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Aaron Gordon is the Vice President of Gordon Companies. Aaron Gordon is one of my favorite people in the insurance industry...The dude bleeds the independent insurance agency. And while Aaron may come from a traditional agency, his thoughtful design has prepared the Gordon Companies for massive growth in the future. This is a TREMENDOUS conversation you don't want to miss.. Episode Highlights: Aaron mentions that he is fascinated by people who do alternative living and make a living through YouTube content creation. (10:15) Aaron discusses content creation for insurance agencies and the importance of ensuring that the content being created is actually a business and not just for fun. (14:33) Aaron emphasizes the importance of building a brand through social media and the impact it can have on attracting potential customers, even if they may not immediately engage with content or make purchases. (17:25) Aaron discusses the value of effective sales scripts and the importance of not being too pushy. (19:59) Aaron believes that using carrier service centers for insurance sales could be more profitable than writing it in-house, as carriers can provide better cross-selling and take a lower commission. (26:20) Aaron discusses the importance of setting a minimum threshold for coverage and analyzing the profitability of different silos of the business. (29:22) Ryan and Aaron discuss the different types of agents in the market. (34:10) Aaron explains that referrals are essential for growing an agency. (41:07) Aaron believes that there is a place for both no-touch and touch in the industry, and the secret sauce is not about how to bring customers in the door but how to increase revenue per account each year. (44:33) Ryan mentions that an individual can be both a marketer and a salesperson and still care about the quality of customer experience. (50:27) Aaron mentions that traditional agencies that have not adapted to the changing times may face a day of reckoning. (53:56) Key Quotes: “The secret sauce is not worrying about how you bring them in the door but worrying about how each year, not just on rate, you increase the revenue per account.” - Aaron Gordon “I think that there is a day of reckoning coming for those random, older time agencies that haven't adapted at all.” - Aaron Gordon “The challenge that we have is that insurance isn't cool. And I think that one of the things that I at least tried to do and that I think you tried to do also is like, I want people to buy from the person. What I don't want is for people to think that this person is a jerk or this person doesn't know what he's talking about. - Aaron Gordon Resources Mentioned: Aaron Gordon LinkedIn Gordon Companies Reach out to Ryan Hanley Rogue Risk Finding Peak
In this episode of Power Women In Insurance, Teresa Kitchens sits down with Abby Wheeler, Co-Founder of Market Retrievers. Abby and Teresa talk about her company Market Retrievers and how they help agencies find their Marketing voice. Episode Highlights: Abby shares that her first job was with the state association for independent insurance agents, focusing on social media and SEO. (2:03) Abby explains that people are concerned with ROI, so it is important to have a digital footprint that is more than just a website. (7:06) Abby mentions that social media is essential for agency growth, it is also a credible source for other people to see that a company is doing something that works. (11:08) Abby discusses how she makes sure that the whole team is involved in social media. (15:00) Abby explains why men can be more resistant to change than women. (20:25) Abby shares how Market Retrievers brings together social media opportunities for virtual agencies or agencies that may not all sit in the same location. (28:10) Abby mentions that when they meet with a prospect for the first time, they provide an assessment of their current digital strategy, and look for areas of improvement. (30:45) Abby explains that businesses on social are becoming more relaxed, funny, relatable, and conversational. (38:07) Abby shares an experience where they filmed a 15 second video of a day in the life of an agency and it got 10,000 views on Instagram. (41:41) Key Quotes: “When we very first meet with somebody that's a prospect, we provide an assessment. So we go through all of their social channels, not just their digital presence, their Google My Business, everything, and kind of see areas of improvement, and we offer suggestions.” - Abby Wheeler “I think it all boils down to the little moments, the culture and agency of, someone brought their dog in today, or their two year old’s coming in today. Like, that's what people want to see. And that's the culture of your business. And that's what does well on social and that's what makes our job really fun.” - Abby Wheeler “We would love to have anyone that needs social media or even just the smallest amount of help. We have multiple tiers and we work with so many people that want to do the littlest thing or the whole enchilada. So we are very flexible. We're still new so we understand that people need different things.” - Abby Wheeler Resources Mentioned: Abby Wheeler LinkedIn Market Retrievers Contact Teresa Kitchens Sterling Insurance Group
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Andy Phillips, Author of Round Zero: Inside the NFL Draft. Andy discusses the Round Zero book, which focuses on the football draft process and gave him the opportunity to interview various individuals such as agents, coaches, players, and general managers to get a better understanding of what goes on in the months leading up to the NFL draft. Episode Highlights: Andy shares about his experience with the NFL draft process which led him to write a book where he interviewed agents, coaches, players, and general managers to understand what really takes place in the months leading up to the draft. (3:11) Andy explains how he pursued his passion project to write a book featuring 18 people and their stories where he wanted to ensure that those 18 people were happy with the book, but also hoped that readers would enjoy it and learn from it. (12:20) Andy mentions that he realized two important things while writing his book: he is better with deadlines and schedules, and he is more creative than he thought. (16:15) Andy shares how Aaron Rodgers, despite being a star quarterback, treated him with respect and kindness even though Andy was the last man on the roster. (24:00) Andy believes that Aaron Rodgers prioritizes earning respect from his teammates over media attention. (33:32) According to Andy, offensive linemen and wrestlers have distinct personality traits that can be recognized within a minute of meeting them. (38:56) Andy believes that persistence, listening, and providing value are key to success in the insurance industry. (44:38) Andy shares how his extensive studying of the playbook earned him the trust of his team and how putting in enough work and research can lead to job security. (49:29) Tweetable Quotes: “When you're organized and you're thinking and you're driven off of your career, you find yourself even more organized, even more motivated, and even more ready to succeed in the career too.” - Andy Phillips “Normally, I'm a very black and white thinker, I've never been great in the gray area. You know this, we live in the gray area. And the book actually helped me with that, because every chapter wasn't what I thought it would be. I had to live in the gray a little bit and when things didn't go exactly black or white like I'm used to, that helped me with work, that helped me with life and that's something I think I'd be able to carry a little bit more.” - Andy Phillips “I find that if you're persistent, and you have an ability to listen and provide a resource and provide value, you can have success in this industry.” - Andy Phillips Resources Mentioned: Andy Phillips LinkedIn Book: Round Zero: Inside the NFL Draft David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode of Agents Influence podcast, host Jason Cass is joined by Garrett Droege, Director of Innovation at IMA Financial Group, and Ruben Hassid, Founder of AI Chat.
