chris talks about Google My Business and how important it is. (25:14) Chris shares that the biggest competitor of GMB is Apple, in his opinion. (31:38) Chris talks about tips on how you can get on Google My Business. (34:14) Key Quotes: “I never planned on, you know, doing what I do now. I mean, it kind of happened by accident. And, you know, I love doing it.” - Chris Langille “We tell our clients all the time that 99.9% of independent agents do zero advertising. So if you just do a little bit more than them, you're going to be ahead of the game in major ways, it's going to be a major competitive advantage. But yes, it does cost money, it takes time for it to work.” -Chris Langille “I think a lot of agencies don't know how good they actually have it in our industry, with the technology vendors that we have, and the price points that we have, for the software and services that we have in our industry. .” - Chris Langille Resources Mentioned: Chris Langille - LinkedIn Advisor Evolved Reach out to Jason Cass Agency Intelligence


    Agency Freedom: E29: Brandon Smith On Producing More From Your Calendar

    Play Episode Listen Later Nov 19, 2021 48:07


    In this episode of Agency Freedom Podcast, James talks with Brandon Smith, author of the 2022 Producer Development Planner and the creator of the Producer Development Program. Learn more about Brandon's planner and program at https://www.producerdp.com Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.


    RHS 125 -Kevin Abramson on How Cover Whale is Making a Splash in the Insurance Industry

    Play Episode Listen Later Nov 18, 2021 62:12

    In this episode of The Ryan Hanley Show, Kevin Abramson, President at Cover Whale joins the show to discuss why the insurance industry is ripe for innovation and how Cover Whale plans to attack these opportunities.  Cover Whale is currently providing insurance truckers by breaching the gap between insurance and technology. This is a tremendous conversation, don't miss it... Episode Highlights: Kevin discusses his firm, Cover Whale, and the work they accomplish. (4:28) Kevin provides his thoughts on what it takes to be a great leader and how to take charge of your own destiny. (10:45) Kevin shares some challenges that he encountered that he did not expect. (16:04) Kevin agrees that having that human aspect in a tech business is not very easy. (20:19) Kevin explains what he means by digesting data faster. (24:10) Kevin elaborates on how he manages to catch and spot bad behaviors in an app. (27:22) Kevin states that failure is part of being a start-up company. (32:35) Kevin shares his vision and plans for the future for his company. (38:01) Kevin talks about giving value to the insurance industry and making a difference. (48:14) Kevin shares the importance of having accurate and reliable metrics in a business. (53:38) Key Quotes “I would say, you know, we've got a lot of tech people at our company, but at my core, I'm an insurance person that really loves tech. And it's not the other way around.” - Kevin Abramson “It's been an industry where data has been prevalent, heavy, you know, lots of data, massive amounts of data. I think the difference-maker is being able to digest that data, but also to digest it faster, in real-time.” - Kevin Abramson “I think, if we look at where we'll be two years from now, one of the core tenants in our business and our mission of the company is, we will continue to take risks.” - Kevin Abramson Resources Mentioned: Kevin Abramson LinkedIn Cover Whale Reach out to Ryan Hanley

    Millionaire Insurance Producer: How to Prospect Using LinkedIn

    Play Episode Listen Later Nov 18, 2021 33:13

    LinkedIn is one of the absolute most potent tools out there for prospecting, whether in B2B or B2C. Unfortunately for most insurance producers, they either don't use LinkedIn at all, they use it poorly, or they come across as spammy. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will begin teaching you how to use LinkedIn to prospect better, close more deals, and build your Book of Business. Episode Highlights: Charles explains how he utilizes each social networking platform. (1:57) Charles considers LinkedIn as a fantastic tool to network and prospect. (10:05) Charles believes that it's tough to utilize LinkedIn as a prospecting tool if you're not actively engaging with your prospects. (12:14) Charles discusses the value of micro-niching. (13:10) Charles believes that focusing on one area will help you succeed. (16:22) Charles shares that he will be releasing content on how to utilize LinkedIn soon. (18:02) Charles says that if we can give prospects free information that helps people. That's the know, like, and trust factor. (21:24) Charles invites anybody interested in learning more about LinkedIn to contact him. (25:27) Charles explains that if you are not visible on LinkedIn, you are missing out on one of the best opportunities to prospect. (29:02) Key Quotes: “LinkedIn can be your absolute best way to prospect out there. It literally can, it can change and revolutionize everything you do.” - Charles Specht  “You will be able to win more business, you will be able to resonate with your insurance buyer, if they see you as somebody who understands them.” - Charles Specht  “I decided to become the go-to agent when it comes to the broker of record letters. That is my predominant focus.” - Charles Specht  Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    Power Women In Insurance: Exploring Leadership Gems With Monica Adwani

    Play Episode Listen Later Nov 17, 2021 79:01

    In this episode of Power Women In Insurance, Teresa Kitchens sits down with Monica Adwani, to review Brene Brown's book: The Gifts of Imperfection. Teresa and Monica discuss how the ten Guideposts may benefit women and leaders. Episode Highlights: Monica talks about their new virtual professional company called Savvital. (3:42) Monica discusses the book's first paragraph. (7:41) Monica explains why we must remember that everyone has unique challenges. (17:17) Monica discusses what she learned from the book on how we can support each other and approach each other in ways that promote an authentic experience. (19:52) Teresa and Monica discuss that responding appropriately, listening, and acknowledging when somebody comes to you is important. (22:18) Monica explains how it is empowering to know that she can educate her children to hope because it is a conscious choice. (29:47) Monica talks about letting go of perfectionism (40:02) Teresa and Monica tackle the third guidepost from the book, which is cultivating a resilient spirit and letting go of numbing and powerlessness. (51:22) What does Monica do to cultivate joy? (1:00:22) Monica mentions how great it is to understand that happiness is momentary, but joy can be constant. (1:06:08) Monica believes that no matter what stage or scenario we are in, we constantly say, "just look on the bright side of things," and that joy is just practicing more of that. (1:10:43) Key Quotes:  “We all play different roles at different times of the day with different people. And when we are stepping into those roles, we need to learn how to quickly adapt to how we're going to react, and how we are going to provide them with the conscious choice of how this relationship is going to go." - Monica Adwani “I cultivate gratitude and joy when I cook for other people. When I just do anything that is selfless...I feel like I cultivate gratitude and joy, and I feel good. And I feel joyful when I am able to do those things that don't have any impact on me, but they have an impact on others.” - Monica Adwani “There are moments that you can feel happiness, but the joy in your heart is something that only you can achieve by having that space within yourself and knowing that you are loved, regardless, and that this is yours, right? This is your thing and no one can mess with it.” - Monica Adwani Resources Mentioned: Monica Adwani LinkedIn Savvital Brene Brown's book: The Gifts of Imperfection Contact Teresa Kitchens Sterling Insurance Group

    Jeff Shi: How Can The DeFI Stablecoin Change Insurance And Reinsurance?

