Agency Intelligence: The Insurance Podcast Network

In this episode, James talks with Chris Cline, the Executive Director of the Agents Council for Technology with Big I. To learn more about Agents Council for Technology with Big I, visit https://www.independentagent.com/act. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Introduction to Chris Cline and his role as Executive Director of the Agents Council for Technology with Big I The Big I’s national model and its impact on State Chapters Chris Cline's diverse career journey The inception and evolution of technology in insurance Impact of relationships and networking in the industry Future of the Agents Council for Technology and its role in enhancing industry collaboration Chris' perspective on personal and professional growth

(First, go check out www.microniche.club to see what this is all about) - Do you feel like you're struggling setting enough new business appointments or not winning enough new clients? If that's the case for you, I would say it's likely due to a lack of focus in a narrowly defined Micro-Niche. Most producers struggle or don't make the kind of income they want or know they're capable of making because they are prospecting on the WRONG types of accounts. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will teach you about why you need to choose a Micro-Niche in order to accelerate your sales career and make more commission. And, the starting point for you is to first visit: www.microniche.club Key Topics: Micro-niche importance - check out www.microniche.club Leveraging micro-niches for business growth Effective strategies for selecting a micro-niche Success stories from micro-niche strategies Impact of micro-niching on appointment setting and client acquisition Long-term benefits of micro-niching for agents and agencies Reach out to Charles Specht Visit: Permission Network www.microniche.club Produced by: PodSquad.fm

In an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that expertise. He takes a wealth coach's viewpoint to advice, understanding how to ask the right questions and unlocking a client's inner wisdom to finding solutions. From flying jets in the Navy, founding and selling a company, coaching other founders and more, Mike is able to draw upon his experience and create content that appeals to his audience. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Unbreakable Wealth: https://unbreakablewealth.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Mike Brown: https://www.linkedin.com/in/mikebrownactual This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

In this episode of "Talkin' Tech" on the MVP Podcast, Danny Lawrence sits down with Elliot Bassett, President of Ellerbrock-Norris, Co-Founder of LAUNCH, and Co-Host of Getting Past the Premium Podcast. Elliot talks about how to effectively identify client issues and provide impactful solutions. It is crucial to thoroughly understand their unique challenges and requirements. Finishing with how you differentiate from competitors and effectively communicating the urgency and benefits of your solutions involves clearly articulating your unique value propositions and success stories. Episode Highlights: Introduction to consultative risk advisory models The importance of having a structured sales process Transition from transactional to consultative selling Utilizing technology to enhance client engagement and problem-solving Building and licensing innovative sales software Strategies for uncovering and addressing client pain points The future of insurance technology and its impact on agency operations Resources Mentioned: Elliot Bassett LinkedIn Ellerbrock-Norris LAUNCH Getting Past the Premium Podcast. Danny Lawrence LinkedIn Reach out to Mitch Gibson Produced by: PodSquad.fm

In this episode of Power Women In Insurance, Teresa Kitchens explores the stages and opportunities for virtual options inside an agency. Key Topics: Exploring the concept and challenges of virtual agencies Variability in virtual setups from partial to fully remote Essential tools for virtual work include VOIP and VPNs Gradual adaptation starting with flexible work policies Importance of maintaining culture and security in virtual setups Virtual teams enhance productivity and geographic diversity Regular virtual meetings maintain team cohesion and efficiency Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by: PodSquad.fm

In this episode of Agency Intelligence podcast, host Jason Cass interviews Whitney Ricci, President of Ricci Insurance Group. Key Topics: Introduction to Whitney Ricci and her unique approach to insurance The journey of scaling Ricci Insurance Group from scratch The strategic decision to over-hire and the benefits of having a “bench” Importance of data-driven decisions in refining business operations The transformative impact of selective client engagement and saying "no" Whitney’s advice on leadership and cultivating a growth-oriented team environment Reach out to: Whitney Ricci Jason Cass Visit Website: Ricci Insurance Group Agency Intelligence Produced by: PodSquad.fm

