Vertafore Insurance Podcast

James Thom, Vertafore's Chief Product Officer, candidly shares the challenges and opportunities for one of the largest tech providers in insurance. You'll walk away from this episode with a better grasp on the insurtech conversation and how Vertafore plans to dominate it in 2023:  What are the biggest challenges facing any insurtech in 2023?  Which of those challenges is Vertafore facing head-on? Why data islands are killing efficiency Why our Amazon bet was the right move Why API development is a priority How we plan to win the commercial rating game What the best Canadian candy bar is 

You know the scene from the National Lampoon's Christmas Vacation movie. Clark Griswold has spent hours affixing a superfluous amount of flashy Christmas lights to his house only to have none of it illuminate when he plugs it in. VIP guest Chris Cline, executive director of Agents Council for Technology, says this iconic movie moment can be compared to a common issue insurance companies face when they don't take the time to carefully strategize. Chris believes you can buy every shiny tech option available, but if you don't have a good strategy for putting it together, you won't be successful—and no, the lights won't turn on. How can you balance your InsurTech aspirations with solid results? Listen now.

In this episode, we are joined by Jessica Jeffress, chairwoman at NetVU and current associate vice president at Peel & Holland.   During this episode, Rick and Jessica talk through: Building the planning muscle; learning to execute a plan, from start to finish Using the “relationship continuation” method to build loyalty with clients The specific ways she builds company culture through training & jam sessions

In 2021, there were over 1,000 insurance agency mergers and acquisitions in the U.S.—up 30% from 2020. This high activity is expected to continue in 2022, so if you're an agency owner or hoping to be one day, Rick says it's time to start planning for the day when it might be time to sell. To make their business worth the most when the feeding frenzy comes, agencies need to be doing everything they can NOW to get fit and maximize value. This episode is a super-informative listen for current agency owners and aspiring owners alike!

In this episode, we have AI and data experts Liri Halperin Segal and Michael LaBella joining us from InsurTech LeO, where Liri is the co-founder and CEO, and Michael is the vice president of sales.   During this episode, Rick, Liri, and Michael talk through: The importance of creating new data to improve sales (11:00) Why agencies don't need to hire a data analyst if they have the right tools (14:22) The missing piece in self-service offerings at many agencies (17:20) Measuring the effectiveness of your tech. If employees aren't using it, it's a waste. (25:20) Happy listening!  

In this episode, we have the one and only Syd Roe joining us on the podcast, and she's got some insights about tech and insurance you need to hear: Changes Syd wants to see in the industry How Syd envisions those changes coming The importance of an effective tech stack When to run—not walk—away from bad tech Enjoy the episode!    

Imagine you're an agency owner, and you've just decided to invest in new technology to improve your business. That's a crucial first step, but have you ever thought about the steps that come immediately after? This topic has come up a lot lately, so we're breaking down what you need to know.   During this episode, Rick shares his playbook to help you get ahead in the tech implementation game. Want to watch the episode instead? Check it out on YouTube.

If you're a business owner, you've likely had thoughts and questions like these: I wish we would've done ____three years ago. Where would we be now if we had done _____ instead? In this episode, we're getting a bit introspective and talking about what would happen if we could go back in time and unwind some of the choices we made for our business. Of course, we don't have the power to change the past, but we do have the power to change something today that will help you in the future. Tune in to hear Rick's perspective on what decisions you need to be making today for a better tomorrow—and why you should NEVER make fast decisions or band-aid decisions.

In this episode, Rick Fox is joined by Sarah Muniz, a long-time producer and author of the book, Undiscovered Voices: Unlocking the Potential of Women in Insurance.   Sarah's voice is one you need to hear in this industry as she shares her valuable perspective working her way up from CSR to producer, and the many lessons she learned along the way as she navigated bias in the workplace.   A must-listen for everyone, hear why there is still a leadership gap in insurance, navigating unconscious biases, why more diversity in leadership roles helps companies make more money, and much more. 

