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
Jul 27, 2018

It's not the easiest thing to do for the people buying it or the agents selling it.

There's a good chance it might all come down to communication and how much may or may not be happening.

It's always the person who has something to say that's responsible for the action after they say it.

Which certainly includes no action at all. That's where we find ourselves more often then we should across the industry.

These are just a few of the things I sat down to talk with Bill Sager, Executive Director and Jeff Grice State National Director for AIIA in Alabama.

P.S. We got a lot of people showing up for insurance here.

Jul 26, 2018

It's real easy to talk yourself into thinking you talk too much about insurance.

The truth is, it's what you do best and it's really hard to give people too many facts about it.

However, one thing that usually goes dramatically overlooked is your ability to tell an emotional story all the way to the sale.

It's always dangerous to play with emotions, but highly rewarding if executed properly.

That's what I talked to Avery Moore, of ECI Insurance, about as she starts to questions her factual approach.

P.S. Things get a little emotion from time to time on the Agency Nation newsletter, you should come hug it out with us.

Jul 24, 2018

You really have to set the right expectations before you can find out.

Because if you haven't taken the time to figure it out, there's a good chance you'll never know.

Once that question has been answered you can figure out where the help should come from.

That help should be properly positioned to grow the agency where the expectations are currently sitting.

That's what I talked to Bogus Handzel, of Handzel and Associates, about as he tried to figure out where to get his from.

P.S. People have said there's a lot of successful help happening here.

Jul 23, 2018

Because if they do, they're not really sure what they'll get.

That uncertainty is what needs eliminated for any progress to be made.

More work has to be done, language changed and expectations elevated (get it). Once they are it becomes a lot more exciting to see what happens next.

In order to get there, a detailed process needs to be established from the beginning.

They only question is if you're able put all the pieces in the right place.

Original Extended Version: No One Wants to Request a Quote

P.S. We talk about a lot of those details inside the Agency Nation newsletter.

Jul 20, 2018

It's pretty easy to say there are few experience that compare to what happen in Cleveland a few weeks ago.

We've all been dealing with the aftermath in our own way, however after a couple of days as legendary as that, we had to get together and talk about them.

By now you've seen not one, but two accounts of the conference, it only seems fitting to add a fireside chat to record.

This is the first conversation Ryan, Sydney and I had with each other since we left Cleveland, I wasn't kidding when I said we were #DealingWithIt.

If you didn't make or just want to revisit the vibe through the sweet tones of our voices, this is your chance.

P.S. This is where you need to be if you want to make sure you don't miss out on Elevate 2019.

Jul 19, 2018

Can be excruciating or possibly the greatest thing you've ever done.

Honestly, the choice is yours initially. However, as you start to see what's involved it should become painfully obvious.

When you rise to the Insurance Mindset Challenge, you're requiring that business goes where it goes, you're able to extensively "speak the language" of the industry you're trying to serve and finally have to try and make something of your next company rep marketing meeting.

That's what I talked to Ryan Anderson, of Alliance Insurance Group, about as he starts to build his.

P.S. You should really see what going on in this newsletter.

Jul 17, 2018

If you're going to do something dramatic, you minds well go all in.

It doesn't matter if it means moving office locations, encouraging people not to show up there or deciding once and for all who your best client is.

Taking that decision to the the next level is something that has a ridiculously good chance of helping.

Once you decide who and what are involved it because a lot easier to support them.

That's what I talk to Alex Dopazo, of Dopazo and Associates about, as he explains the support he gets.

P.S. There's plenty of support here if you're interested.

Jul 16, 2018

It should mean we've finally made it to a place where it's not even close to the first thing we think about.

It would actually cease to be a topic of discussion and occupy a level of normality never seen before.

It's something that some of us have to remember to take a step back on, in the best way possible.

It's in this realization that possibly exposes how big of a gap we need to close.

I've recorded thousands of minutes worth of podcasts and never have I been more nervous or concerned about the first five in this episode.

P.S. Everyone is welcome here.

Jul 13, 2018

It seems like everyone has the answers to your agency's problems.

The only catch is you have to follow them down their rabbit hole to find out if it's worth your time.

Even then it could be months, maybe even years, before you realize the full scope of what's possible (and what's not).