In this episode of Agents Influence podcast, host Jason Cass is joined by Garrett Droege, Director of Innovation at IMA Financial Group, and Ruben Hassid, Founder of AI Chat.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Mike Seling, Vice President of Growth, and Jacob Geyer, Chief Insurance Officer at CompScience. Mike and Jacob discuss how CompScience offers a unique solution to the problem of workplace safety by utilizing computer vision technology and AI to detect potential risks and hazards in real-time. Episode Highlights: Jacob and Mike share their background and what led them to CompScience. (1:07) Jacob mentions that their mission is to use their technology to provide insights so that everybody can get home safely after their work shifts every single day. (4:18) Mike explains that CompScience provides free technology to pair with Workers’ Compensation policies for employers with existing video cameras, and pays agents commission in either case. (12:54) Mike mentions that they also offer Risk Reports that help employers benchmark their losses and forecast savings, which can result in upfront credit, better pricing, and a reduction in exposure over time. (19:03) Mike explains that they prefer to work with clients who have facilities with video cameras already in place or want to install them and that they do not sell or install cameras but offer solutions for contractors that focus on eliminating adoption hurdles and providing efficient services. (22:58) Mike mentions that although some agents may not see Workers’ Comp as their primary focus, there are agents who are taking a risk management approach and are interested in making workplaces safer for their clients. (29:18) Mike shares that when working on an account with a retail agent, they insist on doing a demo with the client and want to meet with key decision-makers to walk them through their platform and show them how they do the risk report. (32:23) Mike explains that they are committed to competing on every account they can by offering competitive pricing and technology to make workplaces safer. (43:44) Tweetable Quotes: “Our mission here really, is we want to use our technology and provide insights to people so that everybody can get home safely after their work shifts every single day.” - Jacob Geyer “We see what what people are doing when they think nobody's watching. So we're able to identify hazards better...And then really, at the end of the day, because of the use of video footage, we're shining a spotlight on the existing problem, better identify it, and then, frankly, work with that client to provide solutions.” - Mike Seling “We're not here to point fingers, we're here to provide solutions, to reduce risk, to have healthier workers and ultimately drive down their mind and lower their total cost of insuring risk.” - Jacob Geyer Resources Mentioned: Mike Seling LinkedIn Jacob Geyer LinkedIn CompScience David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode, James talks with Dane Williams, Insurance Advisor at Shoemaker Insurance Solutions. To learn more about Shoemaker Insurance Solutions, visit https://www.shoemakerins.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Dane shares his background and how he got into the insurance profession. (2:32) Dane mentions that Shoemaker Insurance has three divisions: commercial, personal lines, and group benefits which are part of the financial planning firm, which has been around for 35-40 years. (4:52) Dane explains that their financial planning clients make up about 35% of their personal lines book. (6:55) Dane shares what he learned when faced with managing a very large account. (15:35) Dane talks about their growth path and how Shoemaker Insurance has continued to learn and adapt to new areas of opportunity. (20:08) Dane explains the steps that are taken if Shoemaker Insurance has a producer that is not very competent. (23:37) Dane discusses how his local podcast got started and what inspired him to launch Key Exchanges in the 901. (28:19) Dane shares the process of having introspective moments while launching his podcast. (32:49) Dane considers insurance as the vehicle via which he is able to interact with, be around, be involved with, and love people well. (45:14) Key Quotes: “It's been unique to see that that's been kind of our organization's path and how we've consistently found this is new problem, a new struggle for us to try to overcome. Let's see how we do it. And it's going well, I'm excited about the growth .” - Dane Williams “I'm grateful to get to consume it all, let alone be a part and be friends with so many of you guys, because I know I am a drastically better insurance agent because of time spent with a lot of you guys even though you don't realize you were spending time with me.” - Dane Williams “I love people and insurance is the vehicle that allows me to interact and be around and be involved and love people well.” - Dane Williams
In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck sit down with Clayton Wood, Managing Partner at C.B. Wood Financial. They discuss pharmacy benefits and how they work in the P&C world and why P&C agencies should have a conversation with their clients about benefits. Episode Highlights: Clayton explains that the purpose of this series of episodes is to help P&C brokers and listeners understand that cross-selling may add an extra revenue stream to their business. (3:42) Clayton defines a pharmacy benefit manager in the industry. (4:22) Clayton discusses the importance of having a transparent pharmacy benefit manager. (7:30) Clayton mentions that some healthcare plans have a brilliant marketing strategy, but it is only to make employees pay more. (14:28) David explains to the listeners why service fees are valuable. (19:13) Clayton explains that in the P&C world, prescriptions are a problem for small businesses with 50 to 150 employees, and it will be one of their largest percentages of claims. (21:37) David believes that any P&C agency that does not even discuss benefits with its clients, whether they sell them or not, is allowing someone else to come in and have that conversation. (23:33) Tweetable Quotes: “What we're doing here on this four-episode series or more, if we decide to do more, is just to help the P&C brokers, the audience of this podcast, just understand that there is a way to add an extra revenue stream to their business by cross-selling.” - Clayton Wood “Putting a pharmacy benefit manager that's transparent is really important. Nowadays, there's a special term for them, they're called pass through PBM’s, which means they don't add any spread to the drugs, and they pass on 100% of the rebates.” - Clayton Wood “Any P&C agency out there right now, that is not even having a conversation with their clients about benefits, whether they sell them or not, is opening up an opportunity for somebody else to come in and have that conversation.” - David Carothers Resources Mentioned: Clayton Wood LinkedIn C.B. Wood Financial. David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Billy Van Jura. "Billy Van Jura is an unabashed slayer/supporter of innovation, agency model advocate and is intolerable of weak stuff. He has multiple length sticks to poke into the Hornet's nest." Bill Van Jura founded Birchyard LLC and is one of the most prophetic and antagonistic voices in the independent insurance industry. He's also among the most thought-provoking people I've ever met, and I relish every time we chat. Don't miss this episode… Episode Highlights: Billy and Ryan discuss content production quality. (4:42) Billy mentions that people should take the time to search for existing information before asking questions. (10:33) Ryan shares how COVID forced him to solve problems that he never had to solve before. (13:12) Ryan and Billy discuss Propeller Bonds and how it is a value add to the industry. (26:23) Billy mentions that he has met with basic insurance agents in New York who have been in business for 35 to 65 years, but are barely known and don't have a Google profile or a website. (46:55) Billy explains why he believes that the sooner we kill the romance of the independent agent, the better. (51:40) Billy discusses the potential of a large aggregator that could develop their own carrier if they were successful in developing an MGA program. (59:22) Key Quotes: “I believe the sooner we kill the romance of the independent agent, the better. You distribute insurance, get past anybody giving a s*it about you being local, because it's not important.” - Billy Van Jura “Where I get stuck is when the what happens next? Iroquois or any of these big aggregators, the sooner they really develop an MGA program, the sooner they really develop their own carrier, the more interesting it gets.” - Billy Van Jura Resources Mentioned: Billy Van Jura LinkedIn Birchyard LLC Reach out to Ryan Hanley Rogue Risk Finding Peak
