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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: Page 17
Mar 21, 2018

Just because you could sell a policy better than everyone else doesn't mean you'll be great at making other people do it.

It's a sobering fact for sure, that your skill doing "the thing" has absolutely nothing to do with teaching it.

Really it might be a liability more than anything, because part of that success could have been a result of natural skill others lack.

If you're unable or unwilling to close that awareness gap you won't find many people following you anywhere.

That's what Ryan talks to Brent Kelly, Executive Coach for the Sitkins Group, about as tries to make your people are behind you.

If you want to see Brent live, get your ticket to Elevate 18 today before it sells out!

Connect with Brent:

Sitkins Group
LinkedIn

P.S. Seriously, we have less than 100 tickets left. If you want awkward bro hugs with Ryan and Brent do it now.

Mar 20, 2018

I definitely don't see enough of either across the board in the industry.

Your ability to find a way around any challenge or obstacle is something that will set you miles a part.

Combine that with an ability to make decisions on purpose about how your agency does things and most people won't know how to act.

That's how crazy important both are and the power you'll possess if you combine them.

I talked to my good friend Dani Kimble, at The O'Neill Group, how she found a way within their culture.

P.S. You should definitely find a way to click here and check out Agency Nation University, there's lots of culture agents in there.

Mar 19, 2018

It doesn't get much more behind the scenes then this.

We cover it all, video proposals, virtual assistant outsourcing, blogging, referral partner networking and even advanced Facebook marketing.

If you want to know how all of these ideas are being approached inside a millennial husband and wife owned agency then today is your lucky day.

Sydney Roe and I surprised Nicole Johns, of The Johns Agency, the other day to get our hands dirty with what she was working on her agency.

P.S. Learn and work along side agents like Nicole in Agency Nation University. Grab your spot today.

Mar 17, 2018

Why should independent insurance agents want to write insurance for that supposedly tasty drink?

That's a fair and slightly provocative question that isn't easily answered.

In fact, there's so many moving parts that it took Ryan Hanley over a week to research this topic and 26 minutes plus to break it all down.

This is certainly a polarizing decision your agency will face, but simply dismissing it without fully understanding what's at stake isn't a good idea.

Ryan delivers a super deep dive to help you with such an understanding.

P.S. Did you know Elevate 18 is the insurance conference you've waited your whole career for? That's right, so grab your ticket today!

Mar 16, 2018

If you really think about, can you blame them?

If you really think about it some more, a lot of insurance companies are good at making people hate them for life.

Sometimes it's completely justifiable, but most of the time, it feels like they just can't get out of their own way.

The really big question becomes, what can they (and you) do about to start telling a different story that doesn't involve someone throwing darts at your face on a wall?

That's what I wanted to talk to my longtime friend Gini Dietrich, CEO of Arment Dietrich and Grand Wizard at Spin Sucks, about to see if she could help us.

Connect with Gini

Spin Sucks
LinkedIn

P.S. Gini is not going to be at Elevate 18 (Ryan's fault really), but she total thinks you should come (I think).

Mar 15, 2018

This is the not so dirty little secret holding a lot of us back.

If you agency struggles with this basic form of communication, you're fighting a steep uphill battle.

We have to be better at answering the phone, because it doesn't just impact your agency, it effects all independent insurance agents.

That's what you'll hear first hand from calls that went wrong. I was simply looking for an interesting agent to talk to and found something entirely else instead.

P.S. Don't forget to get your ticket to Elevate 18 today!

Mar 14, 2018

What's stopping you from selling and marketing your agency the way you want?

More then likely it's a deficiency in the processes and procedures within how you operates.

The more efficiency you can mix in the better experience you'll deliver and ultimately increase your margins.

Because the longer you hold on to a personal touch that takes too long, the faster your clients will start looking for someone else.

That's what Ryan talks with Nicholas Ayers, Owner of i80 Insurance and co-found of IAOA, about the grove his agency is in.

If you want to see Nick live, get your ticket to Elevate 18 today!

Connect with Nick

i80 Insurance
Insurance Agency Owners Alliance

P.S. Seriously, Nick's is going to be at Elevate 18 diving deep on all this stuff, you won't want to miss it.

Mar 13, 2018

It seems like a lot of "next-gen" agents feel that way.

Maybe the problem is the term has changed and we haven't aliened ourselves with what it actually means today?

Just because you aren't attracting and closing business the way the previous generation did, doesn't mean you lack natural sales skills.