    Play Episode Listen Later Nov 16, 2021 48:02


    In this episode of Agents Influence podcast, host Jason Cass interviews Jeff Shi, CEO of Quotehound and Co-Founder of Quantum Assurance International to talk about all things Crypto and what it could mean for the future of the insurance industry. Episode Highlights: Jeff mentions that there is a lot of change going on in the insurance, agency, and insurtech worlds. (2:49) Jeff says that this was his first year on LinkedIn and paying attention to ITC events. (5:53) Jeff explains that VCs are the ones driving the Insurtech space. (11:08) Jeff discusses Geico's decision to lay off 135 R&D employees. (25:48) Jeff believes that our industry is excellent, but that we need 100,000 additional salespeople to compete at the next level. (31:57) Jeff explains that insurance breakthroughs have to be claimed. (41:27) Jeff mentions that he loves chatting with people in the reinsurance industry. (43:45) Key Quotes: “Most of us buy coins. tokens on the exchange, right? Every token we buy affects shelf stocks...they are all regulated, they all have the IRS sending us our tax statements of what we gained, what we lost.” - Jeff Shi “Our industry is great but for us to compete at the next level we need 100,000 more salespeople” - Jeff Shi “The adjustments are not built for the rich, but they are the one that's in position to take strategic moves.” - Jeff Shi Resources Mentioned: Jeff Shi LinkedIn Quantum Assurance International Quotehound Reach out to Jason Cass Agency Intelligence


    Agency Freedom: E28: Ty Harris On Helping Agents Serve Their Clients More Openly

    Play Episode Listen Later Nov 12, 2021 61:19

    In this episode of Agency Freedom Podcast, James talks with Ty Harris, Co-Founder, and CEO of Openly Insurance. Openly is an emerging digital native carrier currently operating in 14 states. They are positioned to be a major player in the IA channel for years to come. Learn more about Openly at https://www.openly.com. Visit our website to join our email list, sign up to be a potential guest on the show, and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

    RHS 124 - Ciara Gravier on Winning the Start-Up Agency Game

    Play Episode Listen Later Nov 11, 2021 69:25

    In this episode of The Ryan Hanley Show, Ciara Gravier CIC, CRM, CCIC, PWCA, CPIA, Founder and CEO of The Bunker Insurance & Risk Management joins the show to share all her secrets to winning the start-up independent agency game.  Ciara is someone I've personally been a fan of for a long time and it was an absolute pleasure to be able to spend time and learn more about her story. You're going to love this episode... Episode Highlights: Why did Ciara establish her own agency? (5:15) Did Ciara ever regret letting the Allstate brands go? (8:09) Ciara shares what they did when she first started the agency. (12:41) Ciara mentions that they were able to assist others in starting their own businesses from the ground up. (15:16) Ciara discusses some of the challenges of not having direct appointments. (18:28) Ciara explains why including business in the books has been difficult for her. (25:02) Ciara explains why engaging in the killing commercial is one of the best things their agency has ever done. (30:53) Ciara mentions that she enjoyed the podcast with Ryan and James Jenkins. (44:26) Ciara and Ryan discuss Crypto. (51:42) Ciara shares why she believes that her agency is on the right track. (1:04:04) Key Quotes: “We're able to help these people find an attorney, find an accountant, you know, set up their businesses from the ground up. They can trust us.” - Ciara Gravier “So we joined Killing Commercial and that has really been the best thing that we've done.” - Ciara Gravier “What's great about this industry is that everyone can achieve success however they want. And everyone has a different roadmap to it.” - Ciara Gravier Resources Mentioned: Ciara Gravier LinkedIn The Bunker Insurance & Risk Management Reach out to Ryan Hanley

    Millionaire Insurance Producer: Mastering the Art of Persuasion (Or: Your Prospects Don't Really Hate You)

    Play Episode Listen Later Nov 11, 2021 32:00

    No, your prospects don't really HATE you. Nope, they don't LIKE you, either. Moreover, they probably don't KNOW you from Adam (whoever that guy is). The real issue, however, is that your prospects don't TRUST you. And, why don't they trust you? The answer to that question -- as well as how to fix it -- is what host Charles Specht will teach you in today's episode ... which is all about Mastering the Art of Persuasion. Episode Highlights: Charles shares how to turn prospects into clients. (1:03) Charles talks about rude prospects and making them do business with you. (4:19) Charles shares tips on how to understand phrases from prospects and what they really meant to say during a call. (10:04) Charles shares about the C3 or the Cold Call Carrot. (12:04) Charles talks about mergers and acquisitions. (16:21) Charles states that the size of your book of business is dependent upon your ability to persuade. (20:12) Charles elaborates on the advantage of being able to persuade. (23:40) Charles shares how to gain the prospect's trust. (25:46) Key Quotes: “If we do our cold calls, and people respond negatively, we did not persuade them. If we present a quote, and they don't buy from us, we didn't persuade them. If the underwriter does not actually give us a quote, even though we're begging, we haven't persuaded them. There's a lot of things that we have to do. And persuasion is probably at the top of the list of the things that we must” - Charles Specht “The size of your book of business is dependent upon your ability to persuade.” - Charles Specht “We need to become not just merely producers, we need to become people who are experts in the art of persuasion.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    Power Women In Insurance: A Glimpse Into A Power Woman Office Manager and How She Makes The World Safer For Her Clients with Kristen Walkup

    Play Episode Listen Later Nov 10, 2021 40:24

    In this episode of Power Women In Insurance, Teresa Kitchens is joined by Kristen Walkup, Agency Development Office Manager at Willow Wood Insurance Agency. Kristen talks about being an office manager and shares her experiences on going from captive to independent. Episode Highlights: Kristen shares her journey into the insurance industry. (1:22) Kristen shares her positive experience of moving to the independent side, despite it happening during COVID. (6:19) Kristen talks about her strategy to keep everything straight in a conversation. (8:48) Kristen talks about how people want to connect at work before and during COVID. (20:58) Kristen explains how she handles a conversation with a client. (25:05) Kristen shares her transition from working for a big company to running her own business. (29:39) Kristen gives out advice to agency owners on being able to find their own space. (34:20) Key Quotes: “A lot of times people are uneasy making a decision, and I just want them to know, we're here for them no matter what.”- Kristen Walkup “Customer service to me, and that relationship with the customer? It's the driving force of what makes me do what I do. I like to help people, I like to work with them, get to know them, and build that.” - Kristen Walkup “I try to also give them information that would help them understand from a novice point of view, from a person who doesn't work in the insurance industry, so that they can know what the best steps are. And then also to make them feel comfortable calling me with questions.” - Kristen Walkup Resources Mentioned: Kristen Walkup  Willow Wood Insurance Agency  Contact Teresa Kitchens Sterling Insurance Group