In this episode of Power Women In Insurance, Teresa Kitchens sits down with Crystal Fox, Founder and Creator of Beauty Queen Insurance. Crystal is a new insurance producer who has decided to niche into the Beauty industry and has done a great job building her book and connecting with her clients. Episode Highlights: Crystal shares that her journey in the past year has been a whirlwind of growth and figuring out carrier services and state regulations and that permanent makeup is a bulk of their business, but it requires a lot of work due to different state regulations. (1:43) Crystal emphasizes the importance of meeting certain requirements such as completing 40 hours of training and five models to obtain insurance coverage for PMU services. (3:06) Crystal discusses how she manages the growth of her insurance business while creating standard operating procedures and emphasizing the importance of asking the right questions during initial customer communication. (13:53) Crystal explains the importance of honesty, and accuracy in filling out forms in the insurance industry. (19:50) Crystal mentions that private Facebook groups brought in a lot of business and that referrals played a key role in their growth. (27:59) Crystal shares that she plans to do more educational and engaging content using live videos and reels on social media to inform potential customers about creating LLCs and business structures. (33:56) Crystal mentions that she utilizes private Facebook groups to stay informed about new trends and services industry to provide quality service and remain competitive. (38:38) Crystal advises beauty professionals to have comprehensive insurance coverage that covers their personal and business needs, including all the services they offer. (45:17) Key Quote: “You put yourself out there, you tried. Maybe it didn't work, but that doesn't mean something else won't. So you keep trying.” - Crystal Fox Resources Mentioned: Crystal Fox LinkedIn Contact Teresa Kitchens Sterling Insurance Group
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bogus Handzel, CEO of Handzel & Associates. Bogus discusses the unique systems and processes that his agency has put in place to efficiently manage their workflow and handle a high volume of clients. Episode Highlights: Bogus shares that Handzel & Associates' niche is serving the Polish community in Chicago, and it was founded by his father, a Polish immigrant, who started the agency as a way to create a livelihood for himself. (2:22) Bogus explains that Handzel & Associates has a multilingual team, with 25 individuals fluent in Polish. In addition, one team member speaks both Spanish and English, making everyone on the team multilingual or trilingual. (3:36) Bogus discusses the need for understanding culture while evaluating non-standard policies, as each policy is unique and cannot be compared equally. (11:01) Bogus explains that Handzel & Associates outsources backend data processing and automates key renewal touchpoints, using third-party firms to pre-fill missing information and handle the data, leaving team members to concentrate on insurance negotiations. (13:12) Bogus shares about their past and current agency management systems. (20:00) Bogus discusses how the insurance industry has changed over time, with carriers now focusing more on direct writing and marketing. (22:50) Bogus explains the importance of offering different types of learning opportunities, the value of learning from others, and the advantages of sharing personal experiences and best practices. (27:02) Bogus discusses the challenges of initiating succession planning conversations with younger potential agency owners. (35:04) Bogus mentions that he only allows his staff to use technology after internally evaluating it for three months and ensuring it improves existing procedures and the renewal process, rather than merely throwing money at a problem. (45:20) Bogus discusses the significance of collaborating with other agency owners and seeking assistance when required since they are likely to have important knowledge and expertise. (49:44) Tweetable Quotes: “Don't be afraid to collaborate with other agency owners. Ask people questions, there are people that are going to be willing to help you because they've been in that position at one point. So, you got to put your pride aside sometimes and ask for help.” - Bogus Handzel “I don't let my team see anything unless I've internally tested it for three months. I need to know how it's going to affect everything that goes on in the agency, right? Because my approach to it is, there are so many shiny objects And if it's not improving a current process of mine, it doesn't make sense to add because it's just going to frustrate everybody.” - Bogus Handzel “I think one of the things is, you have to understand the culture. I wouldn't compare each policy the same way, it's not apples to apples, right?” - Bogus Handzel Resources Mentioned: Bogus Handzel LinkedIn Handzel & Associates Ltd David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode of Agents Influence podcast, host Jason Cass interviews Jon Spaugy, Founder of Agents Brokers United. Episode Highlights: Jon discusses the current state of the insurance industry in California. (3:06) Jon mentions that the biggest change in the insurance industry in the last 14 years has been in technology and the fact that agents no longer have to meet with clients face to face. (4:47) John explains that with the technology resources available in the insurance industry, insurance professionals can get to the personality traits and customer service work much quicker, leaving more time for the insurance agent to prospect. (8:10) Jon discusses what happened in the insurance industry when Proposition 103 was implemented, and how it connects to what is happening currently in the insurance industry in California. (12:34) Jon discusses the BIG Independent Group's Convention, including some of the speakers, and how the convention and tradeshow have grown from previous years. (14:37) Jon mentions that the first-ever National BIG Independent Group convention and tradeshow will be held in Las Vegas from May 1st to May 4th, 2023. (17:15) Jon expresses his love for the insurance industry and his desire to keep working in it in the future. (19:01) Jon mentions that the most growth in the insurance industry happens when there is the most disruption. (22:12) Key Quotes: “The more that this technology comes on, the more that we're able to integrate it, the more that we're able to get the customer service work done. That's actually the more time that we have to go out and prospect.” - Jon Spaugy “We've been a BIG Independent group for like the last 13 years. So as soon as we moved it out of California and went national, I think we did a real good job of getting the word out and promoting it. So we're actually going to be changing our name to Agents Brokers United. You know, that's been my whole theme the whole time, how to unite the industry.” - Jon Spaugy “You guys need to stay positive in this industry. And remember, a lot of times, the most growth you're going to get in the industry is when there's the most disruption. And, I think we have a lot of disruption right now. I think there are a ton of opportunities, don't give up, stick with it. We'll make it out of this and we'll be bigger than ever.” - Jon Spaugy Resources Mentioned: Jon Spaugy LinkedIn Agents Brokers United National BIG Independent Group convention and tradeshow Reach out to Jason Cass Agency Intelligence
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Simon Mainwaring, bestselling author of Lead With We & We First and the host of the We First podcast. Simon shares his insights on the importance of having a positive social impact as a business and how businesses can effectively brand and market their impact. Episode Highlights: Simon discusses how his experience as the Worldwide Creative Director at Olgivy, working on campaigns with big brands, including Nike and Adidas, shaped his first and second books. (2:55) Simon explains that the reality of the society we live in requires businesses to have a positive impact, and you have to communicate that story, which is what people will react to. (9:20) David believes that there's a lot to be learned from the big brands from a marketing standpoint. (15:38) Simon mentions that to avoid greenwashing, companies should establish a purpose, create a relational dynamic with customers, align their products with customer values, and regularly check in with customers to offer products that meet their changing needs. (17:32) Simon discusses the importance of building trust and understanding customers’ values and pain points to reverse engineer offerings and products, which leads to increased sales and customer loyalty. (23:12) Simon explains that in order to build a business by doing good, it is important to communicate in a collaborative way, using language that emphasizes mutual benefit, and to switch between self-directed signals and a collaborative sales process, as outlined in the book "Lead with We". (28:50) David discusses the importance of ingraining a consistent culture throughout an organization, which should be adopted by everyone from top to bottom and align with the organization’s core values, rather than just being implemented for the sake of increasing sales or profitability. (38:05) Simon mentions that aligning personal values with professional life can enhance personal well-being and improve business, leading to deeper connections, integrity, and authenticity in sales. (44:22) Tweetable Quotes: “It's not just about making money for money's sake, it's also about being sustainable and creating this sort of regenerative future.” - Simon Mainwaring “It's really about sales and it's really about doing homework on the companies or the customers you're talking to and really understanding where their pain points are. And reverse engineering out of that, you'll get a completely different result, you'll book a lot more business and they'll stay with you a lot longer because they like who you are and how you're showing up in the world.” - Simon Mainwaring “The book that I just came out with called “Lead with We”, was designed to equip us with the language that will allow you to communicate the right way, and to build your business by doing good.” - Simon Mainwaring Resources Mentioned: Simon Mainwaring LinkedIn Book: Lead With We Book: We First We First podcast David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode, James talks with Meg McKeen, Founder of Adjunct Advisors. To learn more about Adjunct Advisors, visit https://www.adjunctadvisors.