For this week's episode, Rick Fox is talking all about the technology glow-up in the insurance industry. When it comes to keeping up with the expectations of customers and employees in 2022, industry leaders and professionals are sure to learn about:  The advancing independent agent model as more and more captive agents switch over  The competition created by tech-focused start-up agencies and why there are fewer barriers than ever to starting your own agency  Why being data-driven is more important than ever at agencies 

For this week's special episode, the VIP recorded live at Accelerate, powered by NetVU, with a panel of insurance experts. Joining Rick Fox on the panel was Syd Roe, Vertafore's director of agency marketing, Jessica Jeffress, chairwoman of NetVU, and Michael Lebor, CEO of InsuranceGiG.   During this live video recording, the panel dove into all things InsurTech, including where we stand in 2022, why independent agencies are not dead or dying, and what agencies can look forward to as they navigate the unlimited tech choices at their fingertips.   See the video of the episode here! 

In this episode, Rick talks about ways a curious mindset can help if you've fallen victim to ‘mud season' - that yuck period between beautiful snowfalls and the fresh start of spring, when you can feel a bit stuck.  Feeling stuck in the mud? Ready to spring into action? Rick spells out the three pillars of curiosity and how they can help you start winning again in business and in life. 

During this week's episode, Rick is joined by Ron Berg, a legend in the insurance industry who has served as Executive Director of the Agents Council for Technology since 2013.   Listen in as Rick and Ron dive into data security (insurance is a bigger target than ever!), workflows, and how Vertafore is solving one of the biggest headaches in insurance with the launch of Commercial Submissions (starting at 8:42). Vertafore's Commercial Submissions is the insurance industry's first all-in-one solution to automate the commercial submissions process. They talk about how this game-changing tool will help support collaboration between the end-insured, agencies, and carriers, and streamline the complexity and uniqueness of small commercial lines quoting and submissions.   Learn more about Vertafore Commercial Submissions here or see it LIVE at Accelerate, powered by NetVU, in Denver March 28-31. 

During this week's episode, Rick is joined by Brian Ahearn, an international speaker, coach, and consultant who has spent over 30 years in the insurance industry. The author of Influence People, Brian breaks down how psychology can be applied to the insurance sales process.  Learn more about the art of listening, buying styles, and a simple hack Brian leverages to become more likeable (and sell more, as a result). Anyone looking to sharpen their sales skills will benefit from this episode! 

In this episode, Rick dives into the power of personal relationships and what that means for your business. Relationships are everything in the insurance industry, and the definition of those relationships has changed a lot in the past 10-15 years. Get ready to take notes as Rick shares tips for how to be a champion for today's modern consumer—and it's more than just being nice on the phone. 

This week's episode is all about the million-dollar question we're asking right now:   "How can we beat the Great Resignation blues with better recruiting?”  We recently ran an online poll asking this question, so we have new insights to share! Tune in to learn concrete ways the insurance industry can be proactive and find solutions to combat a worker shortage. 

In this week's episode we welcome guest Kat Ternes, an expert on sales for independent agencies. Rick and Kat talk about analysis paralysis, something all producers get caught up in—and Kat knows the way out. Plus, she gives guidance on how agencies can be embracing sales tools to help them get more done, talk to more clients, and do an overall better job.   The key to this? Sales enablement. 

Ready to get hyped? This high-energy episode is jam-packed with everything you need to plan for a successful 2022. From setting realistic expectations to navigating curveballs, Rick outlines a step-by-step strategy for crushing all your goals in the New Year.  Press play and let's do this! 

In this week's episode we welcome special guest Kim Beach. Kim is the founder and CEO of InsureWomen, an independent agency created in early 2021 to educate, empower, and service the insurance needs of all women.  Kim shares her journey to launch InsureWomen, an idea ignited by the recognition that women are often unheard and unseen when it comes to getting the right insurance options. Kim and Rick also discuss the importance of recruiting more women in insurance, reasons to start your own business today, and more. 