It could just mean you've figured out a way to connect and communicate with prospects that make sense for today's business entertainment.

That's what I talk to my buddy Mike Crowley, of Crowley Insurance, about as he confronts his lack of natural sales ability.

P.S. A ton of agents a learning how find they're natural sales ability in Agency Nation University, you should check it out.

Mar 12, 2018

Wouldn't it be magical if you could closed deals and create referrals without being there?

I know, it sounds ridiculous, but that's what happens when you have videos flying out of your agency in every direction.

Combine that with the ability for clients to always get a hold of you (perceived or real) there's no stopping you.

The combinations are endless finding new ways your agency can stay in front of clients.

These are just two of the tools and tactics Mike Crowely, of Crowely Insurance, is using to always bring value.

P.S. We've got an insane 4 hour video workshop happening at Elevate 18, get your ticket now so you don't miss it.

Mar 9, 2018

Are you selling out of desperation or inspiration?

The most successful agents were able to interrupt their pattern of desperation to achieve success they never thought possible.

Continuing to find more desperate people who can thrive in this industry is a constant challenge.

However, it's one Matt Sapaula, of The PHP Agency, has repeatedly taken to infuse a whole new level of talent into the industry.

If you want to see Matt live, get your ticket to Elevate 2018 today!

Connect with Matt

YouTube
Instagram
PHP Agency

P.S. Seriously, Matt's going to be coming in hot to Elevate with a level of energy you might not be able to handle. Don't miss it. 

Mar 8, 2018

It's always the right thing to do the right thing.

Even though it's really hard at the time, your ability to do it will set you apart from more people than you think.

Sadly, too often people in the insurance industry act like they've never heard of such a thing.

If we can all stop trying to talk our way out of doing it,

That's what I talk to Nancy Nicklow, of Huff Insurance, about as she knows what happens when you do.

P.S. There's a lot of people doing the right thing in Agency Nation University, go do it with them.

Mar 7, 2018

It's not a secret, there's a lot of outside money flowing into the insurance industry.

Agencies are getting bought like crazy because the investment is so attractive.

Even better, people want to give you money to help reinvest in that agency.

You combine that with the InsurTech movement that has been sweeping across the industry and it becomes up to you if you want to be left behind.

That's what Ryan dives deep on with Harrison Brooks, of Reagan Consulting, on as they break down where it's all going.

Connect with Harrison

Reagan Consulting
LinkedIn

P.S. Did you know Harrison will also be speaking at Elevate 18? You should come.

Mar 6, 2018

Don't worry, you're not the only agency having a hard time finding it.

This is a question that has haunted the industry for probably more than a decade now.

Why are more young people choosing to sell insurance? What has the world come to?

These are all fair questions that mostly feature unfair answers.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he try's to figure out where his is going to come from.

P.S. Did you know there's going to be a lot of "young blood" running around at Elevate 18 this year? You should come.

Mar 5, 2018

It's the little moments that matter, but if you don't teach people how to see them, they'll go unnoticed.

That empowerment is what most businesses are missing.

Leaving a bunch of tiny moments lying on the floor unseen by you or your staff.

Even if they did see one you would have had to bestow upon them the ability to make a difference.

It's in this difference most traditional agency's get lost.

Not Leigh Blackwell-Zellmer, of Swell Insurance, about she wants to pass down her amazing decision making ability so there is never a difference that's not made in her agency.

P.S. Learn how to get more moments inside Agency Nation University.

Mar 2, 2018

Could end up taking down everyone in the industry if we don't call it quits soon.

There are plenty of things we can and should be competing on in the insurance business, data just isn't one of them.

You know, valuable things like coverage, branding, marketing and claims service.

Are all worth competing over and allow for each agency individuality and strengths to shine.

That's one of the main points I talked with Jeff Roy about at IAOA's Innovation 18 in the rapid fire conversation.

P.S. Hear Jeff say crazy smart things like this as Elevates opening keynote speaker.

Mar 1, 2018

Just because someone never sold a policy, doesn't mean they can't say something really smart to change your agency.

We have to get over this ridiculousness overvaluing other agents and agency owners opinions.

Do they have a better chance of being more specifically applicable to your business? You bet.

But is it the only source of wisdom you should adhere to when trying something new? Absolutely not.

That's what I talk to Becky Schroeder, SVP of ITC, about how she is constantly pushing herself outside the industry.

P.S. It would be a little hypocritical of me to suggest Agency Nation University after all that.

