That's the only thing capable of driving any lasting evolution inside a company.
Especially one as ridge and by the book as an insurance company. Until that's solved, it's hard for anything else to consistently move in the right direction.
That's exactly what Pat Macellaro, President of Encompass Insurance, wants to accomplish for the company.
He's looking to do that by building a foundation for growth. He's building that foundation by having the right people, putting them in position to succeed and controlling their overall rate stability.
Those are just a handful of things Ryan talks with him about as they walk down the path of where the carrier is today and where they want to be in the future.
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Everything is up for grabs now, not just the way you interact and attract your customers, but the people that will help you do it.
Who are where these people are can become complete game changers for the way an agency operates.
Gone are the days of everyone having to file into one building to
That's what I wanted to talk to Andy Priesman, of Greenway Insurance, about to figure out what he was doing to make it happen.
However, that shouldn't stop us from identifying the vulnerabilities a niche or segment of the industry faces.
That forces you to drill down into a type of business and understand what might make it standout over others.
If you can figure out what that thing is you'll be able to exploit it's rarity to find more like it and hold off the computers even longer.
That's what I talked to Ryan Anderson, of Alliance Insurance Group, to see if one of his new accounts might be the key.
The number one job of your marketing is to get attention when it matters most?
Winning those moments that matter will constantly give your agency the push to get over that hill.
Luckily you don't have to do it alone because trying to understand the world of mobile advertising isn't something that every agency needs.
Ryan sat down with Gregory Bailey, CEO and Founder of Denim, about exactly how timely his message deliveries are.
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Not only is it about how you're getting it, but who's showing up as a result.
You dramatically increase the enjoyment of your insurance life if those people genuinely want to buy what you're selling.
Because, let's be honest, we've all had more than a few clients who never valued their insurance policy.
That's what I talk to Alex Dopazo, of Dapazo & Associates, about how he found happiness.
We both really want the same thing to happen, which makes it amazing we've been at odds as much as we have.
Honestly, it's not that bad, but there's certainly plenty of work to be done across the board to turn down those stereotypes.
If we can we might be able to hear what the generation who needs to embrace it wants.
That's exactly what we're doing today as we approach the half way point of 2018.
Right before the start of the year I asked two super awesome (maybe even rock star) agents what sat atop their goal this for 2018.
Now it's time to cash that check and see if there's enough left to justify the rest of the year.
Your agency will ultimately depend on the speed of adoption and ease of integration the industry may or may not provide.
If that's an uncomfortable feeling and a position your agency doesn't want to be in, then it might be time to force the issue.
That's what Ryan sat down to talk with Jeff Roy, of Excalibur Insurance in Canada, to find out just exactly how envelops he's pushing.
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When you know exactly who they are and what they do you'll know what comes next.
It becomes so much easier to keep track of everyone that might mean something to your agency.
You can spend more time focusing on them and what they need.
That's what I talk with Woody Brown, or The Rhoads Groups, about as he figures out his.
Once you do that it's just a matter of making sure they know, without a doubt, you're that person and how to do it.
Because it doesn't matter how much forward moment you help someone create to completing their insurance journey.
If they ultimately don't make it to that final destination, all of your help directions and information will still leave them stranded.
That's what I talk to Ed Monson, of Monson Insurance, about as he tried to figure out the best way for people to reach him.
Your path to insurance success is going to look completely different from everyone else you know.
But the one thing that will be the same no matter what you do is your ability to consistently do the work.
If that doesn't happen, you'll never find the success your looking for within the industry.
That's what I called my friend Melissa Schreur, of InsureTheHeroes.com, to talk about finding hers.
It's also probably more rare for you to intentionally identify a rule you want to break.
But, most people rarely get to where they are without doing it, either intentionally or unintentionally.
You can actually watch the full video interview here, if you're into that kind of thing.
When you're getting started marketing your agency, there's a lot of decisions to make about what you're going to do and where you're going to focus your time.
Of course, it's in these decisions that may lead you to the breakout idea that takes your agency to the next level.
