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: 2019
Jun 17, 2019

It starts by building a culture that's excited to learn what you learn and take the ball and run with it.

That type of behavior has traditionally been known as buy-in and it often hard to come by.

You'll dramatically improve your chances if that buy-in earns an unfathomable level of operational freedom.

It that type of environment your best people are able to dedicate most of their time to high impact activities.

That's what I talk to Leigh Zellmer, of Blackwell Insurance, about how big of a game changer her dedicated time frames have been.

Jun 14, 2019

It's possible you've never pushed hard enough to find out that you just weren't reaching high enough.

Because it's easy to reach down and pick up all the nickel and dimes that are getting thrown at your feet.

No matter what, after a while, that bag is going to get heavy and not be worth nearly as much as you thought it would.

That's a tough place to be because you can only hear the same thing so many times without doing something about it.

That's what we spend a little time talking through one-on-one today because a little reminder never hurts.

Jun 13, 2019

Because if it doesn't, there's a good chance you just got lucky and haven't taken full advantage of its power.

That luck generally leads to an endless stream of wasted opportunities that never received proper consideration.

Of course, there are a couple of easy things you can do to prevent it from happening.

However, they generally involve a few tough decisions most agencies don't want to make.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about the ones he's facing.

Jun 11, 2019

There's a good chance it will be very obvious from the start because things will be more difficult than nessacary.

At least that's ussually what happens when we run into clients we should run the other way from.

Because somewhere along the way we'll talk ourselves into the idea of wanting to do business with them.

In reality, we should have listened to our instinct by drawing a line in the sand.

That's what I talk to Alex Dopazo, of Dopazo & Associates, about a few of the things he looks for.

Jun 10, 2019

You finally get a chance to show off your true expertise.

Because there's a good chance you might be the first person to give it a try.

The really exciting part is realizing that expertise can be leveraged to reach other lines of business.

The most surprising part is how little technology you need to get started.

That's what I talk to Aaron Farmer, of California Flood Insurance, about how he started making his.

Jun 7, 2019

Both topics sit at the center of uncomfortable conversations that aren't happening enough within agencies.

They both also rely heavily on challenging the status quo and taking risks to effectively drive change.

However, amazing things start to happen when new people are exposed to the opportunities the insurance industry provides.

Also, consumers have the potential to build deeper relationships on the agent level when those individual brands are allowed to shine.

That's what I talk to Deidre Wright, of Business Insurance, about as she pushes both topics forward.

Jun 6, 2019

You might have to lead by example at first for the rest of the agency to see how impactful they can be.

That means providing a solid example of what a good one looks like and help encourage and coach the rest of the staff to give it a try.

Of course, sometimes there aren't enough examples or encouraging words in the english language to compel some people to get in front of the camera.

Then you might be faced with the difficult choice of leaving the individual agent behind to push the agency forward.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about how he's making video proposals happen in his agency.

The Truth About Video Proposals (Part I)
The Truth About Video Proposals (Part II)

Jun 5, 2019

This is a special podcast.

Not just because the person I had the honor of interviewing is so awesome.

Carey Wallace, CEO of IntellAgents, shares how she and her team are laying the groundwork to help independent agents lead The Fourth Industrial Revolution.

Today, it looks like this…

Through the aggregation of IA-specific data, they’re able to benchmark an agency’s performance and provide detailed consulting on where and how to sharpen their business.

But IntellAgents isn’t here for the short-game.

They’re in this for the long-game.

They see how impactful data will be in the future for business insights, providing a richer customer experience and staying competitive.

This is just their first step.

Jun 4, 2019

That depends if you want to stick with your bread and butter or try to find something new.

This is as good of a time as any to take a chance and try to sell insurance in a way you never have before.

When you do that it's important to remember it's not a race to what generates more leads, but instead more revenue.

That's really when you know if your promoting the right thing on your website, even if it's different than what you've always done.

That's what I talk to Kim Wood, of Toby & Merrill Insurance, about her potential promotion choices.

Jun 3, 2019

Starts by building a much stronger and wider InsurTech bridge to help everyone get where they're going faster.

If not, the one thing at risk is leaving a possibly vital problem unsolved for an extended period of them.

There's a good chance, under normal circumstances, that "new" solution could already be out of date again.

No matter how much we want technology to solve our problem, it's still a human solution that makes the most sense.

That's what I talk to Jen Flaitz, of MongoDB, about her desire to help put the puzzle together.

May 31, 2019

The first thing you have to do is believe in yourself enough to finally take the leap.

Once that happens it dramatically helps to shorten your fall from your previous agency.

It's even more amazing if they're able to encourage and support that process as it becomes a reality.

Then it simply becomes a balancing act of having enough work in the business to be able to work on it.

That's what I talk to Adam Augspurger, of Steadfast Insurance, about how he's preventing the sky fall from the top of the world.

May 30, 2019

You introduce a level of frustration into the buying process that could and should be easily avoided.

The only thing you have to do is take the time to explain the number of ways the answer depends.

In reality, you now have the opportunity to describe what your perfect client looks like to maximize profitability.

You just have to be dedicated to figuring out the way to provide the most impactful answers to the most important questions.

That's what I talk to Allen Drew, of Allen Drew Insurance Agency, about what he's learning from each one.