In the second and final episode of our time capsule series, we've got more never-before-heard content from our incredible guests in 2021. Listen as more VIP guests share what their biggest piece of advice would be for the insurance industry. Some of their answers might surprise you! Bill Pieroni, ACORD (1:08-2:48) Kelly Byrom, Vertafore (2:55-3:10) Brett Allen, BOSS Social (3:16-4:26) Dimitrios Argitis, Vertafore Canada (4:33-4:58) Michael Freilich, Renaissance Alliance (5:05-7:24) Shawn Michael Walker, Premier Group Insurance (7:34-8:23) Charles Specht, Permission Network Insurance Agency (8:32-10:46) Kelly Lennon, USI Insurance Services (10:54-11:17) Pete Tessier, BSI Insurance (11:27-13:02) Matt Masiello, SIAA (13:12-14:08)

It's the last InsuRant of 2021, so we're in goal-setting mode for 2022. Rick believes agencies needs to figure out what “itches” they need scratched to improve their business in the new year—whether that's automating the sales process, optimizing efficiency, or even enhancing the way they celebrate high-performing employees.   Rick also shares more about Vertafore's recent AgencyZoom acquisition and its potential impact on our industry. 

Today we're traveling back in time for our special “time capsule” episode with never-before-heard content from our 2021 guests.  For this part 1 episode, hear what beliefs about the industry some of our guests have in common: Jason Walker, Agency InsurTech (1:23-2:48) Crystal Ware, Empower Benefits &Insurance Group (2:50-4:00) David Carothers, Florida Risk Partners, LLC (4:01-6:20) Ashley Fitzsimmons, Ohio Insurance Agents Association, Inc. (6:22-8:22) Peter van Aartrijk, Aartrijk (8:24-9:00) Tyrre Burks, Player's Health (9:01-10:05) Wyatt Stewart, Independent Insurance Agents and Brokers of America (10:07-11:29)

Today on the episode, we welcome Pete Tessier, vice president of sales and marketing at BSI Insurance and host of The Insurance Podcast. Pete shares why asking “what if?” is the key to helping an agency remain successful in the long term.   Rick and Pete dive into how addressing hypothetical questions help agencies be more agile and prepared for the unexpected. Also, learn one of Pete's favorite hacks he uses during brainstorming sessions that will help your team feel included and improve company culture.   

Listen all you gals and ghouls, We've got a spooky show for you. Grab your candy and take a seat, It's time for a special "Rick or Treat!"   What's your fear, your worry, your fright? Which problems lurch and go bump in the night? Whatever haunts you or freezes your veins, Let's bury the hatchet and dig its grave.   There's something for everyone, Listen if you dare. But enter with caution, Cause you might get scared.

Today on the episode, we welcome Tyrre Burks, founder and CEO of Player's Health, to talk about insurance in the world of sports. Tyrre is a former football pro whose career-ending injury forced him to pivot career paths before landing in insurance. He eventually founded Player's Health, a risk services and insurance firm that protects that supports over 10 million athletes. Listen in as Tyrre and Rick dive into topics, including how the USA Gymnastics scandal made a lasting impact on insurance, Tyrre's thoughts on the NIL (name, image, and likeness) debate in the NCAA, and more.

This week, insurance expert David Carothers joins the VIP to discuss ways to supercharge sales with better processes and habits. One of the big influencers in the insurance space, David shares why his secret sauce for success has everything to do with developing good habits (for him, time blocking is KEY). In the world of sales, simply working hard and fast might seem like the quickest path to success, but in the words of David, sometimes you have to “slow down to speed up.” If you're looking to build better habits, this episode is for you.

We're back with another Ask Rick episode! Today Rick is answering your burning industry questions about cybersecurity, investing in tech, and steps you can take to overcome the “Great Resignation” transforming the job market. Be sure to check out this article Rick mentions in the episode, written by Vertafore Chief Revenue Officer Cassidy Smirnow, which discusses how the insurance community can find and keep great people in this industry.   Remember, if you have a question you would like answered, you can submit your own questions to podcast@vertafore.com.