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Meg discusses the importance of personal development and self-exploration, which led her to build a successful consulting career and helped her to create opportunities for others. (4:21) Meg shares how she struggled with being out of alignment in her traditional insurance job and how taking a year off to reevaluate and realign with her values led her to entrepreneurship. (8:05) Meg mentions the importance of energy alignment and cultural fit in hiring and leveraging existing strengths to attract and retain employees. (17:21) Meg discusses the changing nature of leadership in organizations, with a move towards more collaboration and buy-in from team members, driven by a younger generation of employees who grew up in a more collaborative environment. (22:14) Meg explains the need to support and empower women in sales who are seeking more challenge, opportunity, and money, rather than assuming they are content in administrative service roles. (27:42) Meg mentions that curiosity and humility are important in achieving progress toward a larger goal. (31:21) Meg discusses her experience as an entrepreneur and emphasizes the importance of perseverance and adaptability in overcoming challenges. (35:40) Key Quotes: “One of the things I've learned along the way is that we spend a lot of time and energy trying to be what we're not. And when we really sit with and honor who we are, that's when the magic happens.” - Meg McKeen “I believe one of the greatest missed opportunities in our business is the relationship that we have with ourselves, and really the deep understanding of who we are and what we stand for. And how we want to show up in this business is something that we are not taught as professionals.” - Meg McKeen “There are women who are craving more, more challenge, more opportunity, more money, but aren't being presented with the opportunities to get there and I think that's where we really get hung up. There are definitely plenty of people that are happy with the role that they have and don't aspire for other things. But I think we need to focus on the ones who are on the move." - Meg McKeen
In this throwback episode of The Power Producers Podcast, David Carothers interviews Clayton Wood, Managing Partner at C.B. Wood Financial. Clayton discusses how claims are paid in the industry and how C.B. Wood Financial is helping brokers deliver savings. Episode Highlights: Clayton explains that some clients and employees who go to the doctor to get a prescription or have surgery or imaging don't know how much their claim will cost until they get the EOB. (2:31) Clayton discusses the several factors of how claims are priced. (3:09) Clayton highly recommends Marshall Allen's book: Never Pay the First Bill because it provides a clear idea of how claims are paid in the industry. (8:27) Clayton explains C.B. Wood Financial's big win-win solution for its clients, which has been a huge success. (9:40) David mentions that finding individuals who are specialists in things you don't know about, in areas of coverage that you don't represent every day, will lead to significant changes in your book of business. (13:50) David explains that he was never interested in bringing benefits into the agency because it moves too quickly (14:43) Tweetable Quotes: “Glad we could help out some of these P&C brokers, learn how to help their plans, their client's plans. And ultimately, if we can show them that there's another strategy out there, they're the hero, you know, that's what we're trying to do make your the P&C broker the hero and deliver a ton of savings” - Clayton Wood “Find the people that are the expert in the little things that you don't know about in the areas of coverage that you don't represent every single day. And that ultimately is what's going to drive significant change in your book of business.” - David Carothers Resources Mentioned: Clayton Wood LinkedIn C.B. Wood Financial Book: Never Pay the First Bill David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
Jason Cass is the Managing Partner of The Insurance Alliance, Founder of Agency Intelligence, and Managing Partner of Virtual Intelligence. In this episode of The Ryan Hanley Show, Jason explains his newest project, IndieTech 2023 IndieTech 2023 is the first of its kind, Independent Agent Insurtech Conference. You do NOT want to miss this conversation... Episode Highlights: Ryan believes that valuing both the traditional and innovative aspects of the insurance industry is essential, but it's hard to find individuals who can excel in both. (5:27) Jason mentions being caught between the analog generation and the digital generation. (8:20) Ryan discusses the importance of self-awareness in leadership and personal growth, and how understanding oneself, learning from mistakes, and not being too hard on oneself can positively impact professional development. (18:42) Jason shares that he is realizing the importance of time as he is getting older and has decided to cut unnecessary things and focus on delegation, learning from mentors like Billy Williams and Miles Merwin and asking the right questions as a leader to manage his agency and mentor his team effectively. (20:31) Jason explains that investing in top talent is worth it, even if it means writing a six-figure check. (26:36) Jason discusses how he got the idea to create a tech showcase, IndieTech 2023, that will give independent insurance agents a unique experience. (36:29) Jason mentions that IndieTech 2023 includes educational paths in the morning and afternoon, and will also feature vendor booths with two large demo stages where attendees can learn about and demo products. (39:47) Jason explains that IndieTech 2023, is designed for young agents to learn about new technology in the independent insurance industry and features keynote speakers, CEOs from various insurance companies, and a technology incubator program to fund tech innovations for the industry. (42:43) Jason shares how he manages his bipolar disorder with medication and therapy and believes that mental illness can be seen as a strength in today's society. (57:33) Jason discusses how and where to find out more about the IndieTech 2023 conference and how to register. (1:07:20) Key Quotes: “I tried to figure out how I could create the customer journey so that as somebody walks through the exhibit, they walk through the customer journey, and they experience a technology that they would use at that point in time.” - Jason Cass “I think that that part of being open to understanding who you are and what you do is not giving yourself too hard a hard time when you make those mistakes, but just trying to learn from them.” - Ryan Hanley “I tell every vendor to IndieTech that I'm on, I'm doing this for you. And I tell it to every one of them. I don't have a dog in the fight. I don't have a tech company...we need a place where you can go.” - Jason Cass Resources Mentioned: Jason Cass LinkedIn IndieTech 2023 Agency Intelligence Virtual Intelligence The Insurance Alliance Reach out to Ryan Hanley Rogue Risk Finding Peak