In this episode, James talks with Niki Henley, Owner of Extra Mile Insurance Solutions. To learn more about Extra Mile Insurance Solutions, visit https://www.extramileins.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Niki shares her early career path and rapid shift to agency ownership Importance of technology and automation in scaling insurance operations Utilization of social media and video for market leadership Strategies for navigating hard market conditions effectively Emphasis on education and learning within the insurance field Challenges and opportunities of running an agency in a competitive environment

There are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms. Learn the benefits of splitting commissions, saying no to certain clients, focusing your time and energy in the right place and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Keyes Coverage Insurance Services: https://keyescoverage.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Ryan Garzon: https://www.linkedin.com/in/ryangarzon This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

In this episode of Power Women In Insurance, Teresa Kitchens discusses how to lead in this market and how to make a difference in the future of this industry. Key Topics: Importance of leadership in today's challenging insurance market Broadening the definition of leadership beyond official titles The role of awareness and proactive steps in effective leadership Mental health and operational efficiency in leadership roles How to innovate and inspire within a team setting Encouragement of personal and professional growth through leadership Ways to implement leadership strategies practically and effectively Connect with: Teresa Kitchens Visit Websites: Sterling Insurance Group Produced by: PodSquad.fm

In this episode of Agency Intelligence podcast, host Jason Cass interviews Elliot Bassett, President of Ellerbrock-Norris, Co-Founder of LAUNCH, and Co-Host of Getting Past the Premium Podcast. Key Topics: Impact of Apple Podcast's algorithm changes on listener numbers Transition to a consultative selling model at Elliot’s firm Importance of effective prospecting in sales Building and maintaining Centers of Influence (COI) Structured referral process introduction Utilizing technology to enhance human interactions in business Embracing continuous adaptation and learning to leverage technology Reach out to: Elliot Bassett Jason Cass Visit Website: Ellerbrock-Norris Agency Intelligence LAUNCH Getting Past the Premium Podcast Produced by: PodSquad.fm

Mother’s Day seems like a silly holiday! Well, at least that's the perspective of guest hosts Missy Garcia and Grace Angel on the Stuff About Money podcast. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Xavier Angel, CFP®, ChFC®, CLTC, step back as their daughters take the lead in discussing the significance and value of their mothers and mothers everywhere. Episode Highlights: Grace and Missy share their perspectives on Mother's Day. (1:07) Erik discusses how mothers provide security, hope, and significance throughout life. (7:23) Xavier believes that mothers are the backbone of the family, providing security and support. (11:00) Xavier mentions that mothers serve as nurturers by nature, providing a soothing presence and grounding influence, even in times of conflict. (17:59) Missy shares that expressing appreciation and kindness towards mothers can be shown through gestures such as making breakfast in bed or simply being nice, giving hugs, and smiling. (20:20) Grace and Missy each share their favorite quality about their mother. (23:55) Key Quotes: “My mom to this day makes me feel significant. The whole world could be against me. I think my mom would still make me feel significant. ” - Erik Garcia, CFP®, BFA “I'm a better person, you know, physically, spiritually, from a professional standpoint. She's made me a better person all around.” - Xavier Angel, CFP®, ChFC, CLTC “My favorite quality about my mom is I like having quality time with her. But, I like how I feel like we have a lot in common for most for most things. So, I think that's one of my favorite qualities about my mother.” - Grace Angel. “My favorite quality about my mom is she's always kind to me and she always loves me, no matter what I do. She always loves me.” - Missy Garcia Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