Instead of diving head first into a line of business that might allow you to engage with people you enjoy doing business with.

That's what I talked with Tim Hoelle, of Tuscano, about to figure out how they can help you get good at what you know.

Connect with Tim here:

P.S. Sometimes we have an agenda, but there's plenty of opportunity here.

Jul 12, 2018

Not many agencies are brave enough to fix what isn't broken to build something better.

It's during that construction process that you'll truly be tested on the strength of your structure.

But that's exactly what will happen if you want to try and reach your creative potential.

One of the only ways to do it is to have the proper support around.

That's what I talk to Woody Brown, of The Rhodes Group, about as he attempts to embrace his.

P.S. There plenty of support inside the Agency Nation Newsletter.

Jul 10, 2018

Companies spend a lot of money to make sure people know who they are.

The only thing you have to do is tell them what they want to know.

That's the hard part and only something a valued "objective" third party can do.

You're that third party, some might even call you an advisor.

That's a resposability you take very seriously, however there's a good chance your getting serious about way too late.

The sooner (see earlier) you start the advising process the easier it will be for them to find you.

That's what I talk to Ed Monson, of Monson Insurance, about as he starts to connect the dots after it happened to him.

P.S. We don't have a billion dollars for ads, but we do have a billion ways to help your agency.

Jul 9, 2018

When you run a lean, mean scratch digital agency like Erin Nutting, you have no choice.

It's by embracing the advanced systems (and automation) at every turn that will make your life easier.

It's everything from managements systems to the process behind video proposals.

If these tools are deployed at the right time in your agency insurance gets a lot cooler.

Connect with Erin here:

P.S. The Agency Nation newsletter isn't a bad place to start either.

Jul 6, 2018

If it's not great there's a really good chance your new customers will never want to do business with you again.

Joey Coleman took the stage at Elevate 2018 to show everyone just how powerful that short amount of time can be for your business.

Your only chance is to be obsessed with your agencies on-boarding process to constantly reaffirm their decision.

The less you do the more fear and anxiety you allow to creep in and take control of the next buying decision they have to make.

Check out Joey's Book:

Connect With Joey here:

P.S. The Agency Nation newsletter can make at least half of those 100 days better. 

Jul 5, 2018

You might have no clue just how easy it is to make sure that never happens.

All you have to be willing to do is say something (anything) about them before they do about you.

That shouldn't be that hard because it's certainly an idea that 99 percent of businesses are uncomfortable with.

However, once you realize just how powerful it is and how little you have to say, there's a good chance you accept it.

That's what I talked to Sean Halpin, of MJH Insurance, about as he tries to iron out the wrinkles in his competition grabbing strategy.

P.S. The Agency Nation newsletter will help you stay far away from your competition, you should try it.

Jul 3, 2018

There comes a point in every agency where the things you have to do prevent you from doing what needs to be done.

It's this disproportionate balance of activities that usually leads to burnout and despair.

Let's be honest, there's a reason you made it this far in this industry and rarely does it have anything to do with those nagging tasks.

Now you're faced with the challenge of making sure they get done consistently every month but still leave you time to do what you want.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about as he contemplates the work he might not have to do anymore.

P.S. There's plenty of efficiency and growth happening inside the Agency Nation newsletter, come see for yourself.

Jul 2, 2018

Anthony Iannarino lit the stage on fire during his Elevate 18 keynote presentation.

This is just a tiny clip of the sales inferno that engulfed each person in attendance that afternoon.

If you want your agency to catch fire, first you need to ask yourself two questions.

What's your business model and how much value do you need to start the sale on the right?

They sound simple enough and that you might have been doing a version of that for many years.

However, once you've figured that out it just because a matter of execution and may the best person win.

Check out Anthony's Books:

Connect With Anthony here:

P.S. We're trying to start the sale on the right for you here.

Jun 29, 2018

Our superpower is that we give a sh*t. It's cool to care about making this industry and the people that operate in it better.

If we don't, then we're not giving ourselves the best chance to survive the constant attacks on how we help people protect what matters.

It's this caring and protection that makes the industry special and the one thing that will always be extremely difficult to replace.

