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Apple Podcasts Rate and Review for SpotOn Mick Hunt is the CEO of Premier Strategy Box, a strategy service provider that provides turn-key solutions for agencies wanting growth, management, and better profitability. He has over 18 years of experience and has successfully provided marketing expertise for various financial and insurance institutions. As CEO, Mick specializes in business development & networking, lead generation & digital platforms, CRMs, databases, agency management systems, and data analytics. Mick joins us to discuss how leaders should treat their businesses, and how much time and money they should put into strategizing. He explains how having a competitive mindset sets companies up for success. He discusses different marketing strategies and why email campaigns are still good lead sources. Mick also shares the importance of establishing a good and well-executed customer onboarding experience and why it's critical to deliver pain statements to attract clients. "You're not in the insurance business; you're in the business of your niche markets." - Mick Hunt Today on Spot On Insurance: Where Mick grew up, his favorite sports, and his educational experience Why Mick wanted to work in insurance How much Mick knew about insurance before he joined the industry How a competitive mindset enables business success The challenges Mick faced when he started an agency Why Mick believes producers aren't in the insurance business What Premiere Strategy Box is about and the services they offer The best place to start your marketing campaign The importance of developing producers in your organization What the new customer onboarding experience is all about Learning to deliver pain statements to attract clients Key Takeaways: If your salespeople aren't competitive, they're not going to make it. Agencies are just doing marketing, but have nothing to do with who their ideal client is. People don't go out shopping for insurance; they buy it when they need to. Having a mindset of being the best opens the path for success. Resources Mentioned: Patrick Bet-David Interview with Kobe Bryant Ep. 103: How an Insurance Pro Prepares for the Next Market Crash Connect with Mick Hunt: Premiere Strategy Box Mick Hunt on LinkedIn Email:mick.hunt@mystrategybox.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Ryan Sachtjen is the Co-Founder and CEO of ThreeFlow, a company that's described to be the first Benefits Placement System exclusively designed for employer benefits brokers & carriers. Ryan founded ThreeFlow to help eliminate administrative complexities that dominate the buying, selling, and managing of insurance products and services. Their goal is to streamline workflows between employer clients, brokers, and carriers. Before founding ThreeFlow, Ryan served as the Senior Stop Loss Specialist at Sun Life Financial, one of the largest insurance companies in the world.  Ryan joins us to discuss what ThreeFlow mission and the problems he wishes to solve in the insurance industry. He shares his experience in the corporate world, working with one of the largest insurance companies and explains the importance of intentionality when you want to launch a new product in any industry. Ryan discusses how ThreeFlow benefited from the pandemic, their growth rate, and how many people work with them now compared to two years ago. Ryan also shares his thoughts on where he believes legacy carriers are currently heading in regards to growth strategies. “Efficiency unlocks growth, growth unlocks workflows, and all those workflows unlocks intelligence.” - Ryan Sachtjen Today on Spot On Insurance: Where Ryan grew up, his childhood, and how he found his path to insurance Ryan's passion for fishing and the best way to fish for musky What Ryan observed about the employer benefits space Transitioning from the corporate world to building a tech startup The frustrations Ryan experienced while being part of a large company What ThreeFlow is and the products they offer Being intentional in the products and services your company provides How the pandemic accelerated their business growth What Ryan observed with transition rates between carriers in the last two years Ryan's thoughts on where legacy carriers are headed in terms of growth strategies Key Takeaways: Growing and learning is key. Big companies are stable and allow for growth, but they can be rigid on how fast you can grow. Connect with Ryan Sachtjen: ThreeFlow Ryan Sachtjen on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Michael Zalle is the CEO & Founder of YellowBird, a tech platform that helps businesses fill their environmental, safety, and health roles. They pride themselves on making it easy to sign up as a professional or business owner. Michael has extensive tech experience in the safety, health, and environmental markets. He's a serial entrepreneur who built and successfully exited multiple companies over the last 25 years. Being a disabled person himself, Michael is also a Certified (8a) Disability Owned Business Enterprise Founder. Michael joins us to discuss what YellowBird is and the recruitment services they offer. He shares how he made his way into the insurance industry and how he didn't let his disability get in the way of his dreams. He explains how YellowBird thrived during COVID-19, how they make sure their clients comply with OSHA, and the one hiring mistake that forced them to change their system. Michael also shares his thoughts on diversity and being a platform that acts on the problems detected by hundreds of insurance software. "We're not a staffing company. We have talent-on-demand."- Michael Zalle Today on Spot On Insurance: The physical challenges that allowed Michael to develop in particular ways Not treating his disability as a burden Michael's thoughts on diversity in the workplace What drew Michael to the insurance industry The challenges YellowBird solves How YellowBird ensures clients comply with OSHA Where the name YellowBird came from What it's like to be a disability-owned organization How they got some tailwind during COVID-19 The most challenging event their organization experienced Key Takeaways: Safety doesn't sleep, so don't hire people who might disappear when you need them the most. Resources Mentioned: Traction: Get a Grip on Your Business by Gino Wickman Connect with Michael Zalle: YellowBird YellowBird on Twitter Michael Zalle on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Chris Senkbile is the Founder & CEO of Project Ferro, a commercial policyholder platform founded by brokers for brokers. They offer various products and solutions for brokerages, providers, and policyholders with the goal of improving renewal speeds by up to 75%. Chris began his insurance career in 2014 and has been named as one of the Insurance Business America's Rising Stars in 2020. He is also the VP and Risk Consultant with UNICO Group, an insurance brokerage in Nebraska. Chris joins us to describe how Project Ferro got started and the problem they want to solve in insurance. He explains how Project Ferro can speed up renewals and help clients be more efficient in processing data. He discusses what it was like to start Project Ferro in the middle of the pandemic and where they expect to see themselves in five years. Chris also shares the number one challenge for brokerages and what sets Project Ferro apart from their competition. "The more we focus on creating solutions for the policyholder to engage with insurance, the more they get efficient in terms of processing information." - Chris Senkbile Today on Spot On Insurance: Chris' life as a country boy driving tractors Why Chris is fond of being active, playing sports, and manual labor How basketball paved the way for Chris to join insurance The origin story of Project Ferro's name What clients praise their company for The number one challenge for brokerages What sets Project Ferro apart from the competition Having a bootstrap mindset as a company Being selected in the Future Fellows Program Where Chris expects Project Ferro to be in five years Key Takeaways: The true value of a business is client retention. A lot of processes in insurance are repetitive. You have to identify what needs to be fixed in your chosen industry. Clients care about the value you bring, not the amount of paper you push in the brokerage. Resources Mentioned: ITC Vegas 2022 Ferro Leads The Charge In Insurtech Innovation Connect with Chris Senkbile: Project Ferro UNICO Group Project Ferro on LinkedIn Email: chris@projectferro.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Jamie Peers is the VP of Business Development and Partnerships at Synatic, a platform that offers ETL and powerful data integration. They work by modernizing and optimizing your company's data management structure to keep you ahead of the competition. In his role, Jamie excels in improving business efficiency and is responsible for strategic partnerships. He has over 20 years of experience in the SaaS industry, works closely with sales and marketing teams, and is in charge of process implementation. Jamie joins us to discuss how Synatic revitalizes the way a business approaches its data, particularly its unused data. He shares what it was like to grow up in South Africa during the apartheid era and  how the business atmosphere shifted after the era ended. He explains how Synatic works for data integration and describes what it takes to properly solve a company's data needs. He shares the common pain points their clients experience and what happens when they get a contract started. Jamie also explains how their company creates order out of the data of chaos and the nature of incremental growth as human beings. "Pick the thing that's creating the most chaos and you fix it." - Jamie Peers Today on Spot On Insurance: What it's like growing up in South Africa during the era of apartheid The business atmosphere in South Africa post-apartheid Working with aggregated and integrated data The complexities involved in solving your data needs Pain points their clients experience and the onboarding process How their software evolved with the requirements of their customers Creating order out of the data of chaos The nature of incremental growth as a human Key Takeaways There are a lot of data security software and companies out there, so it's important you know what works best for your needs. Insurance agencies need more than small integration packages. You need to go on a journey to solve your data needs. Resources Mentioned: ITC Vegas Connect with Jamie Peers: Synatic Jamie Peers on LinkedIn Email: jamie@synatic.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance William Gammon is the Principal Owner and Founder of Gammon & Associates. He helps serious business owners grow their list of clients, improve sales, and generate more revenue and profits quickly and efficiently. William is recognized for helping his clients exponentially grow their bottom line within 12 months without working more hours. With over 30 years of experience in the financial industry, William has honed his craft for building businesses and growing their leaders. He specializes in sales, marketing strategy, and individual and group coaching. William joins us to discuss the three cornerstones of a successful business. He shares how he discovered the benefits of coaching while playing chess against a grandmaster and discusses the best way for a company to stay afloat, especially during financial disruptions like COVID-19 or the Russia-Ukraine war. He explains the best way leaders can kickstart their marketing strategies and the importance of being transparent about risks, rewards, and business results. William also shares his wisdom on why more success often equates to more giving back. "One of the things losing teaches you is how to win." - William Gammon Today on Spot On Insurance: William's childhood and the moment his father asked him to move across the globe How William learned the importance of coaching from chess players William's chess skills and highlights How William got started in business coaching What William believes are the three cornerstones of a successful business The best way to turn clients into friends Being transparent about risks, rewards, and business results Why you should change your strategy with the times How business leaders should kickstart their marketing William's advice to those who are unsure about where they are professionally Key Takeaways: If you're not getting enough leads, you're not fishing in the right pond. Sometimes we don't see what's coming, but when it's here, we need to recognize it and be open to creating ways to do what's right. The biggest building block in any business is underpromising and overdelivering. Connect with William Gammon: Gammon & Associates William Gammon on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Jeff Radke is the Co-Founder and CEO of Accelerant, an insurance carrier that works exclusively with MGAs and Program Administrators. The company differentiates itself with what they refer to as aggressive transparency in each step of the process. Jeff has over 30 years of experience working in the insurance and reinsurance spaces and has held various C-suite positions across five international markets. Before co-founding Accelerant, he worked with Argo Group International Holdings for over ten years, holding the position of Group Head of Strategic Initiatives for the last two. Jeff joins us to describe what makes Accelerant unique from other carriers and what having aggressive transparency means. He shares what he learned as an intern at Guy Carpenter and how those