    Reliability And Responsibility Is On Us, The Story Of Brad Fuller

    Play Episode Listen Later Nov 9, 2021 45:15


    In this episode of Agents Influence podcast, host Jason Cass interviews Brad Fuller, CEO of Lightspeed Voice. Brad talks about what makes Lightspeed Voice unique, the importance of customer service, and the value of integrations.  Episode Highlights: Brad answers whether he is an android or iPhone user. (4:07) Jason asks Brad what was the last app he downloaded. (4:27) Jason asks Brad if he loves to win or does he hate to lose. (5:36) Brad states that he thinks the biggest factor to where he is now is luck. (7:47) Brad shares his background and how he started with his career. (9:36)  Brad talks about his company Lightspeed Voice. (18:15) Brad talks about what customer service is about for his company. (24:48) Brad explains that Lightspeed Voice has a strong focus on building and improving integrations. (26:14) Brad elaborates about Lightspeed Voice owning its infrastructure. (32:18)  Brad shares the story of how she met his wife. (35:03) Brad shares that he watches Billions on Hulu. (40:21) Key Quotes: “We want you to focus on what you do best and not have to worry about your telecommunications platform.” - Brad Fuller “The integrations that we do have are over the top outstanding, we have very strong partnerships and strategic alliances with all these technology partners. And we have dedicated people who are constantly reviewing and researching ways to make not only new integrations but the integrations that we have even better.” - Brad Fuller “Our company has a culture of gratitude and it is showing gratitude to our clients every single day. We truly care.” - Brad Fuller Resources Mentioned: Brad Fuller LinkedIn Lightspeed Voice Reach out to Jason Cass Agency Intelligence


    Agency Freedom: E27: Nick Ayers On Getting Better... Together

    Play Episode Listen Later Nov 5, 2021 64:44

    In this episode of Agency Freedom Podcast, James talks with Nick Ayers, Chief Marketing Officer of Better Agency and Co-Founder of the Insurance Agency Owners Alliance. Learn more about Better Agency and request your demo at https://www.betteragency.io. Learn more about IAOA and join the Facebook group at https://www.iaoa.com/. Visit our website to join our email list, sign up to be a potential guest on the show, and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

    RHS 123 - Alex Bargmann on What It Takes to Innovate the E&S Market

    Play Episode Listen Later Nov 4, 2021 62:02

    PathPoint, the first open digital wholesale brokerage for the Excess & Surplus lines market in the insurance industry.  Some people find E&S boring and difficult. In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Alex Bargmann, CEO and co-founder of PathPoint. They discuss why this is no longer the case and why independent agents need to start taking notice of E&S business.  Don't miss this episode... Episode Highlights: Alex discusses how he got into the insurance industry. (6:13) Alex mentions how it took him a long time to truly comprehend E&S underwriting and rating, and how the processes are significantly different. (10:51) Alex mentions that they have executive support for putting products or providing capacity to PathPoint in order to digitize the wholesale distribution platform. (17:48) Alex explains what he really likes about PathPoint. (21:54) What were the most glaring challenges Alex knew he had to address, either immediately or later, in establishing PathPoint? (23:21) How difficult was it to get E&S carriers to return digital quotes? (29:17) Alex explains that they are very specific about their appetite and making sure they are not just adding class codes for the sake of adding class codes. (39:17) Alex talks about the first carrier they worked with. (44:25) Alex and Ryan discuss agency billing and direct billing. (47:23)  Key Quotes: “One thing I really liked about PathPoint where we were able to sort of figure out our differentiators, is like we didn't have to deal with this notion of do we go direct? Or do we go through agents?” - Alex Bargman “I think there's some value in being able to digitally quote business” - Alex Bargman “The thing we were able to leverage is that we didn't actually have to convince them to automate underwriting because they had incidentally already done it by writing these binding authority guidelines.” - Alex Bargman Resources Mentioned: Alex Bargmann LinkedIn PathPoint Reach out to Ryan Hanley

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

    Play Episode Listen Later Nov 3, 2021 45:27

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

    Keith Savino: We Are Considered One Of The Fastest-Growing Agencies In The Country

    Play Episode Listen Later Nov 2, 2021 46:31


    In this episode of Agents Influence podcast, host Jason Cass interviews Keith Savino, Managing Partner of Broadfield Insurance, a PCF insurance partner. Keith discusses data digitization, his thoughts on cyber liability, insurance technology, and their goals in the insurance industry. Episode Highlights: Jason asks Keith if he is an Android or an iPhone user and the last app he downloaded. (3:53) Keith states that he wants to succeed. (4:21) Keith answers Jason's question if he believes in skill or luck. (5:41) Keith shares that he started in the insurance industry because of his brother. (7:42) Keith shares his thoughts about cyber liability. (13:42) Keith talks about how he uses AMS360. (19:21) Keith shares his point of view about API today and where he thinks it is heading. (22:50) Kieth gives some advice to all agents and brokers who are starting out in the industry. (27:39) Kieth answers Jason's question on where he sees the industry in the next 5, 10, 15 years. (32:44) Keith talks about having a management system for your agency. (37:08) Keith shares the significance of becoming a servant in the industry. (39:24) Keith shares that his favorite book is “Sacred Cows (makes the best burgers)”. (43:02) Key Quotes: “To me, success involves knowing all the people, places, and things that helped get you there.” - Keith Savino “Finding somebody who really understands the nuances behind those executive lines policies will help you get through the fog.” - Keith Savino “If you're investing in the future, you always have to be considering that the different demographics that you want to reach, have to be spoken to in a way in which they want to be reached.” - Keith Savino Resources Mentioned: Keith Savino LinkedIn Broadfield Insurance Reach out to Jason Cass Agency Intelligence


    Millionaire Insurance Producer: How to Write 50% More Commission In One Year

    Play Episode Listen Later Nov 1, 2021 37:14

    Most insurance producers don't work on their personal development, let alone their sales development. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you how to achieve 1% weekly growth in various areas of your selling process in order to be 50% better at selling insurance, just one year from today.  Episode Highlights: Charles gives some tips on how producers might double their commission winnings next year. (3:50) Charles discusses the concept of compound interest. (6:0b6) Charles discusses where you should start working on improving 1% per week. (8:39) Charles explains the significance of micro-niche selection. (10:23) Charles discusses the creation of your value differentiator. (11:42) Charles talks about scripting and messaging. (14:11) Charles discusses the seventh way for generating a 1% rise every week and generating 50% more revenue. (16:51) Charles mentions that most insurance salespeople do not have a strategy for leading a prospect down the route that they want them to take. (20:31) Charles highlights the need not to give the incumbent agent the last look. (24:04) Charles talks about the 19th method, which is asking for the final sale. (29:13) Charles mentions that a producer is an amateur if they do not manage their personal development. (34:15) Key Quotes: “If you could get better at your sales process by just 1% every single week, you'd be 50% improved at winning new business after just one year.” - Charles Specht “In order for you to actually get much better at it, you have to really start being proactive at it. You need to learn, you need to have education, you need to really start thinking from a forward perspective on where do I want to be one year from now?” - Charles Specht “If you don't handle your personal development, you are an amateur. And amateurs only make enough money to pay the bills and they don't make a lot in life.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Mastermind Permission Network Insurance Agency, Inc.

