Agency Nation Radio

The Agency Nation Radio podcast network features today's top insurance industry personalities. Marketing, sales, technology, operations and procedures are just some of the topics you'll hear on a regular basis.
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Now displaying: 2018
Nov 21, 2018

Are hard to care about until they start costing you business, but once they do is it too late?

It's certainly a question and answer you shouldn't want to wait around to find out.

Going on the offense with the tools and technology your agency deploys to get attention is a pretty solid idea.

Regardless of the medium, you have the ability to weave your personal story and build relationships at an unimaginable scale.

That's what I talk to Jeff Teschke, Founder and CEO of Forge3, about his experience getting agents excited about making an impact.

Don't miss your chance to learn from Jeff at Elevate 2019, get your ticket now!

P.S. Seriously, this might be the most practical, get results now session of the entire conference.

Nov 20, 2018

Starts with having the ability to potentially own your book of business and encourage long-term success.

It's a shortsighted problem we bring on ourselves by overvaluing and misjudging the real owner of the relationship.

If we're all operating with enough confidence, it shouldn't matter because there'll be enough to go around and send the best possible message.

Instead of creating a culture that deters success and scarcely hordes business in spite of abundance.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about what it meant to him not losing everything.

P.S. There's a lot of abundance getting passed around in here.

Nov 19, 2018

Not just because that's the most effective business strategy, but because that's the world they grew up in.

The recruiting epidemic is a constant conversation throughout the industry so much so we might see a few support groups start forming.

Insurance has a problem attracting new, fresh, young talent, mostly because of the stereotypical image it currently carriers.

Maybe we've been going at it all wrong, instead of trying to find new people to make it different, maybe it's our job to make it specifically different first?

That's what I talk to Harrison Scheider, of Brown & Riding Insurance, about how he got so specific about his insurance.

P.S. There's a lot of future experts getting specific here.

Nov 16, 2018

It's very possible your agency could have an incivility problem and not even know it. 

What might seem like a harmless conversation to you could be a big deal to someone else.

Getting a handle on this type of behavior should be at the top of every agency owners list.

It could be as simple as creating an environment that is equipped and prepared to handle different opinions with respect. 

That’s why I assembled some of the best leaders in the industry whose mission is to figure out the best way to include everyone. 

I talked with Alex Dopazo, Quincy Branch, and Whitnee Dillard about how long we have until it's too late.

P.S. This is the one place every opinion is encouraged.


Nov 15, 2018

The most important thing you can do is identify as quickly as possible what works best for you.

The reason that's so important is that if it's not something specifically tailored to your needs the hard it'll be to achieve.

It almost doesn't matter what it is, as long as you can mathematically sell enough of it, to ultimately reach your sales goals.

The longer you delay making that identification and commitment, the longer you delay your potential expertise.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he starts to zero in on what's worked for him.

P.S. This is a good place to help figure out your success.

Nov 14, 2018

It starts by sticking to what you're good at and building a system that allows you to inspire.

During that process, it should become clear what direction your agency should be running in.

Because when you consistently stay the course that lets your people experience that dedication to a vision.

While change is good, doing consistently and radically only weakens your teams desire to follow you.

That's what I talk to Matt Naimoli and Zack Gould, of G&N Insurance about as they continue to double down building a dynamic culture.

Don't miss your chance to learn from Matt and Zack live at Elevate 2019, get your ticket now!

P.S. Seriously, I can already hear the "I didn't go to Elevate 19" regret building.

Nov 13, 2018

It's going to be a lot harder to do if you don't know what it will take to get there.

Which might be an embarrassingly obvious statement, however, a larger number of agents still struggle with.

Just because there's a hand full of XYZ businesses around your area doesn't mean they will be the best bet moving forward.

Once you figure out who those people are, the faster you can move on to achieving those numbers.

That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about his goals and how he can reach them.

P.S. Seriously, there's going to be a lot of reaching and growing at Elevate 19. You should come.

Nov 12, 2018

It's the only thing you can do if you don't want to look really bad doing a good thing.

Helping organize and execute community events is something that comes second nature to most insurance agents.

But how do you make sure people know you were there without taking the spotlight away from the reason people were?

The simple answer is, "Tell the story," but of course that's much easier said than done.

That's exactly why I wanted to call up my friends Adam Sheridan, of Reed Brothers Insurance, about the upcoming story he's struggling to tell.

P.S. We're waiting to help improve your storytelling so you can start winning more.