lessons and experiences led him to where he is today. He explains Accelerant's focus market and why they specifically cater to niche needs. Jeff also discusses his thoughts on data, the future of insurtech, and why their ideal member is a man named Stan. "Portfolios lose their way. They don't stay on the straight and narrow without a lot of effort." - Jeff Radke Today on Spot On Insurance: Jeff's childhood, his favorite hobbies, and how he found a career in insurance What Jeff learned from interning at Guy Carpenter Why Jeff liked working in the reinsurance industry The niche businesses they serve What Accelerant is  and why they specialize in niche categories How technology paved the way for their existing business model Where the name "Accelerant" came from What Jeff believes will be the future of insurtech Why insurance is more expensive than it needs to be Jeff's thoughts on the underutilization of data Who their ideal member is and why it's named Stan Key Takeaways: It's not okay for the data to be buried and rendered unusable. Lack of data transparency indirectly makes insurance expensive. Connect with Jeff Radke: Accelerant Phone: (210) 452 0249 This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Ty Harris is the CEO & Co-Founder of Openly, an insurance company that provides premium homeowners insurance products. They have a unique, cutting-edge platform for independent agents that allows them to obtain a quote in just 15 seconds. Before starting Openly, Ty was part of Liberty Mutual Insurance for over 12 years, with eight years as Vice President of various departments. At Liberty, he led multiple pricing, product, innovation, and underwriting programs. He is also a fully-credentialed actuary. Ty joins us to describe how Openly distinguishes itself from competitors and how its system can produce quotes in 15 seconds. He shares his thoughts on flights, his passion for debates, and why he founded Openly. He explains the difficulties of finding your first investor and how it gets more accessible. He discusses how COVID-19 has shifted various industries to adopt hybrid working conditions and its effects on commercial spaces. Ty also explains why they built their platform for agents even though both consumers and agents can use it. "I want to minimize the number of times a human being has to go out and see a claim and disturb the customer as part of it." - Ty Harris Today on Spot On Insurance: Ty's thoughts on the current price of flights Ty's passion for debates and how he raises his kids When Ty gravitated toward being an entrepreneur The reason Ty started Openly Ty's career before he founded Openly What was lacking in the homeowner's market? Openly's remote-first approach to work How they managed their funding when they were starting the company How commercial spaces are being turned into residential units The future of dog insurance and claims The agent experience on the Openly platform Why they are agent-centric as a company Key Takeaways: If you're not careful, you can end up with coverage that doesn't cover certain exposures. Finding the first investor is always the hardest in starting a company. Connect with Ty Harris: Openly Ty Harris on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance James Benham is an entrepreneur, technologist, pilot, speaker, CEO, and podcast host. He is the Co-Founder of TerraClaim, a company that offers the latest cross-industry data analytics and benchmarking solutions. He also co-founded SmartCompliance, a tracking software that streamlines everyday processes by insurance professionals and is the host of The Insuretech Geek podcast, a show dedicated to the latest insurance technology news and innovations.  James joins us to describe business management best practices, especially regarding short and long-term goals. He shares what it was like growing up in Louisiana with Luddite parents, where his passion for programming started, and how it ultimately led to pursuing an insurance career. He discusses the future of claims management and how AI can streamline the various processes involved. James also describes the emotional rollercoaster of selling a business and shares his best advice on how to handle it. "You have to have a system that's prepared to handle a lot of unstructured data and structured data, and give you easy access to it." - James Benham Today on Spot On Insurance: What it was like growing up in Louisiana and being raised by Luddite parents How James found his passion for programming Pursuing a career in the insurance industry Why James always wanted to play the guitar Identifying when it's the right time to sell a business Why you become wiser after a recession What James learned from his first start-up The type of challenges James' team helps their clients solve The future of claims management Improving existing claims technology and data analytics What "Building Mad Scientists" is all about Why no one actually has ‘spare time' James' advice for effective business management Key Takeaways: Every claims adjuster out there applies discretion to everything they do. You have to focus on the problems your company needs to address, not the next shiny object. It tests your mettle when you're starting a business, especially when you're barely breaking even. Resources Mentioned: Entrepreneurs' Organization MCAI Speaker Series - James Benham "Building Mad Scientists: Disrupt your Company with Technological Innovation" Connect with James Benham: James Benham Official Website JBKnowledge TerraClaim SmartCompliance The Insuretech Geek Podcast James Benham on Twitter James Benham on LinkedIn James Benham on Facebook This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance William Herkelrath is the Managing Director for Chainlink Labs, a fintech company that provides blockchain-based oracle solutions. They aim to help usher in a future where every contract is fair, transparent, and efficient. William has over 28 years of experience in sales, business development, and commercialization. His role as Managing Director revolves around product development, analytics, market planning and positioning, and team management.  William joins us today to discuss how blockchain will affect how every industry does transactions in the next few years. He shares how the renewable energy industry will capitalize on blockchain technology. He explains how Chainlink's blockchain-based solutions work and the clients they can help. He describes how cryptocurrency enables more efficient logistics solutions than we have today. William also divulges what still excites him about blockchain. "Blockchain is being used in private forms, but it's also being used in public forms like insurance policies." - William Herkelrath Today on Spot On Insurance: How William's childhood revolved around tech Why William didn't want to pursue a career in tech and his current profession What working overseas taught William What Chainlink Labs is all about How blockchain will help streamline the insurance industry How farmers can benefit from Chainlink's services The uses of blockchain for logistics and supply chains What excites William about the blockchain How crypto can be a revolutionary concept in developing countries The future of solar energy insurance How William sees the future of blockchain and carbon insurance policies Key Takeaways: Blockchain can become a genuine source of truth in any transaction. Sooner or later, every company will have to publicize their carbon footprint. Resources Mentioned: NFTree Connect with William Herkelrath: Chainlink Labs William Herkelrath on Twitter William Herkelrath on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Teri Berschneider is the Director of Operations for NIC Insurance Filings, a digital solutions and payments company that partners with the government to make it more accessible. Teri has over 15 years of experience handling cybersecurity and enterprise-level IT projects of varying duration and sizes in both federal and state government sectors. She specializes in project management, cross-functional team management, and risk management. Teri joins us today to discuss NIC's goal to become the go-to solutions firm for governmental data exchange. She describes her life in Hawaii and Montana and how hunting shaped her worldview. She explains what NIC is, its services, and its plan to make the government more accessible. She shares how NIC prevents fraud and protects clients from cybersecurity breaches. Teri also divulges how the pandemic affected the company and how they adjusted. "Part of ensuring valid filings and preventing fraud is to get data directly from the source—the insurance company." - Teri Berschneider Today on Spot On Insurance: The downsides of living in paradise Teri's dreams as a kid in Montana What hunting taught Teri as a child How Teri joined NIC and her role as the Director of Operations What NIC and NIC Insurance Filings are How they recoup their investments Why they only work directly with insurance carriers The time needed to determine if a carrier is legitimate How the pandemic changed their business methods Key Takeaways: Most cybersecurity attacks happen through email. The only way to prevent fraud is by getting data directly from the source. Connect with Teri Berschneider: NIC, Inc NIC Insurance Filings Teri Berschneider on LinkedIn Email: teri.berschneider@egov.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Patrick Zerarka is the Founder & CEO of EzyTise, a company that provides automation software with a particular focus on small businesses and sales organizations. Contrary to most automation software, their goal isn't to replace the human aspect of your service, but to automate otherwise mundane or repetitive tasks such as checking email for leads. Patrick has over 20 years of experience managing small business operations and holding executive positions within independent insurance agencies. He specializes in software development, strategy optimization, and lead nurturing. Patrick joins us to discuss how EzyTise provides seamless automation without removing the human aspect of your business. He shares what it was like growing up in France and the transition he made when he moved to the United States. He explains the importance of automation when scaling a business and why it's not the end-all, be-all solution to your organization's process troubles. Patrick also describes the difficulty of being a new brand in an already large industry and why he believes most CRMs are outdated. "The best automation is the simplest automation you can do." - Patrick Zerarka Today on Spot On Insurance: Growing up in France and why they moved to the United States How Patrick went from working for Pfizer to working in insurance The future for independent insurance agents Why businesses should scale for the future How automation boosts a company's ability to grow and scale Why Patrick believes most CRMs in the industry are outdated The services their company offers beyond automation Case studies of agencies using their platform The processes involved in onboarding a new client Why branding is still an issue for their company Key Takeaways: Every business has a different business model, even if they sell the same thing. You can't scale without automation, but automation isn't the solution to everything. Commissions have been diminishing for the past 10 years. The insurance industry is all about relationships. Resources Mentioned: Zapier Ep. 257: Luis Pino: Increasing Agencies' Revenue with Intuitive Software Connect with Patrick Zerarka: EzyTise EzyTise on LinkedIn Patrick Zerarka on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Joshua Rogove is the President of Consolidated Risk Solutions (CR Solutions), a company that administrates insurance wrap-ups. As President, Joshua establishes a client-first, agile culture conducive to innovative thinking. He is a certified Construction Risk and Insurance Specialist and a licensed broker. Before joining the CR Solutions company family, Joshua was AIG's New York Regional Manager for their Construction Risk Management Group.  Joshua joins us to describe how wrap-ups work and how they produce revenue. He explains the services CR Solutions offers and why he decided to pursue a career in such a niche industry. Joshua shares what it was like joining a small sector at the height of the 2008 crash and why the company fared better during the pandemic. He also discusses the importance of updating your tools and programs and why you should always connect with your client's specific software.  "In wrap-ups, unlike traditional insurance that has annual anniversary dates, the insurance carrier and everyone is committing to a multi-year policy period." - Joshua Rogove Today on Spot On Insurance: Joshua's career at AIG Joshua's hobbies and why he wanted to focus on golf A crash course on wrap-ups Understanding what a wrap-up is in insurance What CR Solutions is and the services they offer Joshua's thoughts on entering a niche environment in 2008 The difference between the crash of 2008 and the pandemic How CR Solutions' services evolved over time The importance of connecting with their client's tools and software Why CRS continues to invest in software Key Takeaways: A software is only good if it's always updated. Admin is the most important part of the construction project, but it's still just part of the process. Connect with Joshua Rogove: CR Solutions WRAP Joshua Rogove on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Simon Severino is the Founder of Strategy Sprints, a business advising and consulting company that helps business owners double their revenue in just 90 days. They aim to help clients scale faster and innovate in finding new solutions to old problems. Simon also wears the hat of Business Strategy Advisor to various companies such as Forbes Business Council, Silicon Valley Blockchain Society, and Consilience Ventures. Simon joins us to share what it was like growing up in Italy and how he found his entrepreneurial spirit. He describes how he helps clients double their revenue and the three steps involved. He explains how you can find business bottlenecks and what to do when you're the bottleneck. He explains what it means to ‘fall in love with the problem, not the solution' and why he believes this should be every entrepreneur's motto. He discusses the three CEO habits everyone should have and the difference between agile companies and rigid companies. Simon also shares the importance of building your business to become recession-proof and why he doesn't believe in the term “future.” "You eliminate key-person bottlenecks and there is no limit." - Simon Severino Today on Spot On Insurance: What Simon learned in Italy growing up Where Simon found his passion for entrepreneurship Establishing a business with no bottlenecks Why entrepreneurs should "fall in love with the problem” instead of the solution Future-proofing your company by focusing on the problem Simon's strategies for doubling your revenue How to identify bottlenecks in your business What you can do if you are the bottleneck The three CEO habits everyone should have The difference between agile and rigid companies Building your business to become recession-proof Why Simon thinks the future is just an illusion Key Takeaways: Entrepreneurs are unemployable and were made to build products. The problem will be around forever, but the solution will change over time. As entrepreneurs, where we freeze is not knowing what to fix next. Connect with Simon Severino: Strategy Sprints Strategy Sprints on YouTube Strategy Sprints on LinkedIn Email: severino@strategysprints.com Book: Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Jeff Harris is a Co-Founder and the President of Appulate, an insurtech company that promotes digital insurance distribution between carriers and their retail partners. Currently, over 80,000 agency locations use Appulate for renewals and applications. Jeff helped create Appulate when he realized automation was becoming a need more than a want in insurance. He also has extensive expertise in all things insurance, digital distribution, staff augmentation, and recruitment. Jeff joins us to discuss what Appulate is, its services, and how it streamlines the agent experience. He describes where his entrepreneurial passion started and what inspired him to start Appulate. He explains how the pandemic affected their business, how they continued to work with clients, and the changes they have made since the pandemic. He shares the future of independent agents and how they threaten established agencies. Jeff also describes some of the silver linings of the pandemic, particularly on appreciating Mother Nature. "The good parts of the agency management system are those that allow an agency to manage their book of business." - Jeff Harris Today on Spot On Insurance: How supportive Jeff's family was of his entrepreneur dreams How Jeff was introduced to the insurance industry Is it easier to be an entrepreneur in insurance today? The problems most agency management systems have How Appulate improves the agent experience The time-saving benefit of using their system How the pandemic impacted Jeff's team and how they continued working with clients Bootstrapping as an entrepreneur and its advantages during a down-turn The future of agencies and insurance entrepreneurship How the gig economy will pressure the insurance industry How the pandemic benefited people from a lifestyle perspective Key Takeaways: Today's industry is more complex, especially with how fast technology changes. The insurance industry has aged tremendously and it's looking for younger workers. Connect with Jeff Harris: Appulate Jeff Harris on LinkedIn Email: jharris@appulate.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Philip Charles Pierre is the CEO of Semsee, a technology company focused on digitizing the slow and manual process of getting commercial insurance for small- and medium-sized businesses. Semsee is working towards partnering with other insurance tools designed to help agents and their respective clients. Before becoming CEO of Semsee, Philip was SVP of Distribution for Smarter Agent, a real estate company. He holds a Master's degree in Philosphy of Religion from Harvard University and volunteers on the External Board for UNC Chapil Hill Sonja Stone Center. Philip joins us to share how Semsee optimizes the agent-client experience. He shares why he wanted to become a politician and what made him choose a career in insurance. He explains why agents will always be relevant in the insurance industry and describes how Semsee plans to use client data to make the insurance process as seamless as possible. Philip also shares why having more business means more opportunities to solve problems. "The agent needs to evolve for the better." - Philip Charles Pierre Today on Spot On Insurance: Phillip's ties in Haiti and his political aspirations as a child Why Phillip enjoys the insurance industry The importance of agents in the insurance buying process How the role of agents needs to adapt in today's market What sets their company apart from the competition The power of data and how to properly utilize it Why having more business means more problems to solve Key Takeaways: The insurance industry is stable and recession-proof Today, the agent distribution is more critical than ever. Insurance is all about relationships. Connect with Philip Charles Pierre: Semsee Semsee on LinkedIn Philip Charles Pierre on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For Spot On Insurance and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance Manish Bhatt is the CEO & Co-Founder of Plum Life, an insurance company that aims to simplify insurance management and policy selling through its all-digital platform. Plum Life proudly describes its platform as designed to replicate an advisor's personal attention and service. With over 25 years of experience, Manish has found his way into various leadership roles across the insurance industry, leading up to the founding of Plum Life in October 2020.  Manish joins us to describe how Plum Life will disrupt the insurance industry through its advisor-like platform. He shares what it was like to grow up as a first-generation Indian immigrant and why he preferred a business career over a medical one. He explains the importance of advisors in the insurance industry. He discusses how Plum Life works and the pain points it solves. Manish also describes how the pandemic changed the way clients buy insurance and other policies. "Advisors are the heroes of the insurance industry."- Manish Bhatt Today on Spot On Insurance: Why Manish pursued a career in insurance and his interest in business What life was like being a first-generation Indian immigrant Why Manish didn't like the idea of being a doctor What agents should do to stay relevant  Sales pressure and getting a client excited about insurance What Plum Life does differently from its competition The pain points their company solves for clients and advisors Why they tried to sell insurance at Walmart How the pandemic changed the insurance buyer's experience The projects Plum Life will use with the money they've raised Key Takeaways: The insurance industry is a relationship business. Insurance is for everybody to have regardless, of financial status. Advisors are at the center of the insurance process. Connect with Manish Bhatt: Plum Life Manish Bhatt on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For Spot On Insurance and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Stacey Giulianti is the Chief Legal Officer at Florida Peninsula Insurance Company. Founded in 2005, the Florida Peninsula Insurance Company provides comprehensive multi-peril insurance for homeowners at competitive pricing through its extensive network of independent agents. Stacey oversees the company's Claims, Special Investigations, and Legal Departments. As an attorney, Stacey has also been a member of The Florida Bar and The Maine Bar since 1993 and 2018, respectively. Stacey joins us to discuss why Florida is a tough market for big carriers and why medium-sized carriers like the Florida Peninsula Insurance Company thrive. He explains why growing up in Florida was exciting and discusses his hobbies and experience as a sports announcer. He explains the difference between the American rule and British rule in litigation and how it affects Florida premiums. Stacey also shares what he wants Florida homeowners to know regarding their state's lawsuits and those who abuse the system. "The reason there are more medium-sized carriers in Florida is because it's difficult." - Stacey Giulianti Today on Spot On Insurance: Why growing up in Florida as a kid was an exciting time for Stacey Stacey's exposure in sports as an announcer How Stacey joined the insurance industry Why Florida is a state where many carriers don't succeed The unique things in Florida that cause so many companies to fail The difference between the American rule and British rule in lawsuits Claims and other insurance statistics in Florida Managing catastrophe claims in Florida Are Florida homeowners aware they're shouldering frivolous lawsuits Key Takeaways: Florida represents 8% of the homeowners claims in the country, but 76% of insurance litigation. Many carriers in Florida cannot succeed. The fact that it's difficult for carriers to succeed in Florida makes it conducive for mid-sized carriers over large ones. In 2021, Florida insurance companies had $1.6 billion in underwriting losses. Connect with Stacey Giulianti: Florida Peninsula Insurance Company Edison Insurance Stacey Giulanti on LinkedIn Email: yourvoice@floridapeninsula.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Jason Keck is the CEO & Co-Founder of Broker Buddha, a platform that helps agents streamline the customer experience and operations. The platform has various tools that let you automate tasks, send forms with pre-loaded information, and reduce administrative steps. Jason has over 20 years of experience in technological entrepreneurship, which he credits to serving as a business development head and his Computer Science degree from Harvard. Jason joins us to discuss where Broker Buddha is right now since we last spoke with him and how they held their line during the pandemic. He shares his passion for sports, the athletes he's played with, and his thoughts on today's quality of education. He describes how Broker Buddha can streamline agent services and the tools that are available. Jason also explains their White Glove Service and his thoughts on Blockchain. “We focus our solutions around helping agents with the client digital experience.” - Jason Keck Today on Spot On Insurance: Jason's passion for sports and the pro athletes he's played with Jason's thoughts on the current quality of education The motivation behind starting Broker Buddha How the pandemic impacted Broker Buddha The lessons Jason learned in building something new in any industry The market that Broker Buddha focuses their solutions How agents would use their platform Broker Buddha's White Glove Service Incorporating blockchain technology into their solutions and workflow Key Takeaways: Find one customer segment that has a problem you can solve. Build a business around that and do it successfully. Then, expand. In order to be successful, we have to keep adapting and evolving to what is going on day-to-day. Resources: Episode 81: Broker Buddha Founder Shield Connect with Jason Keck: Broker Buddha Jason Keck on LinkedIn Email: jason@brokerbuddha.com  This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Tony Steuer is a financial preparedness advocate, podcaster, and Paperwork's Head Financial Wellness Advocate. Paperwork is a holistic financial wellness solution app that helps you organize and take control of your financial life in the easiest way possible. Tony advises the Paperwork team on all things related to financial wellness content and strategy, and identifies and executes partnerships and distribution opportunities. Tony is also the host of The Tony Steuer podcast, where he has conversations with financial literacy advocates.  