Feb 28, 2018

When you're in a room full of 100 insurance agents wanting to do digital marketing, they ask a lot of questions.

Which is what they should be doing. Some of those questions might be the same thing you're struggling with in your agency.

This is a special keynote presentation Ryan gave to Roberts, Ryan & Associates last week in Milwaukee during their most recent producers meeting.

It was a energy filled presentation that didn't leave a feather unruffled or a head unturned.

Ryan covers everything from the bare minimum you need to get started with video, all the way to total niche domination.

P.S. If you want to see and hear the real thing, grab your ticket to Elevate 18 to hear Ryan and whole bunch of smart people live.

Feb 27, 2018

One thing's for sure, it's probably not enough.

There's definitely nothing wrong with obsessing over finding new clients, but it's also alright to want to get rid of some.

Sometimes it just doesn't workout, it's no ones fault, there's just a better insurance business relationship out.

Having a set of standards to look for in a client is a pretty easy way to make sure you're not getting taken advantage of in the relationship.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about what he looks for in the perfect client.

P.S. Agency Nation University is a pretty good place to learn the laws of insurance attraction.

Feb 26, 2018

If you're not, you just might be a fancy order taker.

This is definitely the thing we like to call ourselves the most but the first thing we throw out the window.

True "risk management involves actually making recommendations that might not always work out.

It's that last part that usually stops most risk managing dead in it's tracks.

That's what I talk to my longtime friend Brent Kelly, Executive Coach for the Sitkins Group, about as he tells you how to be one.

P.S. You will really manage your risk not screwing up your marketing by checking out Agency Nation University.

Feb 23, 2018

It's the one thing that destroys agency's and even families more than anything.

You would think after all this time we would have figured this out by now.

Not owning your life's work can really stand in the way of wanting to do it.

What if there was a way around all of that and all of that?

That's what I talk to Jason Bott and Dan Lau, from Robertson Ryan & Associates, about how they don't care how much you own.

P.S. If you don't own a ticket to Elevate 18 you might want to think about it.

Feb 22, 2018

No matter who you are or what you do, this question will always try to get the best of you.

The secret is, it never is.

Getting yourself to a place where good enough gets out the door is the only way to win.

The judgement you're afraid of rarely happens and is never worth avoiding.

That's what I talk to Woody Brown, of the Rhoads Group, about as he struggles with his effort.

P.S. Agency Nation University can help you be good enough.

Feb 21, 2018

Connecting online consumers to real agents, in real time crushes the competition.

A hospitality business focus on person to person connections and their soul defined concerned for the happiness of the people they serve.

Insurance companies should consider focusing on the quality of appointed agents rather than the quantity of appointed agents.

It's in the depth of those quality relationships that creates separation from everyone else.

That's the idea Ryan Hanley was recently stuck with by a young insurance carrier professional over a cup of coffee.

P.S. Agency Nation University can teach you how to be more hospitable and create deeper relationships.

Feb 20, 2018

Is really a lot more specific than you think.

Delivering more information to a potential client is great.

Letting them see your face, when it's convenient for them is even better.

But, reaching a nirvana like state with video marketing and video proposals is something entirely different.

That's what I talk to my buddy Ryan Sautman, of Just4You Insurance, about as he breaks down is process.

P.S. Want to know about what videos should be where? Agency Nation University is your ticket.

Listen to Part I here.

Feb 19, 2018

Or are they just hoping you'll eat up their flavor of the week because you're starving?

It's possible it's been a long time since a marketing rep from one of your companies showed up and asked you what kind of business you wanted to write.

For too long they've made it about what they want and how we should try and give it too them.

What if there was a better way? What if carriers and agents came together to discuss strengths and weaknesses on both sides and how they can be maximized.

That's what I talk to Seth Zaremba, of Zinc Insurance, about this morning as he shares his collaboration secret.

P.S. Did you know Seth is going to be presenting this data and more at Elevate 18?

Feb 16, 2018

We just need to give the good ideas more money and the freedom to work.

It's not rocket science, sometimes the most powerful thing you can do is get out of the way.

Get out of the way of innovation, ingenuity and an overall desire to reject the status quo.

If you don't then there's a good chance you won't having anything left to get out of the way of.

That's just one of a handful of topics I ran trough with Valentina Isakina, Managing Director of Jobs Ohio and Board Chair of FinTech 71, during a quick one-on-one chat after Insurtech Cincinnati.

P.S. Accelerate your investment in your agency innovation by jumping in Agency Nation University.

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