This week we welcome Vertafore's VP of Platform and Experience Design Kelly Byrom to talk about the power of design to impact people, business, and everyday experiences.   In this episode, Kelly shares why curiosity is essential for fostering more inclusive design, and why there is a big opportunity for the insurance industry to use this thinking to attract younger generations in the workforce.   Hear real-life stories of the serious implications of design, including why poor design led to women being 47% more likely to be seriously injured in a car crash. Ready to get curious? Push play and enjoy the episode! 

In this special episode of the VIP, Rick is joined by two Vertafore colleagues for our very first InsuRant Roundtable. You've probably heard of our guests before: Dylan Braun is a producer of the show, and Justin Lair recently joined Vertafore as director of networks and associations. Justin, Dylan, and Rick share their individual perspectives on the industry and marketplace right now. Justin believes that NOW is the most exciting time to be in insurance, and it has something to do with the sheer number of choices agencies have at their fingertips. Stick around for some fun rapid-fire questions at the end (with a few surprising answers), and we hope you enjoy this week's episode!

Charles Specht joins us this week to talk about the life-altering power of this simple act: changing your mindset. Charles is President and CEO of Permission Network Insurance Agency, Inc., and he has firsthand experience with how agents can transform both their professional and personal lives by developing a growth mindset. Charles believes that mindset is 90% of the sales game, and the most successful professionals will fully embrace this technique to close more deals. He lays out the best ways to get started to grow a healthy mindset, and why time-blocking is one of the most valuable tools for building confidence.

In this week's episode, Rick is digging into a recent survey sharing how carriers are currently using data at their companies and how that impacts agencies. He uncovers opportunities for carriers to lean on data to make better business decisions, as well as areas where carriers are already heavily investing in data to unlock value for their clients.  Find out how carriers are using data to differentiate their business and guide decisions on client satisfaction, actuarial pricing, cybersecurity, vendor management, and more.      Insurance is an industry run by data, so tune in to learn more about how carriers (and agencies, too!) are optimizing it to make their businesses run better. 

Shawn Michael Walker joins us this week to talk about “sharpening your saw.” Shawn is SVP at Premier Group Insurance, and he talks with Rick about how agencies can get ahead of the curve as the industry goes through rapid changes.   Shawn believes that the most successful agencies in five years will be the ones who are educating themselves now. He lays out his favorite ways to get educated and how to best prepare for the future, plus his go-to websites and other resources to get ahead of the game.  

In this week's episode, Rick talks about how agencies and carriers can strengthen their relationships. Rick dives into data from a recent survey from Celent, a leading research and advisory firm that polled hundreds of agencies to find out what they need for an optimized experience with carriers and InsurTech.   Find out what agencies are saying about why they choose one carrier over another (hint: it's not always price), how agencies feel about portals, what different generations of agency employees think about technology, and more.   Tune in to hear Rick's three main takeaways that apply to both agencies and carriers in a time of increasing channel complexity.  You can download a copy of Celent's report, “Optimizing the Independent Agency Experience,” from our website.  

We're back from summer break with a new guest episode, new music, and a new look. This week we welcome guest Jason Walker, a heavy hitter in the insurance world who helps agencies modernize and, in his words, “Do less and make more money.”   Jason is Founder and CEO of Agency InsurTech, where he eliminates “business as usual” and delivers simple growth strategies and solutions.   In this episode, Jason details his unique four-step approach to helping agencies implement tech. No two agencies are alike, and Jason's approach is unique because from step one it's all about creating a snowball effect of positivity throughout the process.   This is the perfect episode to kick off the rest of 2021, and we hope you enjoy the episode as much as we do. 