    Agency Freedom: E26: Raution Jaiswal On Mining Your Way To A Better CRM

    Play Episode Listen Later Oct 29, 2021 52:00

    In this episode of Agency Freedom Podcast, James talks with Raution Jaiswal, Co-Founder and Managing Partner of InsuredMine. For more information about InsuredMine, please visit their website. Visit the Agency Freedom website to join the email list, sign up to be a potential guest on the show, and never miss an episode. Join the Agency Freedom Podcast Facebook Group. Email podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

    RHS 122 - Brandon Smith on How to Train Unstoppable Producers

    Play Episode Listen Later Oct 28, 2021 71:15


    In this episode of The Ryan Hanley Show, Ryan Hanley interviews Brandon Smith, EVP at Glidewell and founder of the Producer Development Program. Brandon joins the podcast to help us better understand how to train high-functioning, successful insurance producers. We all want to write more business, Brandon Smith helps us understand how to help our producers do this every day. Don't miss this episode... Episode Highlights: Ryan and Brandon open the conversation with their thoughts on the Buffalo Bills game. (4:36) Brandon and Ryan discuss the ambiguity of sales. (24:19) Brandon answers questions about how he hires people and how he makes them feel supported. (28:12) Brandon shares how he solves transparency and communication issues. (36:38) Brandon shares the greatest part of being in the insurance industry. (41:38) Ryan and Brandon discuss having a process for a person to sell at their full capacity. (47:24) Brandon shares more about his Producer Development Program. (52:31) Brandon introduces a Planner he created to help people get the most out of their time. (57:05)  Brandon and Ryan talk about what a busy schedule means. (59:59) Key Quotes: “Why have we as a society come to the place where we celebrate victimhood, rather than celebrating people for their accomplishments and what they do.” - Brandon Smith “What makes our industry so great is the freedom to operate our businesses the way we want.” - Brandon Smith   “We don't know what being bored is anymore, we're so busy, digitally distracted. The speed at which we're living, I believe, is the greatest threat to our industry right now.” - Brandon Smith Resources Mentioned: Brandon Smith Linkedin Producer Development Program Glidewell Reach out to Ryan Hanley


    Brandon Smith: He Genuinely Loves Agents And A Good Process

    Play Episode Listen Later Oct 26, 2021 39:21


    In this episode of Agency Intelligence podcast, host Jason Cass interviews Brandon Smith, Executive Vice President of Glidewell. Brandon talks about great agents, creating the ideal work schedule, and his upcoming book “Let's Go!”. Episode Highlights: Jason announces that Agency Intelligence Podcast Network currently has 37k monthly listeners. (2:30) Is Brandon an iPhone or Android user? (4:06) Jason asks Brandon if he loves to wait or he hates to lose. (5:36)  What's been a bigger factor in Brandon's life? Skill or luck? (6:25) Brandon elaborates on his life story. (6:57) Brandon shares about the new thing he has been doing to help people. (9:23) Brandon shows his gratitude to the agents with whom he has collaborated. (18:40)  Brandon expresses his opinion on the ideal way to live life. (20:55) Brandon talks about his ideal work schedule and how manages it. (26:03) Brandon shares about his book, “Let's Go!” is currently on pre-order. (30:21) Brandon wraps up with a meaningful message. (35:49) Key Quotes: “Everybody wins. Anybody can win. But losing is what potentially could define you.” - Brandon Smith “I feel like the biggest threat to my agency, to my life, is the speed in which I'm living life.” - Brandon Smith “The way I see it is that the only way, the best way to live life is to be intentional.” - Brandon Smith Resources Mentioned: Brandon Smith Linkedin Glidewell Book: Let's Go! Reach out to Jason Cass Agency Intelligence


    Agency Freedom: E25: Don and Roe Polczynski on Smashing Through Your Revenue Ceiling

    Play Episode Listen Later Oct 22, 2021 58:51

    In this episode of Agency Freedom Podcast, James talks with Don And Roe Polczynski, founders of RD Advisory Group and the Agency CFO program. Learn more about RD Advisory Group. Visit the Agency Freedom website to join the email list, sign up to be a potential guest on the show, and never miss an episode. Join the Agency Freedom Podcast Facebook Group. Email podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

    RHS 121 - Will Shaw on How to Build Technology for Independent Agents

    Play Episode Listen Later Oct 21, 2021 71:03

    In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Will Shaw, CEO, and co-founder of Better Agency. They discuss entrepreneurship, InsurTech, and what Will has learned from assisting agency owners in growing their businesses. Will is an all-time guy in our industry...this is a conversation you don't want to miss. Episode Highlights: Will talks about a five-year play with InsurTech. (7:54) Ryan states that building your network is always important. (10:57) Will explains why they chose to bootstrap Better Agency. (17:29) Will shares his insights about independent insurance agencies. (24:19) Will claims that every client should be covered by every policy. (34:06) Will discusses what his duties were when Better Agency first began. (41:44) Will elaborates on the advantages of having an independent agency. (46:42) Ryan and Will discuss their love for the Buffalo Bills. (53:27) Will explains what it means to have a "ride or die" mentality. (57:23) Key Quotes: “The things I'm working on today are the things people are going to see in three or four months.” - Will Shaw “I hire people that are better than me in every way.” - Will Shaw “If you try to have your hand in everything you're just never going to get out of your business.” - Ryan Hanley Resources Mentioned: Will Shaw Linkedin Better Agency Reach out to Ryan Hanley

    Power Women In Insurance: Did You Achieve Your Goals in 2021? Let's Take a Better Look at Goal Setting and Level up Together

    Play Episode Listen Later Oct 20, 2021 40:37

    In this episode of Power Women In Insurance, Teresa Kitchens discusses goal setting and accountability for her own goals in 2021, how she is ending 2022, and how we should see goal-setting as we move forward in the new business world that we live in. Episode Highlights: Teresa mentions that she made an episode last year about her goals for 2021. (2:06) Teresa discusses her main goal for the past year. (3:40) Teresa believes that she has met about 50% of her 2021 goals. (6:13) Teresa mentions that just because something didn't work doesn't mean we failed. (8:13)  Teresa shares what she has learned this year with her team. (8:55) Teresa discusses another huge success for her and her team. (11:04) Teresa mentions that she encourages everyone to say "what do we want to learn for the year moving forward?" rather than "what are our goals?" (12:28) Teresa explains why she's not going to micromanage her team. (16:22) Teresa mentions team building with different locations as one of her goals. (21:05) Teresa expresses her gratitude for the fact that, while they did not meet all of their goals this year, they did meet the majority of them. (23:36) Teresa believes she is blessed by the community, her team, and her book of business. (31:54)  Teresa explains the concept of monday.com and how it helps her. (33:03) Teresa expresses heartfelt love and appreciation for the insurance industry. (37:26) Key Quotes: “I want to be really honest because I think as women, we need to feel like we have each other's backs. And I think we can't do that unless we are authentic.” - Teresa Kitchens “I'm honored that even though we didn't achieve our goals this year, we achieved most of them.” - Teresa Kitchens “If we can approach things with love, and a calm approach of loving every moment and saying, ‘Where can I improve?' and being open to that growth, maybe even with that person, if that person is willing to stay in community with you, then we are successful.” - Teresa Kitchens Resources Mentioned: Contact Teresa Kitchens Sterling Insurance Group