Tony joins us to discuss what Paperwork can do for your financial wellness. He shares his interests as a child and why he pursued a career in financial services. He explains his definition of financial wellness and how to measure it. He describes the benefits of using a financial app over a financial book and the opportunities financial literacy opens. Tony also discusses why people don't always get life insurance and shares his best tip on financial wellness. "Financial wellness goes beyond financial literacy." - Tony Steuer Today on Spot On Insurance: Who Tony is, where he grew up, and what he aspired to be as a child Why Tony wanted to major in finance What Tony believes is the definition of financial wellness What to take into account when determining a person's financial wellness How financial literacy lets a person start or change their opinion Why a financial app can be more effective than a financial book The security Tony's platform offers What the Paperwork app can do for customers regarding notifications Tony's #1 tip on financial wellness Key Takeaways: We need to make that decision to learn about money and to take action on that. Things that fall through the cracks are what matters to people. Connect with Tony Steuer: Tony Steuer official website Paperwork The Tony Steuer Podcast Tony Steuer on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Hadi Radwan is a serial entrepreneur, venture builder, and insurtech expert. He is the Co-Founder of Asteya, an insurance company that aims to make income insurance accessible to everyone regardless of gender, income, or age. Hadi has over 15 years of experience in managing, creating, and developing growth strategies for start-ups and large organizations. As a venture builder, Hadi specializes in new market entry, multiple discipline leadership roles, growth hacking, and capital raising. Hadi joins us to discuss why people should look into disability insurance more than they do life insurance.He explains statistics regarding work-related injuries and disabilities, and how it is different for men and women. He describes the right mindset when buying an insurance product and what he thinks the industry does backward. Hadi also shares where the name “Asteya” came from and what's in store for their company in the future. “We're over prepared for death, but not for an accident.” - Hadi Radwan Today on Spot On Insurance: Hadi's hobbies and his passion for biohacking Growing up in Lebanon and finding his way into insurance What Hadi noticed insurance does backwards Where the name of their company came from and what it means The right mindset to have when buying insurance Why people should be more worried about disability than death The insurance product people need more than life insurance What the stats suggest regarding work-related accidents and disabilities The difference between short-term and long-term disability insurance Why insurance for women is more expensive What's in the pipeline for Asteya? Key Takeaways: Women have a 54% chance of being seriously ill or injured during their working years. The reason people don't buy disability insurance is because they don't know it exists. Connect with Hadi Radwan: Asteya Asteya on LinkedIn Hadi Radwan on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Rao Tadepalli is the Founder & CEO of DigiTran, an InsurTech company that specializes in digital transformation. They help insurance companies innovate their legacy systems to digital and emerging technologies. Rao has over 30 years of experience working in insurance and has held executive positions since 1992. Rao also has extensive experience in core system transformation, property & casualty insurance, and computer science, among other skills. Rao joins us to discuss why legacy systems prevent digital transformation and explains how DigiTran helps insurance companies transition into digital systems and platforms. He shares his experience with working in various countries and what he's learned from all his travels. He describes the insurance industry in India and why it's still in its infancy. Rao also discusses the qualities an insurance leader needs to succeed in this industry. "Legacy systems are the biggest obstacle for digital transformation." - Rao Tadepalli Today on Spot On Insurance: Rao's childhood, growing up in India, and his fondness for computer science and engineering How Rao found a career in insurance Rao's travel experience and his thoughts on the various countries he's lived in The new developments we can expect to see in insurance What the FinTech and InsurTech industries are like in India Why insurance's profitability is measured differently compared to other major industries The qualities a leader should possess in insurance The problem with legacy systems and how it affects digital transformation How DigiTran helps carriers and the services they offer Key Takeaways: COVID-19 accelerated digital transformation. You cannot have digital transformation as long as you have ancient backend systems. Most people outside the insurance industry are disappointed at how long a sale can take. Connect with Rao Tadepalli: DigiTran DigiTran on LinkedIn Rao Tadepalli on LinkedIn Email: rao@digitran.ai This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Alan Ringvald is the CEO at Relativity6, a company that offers accurate and fast industry classification through automated 6-digit NAICS codes and company checks. They also provide services that let businesses predict customer behavior accurately. Before founding Relativity6, Alan founded 3 other companies and was also part of Google's partnerships team focused on monetization and implementation. Alan has extensive knowledge of digital marketing, digital strategy, and Google analytics. Alan joins us to discuss why industry classification is essential and how Relativity6 helps bridge some of the gaps with AI and machine learning. He shares the company's recent projects and milestones and explains why you should not purchase third-party data, but instead make one from scratch for your business. Alan also discusses the limitation of the NAICS and how blockchain technology can potentially boost their business growth. "The world today relies on these databases to provide company information." - Alan Ringvald Today on Spot On Insurance: Alan's passion for healthy foods and working with Tom Brady Alan's unique experience during his honeymoon last year What Relativity6 is currently up to today The gaps Alan's company fills regarding classifying businesses Why you shouldn't buy third-party data The limitations of the NAICS What their program can and cannot solve at the moment The number of countries Alan and his team receives data from Blockchain and how it will impact the way we do business transactions Resources Mentioned: Ep. 194: Predicting Customer Behavior North American Industry Classification System Key Takeaways: Open-sourcing your programs can help expedite your business' data gathering strategies. AI will help automate the mundane and repeatable, but humans will still be needed to process complex insurance processes. Connect with Alan Ringvald: Relativity6 Email: alan@relativity6.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Brett Ashley McKenzie is the Senior Communications Manager at Foresight Commercial Insurance, the first InsurTech company specializing in commercial coverage with a focus on the middle market. Before signing with Foresight in 2021, Brett worked for John Kerry during his presidential run in 2004, as a contributing blogger to The Huffington Post, and managed Zurich North America's Marketing, Social Media, and Media Relations. Brett is also the host of the High Tea with Monsters, Rebel Scum, and Vigilantes podcast, where she talks about her favorite TV shows. Brett joins us to discuss the gender disparity in executive positions across the industry and the shift towards women in C-Suite positions. She describes her role at Foresight, her writing passion, and what it was like being John Kerry's media booker. She explains how the term “InsurTech” will one day become an industry of its own and the importance of empowering women to step into leadership roles. Brett also shares the mental effects of being in an unhealthy work environment and how to tell if it's time to resign. "Tech itself is not a female-dominated space." - Brett Ashley McKenzie Today on Spot On Insurance: Where Brett grew up, her writing passion, and her favorite pizza Brett's experience working on John Kerry's campaign How Brett transitioned to working in insurance What it's like going to an all-girl school growing up Brett's role as Senior Communications Manager at Foresight Differentiating InsurTech from the rest of the industry Empowering women into more leadership roles Instilling confidence in women to go for positions where they don't check all the boxes Fighting gender discrimination and other forms of minority stereotypes When you should consider resigning  Brett's toy hobby, her collection, and her favorite shows Key Takeaways: Female-founded tech startups get less investments than male-founded startups. Women should not expect themselves to act as men. Mentorship is important in your career. Resources Mentioned: Ep. 193: Eric Ummel: Insurance Just When You Need It Ep. 213: From Legacy Carrier to Insurtech Insurance Conversations in Black & White: Mother & Daughter Perspectives On The Industry Connect with Brett Ashley McKenzie: Foresight Commercial Insurance Foresight Commercial Insurance on LinkedIn Brett Ashley McKenzie on LinkedIn High Tea with Monsters, Rebel Scum, and Vigilantes podcast This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Ian Schnoor is the President & Founder of the Financial Modeling Institute. FMI provides products and services to financial modelers, but they're mostly known for administering three levels of financial modeling certifications. With over 20 years of experience in the financial industry, Ian specializes in financial modeling, valuation, and asset management, among other skills. Ian is also a certified Advanced Financial Modeler, a Chartered Financial Modeler, and a Chartered Financial Analyst. Ian joins us to discuss what financial modeling is and why it's critical for expanding a company or an insurance agency. He explains the role of financial modeling in corporate decisions across multiple industries and describes the trends he notices in employee retention. He shares the different skills required to become an expert in financial modeling. Ian also discusses the career opportunities available for those who specialize in financial modeling. “Almost every critical decision that needs to happen in the world of business should be happening off the back of a financial model.” - Ian Schnoor Today on Spot On Insurance: Ian's professional background and his favorite wine Financial modeling amidst the Great Reshuffle The trends Ian sees in the training space and volatility in employment The definition of financial modeling The role of financial modeling in decision making and the insurance industry Different soft and technical skills needed to understand financial modeling Common pitfalls involved in building financial models Why business owners often feel they don't need financial models The job opportunities available to those who specialize in financial modeling The best way to prove a person's financial modeling skills Products and exams they can provide for financial modeling Key Takeaways: A financial model specialist has more than just a few skills as the type of work they do is complex and critical for the growth of a company. The best financial model should not be bulky or messy and, more importantly, challenging to understand. Connect with Ian Schnoor: FM Institute FM Institute on LinkedIn FM Institute on Twitter Ian Schnoor on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Jonathan Matus is the Founder & CEO of Zendrive, an auto insurance company that integrates data analytics and AI, providing insurance solutions towards a future where driving and phone use are ubiquitous. He holds over 35 patents and contributed to today's Android and the Facebook mobile app. As the leader of an Insurtech company, Jonathan specializes in team building, human-centered design, and machine learning. Jonathan joins us to share how Zendrive revolutionizes how we look at driver safety through mobile sensor data. He discusses how the idea behind Zendrive came to life and the companies he worked for in the past. He explains the need to be mission-driven as a start-up company, especially when faced with adversity. Jonathan also describes how the future of autonomous transportation will have a strong focus on customized traffic and driver data. “Driving behavior is going to be driven by sensors: quantifiable, and measurable.” - Jonathan Matus Today on Spot On Insurance: Why the pandemic made Jonathan relocate with his family Jonathan's experience with working on the Android operating system Realizing Big Tech's business is all about advertising The risks associated with smartphone usage Where the idea for Zendrive started and where it is today Being there for the mission as a start-up company Why autonomous vehicles can be fragile How Zendrive looks at the future of transportation The practical applications of Zendrive as an insurance model How AI becomes a game-changer in auto insurance Key Takeaways: At the end of the day, Big Tech is in the business of advertising and the end users are the product. There's a lot of hype around connected cars, but connected cars are still nascent. Connect with Jonathan Matus: Zendrive Jonathan Matus on LinkedIn Jonathan Matus on Twitter This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Natassia Matin is the Founder and CEO of Digital Talent Sherpas, a recruiting firm that helps insurance companies find the right talent for their current and long-term goals. They have a pool of commercial wholesale insurance brokers, account executives, brokerages, and inside brokers. Natassia is also the company's Talent Sherpa, responsible for streamlining systems focused on talent acquisition. Natassia joins us to discuss how their company manages to find the right candidate in an industry that's constantly trying to keep up with the latest in tech and innovation. She shares how she entered the insurance industry and what made her pursue a career in recruitment. She explains the ghosting problem in recruitment and how it worsened in the last decade. Natassia also shares some of the speakers and books that helped elevate her recruiting and networking skills.  "Recruiting is flawed at two junctures: the recruiter and the feedback." - Natassia Matin Today on Spot On Insurance: Where Natassia was born and what life was like in the Middle East What fasting can do for your body Campaigning for a job position as a woman How Natassia began working in insurance The problems in recruiting Natassia has observed in her career Why recruiters ghost their candidates How AI can help you with recruiting suitable candidates Natassia's advice to introverted candidates What attracted Natassia to Tony Robbins What caused the Great Resignation movement Key Takeaways: 75% of individuals in the insurance industry are over the age of 60. Power has shifted from companies to consumers; from employer to candidate. Resources Mentioned: Book: Man's Search for Meaning by Viktor Frankl Book: Think and Grow Rich: The Landmark Bestseller Now Revised and Updated for the 21st Century Book: The Evelyn Wood Seven-Day Speed Reading and Learning Program Tony Robbins Connect with Natassia Matin: Digital Talent Sherpas Digital Talent Sherpas on LinkedIn Natassia Matin on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Luis Pino is the CEO & Founder at Agentero, a company that seeks to empower independent insurance agents with their intelligent and intuitive insurance ecosystem and tools. Luis founded Agentero with the intent of supercharging agents with technology, instead of having it replace them. Before founding Agentero, Luis was part of CoverWallet, a company that allows businesses to obtain commercial insurance quickly.  Luis joins us to describe Agentero's purpose and how it can enhance the insurance buying and selling experience. He shares his life growing up in Spain, living across Europe, and how he joined the insurance industry. He discusses his experience as an entrepreneur and shares advice for those who want to start their own business. Luis also explains the importance of understanding data analytics as an agent. "Technology is here to supercharge agencies, not to replace them." - Luis Pino Today on Spot On Insurance: Living all over Europe and Luis' early years in Spain How Luis leaped into the insurance world Why you don't choose a career in insurance as much as it chooses you The experience that helped Luis become a better entrepreneur Agentero's core value and how it develops team culture Steps future entrepreneurs can use to succeed in business The motivation behind starting Agentero The efficiency improvements agencies can expect from Agentero Working through the most difficult challenges as an entrepreneur Data analytics and its importance in knowing your market as an agent Key Takeaways: Second-time entrepreneurs have an easier time to succeed. It's usually insurance that comes up to you – not the other way around. Connect with Luis Pino: Agentero Luis Pino on LinkedIn Email: support@agenthero.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Judith Pila is an insurance expert, insurance blog writer, and the founder of Insure Africa. Insure Africa is a Nigerian company driving insurance inclusion through literacy, education and awareness across Africa. As the founder, Judith is in charge of leading the company's strategic plans and their insurtech integration and innovation. Judith is also one of the contributing experts for Insuranceopedia, one of the largest resources for insurance education.  Judith joins us to discuss the goal of Insure Africa and why she chose a career in insurance. She shares the typical life of a Nigerian child and why being computer literate was a rare attribute. She describes what motivated her to work in insurance and what she learned from being a broker in Canada. She explains why insurance is still a small industry in Africa and what professionals can do to scale the industry. Judith also discusses the importance of quality and empathetic customer service in insurance, where claims can be due to accidents or emergencies. “It's never been about position but about growth. You have to keep learning. You have to keep growing.” - Judith Pila Today on Spot On Insurance: Growing up in a small town in Nigeria and Judith's academic career How important learning to use a computer was in Nigeria Why Judith wanted to pursue a career in insurance Judith's inspiration for getting ahead in life Why she was referred to as Speedy Gonzales in her first job How the insurance industry in Canada developed since she became a professional The motivation behind creating Insure Africa Why insurance is still a tiny market in the African continent  What Judith believes will improve insurance education in Africa Why customer service must be a priority in insurance Marketing insurance as a solution without directly saying it What's in store for Insure Africa in 2022? How Judith got involved in writing for Insuranceopedia Key Takeaways: When dealing with insurance customers, you have to be empathetic. As a broker in Canada, you need to be licensed. Resources Mentioned: InsurTech Business Series Insuranceopedia Ep. 197: Adedamola “Damola” Oloko: Abundant Opportunities in the African Insurance Market Connect with Judith Pila: Insure Africa Insure Africa on Instagram Insure Africa on Facebook Insure Africa on LinkedIn Judith Pila on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Jane Wang is the CEO of Optimity, an insurtech company that aims to enrich its clients' health and wealth knowledge through evidence-based behavioral science and gamification. The Optimity app uses micro-learning quizzes that make learning a fun and engaging experience. With over 17 years of professional experience, Jane is an expert in research and data analysis, particularly in the healthcare and pharmaceuticals industry.  Jane joins us to discuss what the Optimity app brings to consumers, how they made it exciting to use, and how it promotes the importance of having health insurance. She shares how her mother's struggle against cancer affected her perspective on health insurance and personal wealth. She discusses the goal of Optimity and how they use gamification to boost client engagement. Jane also describes how their platform teaches users about financial health and what users can expect from Optimity in 2022. "The richness of data is exactly what carriers need to modernize understanding of their customers and community members." - Jane Wang Today on Spot On Insurance: Jane's childhood interests and how they shaped her current career Why Jane wanted a career in the pharmaceutical industry What inspired Jane to pursue a career in insurance How Jane discovered the true value and importance of insurance The role of a mortality and morbidity risk specialist Optimity's mission and the services they offer What users can expect from their platform The financial health component of using Optimity Engaging customers through gamification What customers can expect from Optimity in 2022 Key Takeaways: Health insurance should be the first insurance everyone should buy. Gamification boosts customer engagement and retainment. Connect with Jane Wang: Optimity Optimity for iOS Optimity for Android Jane Wang on LinkedIn Email: engage@myoptimity.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Timothy Partasevitch is the Chief Growth Officer at SMART IT, a custom software and web development company in Minsk, Belarus. The company provides highly customized services tailored for every client, including application development and product engineering services. Timothy is also an expert in digital marketing, providing strategies and consulting for clients in various industries, including InsurTech.  Timothy joins us to discuss what SMART IT is, how it was founded, and their services. He shares what growing up in Belarus was like and how studying and graduating in the UK influenced his early career trajectory. He explains what Project Rescue is about and how it can make an otherwise bulky and messy internal system more efficient. Timothy also describes his thoughts on the future of blockchain and the technology he thinks will change how we conduct business forever. "Innovation's not about technology per se, but the delivery system." - Timothy Partasevitch Today on Spot On Insurance: Where Timothy grew up and what life was like in Belarus The experience of moving from Belarus to the UK Tim's childhood dreams and why he chose not to pursue them Graduating during BREXIT and being an engineer in Belarus How being fluent in English helped him find a career as a copywriter in Belarus What SMART IT provides to clients The marketing strategies and services he offers to clients in InsurTech How data is used by SMART IT and the different projects they work on What Project Rescue is  and the type of clients that would need it Why old banks have "Frankenstein monsters" of a system How SMART IT was founded and formed the team of experts it currently has Game-changing opportunities available for the insurance industry How blockchain will affect the way we conduct business in the future Key Takeaways: The technology that empowers the user will be at the forefront of future industry innovations. Blockchain technology is still at its infancy and will likely play a major role in the next big thing, but it won't be for cryptocurrency. Connect with Timothy Partasevich: SMART IT Timothy Partasevitch on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Aaron Mikulsky is the CEO of Love 2 Lead Consulting Services, a business that supports industry leaders in being more effective in their roles while having a more fulfilling career. He is the author of the book L.O.V.E. 2 Lead: A Journey of Self-Reflection, Significance, and Servant Leadership, where he writes about servant leadership and why it's the only authentic leadership. Aaron also serves as one of the Board of Directors of the HOPE Matters Foundation, a charitable organization based in Green Bay, Wisconsin. Aaron joins us to discuss what a true leader is, what they represent, and how to be more effective at leading. He explains why servant leadership is true leadership and the difference between character and reputation. He explains the three C's he keeps at the forefront when building a business and what working in different roles has taught him about leadership. He describes the inspiration behind his new book and the lessons readers can expect to learn. Aaron also discusses the big problem in Corporate America today regarding coaches and leadership. "If you're trying to build your company, you want to focus on the culture." - Aaron Mikulsky Today on Spot On Insurance: Aaron's favorite sports in high school What Aaron's teachers did that inspired him to do well in school How Aaron entered the insurance industry What it's like leading a publicly-traded company The three C's Aaron always thinks about when building a business Aaron's experience working in different roles that taught him leadership skills Aaron's advice for young professionals on getting exposure The difference between character and reputation How diversity and inclusion factor into leadership culture The colossal failure in Corporate America today Key Takeaways: Leaders will be scrutinized whether they're running a startup or a Fortune 500 company. Building culture is integral to achieving a harmonious working atmosphere. Leaders should ask to be coached as much as possible if they want to move higher. Connect with Aaron Mikulsky: Love 2 Lead Consulting Services Aaron Mikulsky on LinkedIn Email: apmikulsky@love2lead.biz Book: L.O.V.E. 2 Lead: A Journey of Self-Reflection, Significance, and Servant Leadership This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn SOI252 - Client Retention Starts with Claims Experience John Bachmann is the Vice President of Client Relations at Norwood Insurance Agency, a full-service independent insurance agency serving individuals, families, and businesses since 1868. John's role as Vice President is to ensure clients and their respective adjusters are adequately protected and served. He is also the author of the recently published book Successful Adjuster's Playbook: The Secret Skills for Providing the Best Claims Experience, where he writes about everything a new and veteran adjuster should know about their role in the industry. John joins us to discuss the best practices in client retention - especially from the claims and adjusting perspective. He shares his experience as a sports coach and how it affected his career in insurance and the one claim that made him realize he loved his job. He explains why he believes soft skills should be called hard skills and describes the soft skills that bring the best out of any claims professional. John also discusses how the pandemic shifted the industry's perspective, especially from the claims point of view. "The only thing we're selling as insurance professionals is: if something really bad happens, we promise to be there." - John Bachmann Today on Spot On Insurance: John's favorite hobbies and sports teams How John started his insurance career and his experience in claims processing How his coaching experience affected his career in insurance The legacy claim that made him passionate about insurance Why soft skills are some of the most complex skills to learn Changing the perception that the claims department is a claims center The critical skills that differentiate a claims professional Mastering the Big 3 skills in insurance The impact of COVID-19 on insurance claims Key Takeaways: Having coaching experience can enable you to be competitive in any industry. Soft skills are some of the most difficult skills to learn. Resources Mentioned: Book: Whale Done! By Ken Blanchard Connect with John Bachmann: Norwood Insurance Book: Successful Adjuster's Playbook: The Secret Skills for Providing the Best Claims Experience (IA Playbook) IA Path John Bachmann on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Rahim Rajpar is the CMO & Co-Founder