In this episode of Power Women In Insurance, Teresa Kitchens sits down with Kaleigh Kitchens, Sales Executive at Sterling Insurance Group. Kaleigh and Teresa have a series chronicling her first year in the insurance industry. She was licensed in Feb 2022 and she is at the halfway point of her State Auto Commercial Training Program. They discuss her struggles, the challenges of working with family, and the experience of being a remote producer in a virtual agency. Episode Highlights: Kaleigh shares the highlights of her first year in the insurance industry. (2:55) Kaleigh mentions that each generation handles relationships, especially business relationships, differently, and adapting that in her role has been interesting. (5:06) Kaleigh shares her strategy for handling everything she had to accomplish for her CLCS exam, as well as how she digests all of the information, knowledge, and particularly the insurance terminology. (8:28) Kaleigh believes that the Auto State program has significantly helped her in building confidence and in her ability to communicate with a business owner. (11:54) Kaleigh explains that schedule blocking has helped her become more comfortable with her personal and professional schedules, allowing her to be more productive while working remotely for the agency. (20:14) Kaleigh discusses the most difficult aspect of her first year in the industry and how she dealt with it. (31:27) Kaleigh explains that understanding what keeps the client up at night is important because it lets you get out of your own way and have a good conversation with clients. (35:31) Kaleigh mentions that now that she's halfway through the State Auto program, she's thrilled to go more into marketing, the Chamber of Commerce, a little bit more outsourcing, and connecting with more young professionals in Denver. (40:14) Kaleigh discusses her most recent challenge and how having an icebreaker that isn't related to commercial insurance to first bring up with a business owner that adds value to them has been a game changer. (44:40) Kaleigh believes that the most significant developments in business right now are a wave of casualty, comfort, and a more natural relationship rather than the stereotypical suit and tie. (48:59) Kaleigh discusses the moment she made her first solid sale and how she felt about it. (51:18) Kaleigh discusses the importance of getting yourself ready and prepared for the day. (55:10) Key Quotes: “I'm not going to say I'm perfect. I'm not going to say I'm all-knowing by any means. I know probably 10% of each industry. But I wouldn't even know that 10% if it weren't for those steps that the state Auto Program put me through.” - Kaleigh Kitchens, CLCS “The industry itself is really robust and the fact that commercial lines specifically is working with countless other industries that you need to know the specialties of, and the ins and outs of in order to be a good agent for your client has forced me to be on top of my feet and to be aware of my surroundings and to take information in wherever I can.” - Kaleigh Kitchens, CLCS “Since I was virtual since I am also working with two different CRM systems through State Auto program and through Sterling, I feel like it just took me a while to get my butt into shape, just organize myself and figure out how to do so. And now that I figured that out, on top of the confidence of believing in myself, I feel like the possibilities are going to be limitless.” - Kaleigh Kitchens, CLCS Resources Mentioned: Kaleigh Kitchens, CLCS LinkedIn Contact Teresa Kitchens Sterling Insurance Group
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck sit down with Tim Rohling, Founder & President of Rohling Sales Growth Advisors. They discuss the many aspects of modern sales management and how to be a successful sales manager. Episode Highlights: Tim shares how he transitioned from engineering to sales and what he learned along the way. (2:29) Tim discusses the significance of shifting from an individual contributor mindset to a team coach mindset. (12:10) Tim mentions the factors he considers when determining whether or not a person will be a successful salesperson. (19:53) Tim explains that modern sales management includes not just managing a sales team, but also helping in the management of a brand, integrating marketing and human leadership, and establishing a method for creating a sales funnel. (24:52) Kyle shares how he got started in sales and how it has changed his life. (26:22) Tim discusses the factors he considers when developing a sales process. (33:02) Tim recommends that salespeople concentrate on progress rather than perfection because the idea of perfection itself is a myth. (37:41) Tim encourages management, leadership, producers, and sales representatives to discover ways to learn more about the technology tools at their disposal and to push themselves to learn something new every day, rather than simply taking it for granted. (38:16) Tim discusses what he loves about the tools available now for producers and sales reps. (41:52) Tim encourages sales managers to educate themselves and begin to stretch their thoughts in order to be more collaborative. (44:25) Tweetable Quotes: “I bring that analytic mindset, which I think you need now more than ever, not just in sales management leadership, but also as a producer or sales rep. You just need to have that analytical mind to start to analyze your own performance and bring that to the team as well.” - Tim Rohling “We have things in our mind that have worked in the past for other organizations. But every engagement is different. We need to understand you, because that's really the only differentiator that you have in your business with everything being so competitive, and then develop the process accordingly.” - Tim Rohling “A final message to sales managers, educate yourselves and start to flex your mind a little bit to be a little more collaborative.” - Tim Rohling Resources Mentioned: Tim Rohling LinkedIn Rohling Sales Growth Advisors The Growth Process Podcast David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode of Agents Influence podcast, host Jason Cass interviews, Lindsay Wallace, Marketing Coordinator at Independent Insurance Agents of North Carolina. Episode Highlights: Lindsay explains how she got into the insurance industry. (2:55) Lindsay mentions that it was eye-opening to see that companies are developing technologies specifically for independent insurance agents. (9:13) Lindsay believes that the most important aspect that IndieTech will take over is the relationship aspect since that is what differentiates independent agents from national companies. (11:36) Lindsay mentions that it will be really interesting to watch how the ChatGPT technology develops. (16:04) Lindsay explains that she finds marketing fascinating since it covers so many different aspects and there is a lot to learn about it. (18:06) Lindsay discusses her favorite three social sites and how she utilizes them. (20:04) Jason and Lindsay discuss the benefits of using AI over Google. (24:35) Lindsay mentions that she and her mom co-host The Insurance Refocused Podcast, where they interview people in the insurance industry and discuss what they're doing to stay up with the changing times. (27:05) Key Quotes: “I'm really enjoying working for the industry and not in the industry. And that's a distinction that I made pretty early on. Like, I'm not an agent, right? I'm not licensed and so I work for the industry, I bring value to people who are working in the industry. And I think I really enjoy that. And I think that that's something I want to keep pursuing.” - Lindsay Wallace “The important part that IndieTech is going to take over is going to be the relationship part. It's going to support the independent insurance relationship, because that's really what makes independent agents special from those national companies.” - Lindsay Wallace “I find marketing absolutely fascinating because it's such a mix of so many different things. And there's so much to learn about it.” - Lindsay Wallace Resources Mentioned: Lindsay Wallace LinkedIn Independent Insurance Agents of North Carolina Reach out to Jason Cass Agency Intelligence
Many insurance agents do a poor job of clearly explaining to their prospects and clients about what the insurance program covers or excludes. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how you can transition prospects into loyal, paying clients by being ultra-transparent and educational. Episode Highlights: Charles mentions that many insurance agencies do not have a formalized proposal. (2:05) Charles explains why you will lose clients and prospects if you confuse them. (4:47) Charles discusses a different way of meeting with prospects in order to win their business. (7:30) According to Charles, if you can explain how you'll be able to produce a better positive outcome, clients and prospects will be much more inclined to desire to do business with you. (12:58) Charles explains that you can win more clients by being more transparent and advocating for education. (15:36) Charles gives an example of how you could do a much better job of making your prospect or insured feel more comfortable with you. (17:16) Charles explains that prospects want to know that they purchased insurance from the right broker and that they have coverage with the finest provider at the lowest possible cost. (22:25) Charles makes a special offer to those who want to join the Permission Group Mastermind. (25:47) Charles discusses what's going on with Permission Group Mastermind. (26:37) Key Quotes: “The lack of education, the lack of understanding that the insurance buyer has about the entire insurance process is not your friend, it's your enemy.” - Charles Specht “This whole idea of how you can win more clients is by being more transparent, by being much more of an advocate for education, helping them actually see what they have what they don't have, rather than doing what lots of agents tend to do is they win a new client, and then they ghost that client.” - Charles Specht “I do believe that when you go into the mastermind, you're going to be in a much stronger position to actually win” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Group Mastermind Permission Network Insurance Agency, Inc.