    I Know How Hard My Parents Worked To Build This

    Play Episode Listen Later Oct 19, 2021 49:05


    In this episode of Agency Intelligence podcast, host Jason Cass interviews Aaron Gordon, Vice President of Gordon Companies Insurance Services. Aaron discusses the advantages and challenges of running a family business. Episode Highlights: Is Aaron an iPhone or Android user? (5:50) Does Aaron love to win or hate to lose? (6:17) What does Aaron attribute to his success, skill or luck? (8:06) Aaron shares his background story. (11:04) Aaron mentions that not everyone is meant to be a business owner. (17:23) Aaron talks about the importance of caring in the insurance industry. (22:49) Aaron explains why his parents are his best asset to the clients. (28:34) Aaron discusses his marketing strategy. (32:14) Aaron explains what he believes is the best aspect of the insurance industry. (36:55) What is Aaron currently watching? (39:15) Key Quotes: “Most of our business is coming from one of those two things, either referral sources that have given up on the agencies that they used to, because they sold, or people who have given up on those agencies.” - Aaron Gordon “I think also what I found, especially on the agency side, and this might be a good segue is when we win we usually win because of what we're good at.” - Aaron Gordon “The beauty of this industry is that you had somebody who cared. All you've got to do to be successful is care.” - Aaron Gordon Resources Mentioned: Aaron Gordon LinkedIn Gordon Companies Insurance Services Reach out to Jason Cass Agency Intelligence


    Millionaire Insurance Producer: Win More Clients by Being Transparent and Educational

    Play Episode Listen Later Oct 18, 2021 32:43

    Many insurance agents do a poor job of clearly explaining to their prospects and clients about what the insurance program covers or excludes.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can transition prospects into loyal, paying clients by being ultra-transparent and educational. Episode Highlights: Charles mentions that many insurance agencies do not have a formalized proposal. (2:05) Charles explains why you will lose clients and prospects if you confuse them. (4:47) Charles discusses a different way of meeting with prospects in order to win their business. (7:30) According to Charles, if you can explain how you'll be able to produce a better positive outcome, clients and prospects will be much more inclined to desire to do business with you. (12:58) Charles explains that you can win more clients by being more transparent and advocating for education. (15:36) Charles gives an example of how you could do a much better job of making your prospect or insured feel more comfortable with you. (17:16) Charles explains that prospects want to know that they purchased insurance from the right broker and that they have coverage with the finest provider at the lowest possible cost. (22:25) Charles makes a special offer to those who want to join the Permission Group Mastermind. (25:47) Charles discusses what's going on with Permission Group Mastermind. (26:37) Key Quotes: “The lack of education, the lack of understanding that the insurance buyer has about the entire insurance process is not your friend, it's your enemy.” - Charles Specht “This whole idea of how you can win more clients is by being more transparent, by being much more of an advocate for education, helping them actually see what they have what they don't have, rather than doing what lots of agents tend to do is they win a new client, and then they ghost that client.” - Charles Specht “I do believe that when you go into the mastermind, you're going to be in a much stronger position to actually win” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Group Mastermind Permission Network Insurance Agency, Inc. a

    Agency Freedom: E24: How To Build Your Perfect Carrier Toolbox

    Play Episode Listen Later Oct 15, 2021 49:21

    In this episode of Agency Freedom Podcast, James talks about the insurance carrier relationship, MGAs, wholesale brokers, and how to navigate and steward your carrier and program relationships. Visit the Agency Freedom website to join the email list, sign up to be a potential guest on the show, and never miss an episode: Connect with us on Facebook at the Agency Freedom Podcast group.

    RHS 120 - David McFarland on Why Speed, Simplicity & Service Win Small Business Insurance

    Play Episode Listen Later Oct 14, 2021 62:24

    In this episode of The Ryan Hanley Show, Ryan Hanley is joined by David McFarland, founder, and CEO of Coterie Insurance, for an all-time conversation about insurance, insurtech and what it takes to win the small business insurance market.  David is one of the smartest guys in commercial insurance and things he and his team are doing at Coterie are rapidly changing the standard for ease of business. Don't miss this episode... Episode Highlights: David explains what an actuary is. (5:20) What are some of the ways David worked within the business to overcome what seems to be a fairly common problem with carriers? (10:38) David explains first-order positive, second-order negative in Coterie. (15:15) David discusses how Coterie manages things in general.. (16:09) David mentions that the most valuable asset of any firm is its people. (19:13) David explains how Coterie gets people to believe in what they do. (21:55) David mentions that Coterie hires on four criteria: integrity, intelligence, passion, and humility. (27:37) David explains what makes Coterie unique. (32:17) David says they aim to create a tech and insurance product that will allow their distribution partners to run in ways they couldn't before. (35:30) David explains third-party data and how Coterie uses it. (42:27) David mentions that they aim to ensure the success of their distribution partner. (49:10) David says they're always seeking new data sources, evaluating its influence on customers, and verifying its accuracy. (51:58) What does David see happening with small company insurance in the coming years? (53:46) Key Quotes: “We create cross-divisional teams to accomplish certain missions. So, if we have a particular objective or key result, we will put together a group of people who are qualified to tackle this thing. And that is their job and they have to work together.” - David McFarland “We hire on four things. Integrity, intelligence, passion, and humility, and humility elevates all the other three. And the one sentence way that we describe it is that we're smart, passionate people who do the right thing, and we're not going to brag about it.” - David McFarland “What we want to deliver is a product, both a tech product and insurance product that's going to enable our distribution partners to run in ways that they just couldn't do before.” - David McFarland Resources Mentioned: David McFarland LinkedIn Coterie Insurance Reach out to Ryan Hanley

    Millionaire Insurance Producer: How to Be Better Than a "Block the Markets" Broker

    Play Episode Listen Later Oct 14, 2021 34:53

    Most of your competitors out there are throwing mud against the wall to see what sticks. They slap together a "bare bones submission" and blanket the marketplace. Those agents do not experience great results and they tend to have smaller Books of Business. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how (and why) to win more clients by overcoming mediocrity and being the more professional insurance advisor, compared to your competition.  Episode Highlights: Charles tells the story of how he first got into the insurance business. (5:02) Charles discusses the concept of the inferior submission. (7:03) Charles explains the importance of having the entire process written before meeting with a prospect or current client. (11:15) Charles explains why blocking the market is not in the best interest of insurance. (13:20)  Charles believes that to be better than a “block the markets” broker, brokers must be able to explain to the insured why they are better. (20:48) Charles explains why many workers' compensation insurance underwriters will not or cannot quote a prospect who does not offer health benefits to their employees. (23:16) Charles mentions that bare-bones submissions rarely receive quotes from underwriters. (25:31) Charles explains the importance of educating the prospect on how a bare-bones submission actually harms them. (28:29) Charles mentions that if brokers follow the process he highlights, they will receive significantly more broker record letters than they have in the past. (31:47) Key Quotes: “Put together a submission that will knock the socks off of your underwriter. A bare bones submission handcuffs the underwriter to not be able to work with another agent, maybe even agents that they would choose to work with. ” - Charles Specht “The insurance industry is not set up for your success. The insurance industry is set up for your failure. It is not set up in a way that is going to help you in the trust process with your prospects.” - Charles Specht “We need to educate the prospect on how a bare bones submission actually hurts them, how it hinders them, we need to explain to the insured that we are not going to be doing that on their behalf.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

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

    Play Episode Listen Later Oct 13, 2021 38:54

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

    Why Is This The Greatest Industry God Ever Created?