of Plum Life, a company that provides insurance advisors with an innovative platform fitted with tools and other resources to simplify the process of selling insurance. The platform seamlessly integrates everything involved in a transaction, from quoting to application to issue. Plum Life was born in the middle of the COVID-19 pandemic, capitalizing on the accelerated surge of digital services and online meetings. Rahim is also a thought-leader and speaks on customer engagement and business digital enablement. Rahim joins us to discuss how Plum Life enhances the customer-advisor experience. We discuss some of his career milestones and the dream that led to the founding of Plum Life. He explains how COVID-19 changed the insurance landscape and what studies currently show on working in a purely online environment. He describes the emotional rollercoaster a customer experiences when looking for and purchasing insurance. Rahim also explains how the Plum Life platform helps insurance advisors with the follow-up process. "We need advisors spending less time processing business and more time finding new clients for it." - Rahim Rajpar Today on Spot On Insurance: Rahim's childhood in Kenya and when they migrated to Canada Pursuing a career in financial services during the tech boom Some of the early roles in Rahim's insurance career How Plum Life started and what they wanted to represent What Plum Life is doing to arm advisors with digital resources Why Rajim considers advisors as customers Tracking the emotional mindset of a customer as they go through the buying journey How their platform helps both advisors and customers The different tools and resources available on the Plum Life platform - especially for the follow-up process The hard work they put into building their platform Key Takeaways: COVID-19 has accelerated the digital leap in insurance Technology is all about making processes efficient Life insurance, overall, is an amazing business - but it's going to be a dying business if we don't adapt. Technology can augment the relationship between an advisor and their client. Connect with Rahim Rajpar: Plum Life Plum Life on LinkedIn Rahim Rajpar on LinkedIn Email: rahimrajpar@helloplum.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Henry Daas is a Personal Finance Coach, Realtor, and Serial Entrepreneur. He is the author of the book FQ: Financial Intelligence, where he writes about every aspect of managing your personal finances and shares over 40 years of investing and spending wisdom. As a finance coach, Henry teaches clients to have more confidence in investing, the best practices for wealth management, and how to avoid the common mistakes people make when managing their finances. Henry joins us today to discuss how business leaders should prepare for their retirement, especially after selling their business. He describes his experience with working in IT, how he immersed himself in Wall Street, and what made him settle for a career in personal finance coaching. He explains some of the best practices regarding risk management, long-term investments, and the five reasons many businesses fail. Henry also shares what readers can expect from his book and why he believes the Fear Of Missing Out is the biggest money trap of all. "If you're in the insurance business, your business is to manage risk." - Henry Daas Today on Spot On Insurance: Growing up in the state of New York and comparing Brooklyn and Manhattan How Henry decided what program to pursue in college Having the opportunity to work on systems for Wall Street Transitioning from IT and programming to the financial industry The piece of advice Henry would give to young professionals experiencing an unstable economy Henry's advice regarding risks and the stock market The common mistakes Henry sees entrepreneurs make Managing risks between being an entrepreneur and staying in corporate What Henry believes are the five reasons businesses fail Why Henry is a fan of buying "fallen" companies What inspired Henry to start his consulting business Henry's thoughts on cryptomarkets and why he won't trade them Real estate investments you should make today Why business leaders should learn to obsolete themselves Doing your due diligence on your business and your life after you exit Making sure you have a legacy left after you sell your business The story behind Henry's latest book and what readers can expect What Henry believes is the biggest money trap and the "Greater Fool" theory Key Takeaways: Your businesses will run better if you start best practices at a very early age It's wise to take your time and learn how to run a business before you start one. If you have to convince people they need your product - you're done. Connect with Henry Daas: Henry Daas official website Henry Daas on LinkedIn Book: FQ: Financial Intelligence This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Michael Mensch is the President of Agency Brokerage Consultants, an experienced consulting firm that provides service to those looking to acquire or sell insurance agencies across the United States. Their services include agency market valuations, M&A consulting, and agency sale brokerage. Michael has aided in over 200 M&A transactions and over 1,200 valuations of insurance agencies and brokerages across the United States. He is an active member of the IBBA and M&A Source, a Certified Business Intermediary, and a Certified Merger & Acquisition Master Intermediary.  Brenda Sali is the Senior M&A Advisor at Agency Brokerage Consultants. She has worked full-time with the company since 2018. Before joining Agency Brokerage, Brenda owned and operated the vacation rental property management company, BLSali Enterprises, Inc. and has served in executive leadership roles at a variety of companies. Brenda holds a Bachelor's degree in Finance and Marketing from the University of Regina and holds a certificate for Business Intermediary from Central Florida Business Brokers. Michael and Brenda join us today to discuss how hiring a Mergers & Acquisitions advisor can facilitate a smoother transaction when selling your company or entertaining buyers. They share the pros and cons of doing it independently versus hiring an advisor. They explain the processes involved when you put your company on the market and what happens when you receive multiple offers. They also discuss seller confidentiality, how to properly let the staff know the company will be changing owners, and the emotional side of each transaction. "Confidentiality is imperative when someone is selling their business." - Brenda Sali Today on Spot On Insurance: What drew Michael to the mergers and acquisitions sector in insurance Brenda's experience in Canada and why she wanted to be a pharmacist The pros and cons of selling a business on your own versus working with a Mergers & Acquisitions expert The purpose of the pre-due diligence process in a transaction Why Michael's team conducts due diligence of sellers The importance of the seller to list the names of potential buyers Maintaining seller confidentiality until it's time to sell How to tell the employees the company is being sold without ushering panic What transactions were like pre-COVID, during COVID, and post-COVID Why Brenda is adamant about controlling everything that goes on in a transaction Deal fatigue, buyer frustrations, and the pitfalls of keeping the process too long Managing the emotional part of selling a company or choosing a buyer Why you don't want to negotiate with various buyers throughout the process Key Takeaways: It's better to put your company on the market before you sell it. Hiring an M&A expert can fast track the selling of your company while taking the stress away from you. Resources Mentioned: Episode 50: 6 Steps to Selling Your Agency with Michael Mensch Connect with Michael Mensch: Agency Brokerage Consultants Michael Mensch on LinkedIn Email: mmensch@agencybrokerage.com Phone: (321) 255 1309 Connect with Brenda Sali: Brenda Sali on LinkedIn Email:  bsali@agencybrokerage.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Matt Essick is the Chief Marketing Officer at Ensight, a tech company that offers SaaS-based sales acceleration solutions that allow the selling of annuities and insurance to be more profitable, more straightforward, and visually appealing. As CMO, Matt's responsibilities include overseeing its planning, development, and execution of strategies that drive value towards their customers and business partners. Matt also specializes in working in complex sectors such as digital health, financial services, and BioTech.  Matt joins us to explain what Ensight is, its services, and what sets them apart from the competition. He shares what it was like being in the middle of the 2008 crash and the lessons he learned from the experience. He discusses what inspired him to join the insurance industry and what made him continue his career in insurance. He discusses how industries can further improve their marketing to attract the average consumer and youth into becoming interested in and pursuing a career in insurance. Matt also explains some of Ensight's products, what they do, and how they can boost sales. "As society changes, insurance changes, and that's what's so refreshing." - Matt Essick Today on Spot On Insurance: Seeing the tech space crash in 2008 and Matt's mindset while experiencing it What Matt learned after the tech industry recovered How Matt entered the insurance industry Why insurance is essentially a risk sector Taking advantage of digitization to make insurance more youth-friendly The products Matt offers to clients and what they do What Matt calls the ‘Millennial Financial Services Model' The most mind-blowing technology Matt has seen in recent years Key Takeaways: Being digital and on the cloud will become the new normal in any industry. Millennials and Gen-Xers now make up most of the workforce. Insurance needs to appeal to the youth more than it does today. Connect with Matt Essick: Ensight Matt Essick on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Brad Ruben is the President of Archway Computer, an IT service provider that explicitly markets to insurance agencies. They offer services that streamline and automate your agency's everyday tasks and provide solutions against cybersecurity threats. Brad has over 30 years of experience in insurance computer technology and has developed a new approach to preventive maintenance called Managed Services.  Brad joins us today to discuss how his passion for computer programming began and the role of IT in various mergers & acquisitions transactions. He describes the common pitfalls of agencies regarding cybersecurity and why he views passwords as an archaic means of protection. He explains what Managed Services is and how it's different from a simple preventive maintenance program. Brad also discusses the services they offer and what their free IT assessment displays for the clients. "Managed Services is about preventing problems from happening before they happen." - Brad Ruben Today on Spot On Insurance: Brad's early days and why he's lucky his best friend's father wasn't a doctor Brad's passion for computers and programming and how it started Brad's role in mergers & acquisitions and some of its challenges The services Brad renders to clients Defining the terms ‘Patch Tuesday' and ‘Exploit Wednesday' Managed services and how they benefit insurance agencies The common cyber vulnerabilities of agencies Why Brad looks forward to the day we no longer use passwords The advantage of storing your programs and data in the cloud Can using Archway services increase computer costs? What Archway Computer's IT assessment service shows their clients Key Takeaways: Cybercrime is a huge issue, six times greater than all the drug cartels in the world. One of the biggest attack vectors today is Office 365. Connect with Brad Ruben: Archway Computer Email: brad@myarchway.com Phone: (805) 469-4510 Brad Ruben on LinkedIn This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Deborah “Deb” Smallwood is the Founder and Senior Partner at Strategy Meets Action (SMA), a ReSourcePro company. SMA is a strategic advisory business that provides consultation services, market research, and solutions to help clients make informed decisions about their companies. She is recognized as an industry thought leader and advisor to insurers on digital transformation strategies. Before founding SMA, Deb was the Chief Transformation Officer at Insurance Company of the West. Deb joins us to discuss how the pandemic exposed every industry's digital weaknesses and the investments companies should make for 2022. She describes how the Great Resignation affects various industries and how we can improve the way insurance jobs are marketed to young people. She explains her role as Senior Partner at ReSourcePro and her exit strategy before they sold SMA. Deb also shares advice to professionals who are doubting their capabilities as talents in the industry. "If you have clarity about where you're going and what's important to your customers and operations, you put a new lens to prioritize." - Deb Smallwood Today on Spot On Insurance: What it was like growing up in New Hampshire The leadership qualities Deb cultivated in school Being a female leader in a male-dominated industry The growing opportunities in insurance What made Deb leave corporate and pursue entrepreneurship How the industry changed and stayed the same since she became an entrepreneur Texting and how it innovated the way claims are made What Deb observed with various businesses when the pandemic began last March How the industry is dealing with the Great Resignation Making the insurance industry an attractive employment destination to students Crucial 2022 investments strategies insurance companies should take now Deb's role as Senior Partner at ReSourcePro Having an exit strategy as an entrepreneur What the average SMA client looks like and the conversations Deb has with them Deb's advice to professionals in insurance Key Takeaways: Everyone, regardless of their role, has to understand some level of technology. The pandemic exposed how non-digital we really were. Texting is transforming customer relationships and claims with claims adjusters. Connect with Deb Smallwood: Strategy Meets Action Strategy Meets Action on LinkedIn Deb Smallwood  on LinkedIn Email: dsmallwood@strategymeetsaction Phone: (603) 770-9090 This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Rob Stansbury is the Director of Sales at KPA, a company that provides solutions that help identify, fix, and reduce workplace safety and compliance issues. His responsibilities as Director include helping insurance brokers grow and retain their insured base by addressing workplace risks, lowering number of incidents, and reducing costs. His extensive experience allowed Rob to specialize in regulatory compliance across many industries.  