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Stacie King, Digital Marketing Consultant, and Host of This Wobbly Life podcast. Stacie shares her wealth of knowledge on digital marketing strategies for agents and agency owners and discusses how her podcast helps to shine a light on the personal and professional successes of people with disabilities. Episode Highlights: Stacie explains that she has two businesses, Stacie King & Company, her professional marketing company, and Wobbly Girl, where she does her podcast to promote people who have disabilities and how they can have great businesses and lives and contribute to society. (8:01) Stacie discusses how she accepts her condition by using her voice to spread the message that individuals with disabilities are no different than everyone else, they just approach life in a different way. (13:46) Stacie discusses the organizations and clients she is currently working with, as well as her plans to expand. (18:45) Stacie mentions AI, content marketing, and employee advocacy as the top three trends she recommends people focus on. (21:13) Stacie explains the importance of identifying who your audience is and staying in front of them consistently. (24:40) According to David, the most successful businesses are those that are ready to humanize themselves. (28:02) David believes that if people's hearts are in the right place, it will show in their marketing message because they will be pulled to where their heart is. (34:58) According to Stacie, technology makes it easier to develop ideas, and it is ideal if individuals do it with their own voice; they may use AI, but they must not allow it completely replace their personality and message. (43:07) Stacie gives advice to new agents or new agency principals who are hesitant to engage in any form of digital or content-based marketing. (46:30) Tweetable Quotes: “There's a whole life out there that I feel that people just need to accept people no matter who they are. And this in 2023, if we're all about diversity and inclusion, that should be the practice. No matter who you are, and what organization that you belong to, you should make sure that everyone feels accepted and able to be themselves.” - Stacie King “Even after I stopped working with clients, you know, in the relationship, I really feel like I marry every client that I've ever worked with and we kind of lock arms. And we were cheerleaders and champions for one another.” - Stacie King “Once you become active, even if it's just social posts, then you can kind of expand and you can start doing video marketing. And you can start doing interviews in your community, talk to your clients, talk to people that you volunteer with, if it's your church, that's important to you start talking to people that you may know from church, that own businesses, doesn't all have to be about you. And if you need help, reach out to other people, whether it be me or others, there are others out in the industry that would be more than happy to give you advice.” - Stacie King Resources Mentioned: Stacie King LinkedIn This Wobbly Life podcast Stacie King & Company David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode, James talks with J.C. Wogomon, Owner and Founder of Catalyst Insurance Group. To learn more about Catalyst Insurance Group, visit https://www.catalystinsgrp.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: James shares how he and J.C. Wogomon met in Phoenix in April 2021. (2:03) J.C. explains that when he originally considered creating Catalyst Insurance Group, he had approximately a six-month runway, so the first thing he did was jump on as many podcasts as he could find. (3:00) J.C. discusses his beginnings and how he got into the insurance industry. (5:00) J.C. believes that the first two years of his insurance job were a learning process, but he is now confident in his ability to deliver. (14:56) J.C. discusses the most important lessons he learned as a captive agent. (21:39) James believes that there is a significant difference between being a professional salesman and being a hustler and higher-value prospects can detect when you are operating at a different level than your colleagues. (27:19) J.C. explains that the word Catalyst is derived from the idea of a condition, event, or person that has resulted in a significant change. (29:40) J.C. mentions that when he launched his agency, he had no perspective and that he would go into things without any preconceived ideas of how things should be other than what he learned on a podcast. (36:55) J.C. explains that their website is more than simply a digital brochure that visitors may peruse, it's truly an asset and tool in their agency that they utilize every day. (47:13) Key Quotes: “When I opened my agency, I had no perspective. And that was a blessing and a curse, right? I would go into things with no preconceived ideas of how it should be. Other than what I listened to on the podcast, that's how I've been able to build my agency the way that I built it, is learning from others.” - J.C. Wogomon “I would think in the way insurance is delivered to the customer has been probably the most dynamic eight-year gap in the history of our industry as far as the evolution of technology.” - J.C. Wogomon “I use our website, it's not just a digital brochure that people can go look at, it's literally an asset and tool in our agency that we use on a daily basis. We have so many internal forms hosted on our website that are internal facing for us to use so that we can input the information so that it'll digitally zap over to the other platforms that we're using.” - J.C. Wogomon
In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Clayton Wood, Managing Partner at C.B. Wood Financial. Clayton discusses how their company consistently reduces employer healthcare spending by 20-40%, and how they can assist agents not only getting more business but also maintain the accounts they already have by increasing stickiness. Episode Highlights: Clayton shares how C.B. Wood Financial found a niche in the healthcare industry, where companies with 50 to 500 people are large enough that their claims matter but too small to use large company strategies. (3:34) Clayton explains the 80-20 rule in the healthcare business and how it may help firms cut plan costs while improving benefits. (8:37) Clayton mentions that just by having enough strategies in their toolbox, businesses may produce huge savings for clients simply by knowing how to do it. (11:38) Clayton shares that they advise their clients to stay on their existing plan if it offers unbeatable pricing. (17:48) Clayton discusses how they bring in partners if they have questions they cannot answer themselves. (20:14) Tweetable Quotes: “Just by having enough strategies in your toolbox, you could deliver a significant amount of savings for clients, just by being able to know how to do it.” - Clayton Wood “We actually don't quote for clients anymore, for prospects anymore. What we've done is we've said, hey, look, send us your monthly bill, we're going to guarantee you a savings rate.” - Clayton Wood Resources Mentioned: Clayton Wood LinkedIn C.B. Wood Financial. David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
Asking for the signed Broker of Record Letter is hard enough, but what do you do if the prospect actually says no? Do you have a 'Plan B' or do you just rollover at that point and agree to blindly offer quotes? I would tell you that you need to stick to your guns, do not quote (yet), and utilize a 'Plan B' so the prospect will make a choice in your favor after they get a chance to test your Bugatti-like services. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches not only what the 'Plan B' ought to be but he'll give you the exact script to use when creating your own personalized 'Plan B.' MOREOVER..... stay tuned at the end to hear about the "Broker of Record Letter BOOTCAMP" Charles is putting on 3/24/23. You won't want to miss this one! For more details on it this live BOR training, check out: brokerofrecordletter.com Episode Highlights: Charles explains that Plan A is to have a strategy prepared for getting the Broker of Record letter signed on the first meeting with the prospect. (04:29) Charles discusses the percentages of insurance buyers who will sign your Broker of Record letter. (06:20) Charles shares the script that every agent should learn before asking the prospect to sign the Broker of Record letter. (09:47) Charles explains how to transition from Plan A to Plan B if the insured shows discomfort with Plan A. (11:27) Charles discusses why having free services on Plan B is important. (17:26) According to Charles, under Plan B, agents provide the insured with a strategy for what they will be doing in the future so that the insured may see the value they are receiving for the service being offered. (18:55) Charles explains that having a strategy that is still geared toward the Broker of Record letter will give positive results. (24:13) Charles announces the Broker of Record Letter BOOTCAMP, which will take place on March 24, 2023. (24:35) Key Quotes: “A professional has a plan. A professional has a strategy. A professional knows what they're going to be doing next. Even though you might not always know what to expect, you should always have a next step. Plan A, Plan B, Plan C.” - Charles Specht “In Plan B, you're giving the insured a plan on what you're going to be doing going forward so that they can see the value they're getting out of it.” - Charles Specht “Plan A is first and foremost, that's what we're working on first. Plan B, which is what this podcast episode is about, is sticking to your guns and not just giving in. But having a plan of attack that is still pushing towards the Broker of Record letter. Frankly, when you do that, you're going to have really, really good results.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Broker of Record Letter BOOTCAMP Permission Network Insurance Agency, Inc.