    Play Episode Listen Later Oct 12, 2021 45:47


    In this episode of Agency Intelligence podcast, host Jason Cass interviews Monica Adwani, co-founder of Savvital. Monica discusses what's great about the insurance industry, the power of women in the insurance industry, and how women are contributing to the industry's success. Episode Highlights: Is Monica an iPhone or Android user? (2:34) What was the most recent app Monica downloaded? (2:44) Does Monica love to win or hate to lose? (4:32) What attributes to Monica's success, skill, or luck? (5:02) Monica shares her background story. (6:34) Monica shares about her family background. (12:04) Is Monica of the opinion that the insurance industry is the best industry ever created? (21:29) Jason believes that if there are no women in the insurance industry, men would be unable to do what these account managers can. (28:17) Monica mentions that the nurturing factor that people are born with is one of the things that makes us more vulnerable. (29:42) Monica discusses women's roles in the insurance industry. (30:47) Monica believes that women are doing an excellent job of improving the image of the insurance industry. (32:10) Monica expresses her delight at seeing men and women working together to improve the insurance industry. (36:51) Monica discusses the Savvital concept, which she co-founded with Troy Thompson. (37:48) Monica explains why they decided to start their own agency. (42:09) Key Quotes: “I do think that our industry has a lot of involvement, not just in the economy…most people don't know that our industry has investments and naturally has a hand in many, many other industries out there.” - Monica Adwani  “I think it's amazing that we are definitely promoting our insurance industry to more women, I think they definitely need to give it a chance because they can be really, really successful.” - Monica Adwani “We don't have a piece of technology we're going after, we want to help people just like we want to help customers with insurance, we want to help agents with their businesses. And I think that differentiates a lot because we know how hard it is to grow an agency and the pain points. ” - Monica Adwani Resources Mentioned: Monica Adwani LinkedIn Savvital Reach out to Jason Cass Agency Intelligence


    Age of Indiependence: Our Greatest Weapon is Our Story - Recruiting and Team Building with Brett Young

    Play Episode Listen Later Oct 11, 2021 43:33

    In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Brett Young, CEO at Erb and Young. Brett discusses how his team has grown over the years, why they are always recruiting, and what steps they take to find the next winning team member.  Episode Highlights: Brett discusses his agency, Erb and Young. (1:46) Brett talks about what it's like to work on his team. (6:18) Brett talks about a time when their business model wasn't making progress. (9:44) How has Brett had to adapt their team culture to support growth? (11:48) Brett mentions that as businesses grow and add team members, they become more specialized in their work. (14:25) Brett explains why they are continuously hiring. (16:45) Brett explains their recruitment strategy. (18:37) Brett mentions that he is a team builder at heart. (20:25) Brett explains that they defined their ecosystem five years ago, over the course of their ten-year lifetime. (21:50) Brett describes what they're searching for in a candidate during the recruitment process. (25:15) Brett believes that the insurance industry is highly unique in that it provides people with an almost unlimited amount of not only income but also autonomy. (32:29) Brett explains why it is important to sell the agency's goal. (33:55) Brett discusses some of the things that interviewers should stop doing. (35:21) What advice does Brett have for someone who is interviewing for a new job? (37:30) Key Quotes:  “As you grow and as you add team members, you just become more specialized in what you do.” - Brett Young “Content has been a massive strategy in regards to showing the heart of who we are.” - Brett Young “It's important to sell the dream to make sure that people know that this is a long term deal and it's worth it. Because there are going to be tough days, there are going to be tough situations, there are other jobs you can go out and get a quick fix. And this is just not one of them.” - Brett Young Resources Mentioned: Brett Young LinkedIn Erb and Young Reach out to Katlyn Eggar Quantum Assurance International

    Millionaire Insurance Producer: How a Superior Submission to the Marketplace Will Win You More Clients

    Play Episode Listen Later Oct 11, 2021 33:58

    Yes, indeed, how you represent your prospects to the marketplace will either make you a winner or guarantee your failure. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht demonstrates how you can construct a new business or renewal submission to your carriers that will not only cause the underwriters to want to quote your submission but will encourage them to give you a better quote! Episode Highlights: Charles discusses how important it is to present the insured to the marketplace. (3:02) Charles explains the two things that a business owner may do to ensure success. (4:59) Charles shares a story about when he was still figuring out his consulting practice. (5:59) Charles discusses the responses he received from his LinkedIn question for underwriters. (9:05) Charles explains the significance of a superior submission. (25:54) Charles believes that a good submission will get you more broker record letters if you can demonstrate to the prospect that you would be marketing them like a Ferrari in the market. (30:30) Key Quotes: “If I can help you be more successful in your career, whether you're on the carrier side or the agency side or in loss control, or whatever it is, doesn't matter if you're doing personal lines or employee benefits, property and casualty life insurance, I don't care, I want to be able to help you. ” - Charles Specht “If you can put together a superior submission and give reason, detailed description and reason to the underwriter, what they've done for certain things, and why credits should be given. You're much more able to justify those credits with the underwriter and likely to get them” - Charles Specht “If the insured knew how poorly so many agents out there are representing them to the marketplace right now, based upon their renewal submission, let alone the new business submission. I believe those insured's would fire their agent immediately and sign a broker of record letter to anyone else who's willing to put together a good submission.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    Agency Freedom: E23: Great Things Happen When Four Podcast Hosts Get Together

    Play Episode Listen Later Oct 8, 2021 56:24

    In this special on-location episode of Agency Freedom Podcast, James talks shop with Ryan Hanley, Mitch Gibson, and David Carothers. A variety of topics are chopped up and a lively, entertaining conversation ensues. Join the Agency Freedom Podcast Facebook Group To sign up for Agency Freedom Podcast's email list, please visit Agency Freedom Podcast Email podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

    Millionaire Insurance Producer: Win More BOR's by Ensuring Strict Competition by the Underwriters