Nov 9, 2018

Most of the time it started with something unexpected and ended with your ability to make a difference.

Once you're exposed to the power of being there for someone on their worst day it makes it hard to want to do anything else.

Then your mission becomes finding new ways to do old things.

Which might involve sneaking some implied video authority from someone else.

That's what I talk to Scott Greene about his journey joining the industry with Elliott Insurance and

Don't miss Scott live at Elevate 19 sharing his secret to branding himself inside other businesses.

P.S. This is another good place to learn how to stay in the industry.

Nov 8, 2018

First, it all starts with realizing you can't do everything and that you don't need to hire the people you think.

Getting someone else to handle the majority of the marketing duties is a huge step in the right direction.

The more important question should be focused on where they need to be handling them from?

Because the more things you need one person to do, the harder it is to find them.

That's what I talk to Michele Linca, of Linca Insurance, about her quest in finding such a valuable resource.

P.S. You shouldn't also risk missing Elevate 19, some have called it the greatest conference in the industry.

Nov 7, 2018

Which shouldn't be confused with trying to create the best videos for your agency.

Focusing on what happens when you get in front of the camera instead of how to do it is a subtle mindset shift that can go along way.

Yeah, it's important for things to look and feel a certain way, but aren't the ultimate benchmarks to determine success.

It might all start with viewing video as part of your everyday work to continuously and consistently grab that attention.

That's what Sydney Roe talks Phil Nottingham, of Wistia, about how your agency can easily make those changes.

Don't miss your chance to learn from Phil live from the Elevate 19 stage, so be sure to grab you ticket today!

Also, make sure you connect with Phil:


P.S. Seriously, this amount of video marketing fire needs to be handled in a controlled environment.

Nov 6, 2018

You'll notice that you've just made it a lot easier for people to learn how much you know about insurance.

It's definitely a difficult place to get to because just the idea of producing video consistently sounds daunting.

However, once you realize that all the power lies in starting instead of perfecting will have you never looking back.

The more efficient your process is the more you'll notice getting done, which will ultimately make the phone ring.

That's what I talk to Avery Moore, of ECI Insurance, about as she finally took her first step off the video ledge.

P.S. This is a good place to learn what to do next.

Nov 5, 2018

It all starts with over communicating everything to make sure everyone knows what needs to be done.

This needs to happen the entire time something bad is happening to your client.

Because it only takes one missed phone called to ruin the entire experience for everyone.

That means you better have relationships ready across all your carrier claims teams to make sure that doesn't happen.

That's what I talk to John Bachmann about as he shares his experience from the trenches to improve how you make bad things better.

Make sure to connect with John o LinkedIn.

P.S. Joining the Agency Nation newsletter might be able to do something like that.

Nov 2, 2018

It might sound counterproductive, but that's how you look and sound different than the big boys.

They're always telling everyone what to do instead of asking what might be best.

It seems simple enough, but caring more about the outcome they want can seal the deal.

That combined with a mindset of positivity is all the power you need to punch above your weight. 

That's what I talk to Ryan Collier, of Risk Placement Services (RPS), about as he shares where his disadvantages got him.

Also, be sure to connect with Ryan on LinkedIn.

P.S. This is another good place to go to keep winning. 

Nov 1, 2018

You have to know who you're meeting first way before you plan anything else.

Sure, there's basic tactical knowledge required to properly execute proper marketing communication.

However, what makes picking a time and place dramatically easier is having a detailed understanding of the person that should be there.

When you do it makes everything else about the message ten times more effective.

That's what I talk to Ryan Anderson, of Alliance Insurance Group, about as he starts to figure out where he needs to be.

P.S. This might certainly be the right place you should find time to be.

Oct 31, 2018

There's a good chance they can because they work everywhere your agency does.

You just need to be persistent in delivering value to make sure people want to keep sending you business.

That usually starts with you being able to send them business first, which always gets someone's attention.

That's when your internal lead generation machine will finally activate and deliver high-quality results.

That's just a taste of all the Facebook funnel goodness Nate Bunty, of Heritage Insurance, is going to bring to Elevate 19.

Get your ticket to Elevate 19 now before ticket prices increase.

P.S. Seriously, you only have 30 days left.

Oct 30, 2018

People will find you, trust you and ultimately want to do business with you over everyone else who isn't.

If there is one marketing strategy that is the easiest to deploy and generates the best results, it's this.