In this episode of The Ryan Hanley Show, Ryan Hanley sits down with Tim Hardcastle. Tim Hardcastle is CEO and co-founder of INSTANDA, a digital insurance solution for the innovative insurance professional. This is one of my favorite conversations on this podcast in a long time… The INSTANDA platform enables carriers and MGAs to create, build and implement complex insurance products in weeks or months. Capitalize on opportunities and be first to market while lowering overall TCO. Seamlessly integrate with your ecosystem and technology environment. Tim and Ryan dive deep into their entrepreneurial journeys as well. This is an episode you don't want to miss… Episode Highlights: Tim discusses what motivated him to launch INSTANDA. (3:35) Tim believes that a risk perspective is important in business and that every successful entrepreneur must have the belief, passion, and drive to do whatever it takes to get the business going. (8:12) Tim mentions that they launched INSTANDA in 2016 and that they are currently in 13 countries, with 80 clients, and a large workforce in the United States. (11:19) Tim discusses what makes a real policy management system different from the old agency management system that many people are still utilizing. (26:04) Tim explains that INSTANDA provides end-to-end service, including quotes, bind, service payment, and renewal, as well as simple claims. (30:25) Tim believes INSTANDA to be one of the few companies that innovated with agility, adaptability, speed to market, and no code narrative. (31:45) Tim discusses his observations on the insurance industry and the challenges it faces. (36:22) Tim mentions that their vision is to work with every Progressive insurer in the UK and US core markets. (37:52) Ryan discusses the distinction between growth agencies and lifestyle agencies, as well as how they leverage technology. (41:18) Tim believes that they are not the solution for everything and everyone right now, but they feel they can grow and give value to any progressive company. (46:24) Tim mentions that McKinsey Global Institute conducted a survey on insurtech and financial services and discovered that for every $1 of new revenue generated by new products, it is worth double the enterprise value of an existing core product. (49:15) Key Quotes: “Every successful founder has to have their belief, their passion, their drive, to take the steps necessary to do everything it takes to get the business going.” - Tim Hardcastle “To be successful, you have to be fueled by a purpose in why you’re doing it, that belief, and that comes from different places, I have it, you have it…but it's about the essence of human endeavor. And I love being in the industry, because you meet so many people that are motivated and excited by jumping that chasm, whether it's small or large.” - Tim Hardcastle “We love really difficult challenges because as you've seen, the technology is flexible you can genuinely mold it, meld it to your needs.” - Tim Hardcastle Resources Mentioned: Tim Hardcastle LinkedIn INSTANDA Reach out to Ryan Hanley Rogue Risk Finding Peak
In this episode of Power Women In Insurance, Teresa Kitchens sits down with Jason Cass, Founder of Agency Intelligence. Jason and Teresa talk about technology and how agencies can embrace it for a smoother operating office. Episode Highlights: Jason shares his journey and how, over the last five to ten years, he has truly settled into who he is in the insurance world. (2:11) Jason believes that his 2015 book "Customer Service Is Just For Play" is still relevant today, except that the tools mentioned in the book now use technology. (5:11) Jason discusses how he came up with the concept for IndieTech 2023, where agents can come to find the technology that is right for their business. (8:30) Jason explains that with AI technology inside their browser, people don't need API’s, integrations, or to go from one program. (13:06) Teresa discusses why agents must be forward-thinking, particularly when it comes to technology that bridges the gap between speed and information availability. (14:58) Jason explains that embracing AI technology is not a bad thing because it will improve what people do and make things easier. (16:49) Jason discusses the different activities planned particularly for IndieTech carriers and vendors at IndieTech 2023. (19:46) Jason explains how he creates a conference environment that isn't too overwhelming for agents. (21:38) Jason discusses Mitch Gibson and Krista Kautz's IndieSales for Young Agents agenda for the first day of IndieTech 2023. (25:13) Teresa mentions that one of her main goals is to be able to build a great agency where her staff and clients are happy and fulfill their goals. (32:18) Jason explains how easy technology can be. (34:12) Jason discusses how and where to find out more about the IndieTech 2023 conference and how to register. (36:59) Key Quotes: “When we did Agents Influence, it is important to know, this is still my motto and slogan today: It's to create forward changing momentum in the greatest industry God ever created by giving a voice to those who have no voice.” - Jason Cass “You've got to be an insurance agent, you've got to know what's going on to make and create software. So what we are seeing, we're starting to see a lot of independent agents who are making software for us.” - Jason Cass “AI is going to help you, it's going to know what you're doing and where you're going to be going. And it's going to be built right into your browser. It's going to be your buddy that's going to help you every day. I promise, it's coming and it's not far away.” - Jason Cass Resources Mentioned: Jason Cass LinkedIn IndieTech 2023 Agency Intelligence Virtual Intelligence Contact Teresa Kitchens Sterling Insurance Group
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Bob Saville, and Carson Saville of Saville Public Entity. Bob and Carson share their public sector knowledge and discuss how Saville Public Entity helps local insurance agents write and maintain their public entity accounts. Episode Highlights: Bob discusses the beginnings of Saville Public Entity and its path since the 1980s. (2:35) Carson mentions that he and Bob started Seville Public Entity with no employees, just the two of them cold calling every day. They now insure 35 states and around 350 towns and counties. (4:30) Bob explains that he now spends the majority of his time consulting with and helping agents. (9:04) Carson explains that the first thing they discuss in a city is their budget so that they can notify the client if there is anything coming up, such as a huge rate increase. (16:45) Carson mentions that the average size of a public entity with whom they operate ranges from 500 dollars to 2 million dollars. (21:04) Bob believes that the more educated an agent is, especially in the public sector, the better partner they are for them since they understand their value. (23:55) Bob and Carson provide some guidance to agents seeking to make it into a public entity (31:07) Bob explains that people need to comprehend the evaluation framework and how it will affect the city or the business. (44:54) Bob explains the importance of identifying the renewal due date and pricing on the front end before processing with the carrier. (46:31) Tweetable Quotes: “I think the more educated an agent is, even in the public sector, the better partner they are for us because they realize our value.” - Bob Saville “Most of our local agents, their biggest value added is that they're local, they know everybody in town, they can relate to the other employees.” - Carson Saville “You better know when the council is voting on this. And it's not always going before Council, some of your smaller