    Play Episode Listen Later Oct 7, 2021 29:32

    Unless you have the "pen" for one of the carriers, you don't determine price or rates. The underwriter has all of the control for that. So, the competition really takes place at the "underwriting level" and not at the "retail agent" level.  Why do your prospects think they can get better quotes by working with multiple agents? ANSWER: Because they don't know any better. If you can clearly articulate to the prospect that you will ensure competition will take place with the underwriters, you should be able to BOR all of the markets you want.  That's what host Charles Specht talks about in this episode of the Millionaire Insurance Producer podcast. Episode Highlights: Charles discusses the factors that lead to a lack of trust in the insurance relationship. (2:06) Charles explains why a lack of qualified competition to motivate the current broker is not in the insured's best interests. (6:13) Charles discusses his responsibilities to an insured who likes the current agent. (10:04) Charles shares several ways to motivate individuals to work hard. (12:06) Charles believes that competition should take place at the underwriting level rather than the retail agent level. (13:45) Charles mentions that it is important to explain to the insured how the procedure ensures competition, not at the agency level, but at the carrier level. (16:07) Charles explains why micro-niching is so significant. (17:50) Charles discusses the need for educating the insured on how insurance works. (19:28) Charles explains why insurance producers must be able to tell underwriters exactly what they want. (24:39) Key Quotes: “I have no plans to move the business away from the incumbent agent. Because the incumbent agent might not necessarily be doing a bad job, it's just that the insurer doesn't know if they're doing a good job. And the insurer doesn't know if the agent who they like is actually getting them the best deal. That's normally why I'm hired, when the insured kind of likes their agent.” - Charles Specht “This is why micro-niching becomes so important because the more that you are entrenched in the insurance industry, the more you will know what's happening in the insurance marketplace for that industry.” - Charles Specht “If you can help your prospects see why you would be better. They might actually give you everything you want.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    RHS 119 - Erik Garcia on How to Determine Your End Game

    Play Episode Listen Later Oct 7, 2021 68:51


    In this episode of The Ryan Hanley Show, Ryan Hanley is joined by Erik Garcia, CFP®, owner of Garcia Insurance Services and Garcia Financial Group. Ryan & Erik discuss what it means to set goals and actually make those goals a reality. Erik is one of the most thoughtful insurance professionals in the game. You are going to love this episode. Episode Highlights: Ryan and Erik discuss an insurance podcaster chat group. (12:20) Erik shares about his Brainshare experience in September. (14:12) Erik explains why agency owners and employees must be 100% expendable. (20:45 ) Erik adds that as a business owner, his value for his agency is as a visionary and strategist. (23:15) Erik discusses the importance of business owners determining what they are working towards and what their end game is. (26:32) Erik mentions that business owners must be concerned for their staff. (28:46) Erik discusses why business owners should evaluate their role in the business. (31:26) Erik explains why perception is reality. (41:50) Erik explains that as a business owner, he must ensure that his clients are aware of his availability. (43:04) Erik talks about the book Outliers by Malcolm Gladwell. (47:08) Erik discusses building relationships and creating shared experiences with others. (51:53) Erik shares how he met David Carothers and creates a shared experience. (55:06) Erik explains how important it is for business leaders to create experiences with their staff. (1:02:55) Key Quotes: “We make money two ways as business owners, one by doing work earning a wage the same way any staff member would. And the other way is by ownership, we should compensate ourselves in terms of our wages. similarly to what we would pay someone to do the job.” - Erik Garcia, CFP® “We have to be genuine, authentic people. We can't create these false realities for people.” - Erik Garcia, CFP® “If there's someone you want to become a client, look for those opportunities to create shared experiences with them. Don't talk about insurance.” - Erik Garcia, CFP® Resources Mentioned: Erik Garcia, CFP® Garcia Financial Group  Garcia Insurance Services  Plan Wisely Plan Wisely: Agent End Game Reach out to Ryan Hanley


    Throwback: Imposter Syndrome and How It Impacts Your Insurance Career

    Play Episode Listen Later Oct 6, 2021 61:04

    In this throwback episode of Power Women In Insurance, Teresa sits down with her inner circle and discusses imposter syndrome. They discuss how they see themselves, how others see them, and how it has impacted their careers. Episode Highlights: Teresa explains what imposter syndrome is. (3:21) Beth mentions one of her first breakthroughs. (9:11) Ashley shares the experience of having professional peers see her in a different light. (9:42) Kai gives her thoughts on the word “imposter”. (10:29) Beth gives insight on how imposter syndrome has affected her. (17:34) Ashley explains why sometimes they don't give themselves enough credit. (19:56) Kai shares why social media plays a huge role in their industry. (22:33) What are some things that help Lisa tackle the feeling of imposter syndrome? (27:33) Lisa explains how body language helps her with confidence. (32:25) Key Quotes: “I feel like the kid that's sitting on the bus seat by ourselves, with no friends until I met you lovely ladies, until I got into IAOA. I think it has just been awesome because I feel like I found my tribe. I found you guys. I feel totally accepted and validated in what I do, and I'm just grateful to you all, for that.” - Kai Smith “Instinctively, I need to trust that I have instincts of things that are genuine. And if they don't work out, it's not for lack of trying or effort, it's just they didn't work out one way or another.” - Lisa Hengel “If we allow ourselves to be vulnerable, and to listen to what others are saying about us, and people are still sticking around, they still want to talk to us afterward, they still think we're doing a good job... That's when it's like, okay, this is past just the surfacey stuff. Maybe I am actually worthy of their time, worthy of their attention.” - Lisa Hengel Resources Mentioned: Ashley Mastowski LinkedIn First Choice Insurance Group Beth DeLaForest LinkedIn Aspire Insurance Group Inc Kai Smith LinkedIn Station 5 Insurance Lisa Hengel LinkedIn Willow Wood Insurance Contact Teresa Kitchens Sterling Insurance Group

    Catching Up With Our Friend Chris Cheatham

    Play Episode Listen Later Oct 5, 2021 45:05


    In this episode of Agents Influence podcast, host Jason Cass interviews Chris Cheatham, Vice President of Product and Content Marketing at Bold Penguin. Jason and Chris discuss what's ahead for the Insurtech industry, the importance of cyber liability, and the new products that Bold Penguin is developing for agents.   Episode Highlights: Chris explains what Risk Genius was all about. (2:34) How did Chris become the Luke Skywalker of insurance? (3:29) Is Chris an Android or iPhone user? (3:56) Jason shares about his 75 HARD journey. (6:45) Does Chris love to win or hate to lose? (8:49) What does Chris attribute to his success, skill or luck? (15:48) Chris discusses what Bold Penguin does for agents. (17:23) Chris talks about their new product, consumer quote start. (20:42) Could Chris consider himself well enough in the world of insurtech? (21:48) Chris expresses interest in seeing what the next wave of insurtech will be. (22:20) Jason and Chris discuss the significance of cyber liability. (24:25)  Chris mentions that he plans to launch a podcast eventually. (31:18) Chris shares that they are the lead sponsor of Insurtech Connect. (32:07) Chris explains why the insurance industry was referred to as the "Wild West". (32:48) What is Chris currently watching? (35:58) Jason explains how he manages to embrace a bunch of habits all at once with the 75 HARD. (38:43) Key Quotes: “What will trigger cyber for small business insurance, like a policy coverage, and who's going to buy them?” - Chris Cheatham “My number one mission at Bold Penguin is declared by what we do. So I've been up since 5 am, working on a new website. I think that's gonna go really, really far in clarifying what our products do.” - Chris Cheatham  “I've actually been working quietly on a podcast... I want to do one where I go and talk to agents about their origin stories. What were you doing before? What was the kind of origin of the idea? How'd you launch it? What was the low point? And then where are you at now?” - Chris Cheatham Resources Mentioned: Chris Cheatham LinkedIn Bold Penguin Reach out to Jason Cass Agency Intelligence