It's the individual examples of caring inside the industry that need to be highlighted to motivate everyone to do their best work.

This is the message Ryan Hanley shared from the stage in front of over 650 people to kick of Elevate 2018.

P.S. There's a lot of caring happening inside the Agency Nation newsletter, you should join.

Jun 28, 2018

It's hard to bring value that rarely has a chance to return.

Even if you believe in "giving without the expectation of reciprocation" at some point someone has to give if back.

Sometimes, if you're stretched too thin, you won't be able to put them in the right place.

That's what a talk to Jared Bellmund, of Carolina Living Insurance, about as he tries to see what fits.

P.S. Did you know the Agency Nation newsletter fits everytime, Join right here. 

Jun 26, 2018

It's easy to get caught up with what you think an agency your size should be doing.

When in reality, there's very few limits you can/should put on it from a marketing position.

You'll never be able to identify the growth opportunities you currently have.

That's what I talk to Landon Bentham, of Callaghan and Rice Insurance got things moving just enough.

P.S. There's plenty of growth happening on the Agency Nation newsletter.

Jun 25, 2018

This is why a handful of agents showed up to Elevate 18 and what they hope will happen because they did.

I corned nine agents from across the country (and Canada) to figure out what needs to happen to grow.

It doesn't matter if it's video marketing or finding accountability, if you're in the right room it shouldn't matter.

I talked with so new and old insurance friends to find out who they are and why they came to Elevate 18.

P.S. The Agency Nation newsletter Elevates all your skills.

Jun 23, 2018

Some insurance products are harder to sell than others. 

Is it your job to convince someone they want and need this coverage, or is that a realization they have to come to on their own?

It's hard to say because being in the convincing business isn't a whole lot of fun.

Instead, insurance magic happens when someone has an understanding and appreciation for the thing you're selling and needs expert guidance finding it.

That's just one of the few things I talk to Christopher Cook, of Alliance Insurance Services, about during his recent visit to Cleveland.

P.S. There should be no convincing needed to join the Agency Nation newsletter because you're already on it, right?

Jun 22, 2018

You have a much better chance for a consistent message to get delivered.

It's in this message that helps your agency figure who their talking to and where their going to do it.

However it becomes a more challenging task if your brand has to take a back seat to something else.

Giving it the power and freedom to will automatically set you apart.

That's what I talk about with Peter van Aartrijk as he delivers a mini state of the union on your brand.

Grab a copy of Peter's new book. 

P.S. The Agency Nation news letter is certainly boss worthy.

Jun 21, 2018

At some point you're going to need to figure out what someone needs to hear from you to get their attention.

It doesn't matter if you're new to content creation or have been doing it for years, everyone runs out of ideas.

But that can't slow you down, momentum is the only thing that will bring them back.

It's even better anytime the idea making is built into the content creation process.

That makes it so much easier to ensure you'll always have something to talk about when you need it.

That's what to talk Avery Moore, of ECI Insurance, about as she tries to figure out the best way to pull them to the surface.

P.S. We can't even count all the ideas on the Agency Nation newsletter.

Jun 20, 2018

Joseph D'Souza is making sure Artificial Intelligence understands the things you shouldn't be doing.

We've been fending off the InsurTech hype for years, sifting through pretty comparative raters and unwanted interfaces.

The hope in tolerating this hype is that something will finally find a way to change the game for good.

Out of all the InsurTech hopefuls out there trying, ProNavigator is one of the few companies willing to be just as practical as they are revolutionary with the problems they'er solving.

If you think processing car change requests is the type of "human value" people want in their customer experience, that might not work out well in the long run.

Joseph and the whole ProNavigator team are just getting started because their AI never stops learning and making your job easier.

Connect With Pat and Encompass here:

P.S. The Agency Nation newsletter has a reputation for making your job easier, promise.

Jun 19, 2018

Cost of client acquisition is a big time stat that when you track it, separates your agency from the pack.

It's also just one of many advanced business and marketing metrics you should consider discovering.

Because too often agencies get stuck accepting the things that have always been done at face value.

Those things are rarely restructured and even less frequently reevaluated.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he puts everything on the table to figure out the cost.

P.S. There's a lot of stuff on the table inside Agency Nation University, have you seen it all?

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