towns and cities might not take a council but at some point, they've got to get this in their budget and the city manager's got to make a decision. So you better have your quotes ready and better have a game plan, or else you'll miss the boat.” - Carson Saville Resources Mentioned: Bob Saville LinkedIn Carson Saville LinkedIn Saville Public Entity David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In this episode of the Agency Intelligence podcast, host Jason Cass interviews Dale Langehennig, CIC, the owner of Texas Preferred Insurance. Dale talks about his shift from working in a prison system to the insurance industry and shares advice on how to overcome obstacles in your agency. Episode Highlights: Dale shares his background and his present career. (16:02) How did Dale shift his career from working in the prison system to the insurance industry? (24:03) What does Dale’s agency look like today and how many employees does he have? (29:16) Dale mentions the main goal that he wanted for his agency. (29:25) Dale shares where his second office is located. (29:39) What was the main change that Dale made? (32:37) Dale shares the most significant leading factor in his agency. (38:22) Dale mentions a piece of good advice from Michael Hyatt. (40:23) Dale shares why he wanted to get to a salesforce-based platform. (46:59) Dale mentions Michael Hyatt’s book entitled, Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals. (58:20) Key Quotes: “If we're going to focus on the negative, it just takes the legs out from under us to be able to move forward and have that positive momentum to win. I truly love to win more than I hate to lose because I know we're going to lose sometime. Just keep getting out there and winning.” - Dale Langehennig “If I've got to have a disclaimer on every single thing we do, I'm gonna find a better way. There's got to be something better than this.” - Dale Langehennig “When that obstacle is in front of you, don't go to the right or the left, or stop. Go straight through it and you will find the lesson that obstacle is teaching you. When you lose staff or that one major account or maybe things are happening in your family, you learn from that to do better.” - Dale Langehennig Resources Mentioned: Agency Intelligence Reach out to Jason Cass Dale Langehennig LinkedIn Texas Preferred Insurance Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals
In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Jason Cass, Owner of Agency Intelligence and managing partner at The Insurance Alliance. Jason explains the differences between IndieTech and InsurTech and how the technology can help independent insurance agents. Jason also discusses IndieTech 2023 and how it will be an experience for independent insurance agents and technology like none other. Episode Highlights: Jason explains the difference between IndieTech and InsurTech. (5:02) Jason discusses what excites him about IndieTech and what inspired him to bring together Indietech companies to create an experience for independent agents. (7:29) Jason highlights several things they're doing at IndieTech 2023 to benefit both attendees and vendors. (16:07) David mentions that the technology that integrates with the agency management systems is one of the most important changes he has seen in the last 18 to 24 months. (19:02) David believes that virtual professional companies are a big part of IndieTech because technology makes it possible. (20:53) David explains that we are now at a point where insurance agents may utilize artificial intelligence to create a video quote of themselves with their voice speaking to someone in their native language, even if they originally spoke it with someone in English. (27:54) Jason believes that no matter how great you are, no matter how much you learn a language, people will still butcher it. (33:03) According to Jason, putting AI within the browser removes the need for APIs and integrations since the AI can accomplish everything the company isn't already set up to do. (37:34) Jason discusses IndieTech 2023 and the programs scheduled from August 29th to August 31st, which will provide an experience for independent insurance brokers and the technology created for them. (42:29) Jason discusses how and where to find out more about the IndieTech 2023 conference and how to register. (44:52) Tweetable Quotes: “90% of the technology that they use is IndieTech. It's not InsurTech. It's a technology that is built specifically for the independent insurance agent, not for the captives, not for the banking industry, for independent insurance agents.” - Jason Cass “I'm trying to create an experience for the attendee, and for the vendor, so that it kind of puts it all together rather than everybody just walking around wondering what they're doing. So that's a couple of things that we're doing differently.” - Jason Cass “Let me tell you this, when you put AI inside the browser, listen to this, this is so important to the listeners…you eliminate the need for APIs and integrations because the AI can do whatever the company is not already set up to do.” - Jason Cass Resources Mentioned: Jason Cass LinkedIn IndieTech 2023 Agency Intelligence The Insurance Alliance Virtual Intelligence David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes
In Part 2 of this two-part episode, James talks with Aaron Farmer, Principal of Top Dog Pet Health Insurance, and President of California Flood Insurance. To learn more about California Flood Insurance, visit https://californiafloodinsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Aaron discusses how his agency initially planned to get homeowners insurance and how they ended up with a private flood program. (4:09) Aaron explains what a syndicate is and how Lloyds works. (10:45) James mentions that one of these days he'll find someone high up at Lloyds willing to go on a podcast episode. (13:07) Aaron explains that the broker's duty is to constantly run around to all the syndicates and have individuals lined up ready to drop their line down to add aggregate. (18:29) Aaron explains how he came up with the concept for Top Dog Pet Insurance and how he got Bradley Flower’s attention. (26:26) Aaron mentions that, for the agents, Top Dog Pet Insurance is simple, timely, the commission is good and they are not connected to any other carrier. (28:57) Aaron shares that Top Dog Pet Insurance provides clients with a unique URL that they can place on their website, in a marketing campaign, and in a welcome package, and the customer can quote and bind themselves while the agent is still paid a commission. (30:22) Aaron explains that the service on the pet insurance is fantastic because there is a vet chat available 24/7 or they can phone in. (31:29) Aaron shares that in the first two weeks, they had well over 100 individuals sign up. (33:27) Aaron mentions that he is looking for someone who writes a large policy out of pet insurance. (36:48) Aaron expresses his willingness to assist anyone in the business, young or old, who may need advice. (39:16) Key Quotes: “The service on this pet thing is tremendous. So, agents can feel very confident that if their customer calls in and needs help, their customer is going to be, ‘Wow, this was fantastic’. Because there's a 24/7 vet chat, or they can call in. And the agent doesn't have to do any service.” - Aaron Farmer “I got a lot of help through the last 24 years of being an agent…there's people always willing, that gave to me, that didn't have to, and I want to feel that I can give. This isn't about you know, selling anything. If I can give any advice, please just reach out. I'd be you know, I'd be honored to help anyone… young or old in the business.” - Aaron Farmer