    Millionaire Insurance Producer: Get More Signed BOR's Through Superior Customer Service

    Play Episode Listen Later Oct 4, 2021 30:45

    Many insurance brokers "ghost" their clients once the dust of the policy binding process settles. They move on to other things and conveniently "forget" to implement the services they promised the insured in exchange for their business. Or, they just flat out provide poor customer service after the sale. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can win more signed BOR's from your prospects by proving you provide superior customer service. Episode Highlights: Charles mentions that there is an issue with trust in the insurance industry, and it is the result of things that insurance agents have done in the past.  (3:42) Charles explains that his goal is to assist insurance agents in knowing how to produce a better customer service product and experience in order to win more business. (4:56) Charles believes that when people grow more successful in the insurance business and get more clients, it becomes more difficult to provide excellent customer service. (5:59) Charles explains the reasons why clients distrust insurance agents and insurance companies. (7:47) Charles mentions Chris Paradiso and his agency as an example of a company that does an excellent job of onboarding clients and staying in touch with them. (13:04) Charles discusses strategies for agencies to enhance their onboarding process. (13:47) Charles discusses the steps that insurance agents may take to show prospects what it's like to do business with them in the future. (15:46) Charles mentions that a 12-month timeline of services helps producers to get more signed broker record letters than anything else. (20:51) Charles explains how to present an excellent 12-month service timeline. (23:58) Charles explains that one of the main reasons prospects don't trust brokers is that they make lofty promises but provide poor after-sales service. (28:00) Key Quotes: “As insurance agents, we have done things over the course of time that have hindered our trust with prospects, insurance buyers, in the marketplace, and our reputation out there in the world. And a lot of it is because we provide a lot of verbal exercise and not a lot of follow-through.” - Charles Specht “If we can alleviate this particular problem. If we can address it right up front, then we can provide a solution to overcome it, we can implement something that will cause the insured to actually see that you are the more obvious choice of which agent to do business with, you will collect more signatures on signed broker of record letters, you will then serve happiness, and you will have a lot of happy clients going forward.” - Charles Specht “Brokers who promise a lot, but provide poor customer service after the sale is one of the main reasons why your prospects don't trust you. You have to have a solution to that problem. And I'm telling you that the 12 month written timeline of services is probably one of the best ways to overcome this problem.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    Agency Freedom: E22: Elevating From Sales Success To Real Community Impact

    Play Episode Listen Later Oct 1, 2021 58:08

    In this episode of Agency Freedom Podcast, James talks with Rob Bowen, Founder and CEO of Patriotic Insurance Group in Chester, NY. James and Rob discuss Rob's Freedom Jump, lessons learned as a former Farmers Agency owner, and his involvement in the Suits For Soldiers organization. Visit Agency Freedom Podcast to sign up for our email list, be a potential future guest on the show or engage with us personally.

    Millionaire Insurance Producer: How to Win BOR's Through Better NEGOTIATION with Underwriters

    Play Episode Listen Later Sep 30, 2021 32:55

    Most insurance brokers don't have a "Plan of Attack" when it comes to representing their prospects/clients in the marketplace.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains that the producers who get the most signed BOR's are those brokers who can effectively explain, to the insured, how they will handle the renewal process with each of the carriers and, specifically, how they will be a fierce negotiator on their behalf to ensure the best T&C's and the lowest premiums possible. Episode Highlights: Charles recalls what he has discussed in his previous episodes. (1:03) Charles shares the reasons why insurance buyers, predominantly construction companies, hire him to manage the insurance renewal process on their behalf. (7:05) Charles explains why getting broker record letters and winning has become difficult. (8:53) Charles describes the super producers who have a million-dollar book of business. (11:34) Charles explains why you need to do different things when sitting down with your client at the very first meeting (18:07 ) Charles mentions the major aspects of time on services that you need to spend time talking about with your insured. (21:32) Charles explains the importance of explaining to the insured your time on services, the things that you will do to ensure the best result for the prospect. (22:29) Charles mentioned that one of the things that he does is go out to all the markets that are writing your business. (25:11) Charles explains why most insurance producers have no plan. (29:40) Key Quotes: “When you're sitting down with your insurer in that very first meeting, you need to do a few different things in that meeting. You need to build that rapport. You need to make sure that the insurer feels fairly comfortable with you to start talking.” - Charles Specht “Once you have found out a number of problems with your competition, then you start to open up your timeline of services, you start explaining what you're going to provide to them over the course of a 12 month period, you're explaining to them what it is that you're going to actually provide.” - Charles Specht “There is a much better plan to build a $1 million or more book of business and it is in the art of persuasion. It's in negotiation. And specifically, it's for those who are flat out terminators when it comes to renegotiation. Not too difficult to do, but potentially difficult for some to begin implementing. ” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

    RHS 118 - Peter MacDonald on How to Make Commercial Submissions Easy

    Play Episode Listen Later Sep 30, 2021 56:07

    In this episode of The Ryan Hanley Show, Ryan Hanley interviews Peter MacDonald, co-founder, and CEO at Wunderite. Peter discusses insurance start-ups, entrepreneurship, and how independent agents can make commercial insurance submissions better. This is an episode you don't want to miss... Episode Highlights: Peter explains what Wunderite is and what they do. (11:59) Peter mentions that Wunderite's goal is to make it simpler for agents to gather the data they need from customers, to make it incredibly easy, and to make it available on any device. (13:25) Peter mentions that Wunderite software is designed with the customer in mind and it allows customers to use the program in their own unique way. (14:57) Peter explains why Wunderite is focused on making their software easier to use than a pen and paper for their customers. (20:53) Peter explains how Wunderite fits into the day-to-day operations of the customer. (23:36) Peter mentions that one of their primary goals for this year is to have acord forms in Wunderite. (27:58) Peter mentioned that Wunderite has carrier supplementals. (29:49) Where does Peter see the potential for big wins in the insurance industry? (32:32) Peter believes that insurance is the original big data industry. (35:23) Peter defines success in his own words. (49:10) Key Quotes: “With Wunderite, what we wanted to do is make an easier way to capture the data that you need from your customers...So you don't have to ask all these annoying questions.” - Peter MacDonald “I've always wanted to build something on my own. I've always wanted to challenge myself to execute on these ideas and that's what I'm doing with my company and it's like the best thing I could possibly be doing is what I have to be doing.” - Peter MacDonald “We're on a journey, we're not perfect, but that's kind of the goal. So it has to be super easy to use the software. That's the only way it's gonna make it easier than, you know, pen and paper.” - Peter MacDonald Resources Mentioned: Peter MacDonald LinkedIn Wunderite Reach out to Ryan Hanley

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