Today on the show we have Tim Wilson-Humphries, an independent agent who specializes in health, life, and Medicare.   We've heard a lot of “how I got here” stories on the podcast, but Tim chose the insurance industry for a reason we haven't heard yet: PTO. Tim and Rick discuss the challenges of starting out as an independent agent as well as the positives that eventually come, how to find an ideal demographic, and the importance of adaptability.   Tim taught us all something about finding a niche and creating a job you love, and we hope it will teach you something as well.  

Our guest for this episode is Torey Maerz, Founder and CEO of Rocket Referrals. Torey is here to remind us that we can do hard things, and 2021 is going to be a year of adjustment for insurance. In this episode, listeners get a dose of tough love from a guy who knows what it takes to build strong and lasting relationships with clients to build success in times of change.

We are taking a 3-week summer break from producing new episodes while we book new guests, revamp our brand, and get a little R&R.  We encourage you to listen to this episode from earlier this year with guest Kelly Lennon, vice president and risk advisor for technology at USI Property and Casualty. Kelly and Rick Fox talk about innovative sales and marketing tools, including different ways to use video to your advantage. She's also here to remind us that it's okay to try new things (and then try them again if they don't work).  

There are three types of insurance agencies out there: ”Tech-forward” agencies that fully embrace and leverage technology to improve all aspects of their business. “Tech-friendly” agencies that use technology at a baseline level. ”Tech-opposed” agencies that are averse to implementing any new technology. During this week's episode, Rick breaks down why technology is so essential for enhancing the customer experience and why it will be impossible to grow without it—because, ready or not, tech has already changed everything. No matter which of the three camps you fall into above, we think you'll learn something valuable in this episode. Enjoy!

We've heard time and time again that insurance is strictly a “referrals business,” but that's no longer the case in a digital, post-pandemic world. More than ever, insurance agencies need to invest in their brand to keep up with customer expectations and make their presence known in the market. But where to begin?  Today on the episode, Rick talks to insurance marketing expert Peter van Aartrijk about the essential toolkit agencies need to build their brand the right way. Learn how agencies can harness the power of their brand to form emotional connections with clients and employees, and make sure you have a pen ready when Peter shares his top three tips for brand-building!  

Listen in to this week's podcast for a dive into all things sales training. As Rick says, “Sales is a sport, and we need to compete to win.” Rick shares everything you need to be a sales champion, including his top sales techniques that range from how to stay connected with customers on a deeper level to how to be ready to adapt your strategy at any time.  Ready to get your head in the sales game?  

Remember those memes from years ago that compare what people in your life think you do and what you actually do? We're getting into that today—the expectation versus reality of being an insurance agent. And, what exactly does Ashley mean when she calls herself the “Beyoncé of insurance”?   In this episode, Rick and Ashley discuss the perception of an independent agent versus the reality, and how agents can transform from a frustrated paper-pusher to a trusted risk advisor.  

Joan Jett may not care about her reputation, but that was back in the 80s and the world has changed. Do you care about yours? You should, because no matter the size of your company or what part of the industry you represent, a good reputation is vital—and how reputations are formed and maintained is not like it used to be. This week we are talking about how to create a positive reputation online, how to maintain it, and why it's so important. Rick talks reviews, including how to generate more from your clients and how to respond, plus how reviews can impact other areas of business like hiring.   This is a topic that doesn't get a lot of attention in our industry, but your “digital storefront” deserves a close look, and Rick has tips and tricks to help listeners avoid common mistakes in reputation management.   

This week on the podcast we welcome Dimitrios Argitis, VP & GM of Vertafore Canada. He and Rick discuss how to create a robust and tech-driven company and how corporate strategy and tech strategy are essentially indistinguishable at any future-ready company.   Dimitrios has broken down four separate strategies for becoming future-ready: digital-first, cloud at the core, investment in the right relationships, and data-driven decision-making.   Listen in as he expands on these four strategies and shares what he's learned when it comes to the insurance industry and technology.