However, you're going to want to make sure you avoid the mistakes others in the industry have already made.
That's what I talk to Sean Halpin, of MJH Insurance, about how much he might be wasting.
However, if you constantly try to piece it together with extra time and occasional interest, there's a good chance you'll barely hear it.
A big part of the reason your marketing isn't making a sound is because you haven't been able to hire someone (with or without insurance experience) to fill it.
Much like everything else we do in the industry, we think anyone who hasn't "done the time" is no good for our business.
That's what I talk to Dani Kimble, of the O'Neil Group, about the volume she's current dealing with.
There's no editing and post production to worry about, instead you have to make the most of the moment.
No matter what happens, it will absolutely help you get your name out in front of the people you want hanging around your agency.
Live video might require a little extra work upfront, but it certainly can deliver a bunch of attention when it's happening.
That's what I wanted to give my buddy Richard Brown a call of Centennial Insurance Group to see how his live video efforts were coming?
I thought it would be fun to open up the mailbag and clear out some unanswered questions.
The first is obviously a pressing topic for agents hungry to grow but can't support the business required to get those direct appointments.
The other if pure video geek mode talking about a simple lens question every one has trying to buy their first "real" camera.
If it's not, then it's missing the entire purpose of what it's suppose to do.
One thing is for sure if at first you don't succeed, try again.
There's no limit on the amount of tries you get to get it right.
No matter how much you read, watch and listen too when it comes to content marking. that means you can try as many cool things as I say so.
That's what I talk to Jared Bullmend, of Carolina Living Insurance. about as he tried to get his two together.
p.S. This is finally your chance get the most dynamic newsletter in the industry.
Being a better agent can be as easy as reading a book, listening to a podcast or spending more time with the right people.
Those items aren't hard to do on their own, it's the action behind them that's tough.
That's where building the right core right core group of agent agents to make that a reality.
That's what Mike Crowley, of Crowley Insurance, tried to constantly do.
Even with all of the amazing tools you have today, there's still a lot of selling that needs done.
But it's really just a way to generate referrals and interest and far from a hard sell.
There's is endless meaningful opportunity in the business that most have been blinded from seeing. It's up to you help them find it.
Because if we're not careful, we could just be giving innovation a toke room to create something that will never matter.
If it's not dramatically and immediately implemented, there's a good chance those good ideas will go no where.
At the same time you have to make sure it's given enough freedom be real in the first place.
That's what I talk to Allan Elbert, Co-Foundr of Ask Kodiak, how to make sure non of that happens.
Either they don't know, or they don't care. I'm not sure which one is worse.
But that's the feeling you get when you realize your one of your insurance companies is only looking out for themselves.
It's certainly an experience your clients should never be apart of, however are still very much at risk.
That's what I talk to Nancy Nicklow, at Huff Insurance, about her unfortunate underwriting snafu.
Mostly because good is better than expected most of the time, forget anything else.
To be fair, that's not to say all agents and/or agencies start out that way.
The bigger question instead is, was that mentality ability to survive until something could be done about it?
That's what I talk to Bogus Handzel, of Handzel and Associates, about as he figures out what IS good enough.
The faster and easier things get the hard it becomes for you to add value.
Of course, there's plenty there, but you have to be looking in the right places to find it.
Otherwise you'll be left by yourself having a conversation no one is willing or interested to have.
That's what I talked with Justin Fowler, Founder of Ninja Rater, about his fear of going direct.
Underwriting, claims and coverage are just a few of the ways the insurance process you knew will be turned upside down.
The smarter things in your life get, the smarter your coverage and policy get as a result.
But, the only catch is, you've got to find a way to dumb down the smart home and
That's what I talk to Haley Smith, Director of State Auto Labs, about as she contemplates how smart it will get.
The first one is figuring out if you speak their language well enough to sell insurance the way they understand.
The next one is if the average annual premium will generate enough commission to make sure you keep the lights on.
Finally, you've got to have enough insurance companies who actually want to take the business you bring to them.
These are the questions Ryan Anderson, of Alliance Insurance Group, is asking himself about his new niche.