Constantly and consistently answering questions relative to the type of insurance you want to sell can change the game for your agency.

The only thing you have to make sure you do is tell people where you want (can) help them buy said insurance.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about as he shares how simply he started out.

P.S. There will be a lot of questions answered at Elevate 19, get your ticket here.

Oct 29, 2018

You normally end up discovering a whole new world of insurance and can't wait to keep exploring it.

It's that exploration that not only lights the fire but keeps it burning longer than you ever thought possible.

When you start exploring the right corners of the industry you discover all these game-changing moments.

It's those moments that provide the vivid detail outlining a career that could be waiting.

That's what I talk to Olivia Schmitt, of TriCore Insurance, about as she trys to keep her fire under control.

P.S. Fires are lit here every Sunday. 

Oct 26, 2018

It's not every day an agency finds someone obsessed with telling people what you do.

To make things worse, most of the time that obsession is suppressed and sometimes even ignored.

It's ignored for traditional "prospecting" methods and ultimately questioned for immediate results.

Which are prioritized over creating marketing assets that build attention an agency can carry well into the future.

That's what I talk to Bradley Flowers about, of Alpha Insurance, about as he tries to take advantage of his obsession.

P.S. This is where we play our marketing long game.

Oct 25, 2018

Your insurance life can be hard if you don't have the right people to talk to.

Not because you don't respect their experience and wisdom in the industry, but because they can't see where things are going.

Your ability to geek out on camera gear or latest automated workflow will severely limited.

It's in these cycles of loneliness that you ambition gets destroyed and ideas

That all can change if you find the right community that understands who you are and what you're trying to achieve.

That's what I talk to Taylor Garcia, of Jackson and Jackon Insurance, about how relieved he finally found his.

P.S. Check out the newly announced agenda for Elevate 2019.

Oct 23, 2018

The truth is they probably don't need to be as strong as you think they need to be at the start.

Of course, in a perfect world having the most powerful tools and resources at your fingertips would dramatically improve your ability to deliver results.

However, that simply isn't reality and you will almost always have to prove yourself with lesser tools than others might have.

With that being said, there will come a time when you will need to invest in a tool that might seem out of control at the time.

That's exactly where Kim Wood, of Tobey & Merrill Insurance, is at as she tries to navigate using what she has effectively.

P.S. Elevate 19 is going to make everything you do more effective, even putting your socks on.

Oct 22, 2018

If they don't start with the end in mind they might fall short of your goals.

It also doesn't hurt to put them in a very specific order to avoid any confusion what's most important.

Because without that structure it's easy to flounder in any direction allow day after day to get away from you.

It also becomes a lot easier to identify the payoff ultimately waiting when they habits start working.

Today is another extra special episode where I take a deep dive into the archives to pull out a nearly four-year-old conversation with Joe Pulizzi, found of Content Marketing Institute and Content Marketing World.

P.S. This is a good place to find more consistent insurance success.

Oct 19, 2018

Really comes down to connecting more things that can make us smarter and our agencies better.

That's the groundswell sentiment bubbling up from the industry's most passionate data freedom fighters.

The people that want to stop doing the same work twice and introduce a level of customization most think is impossible.

When both sides of the industry are armed with that cooperative knowledge, the customer will truly have a worthwhile experience.

I put together a little remix for this special 100th episode of Agency Nation Sound to celebrate the revolution already in progress.

P.S. You can keep fighting the good fight here.

Oct 18, 2018

I doubt it, but it might not be up to us to decide anymore because today's consumer expects to find it.

Deciding not to give it to them, has and will continue to lead to other, less qualified, sources providing it.

That's not a great spot to be in because not only are we missing out on a chance for good business, it also puts more people at risk of making bad decisions.

That's not even mentioning the idea of possibly discussing other companies you currently don't have in your agency.

I talked with my good buddy Sean Halpin, of MJH Insurance, about how he's ready to compare on demand.

P.S. You can compare a lot of different agents with each other at Elevate 19.

Oct 16, 2018

Sometimes you need to follow the recipe exactly the way it's written for it to work.

There are plenty of tried and true strategies and tactics that have worked for a long time in the industry.

Did you ever stop to think why that might be and how strategies and tactics translate for today?

It doesn't matter if it's a welcome kit, referral program or the time you spent in the community, they all can work.

That's what I talk to Nick Thalhammer, of Cincinatus Insurance, about his recent encounter trying to

P.S. There might be New Growth Secrets in here every week.

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