There are a lot of male, pale, and stale insurance agents out there who think winning a new client by anything other than with a handshake and a "napkin deal" is unethical. Well, I kindly disagree. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains why the BOR is an ETHICAL instrument used by the policyholder to ensure great service. And, also, how you can use it to win new clients. Episode Highlights: Charles shares a story about his neighbor Fred, who was so focused on keeping his lawn in perfect condition that he ruined relationships with his neighbors, and compares that to many insurance agents who are set in their ways. (1:55) Charles mentions that the history of the insurance industry was constructed on the shoulders of many outstanding individuals over many decades but it is largely dominated by white older males. (4:20) Charles discusses what a Broker of Record (BOR) letter is and what purpose it serves. (7:18) Charles explains that the BOR letter is the insurance buyer's final recourse. (11:03) Charles believes that the BOR letter makes perfect sense and that it is the insurers' greatest chance to get a great deal. (14:59) Charles explains that you do not need to tell the insured what they need; you just need to provide what you can. (19:41) Charles mentions that we live in the era of social media, the internet, and email, and we don't have to be there face to face to win an account. (22:21) Key Quotes: “I actually say the Broker of Record letter is ethical. The insurance industry is an ethical industry, we don't allow things that are unethical to take place in the insurance business. We just don't let that happen.” - Charles Specht “The more that you are singularly focused in one main particular area, the more likely you will be successful. And, you will be successful because you are repelling all the people who will not be your client and you are absolutely hyper attracting those who will be your client.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

In this candid and revealing conversation, James interviews the three most senior members of the RiskWell team. This special two-part episode gets into origin stories, and personal anecdotes and goes deep into how RiskWell operates in the marketplace. To learn more about RiskWell, visit https://www.riskwell.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Implementing structured processes in insurance Specialization and scalability in business operations Leveraging past experience for better client relationships Adapting services to client needs and service improvement Enhancing team dynamics and communication Strategies for future growth and maintaining client relationships

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Shawn Myers, CEO of Iron Insurance Partners, the agency featured on the May 2024 front cover of Rough Notes Magazine. Key Topics: Shawn Myers reacts to his agency being featured on Rough Notes Magazine's cover Discussion on the merger that formed Iron Insurance Examination of the synergies between merged agencies Overview of Iron Insurance's risk management strategies Importance of culture and team dynamics in management Introduction of a producer pathway to ownership Insights into the agency's community engagement and philanthropy Reach out to: Shawn Myers Jason Cass Visit Website: Iron Insurance Partners Rough Notes Magazine  Episode Sponsors: The McGowan Companies – Insurance Products: This episode is brought to you by The McGowan Companies. For more information about our new, exclusive cannabis insurance product, visit mcgowanprograms.com/frontcover Fortegra: This podcast is sponsored by Fortegra. For over 45 years, we’ve delivered innovative risk management solutions. Fortegra is more than a specialty insurer – we’re the partner committed to your success. Produced by PodSquad.fm

Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies in your agency, and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Brightside AI: https://brightsideai.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Aaron Ammar: https://www.linkedin.com/in/aaron-ammar-14a41022 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

In this episode of Agents Influence podcast, host Jason Cass interviews Jackson Fregeau, Co-Founder & CEO of Quandri. Key Topics: Background of Jackson Fregeau and the inception of Quandri. The evolution and potential of RPA in financial services. Challenges and solutions in deploying automation in the insurance industry. Quandri's specific automation solutions for insurance agencies. The role of RPA in reducing manual tasks and increasing operational efficiency. Future prospects for RPA technology in various sectors. Discussion on industry adaptation and the integration of new technologies. Reach out to: Jackson Fregeau Jason Cass Visit Website: Quandri Agency Intelligence Produced by: PodSquad.fm

In this candid and revealing conversation, James interviews the three most senior members of the RiskWell team. This special two-part episode gets into origin stories, and personal anecdotes and goes deep into how RiskWell operates in the marketplace. To learn more about RiskWell, visit https://www.riskwell.com. Visit https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Introduction of the Executive team at RiskWell and their roles in the agency Reflections on the growth and evolution of the podcast from its early episodes The challenges and advantages of working remotely and the dynamics it brings to the team Insights into the culture of innovation and willingness to experiment within the agency Discussion on the impact of personal growth on professional development within the company Exploration of the unique management style and team interactions at RiskWell Plans and visions for the future of RiskWell and its continued evolution