You've heard Rick talk about him, you've probably heard about his mullet, and today you get to hear from him: Dylan Braun, producer of the show, joins Rick this week to rant about hiring, company culture, and keeping employees happy post-pandemic.   Dylan's been at Vertafore for three years, and he shares what he's learned about the industry from a Millennial's perspective and how he hopes it evolves and changes.   Do work with Millennials? Are you a Millennial yourself? This episode is for you. 

This week we have social extraordinaire Brett Allen, owner and creator of BOSS Social. He has intensely focused on how to utilize social media in insurance without compromising relationships, expectations, or agency identity. Brett sees social selling as an opportunity to create better trust and relationships with customers.   Brett lays out five social hacks he’s found to be most effective, including content creation, how to drive LinkedIn traffic, and gathering more leads.   Brett is full of information on this topic, and he is sharing three bonus items with VIP listeners here. We hope you enjoy this episode and are inspired to implement these social sales hacks into your sales strategy.  

We’ve made it to 100 episodes! Today Rick takes a look back on the last couple of years and all we’ve learned together. Namely: this industry still is, and always will be, about relationships. Since the beginning, we’ve all been proud to be in this industry and amazed at all the wonderful people we’ve connected with.   Listen in as we share some of our greatest hits from the last 100 episodes, including what we’ve validated, what we’ve learned, and what we’re thankful for. And, most importantly, thank you to our listeners for tuning in each week, contributing, and allowing this podcast to happen.   We’ll see you for the next 100! 

Today on the show we have Tim Wilson-Humphries, an independent agent who specializes in health, life, and Medicare.   We’ve heard a lot of “how I got here” stories on the podcast, but Tim chose the insurance industry for a reason we haven’t heard yet: PTO. Tim and Rick discuss the challenges of starting out as an independent agent as well as the positives that eventually come, how to find an ideal demographic, and the importance of adaptability.   Tim taught us all something about finding a niche and creating a job you love, and we hope it will teach you something as well.  

We’re back with an Ask Rick session! Today I’m talking about the importance of good listening, MGA/MGU market trends, and attracting young talent.  I think you’ll get a lot out of today’s episode from years of Rick’s industry knowledge. Remember that you can submit your own questions to podcast@vertafore.com.  Plus, it's time for Accelerate, powered by NetVU! Find out about this multi-month conference and register today. 

In this episode, we welcome special guest Matt Masiello. Matt is the author of Insurance Agency 4.0 and is the current CEO of SIAA. As he puts it, “The future for the independent agency is bright.”   Matt has looked at what the future holds for the independent agency from all angles: commercial lines vs. personal lines, generational changes, upcoming threats, opportunities, and yes, of course, technology. Matt and Rick agree that no two agencies are the same, and therefore the future looks different for everyone. So, rather than giving specifics on what to “do,” Matt focuses on a path to follow.   This episode is packed with Matt’s knowledge and wisdom, and there’s a lot for listeners to take with them. It's time for Accelerate, powered by NetVU! Find out about this multi-month conference and register today.

In this episode, Rick is talking about getting engaged in the insurance industry—and not just a little bit engaged, but full, all-in engagement with networks, peers, and user groups. All-in engagement is a great way to improve professionally and personally, and it’s a sure way to take your career to the next level.  Rick spells out the three pillars of engagement and the top three engagement hacks for industry professionals across the ecosystem. This episode is great for all our listeners, from the carrier space to the agency space at all levels of the organization.  

This week we welcome guest Crystal Ware, Chief Risk Strategist at Empower Benefits & Insurance Group. Crystal is passionate about solving a huge problem in insurance: the talent gap that has emerged as more insurance professionals retire without enough younger people to replace them.   Rick and Crystal discuss how to attract the best and brightest talent via office environment, culture shift, and technology. Plus, Crystal shares the questions she thinks are missing in most interviews that would help make better hiring matches from both sides of the table.   We think this is a great episode to listen to, as all of us in insurance are quickly approaching a huge shift in industry demographics.