Agency Intelligence

Are you an insurance agent who has had moderate success selling insurance, but you just know you're not reaching your full capacity? Do you not have a strategic plan, or a step-by-step process to win new business, and you're merely quoting but not winning? That was the experience of Daniel Brookman, before joining 12X Commission Mastermind and implementing the training. Now, he's winning signed BOR's and building his Book of Business.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews Daniel to find out what is working for him now, what is he saying, and why did that large manufacturing account sign his BOR during their first meeting! Learn more about the 12X Commission Mastermind at this link: 12x.club Episode Highlights: Charles explains that in order to be a successful insurance agent, it is crucial to ask for what you want and to be a hunter, rather than a gatherer. (2:02) Daniel shares that he is an experienced insurance agent from Ohio, specializing in life insurance, but also writes commercial property and casualty policies. (5:32) Daniel mentions that joining the 12X Commission Mastermind has been hugely beneficial, particularly the two weekly calls with the group's leaders, which helped him maintain a productive mindset and keep prospecting as his top priority. (8:33) Daniel believes that the discovery interview is the most important part of the sales process. (11:51) Daniel discusses being explicit about what you are going to provide is a good way to contrast what you're capable of doing and willing to do with what the incumbent agent is doing. (16:30) Daniel explains that he used to cold call and quote policies, but after listening to sales and insurance-based podcasts, he realized the importance of having a specialized and differentiated approach to prospecting and messaging to stand out from competitors. (21:15) Daniel believes that transparency and explaining the process can help buyers understand how to get the best deal without hurting themselves in the long run. (25:00) Daniel explains that 12X Commission Mastermind offers a solution to those who are tired of the same old process of getting quotes and following policies, feeling stuck, and not standing out from others. (26:58) Charles discusses the benefits of being a member of the 12x Commision Mastermind program. (27:55) Key Quotes: “I still think the discovery interview is the most important part of the sales process, because you get invited in for a reason. And the number one thing you got to find out in that discovery process is, why are you there? Why did you get invited in?” - Daniel Brookman “The biggest benefit has actually been mindset. Having those two weekly calls with yourself and the other producers on there, and just keeping those ideas fresh, keeping prospecting, top of mind, it keeps me from kind of straying away, and, you know, kind of losing focus on what's most important as a producer, which is prospecting.” - Daniel Brookman “Now my prospecting is specialized. The messaging is not just industry specialized, but also specialized kind of talking and tailored to this process, and how I'm going to be different than just quoting your insurance.” - Daniel Brookman Resources Mentioned: Daniel Brookman LinkedIn Reach out to Charles Specht 12X Commission Mastermind Permission Network Insurance Agency, Inc.