May 28, 2019

Sometimes it's easy to get sucked into the hype and overlook the two areas your website needs to excel.

Because if you refuse to focus on these people, you'll make it much harder on your digital marketing efforts.

That's when you really need to decide if you know enough to be dangerous, or if your limited knowledge can become a hazard.

What has the potential to cause the most harm is thinking your knowledge is more dangerous than it is.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about the areas his website struggles with.

May 27, 2019

It's hard to decide what chances are worth taking and even hard to figure out which ones aren't.

One thing is for sure, you're probably not grabbing as much possibility that's within reach.

Because it's much easier to not do something than it is to look hard enough to see a unique opportunity.

It's also possible to become obsessed with the next great thing that never happens.

That's what I talk to Ann Handley, of MarketingProfs, about how she stopped saying no.

May 24, 2019

Sometimes that's what it takes to get started on a new niche in your agency.

Then it becomes a matter of defining that perfect world and figuring out how the relationship should go.

It's all even easier if you have something powerful enough to automatically simplify communication.

Then there's really nothing stopping you from controlling those conversations all the way to a sale.

That's what I talk to Leon Wright, of MJC Insurance Group, about what he's slightly scared to start.

May 23, 2019

You'll dramatically increase your chance of making substantial progress to match your recent motivation.

It might sound easier said than done, but sometimes things don't need to be overcomplicated.

Coming home with pages of notes and lengthy lists from any conference or event is great.

However, almost always you're going to try to bite off more than you can chew and end up not finishing anything.

That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he's only locked in on one thing.

May 21, 2019

It's vital to realize how strong you need to be to reach your desired destination.

Maybe you never looked far enough ahead to give yourself adequate time at each stop.

Either way, your dramatically increasing your chances of sidetracking your efforts or canceling the trip altogether.

The easiest way to avoid all of it is to work your way backward from where you're trying to go.

That's what I talk to Brian Blakely, of Stonebridge Insurance, about a recent detore he unexpectedly took.

May 20, 2019

That depends on how well you've been able to combine it with your technology.

The closer they get to each other, the further your leads can go without you getting involved.

That reduces your chance communication will break down and start wasting a bunch of good business.

Then you can finally figure out the perfect place you're needed in the process.

That's what I talk to Bogus Handzel, of Handzel and Associates, about when he's going to be ready to jump in.

May 17, 2019

If you only have one, there's a good chance you're relying too much on that person and risking the sale.

Instead, it's generally a good idea to make sure you know how to get a hold of a couple other human beings from the account.

The more people you have rooting for you, the less likely it is for that account to be able to walk out the door.

No matter what happens, your goal is to leave as many people as possible who want to continue a conversation.

That's what I talk to Amy Franko, of Impact Instruction, about how she makes sure she always knows more than one person.

Make sure to connect with Amy below:
The Modern Seller

May 16, 2019

It all depends on how able and willing your agency is to do different things.

Because if you can do something most people can't that will be easy for people to see.

The biggest challenge is realizing that thing is likely not as difficult as you thought it would be.

It just becomes a matter of if you enjoy it the most out of all your insurance options.

That's what I talk to James Castle, of Castle Insurance, about as he explains what makes his agency different.

May 14, 2019

The only thing you have to do is lower your expectations and take a chance on being somewhere important.

It might sound easier said than done, but if you do you'll increase your chances for a successful introduction to inspiration.

Which will allow you the opportunity to execute on ideas that have the potential for people you've never meet to feel like they know you.

That makes your job a lot easier when you actually have the opportunity to get to know them for real.

That's what I talk to Alex Salmon, of The Salmon Agency, about exactly where his inspiration came from.

May 13, 2019

It becomes so much easier for everyone to understand what you're saying, literally.

Building your book of business around a language other than English seems like a silly if not limited idea at best.

However, it's not until you wake up to the number of people who start their day speaking languages other than English, things get interesting.

Even though your agency might not be able to become bi-lingual overnight, it can serve as a strong demonstration of what unconventional dedication can achieve.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he builds process to support it even more.

May 10, 2019

There's a good chance your mental resolve will be challenged in a way you never thought possible.

It's also very likely it will be the first time you'll discover how broken certain processes are in your agency.

Some might be the fault of your staff and others might be astonishing unsolved carrier mysteries.

However, you also can't rule out the possibility of feeling like you're doing much more harm attempting to do this job than good.

That's what I talk to Erik Garcia, of Garcia Insurance Services, about his 60 days of service.

May 9, 2019

There's nothing worse than when you sell something short of what it can ultimately become.

The part that's really not fun is it's pretty easy to do and really hard to recognize.

However, if you're willing to commit to the process and make sure you know where you're going, the results could be surprising.

The biggest challenge will be finding enough dedication to last long enough to find out.

That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about where his attention should be going.

May 7, 2019

If you haven't then there's no stopping the number of times your clients will try to cross it.

Sometimes it's impossible to avoid unnecessarily or excessively going back to a client to deliver different information.

It's these repeated deliveries that over time slightly splinter their confidence in your insurance ability.

We should know what to expect, but often we're dealt the unexpected, it's just a question of how often a client should see it.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about how he tries to stop the madness.

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