Rob joins us to discuss workplace safety, the new technologies available, and the cost of acquiring a new client. He discusses his childhood, the education he earned, and why he pursued a career in insurance. He explains the importance of communicating workplace safety and the key takeaways many businesses have learned from the COVID-19 pandemic. He describes why smaller agencies should differentiate rather than keep up with more prominent companies. Rob also shares how KPA started, its humble beginnings, and the services they currently offer. "Everyone needs to grow - we get it - but retention is paramount." - Rob Stansbury Today on Spot On Insurance: Growing up near Philadelphia, moving to New York, and how Rob's career initially began Why Rob joined the insurance industry The business lessons we've learned from COVID-19 How the employment landscape has changed in the last few years How insurance companies can better communicate the importance of workplace safety New safety technologies Rob has seen being deployed in the field The average cost to acquire a new client in the insurance industry Technology currently available and why they're not always utilized How smaller agencies can differentiate themselves from the bigger competition How KPA began, its history, and the services it offers today Key Takeaways: It's 9-10 times more expensive for a broker to acquire a new client than it is to retain. The landscape has undeniably changed both at the employer level and the broker & carrier level. Connect with Rob Stansbury: KPA Rob Stansbury on LinkedIn Email: Phone: This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Jim Schubert is the CEO of Southern States Insurance, an independent insurance agency serving those in the Georgia and Florida region. He is the creator of Agents Growth Academy and host of the Agents Growth Academy podcast. The Agents Growth Academy is an online resource designed to help agents and agency owners take their growth to the next level. Jim is also an avid photographer specializing in landscape photography. He runs Schubert Photography, where he provides tools, articles, and videos on taking and editing photos, and which gear to buy. Jim joins us to discuss his entrepreneurial spirit and why he started Agents Growth Academy. He shares his experience as a teacher and what led him to join the insurance industry. He explains the complexities behind acquisitions and culture, the five critical components of every organization, and the significance of upholding your company's core values at all times. Jim also discusses the Entrepreneurial Operating System, what it's about, and how he implements it in his agency. "When you make acquisitions, you're bringing on different cultures." - Jim Schubert Today on Spot On Insurance: Where Jim grew up and why he wanted to be a teacher Jim's first days as a professional teacher and why he left the industry Why Jim chose to pursue a career in insurance How his father influenced Jim's career decisions Jim's initial responsibilities in his father's agency Why acquisitions can be tricky when it comes to work culture Jim's thoughts on the book Traction by Gino Wickman The five key components of every single organization What Jim believes is the problem with organizational charts What the Entrepreneurial Operating System is about How you can uphold accountability in your agency Hiring, retaining, and firing people based on core values What establishing core values has done for Jim's agency The changes Jim enacted since he led the company What agents and agency owners can expect to receive from Jim's AGA program Key Takeaways: You cannot grow to a level you want to grow with just some mediocre organization put in place. Defining core values can help you make more informed decisions more often. Everyone should be focused on positively reinforcing one another. Resources Mentioned: Traction: Get a Grip on Your Business by Gino Wickman Radical Candor Billy Potter Entrepreneurial Operating System Connect with Jim Schubert: Southern States Insurance Schubert Photography Agents Growth Academy Agents Growth Academy Podcast Jim Schubert on LinkedIn Email: jimschubert@southernstatesinsurance.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Tim Metzner is the Co-Founder and Chief Strategy Officer of Coterie, a company that promises to help insurance agents quote and issue policies in minutes. They have a tech-based approach to business insurance that utilizes data-driven automation which helps provide accurate and affordable coverage without the hassle. Tim has over 20 years of experience working with various startups, wearing the shoes of a director, vice president, as well as a startup investor.  Tim joins us to discuss how entrepreneurship can be a force for good and why he believes we will coexist with technology instead of technology replacing humanity. He explains the problem in small commercial insurance and how Coterie solves this issue. He highlights ways an agent might use the platform and the type of data it can automate. Tim also shares the importance of building a strong team culture and the value of listening to your front office teams to improve your business. "Technology can enable us to be more efficient, more effective, and have more time in other areas of our lives." - Tim Metzner Today on Spot On Insurance: Why Tim didn't like working in the corporate world How entrepreneurship can be a force for good Tim's views on co-existing with technology The problems Tim believes are an issue in the commercial insurance space Why we sold ILSA to ResourcePro Why small commercial insurance can be a complex industry Tim's sources of data and how an agent can use them The culture Tim created at Differential and Coterie Listening to your team members to improve your business systems Key Takeaways: You can make your own path in this technological world. Listening to your frontline is vital to a business. Connect with Tim Metzner: Coterie Insurance Tim Metzner on LinkedIn Tim Meztner on Twitter Email: tim@coterieinsurance.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Bill Conners is the CEO of ForMotiv, a company that provides tools capable of delivering real-time user intent scoring by analyzing a customer's digital behavior when they engage with online applications and forms. As CEO, Bill specializes in sales, market research, marketing strategy, and sales processes. Woody Klemmer is ForMotiv's Head of Growth and is responsible for being on top of the company's growth strategies.  Bill and Woody join us to share how ForMotiv can give companies an edge with data gathered from a user's ‘digital body language.' They discuss how most communication is non-verbal and how their tool works in understanding a user's motive and intent. They explain the need for understanding digital human behavior in today's faceless digital interactions. They also describe the different approaches they take when working with foreign countries and their regulatory requirements. "90% of the human language is body language." - Bill Conners Today on Spot On Insurance: Woody's entrepreneurial spirit and how he would describe Bill's sports talent  Why Bill started a career in insurance The body language they analyze with real-time machine learning Reading a person's ‘digital body language' when applying for insurance How critical is it to capture the customer intent in today's digital industry? Regulatory requirements in the US compared to other countries they work with globally Key Takeaways: People respect what you inspect. Only 2% of life insurance policies are online. There's a long way to go as far as direct-to consumer and digital distribution goes. Connect with Bill Conners: ForMotiv Bill Conners on LinkedIn Email: bill@formotiv.com Connect with Woody Klemmer: Woody Klemmer on LinkedIn Email: woody@formotiv.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Sanjeev Kumar Chaudhry is the Founder & CEO of Gigaforce, a company that provides a SaaS-based platform focused on expediting subrogation, salvage processing, and recovery for insurance. Sanjeev has over 30 years of entrepreneurial and advising/mentoring experience in the tech industry. Kevin May is the company's Chief Strategy Officer, responsible for providing innovative solutions to existing processes. Prior to joining the Gigaforce leadership team, Kevin served as the VP of Product Innovation - Subrogation at Verisk Claims, the President of Amali Solutions Group, and the CEO of Recclaim Software Solutions and Acclaim Resource Partners respectively. Sanjeev and Kevin join us to discuss what a distributed ledger platform is (DLT) and how blockchain technology can revitalize the way the industry transacts with clients. Sanjeev shares what it was like to grow up in India, the time he moved to the US, and how he became a serial entrepreneur. Kevin describes his extensive experience in subrogation and what made him focus on such a niche industry. They explain how much automation a DLT can provide a business and what happens when DLT is applied to a company that already runs a complex AI-platform. They also discuss how Gigaforce helps its clients and what we can expect from them in the future. "Distributed Ledger Technology is going to be what the internet is to us today." - Kevin May Today on Spot On Insurance: Where we met Kevin and how long it's been since we last saw each other Who Sanjeev is, his life in India, and how his career in the US began How ‘niche' subrogation is in the insurance industry Kevin's longtime experience in subrogation and why he never left this type of work What Sanjeev thinks of blockchain What a distributed ledger is and how cryptocurrency plays into it Why we should understand what subrogation means Kevin's thoughts on how blockchain changes the way we communicate How DLT can improve the efficiency of a business with an AI system How safe DLT is when it comes to data security What companies need to do to determine if DLT is worth the investment What Gigaforce does and how they significantly impact their clients' businesses What the future looks like for Gigaforce Key Takeaways: Distributed Ledger platforms can automate 70% of a subrogation claim. Connect with Sanjeev Kumar Chaudhry: Sanjeev Kumar on LinkedIn Phone: (408) 314-2210 Email: info@gigaforce.io Connect with Kevin May: Gigaforce Kevin May on LinkedIn Email: kevin.may@gigaforce.io This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Stephen Bennett is the Co-Founder of The Demex Group, a company that has built an ecosystem that integrates cash flow modeling and weather data to protect businesses from long-term risks brought about by climate change. Stephen has over 25 years of experience in the private and public sectors, working with companies such as The Weather Channel and UC San Diego/Scripps. He describes himself as a meteorologist who applies his knowledge to optimize business practices.  Stephen joins us to discuss how climate change is a risk for various businesses and how The DEMEX Group can help protect these businesses. He shares how his passion for meteorology developed and highlights the multiple organizations and companies he's worked with over his 25 year career. He describes the effects of recent climate-change disruptions and the hardest rainfall he has ever seen. Stephen also explains how the insurance company is a critical part of building financial climate resilience. "The business community as a whole is coming to understand that climate change is going to affect businesses in some way, shape, or form." - Stephen Bennett Today on Spot On Insurance: Where Stephen's passion for weather observation started How weather information is applied in business decision making Discussing previous storms, the disruptions they caused, and how we can prepare for them in the future The hardest rain Stephen's ever seen What EarthRisk is and the technology it used to analyze weather-driven trading opportunities Why the insurance sector became a massive part of building financial climate resilience What DEMEX is and their goals in educating about climate change The uses of DEMEX for the brokerage community What Stephen sees as effective investment strategies in the future based on climate change Key Takeaways: Climate change is changing the way businesses look at long-term investments. Resources Mentioned: The Inc. Tank: Weather Forecasting to Offset Financial Risk: Steve Bennett Balance of Power: UN's Stark Climate Warning (Radio) Impact of climate change and extreme weather events on global economy Climate Change Is Happening: Breaking Down the New UN Report Connect with Stephen Bennett: The DEMEX Group Stephen Bennett on LinkedIn Email: reception@TheDemexGroup.