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dulce Suarez-Resnick, Vice President of Sales at Acentria Insurance. Dulce discusses how Acentria Insurance leverages technology to streamline the insurance process and improve customer experiences. Episode Highlights: Dulce shares that she has been in the insurance industry for 37 years, starting at 19 after working as a clerk and discovering her interest in insurance. (3:19) Dulce mentions that she found her calling in the insurance industry by protecting people's homes and livelihoods. (5:52) Dulce discusses Hurricane Andrew and the subsequent changes in Florida, especially after the 2004-2005 hurricane seasons, transformed the industry. (9:03) Dulce mentions that the Building Code is the strongest in the US, but reinsurance is expensive and fraud is a major issue. (12:17) Dulce discusses the importance of regular maintenance for homeowners to avoid damages that insurance policies do not cover. (16:53) Dulce discusses the need to stop solicitation practices in Florida's insurance industry to protect consumers. (20:04) Dulce explains that Acentria Insurance writes citizens' policies only as a last resort for clients who cannot find coverage elsewhere. (26:09) Dulce mentions that people in southeast Florida have no confidence in Florida-only carriers. (28:15) Dulce explains that women in the insurance industry were not seen as agency owners or producers until recently, and it took determination and education to become successful. (39:22) Dulce explains the significance of mentorship and involvement in professional organizations for success in the insurance industry. (50:50) Tweetable Quotes: “I can help people protect themselves in the event and help them rebuild in the event that something bad happens...That whole experience...helping them rebuild their lives, really solidified my position in this industry moving forward.” - Dulce Suarez-Resnick “Right now the attitudes are different, the world has changed, the insurance world has changed, policies have more restrictions nowadays than they did before. But the one big thing that we can, as Floridians, we can be proud of, unfortunately, it's due to too much practice is that we know how to handle storms.” Dulce Suarez-Resnick “Now it's a matter of finding people to come into our industry. It’s not whether you're male or female anymore, or you're Hispanic or not. There's a huge shortage in our industry, of people wanting to come into our industry, and we have a lot of people that are retiring, or just leaving the industry because they've had it…but this is what I know, and this is what I love, and I have nowhere else to go but to stay in the insurance industry.” - Dulce Suarez-Resnick Resources Mentioned: Dulce Suarez-Resnick LinkedIn Acentria Insurance David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode, James talks with Wade Millward, CEO and Founder of Rikor. To learn more about Rikor, visit https://www.protectmyfranchise.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: Wade shares about his past missionary work in the Philippines, how he met his wife, and what led him to the insurance industry. (3:33) Wade explains that he is very interested in innovation and making new technology that gives clients more value. (10:36) Wade discusses what inspired him to start Rikor, the franchise insurance compliance company. (16:48) Wade shares an interesting story of how, with the support of his developer, he was able to build a tech team in China. (30:58) Wade believes that in the last five years, with digital distribution and insurance, as well as most of the InsurTech 1.0 that has come out, many have lost sight of the fact that business is really about trust. (35:22)  Wade explains that they provide a consultancy service to franchisors and assist them in establishing the right insurance needs for the whole brand to protect their brand from reputational damage and unintentional exposure. (36:22) Wade mentions that Rikor provides free software insurance verification because they believe they can monetize it in a different manner. (37:33) Wade shares that he changed all of his company's insurance language because he believes language has power and influence and he didn't want to be a traditional shop. (39:45) Key Quotes: “I was very interested in innovation and creating technology to be able to differentiate ourselves and to provide value to customers.” - Wade Millward “Hard times make strong men and what that requires you to do is to adapt and to innovate.” - Wade Millward “I've changed all the language. I don't use Account Executive, I don't use CSR. I believe language has power and influence. And so, I didn't want to be a traditional shop. I didn't want to be a traditional insurance agency. And so all the language is different.” - Wade Millward

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 Clayton's book, The Chronic Cost, and how it can help companies with 50 to 500 employees better understand and save money in the employee benefit buying process. Episode Highlights: Clayton explains that the book, The Chronic Cost, was written to be concise and understandable for everybody. (3:06) Clayton shares that the book The Chronic Cost also goes through how you can economically get to a company with 50 employees. (4:32) Davis mentions that putting something in print that you can hand to people gives you more credibility because not everyone is into the digital age and some people would rather just read a book. (5:34) Clayton discusses about the great feedback they have received since the book came out and how some clients got in touch with him after not hearing from them for a while. (7:59) Clayton explains that having the goal of signing up clients for a monthly subscription has a strong connection with having recurring revenue. (11:11) David explains that people that are looking to write a book have to integrate the traditional and digital print of their books. (13:14) David shares how people can get a free copy of the book. (14:56) Tweetable Quotes: "We wanted to be concise to the point and make it understandable for anybody, but the book is meant for anybody in the buying process of employee benefits we target in the book." - Clayton Wood "We're just trying to find another avenue to share our ideas with people because everybody needs to talk in a different way." - Clayton Wood "I think that sometimes we get so caught up in the digital age that we forget, not everybody's caught up in the digital age is what we are. There are people who would prefer to just get a book and read it." - David Carothers Resources Mentioned: Clayton Wood LinkedIn C.B. Wood Financial. Book: The Chronic Cost David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

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 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