In this episode of The Power Producers Podcast, David Carothers interviews John Barfield, focusing on the critical aspects of the insurance industry. Here are the key topics they discussed: Key topics: Importance of Relationships and Trust: Emphasizing the need for agents to build genuine, long-lasting relationships with underwriters and wholesalers to navigate through tough market conditions effectively. Complete Submissions for Underwriting: Highlighting the necessity for agents, especially new ones, to provide thorough and complete information in their submissions, such as exposure bases, supplemental applications, premium targets, and loss histories. Education and Communication: The need for ongoing education of agents about the importance of accurate and complete information in insurance submissions and maintaining transparent communication with underwriters. Choosing Wholesale Partners: Advising agents to focus on building relationships with a select few trusted wholesalers instead of spreading efforts thin across many, to ensure more reliable and efficient service. Action Items and Follow-ups: Educate new agents on the importance of thorough submissions. Encourage agents to build and maintain relationships throughout the year, not only during transaction periods. Follow up with agents who attended the Producers in Paradise conference to strengthen new relationships. Provide contact information for Braishfield for further inquiries into their services and specialties in both admitted and non-admitted solutions. This episode serves as a comprehensive guide for insurance agents on the importance of building strong professional relationships, providing complete and accurate submissions, and choosing the right partners to work with in the industry. Connect with: John Barfield David Carothers LinkedIn Kyle Houck LinkedIn Visit Websites: Braishfield Associates Florida Risk Partners The Extra 2 Minutes

Lies, lies, and more lies. So very often that's all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and--even--use it to win more signed Broker of Record Letters. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you about why prospects are lying to you and then provides a few tips (tactics) about how to overcome these roadblocks and get the prospect to finally tell you the truth about what you have to do to win their business. Episode Highlights: Charles discusses why some insurance industry prospects are liars. (2:07) Charles shares a quick story about when he was relatively new in the insurance industry and discovered that the insured was lying to him. (3:18) Charles explains that just because you make an appointment doesn't imply you're meeting with someone who will really give you a chance. (5:48) Charles mentions that he simply cannot be someone's agent unless they are willing to terminate their relationship with their current agent. (8:30) Charles explains that in sales, you get what you ask for and will not receive what you do not ask for, and you must push because the insurers are lying to you. (11:26) Charles believes that as an insurance agent, you are your own biggest hurdle. There are factors blocking you from attaining what you want, and you need to recognize them so you can delegate, remove, or overcome them. (13:05) Charles discusses what happens if insurance agents don't put up rules of engagement. (19:09) Charles explains that since prospects don't understand how insurance works behind the scenes and are trying to figure it out for themselves, they often say things to insurance agents that they believe insurance agents want to hear in hopes the agent will do a better job for them. (20:52) Charles emphasizes the need for insurance agents to continue to push if they do not feel like they have a clear idea of what the insured will do to make their decision on which agent they will do business with. (22:38) Charles discusses one of the most important things he believes insurance agents should do when interviewing prospects. (24:36) Key Quotes: “Insurance agent, you are your own biggest hurdle. There are things that are stopping you from getting what you want. You need to be able to figure those out, identify them, label them if need be so that you can either delegate out the issue to somebody else, remove it altogether, or figure out a way in which to overcome it.” - Charles Specht “What I'm really trying to get to at the core of this podcast episode is that your prospects, because they don't understand how insurance works behind the scenes, they're trying to figure it out themselves. And so, many times they are saying things to you that they think you want to hear that's going to cause you to do a better job for them.” - Charles Specht “One of the main things that I think you need to do when you are asking questions of your prospect is, one, you need to find out how many years they've been with their current agent. Anything that is three years or longer is a red flag to me.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.

How are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their firms, tapping outside resources and more to beat their growth goals. Andy and Elliot dive into sales training and not only finding good talent, but training them to succeed. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com FirstChoice, a MarshBerry Company: https://www.marshberry.com/solutions/aggregation/about-firstchoice LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a Andy Mathisen: https://www.linkedin.com/in/andy-mathisen This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.