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Colby Tunick is the CEO and Founder of ReFocus AI, an enterprise sales platform for insurance professionals powered by artificial intelligence. ReFocus AI provides solutions that boost sales by using machine learning to analyze and understand data better than any human. Before founding ReFocus AI, Colby was also the Training Coordinator at the California Earthquake Authority and a Consultant and Grant Writer at DME Business Solutions.  Colby joins us to discuss what machine learning is all about and how ReFocus AI can help businesses better understand the data they collect. He shares his passion for learning languages and how he became interested in tech. He explains why the industry cannot utilize the data they have and how machine learning can streamline that process. Colby also describes why data isn't a liability, explains why machine learning may not be for every insurance company, and shares tips in reducing the risks of cybersecurity breaches. "We're not at a Renaissance where companies are wizening up to the fact that the data they are holding is an asset; that it's valuable." - Colby Tunick Today on Spot On Insurance: Where Colby's passion for tech and software stemmed from Colby's love of different languages How Colby joined the insurance industry and the opportunities that paved his way Why the insurance industry is underutilizing consumer data Why Colby initially wanted to become a politician in his youth How Colby uses sushi as an analogy for sales The three key sales questions ReFocus AI answers Machine learning and what the future of sales will look like Educating owners and executives that data isn't a liability Does artificial intelligence always provide value? Assessing the qualities of a machine learning engineer What we should be cautious about regarding AI How businesses can prevent ransomware from happening The security benefits of building a culture where it's alright to make mistakes Colby's advice to those who are struggling to find success in the industry Key Takeaways: 80% of data within an agency management system is up to date. Ultimately, machine learning is not a silver bullet. Resources Mentioned: Ep. 229: Magnify The Fine Print in Your Cyber Policy Connect with Colby Tunick: ReFocus AI Colby Tunick on LinkedIn Phone: (619) 396-7800 This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Ursula Merten is the Director of Insurance Strategy & Information at omni:us, a company that utilizes AI for cognitive claims management. As Director, she helps property and casualty insurance companies better understand the data they receive from clients and find ways to automate workflows in their organization. Ursula is also a self-described insurance nerd that's interested in how technology is continuously disrupting the industry while empowering women in business.  Ursula joins us today to discuss how AI can revolutionize the average insurance and claims process and why data is at the center of this disruption. She shares why she chose to pursue a career in insurance, the challenges of being a woman in a male-dominated industry, and how she found success. She describes the best way to get data from consumers and how the pandemic made data collection more accessible. Ursula also shares what she believes are the downsides of AI and what she wants newcomers to know before venturing into insurance. "AI can only learn from what the human tells it." - Ursula Merten Today on Spot On Insurance: Ursula's professional achievements and career experience over twenty years What Ursula dreamed of doing when she was young and when she joined insurance Ursula's experience in handling claims related to asbestos exposure What it was like being a young woman in a male-dominated industry Why Ursula was initially uncomfortable with negotiating salary and raises How men and women look at job qualifications differently Why being "annoying" with questions is the new way businesses base their data How the pandemic enacted changes that favored data collection The pros and cons of having rapid technological progress Ursula's advice to carriers and agencies on how they should start with data The pitfalls of AI and how they affected various industries Omni:us and the solutions they provide to the insurance industry Ursula's advice for newcomers in the industry How to be confident without being seen as arrogant Key Takeaways: Don't try to sell yourself without the claims to back it up. Previously, discarding legacy systems for newer systems was a scary investment in both time and money. Always ask your leaders how to move up in your career. Ursula Merten 's Best Babyback Ribs Recipe:   1 Slab of babyback ribs (make sure they are babyback ribs) Peel the membrain off the bone side of the rack Dry off the slab with a papertowel on both sides Coat the slab with olive oil both sides Put garlic powder on the bone side Flip over the slab and apply pork rub seasoning on meat side Heat the oven to 350 degrees Place the ribs on a metal flat pan and cook for 1.5 hours in the oven Pull the slab out of the oven and coat the top meat side of the slab with your favorite BBQ sauce Lay the slab on the grill (no pan) and smoke on a charcoal grill for ½ hour Pull off the grill and place back on the pan and let sit for 10 minutes Another weird thing:  we're part Chinese (my mom-Chinese/German) so we eat our ribs with rice and we actually put extra sauce in a metal pan in the oven with the ribs and mix some hot sauce in the BBQ sauce and let it caramelize in the oven because we take the extra sauce and put it on the rice. So yummy!!!! Enjoy  Connect with Ursula: Omni:us Ursula Merten on LinkedIn Ursula Merten on Twitter Email: ursula@omnius.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Lindsay Corran is the Creative Director at GeoVera, an insurance company that markets to catastrophe-exposed properties and areas focusing on earthquakes. As Creative Director, Lindsay is tasked to align creative vision with their company's business strategies, especially for property and casualty insurance brands. Lindsay's been with GeoVera for almost 22 years (since 1999), but her first job was for a company that made her their go-to operator for all concerns related to the infamous Y2K Bug. Lindsay joins us to discuss how she bridges the gap between the regular consumer and the complexities of getting earthquake insurance. She shares her previous work with managing a “Y2K Data Desk” in 1999 and why she didn't like working in insurance at the time. She describes how living in California made her curious about earthquake insurance and explains how agents are in danger of being eliminated as more companies are leaning towards direct-to-consumer programs. Lindsay also discusses how her social media skills have generated GeoVera a considerable following. "In social media, people don't want to follow companies, they want to follow people. And they want to engage with people." - Lindsay Corran Today on Spot On Insurance: Lindsay's career in the late '90s and her journey towards the insurance industry Lindsay's work as the manager of the Y2K Data Desk How Lindsay's parents made her pay for rent when she was a student The lessons Lindsay learned from the way her parents made life a bit hard for her How living in California made Lindsay become more interested in earthquake insurance Why Lindsay initially didn't like the idea of working for an insurance company What is the "disruption of distribution," and how it's about removing the agents What their company did to help keep agents at the forefront of insurance transactions The challenges of innovating in a traditional industry such as insurance The complexities involved in earthquake insurance How Lindsay plans on simplifying earthquake insurance for clients Lindsay's thrifting hobby and how it helps in her career Social media marketing and how Lindsay capitalized on it during the pandemic The new opportunities Lindsay is excited to see in the future of insurance Key Takeaways: 50% of people don't truly understand what they're buying when they get a homeowner's policy Earthquake insurance can be complex and difficult to wrap your mind around if you don't go through an agent Resources: Vinyl Consumption ITC Vegas 2021 Connect with Lindsay Corran: GeoVera Lindsay Corran on LinkedIn Email: lcorran@geovera.com Phone: (925) 212-8066 This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Dustyne Bryant is an independent insurance agent advocate and licensed insurance agent. She is the Personal Lines Academic Director for The National Alliance for Insurance Education & Research, one of the country's best sources of continuing education credits for insurance and risk management professionals. Dustyne is also the host of the Awkward Insurance podcast, a show that talks about the everyday struggles of those in the field. Dustyne joins us to discuss the benefits of pursuing continuing education and how to separate yourself from those who take the same CE courses that everyone else takes. She shares how her passion for personal conversations led her to find success in the insurance industry and the benefits of obtaining multiple designations. She explains how their company markets to high school students to generate interest in working in the insurance industry. Dustyne also shares her experience as a podcast host and what inspired the name of her show. "The best situation for our industry is growth and being able to look ahead." - Dustyne Bryant Today on Spot On Insurance: How Dustyne wound up working in the insurance industry Why Dustyne knew being a nurse was not her path How her passion for personal conversations helped her find success in insurance Dustyne's advice for agents regarding their CEs Why you shouldn't take the easiest path in your CEs The subscription to the National Alliance for Education & Research and the courses they offer The benefits of having multiple designations in insurance How Dustyne's company markets to high school students Dustyne's advice to insurance agencies who are looking to expand through employment Dustyne's thoughts on previous hard markets and the one we have right now What it's like hosting a podcast and why it's called Awkward Insurance Key Takeaways: CEs can be used to market yourself to the world. Having the same designations as the next agent won't help you stand out. Connect with Dustyne Bryant: The National Alliance for Insurance Education & Research Awkward Insurance Podcast The National Alliance Academic Directors Email: dbryant@scic.com This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn Erik Mitisek is the CEO of Highwing, the first open data platform for commercial insurance. They provide brokers new and innovative tools that can improve the process while enhancing the customer experience. Erik is also the host of the Zoom Into Insurance podcast, a show that brings insurance professionals together to discuss the many innovations in the industry and the future of insurance.  Erik joins us to discuss how Highwing's open data platform puts them ahead of the competition. He describes what it was like growing up in Colorado and why he focused on establishing a company in the insurance industry. He explains how open data architecture works, the benefits of having an open data platform in your company, and shares his thoughts on how the industry will function after the pandemic. Erik also describes what it's like to host his own podcast about insurance and how a company's leadership impacts its ability to thrive. "If we all collectively build towards a common set of standards and outputs, the ability for systems, people, and markets to connect not only becomes scalable - it becomes exponential." - Eric Mitisek Today on Spot On Insurance: Eric's educational degree and why he never really left Colorado Why Eric's entrepreneurial spirit brought him to insurance The problem Eric wanted to address when he started his company The platform HighWing offers and how it works through open data architecture How open data platforms can speed up innovation and efficiency The complex nature of insurance and the new systems that can make it simpler What the future of insurance will look like if open data platforms become mainstream Eric's thoughts on how the insurance industry will function post-pandemic Defining leadership and how it makes a company thrive and accelerate Why the industry is having difficulty embracing technological innovations over legacy systems What Eric does outside of HighWing to support the Colorado citizens How API can connect everything in the world Thoughts on the upcoming InsurTech Connect conference Key Takeaways: Old and new insurance companies should be comfortable with taking more risks regarding the use of new systems and tools. The largest CRM platform in the world, SalesForce, is rooted deeply in connectivity and application infrastructure. Resources Mentioned: Ep. 110: The Godfather of Insuretech InsurTech Connect Connect with Eric Mitisek: Highwing LinkedIn Twitter This episode was brought to you by….. Insurance Licensing Services of America (ILSA), America's Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com. Connect, Learn, Share Thank you for joining us on this week's episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you're learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!