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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Jan 15, 2019

It usually starts when you notice you're not getting chances you never had to worry about before.

When that happens it normally means you forgot to refill that clients value bucket at some point.

Because the fuller you keep the less you have to worry about anything going wrong.

The easiest way to keep if full is by constantly being proactive and maintaining the relationship in the most convenient way possible.

That's what I talk to Kim Wood, of Toby & Merril Insurance, about her new mission to stay ahead of everything.

Jan 14, 2019

We're finally able to offer a customer experience consumers have been demanding for a long time.

Dramatically reducing the time it takes to process an insurance transaction is one of the biggest changes to the game we can make.

Because there's been so much friction for so long there's been little expectation the process could feel any different.

Now that it does it's our job to mold our agencies around it instead of fighting against it.

That's what I talk to Founder and CEO Inaki Berenguer and Vice President Michael Konialian at CoverWallet about they've changed insurance from start to finish.

Connect with Inaki and Michael:

Inaki on LinkedIn
Michael on LinkedIn

Jan 11, 2019

That really depends on the level of expert knowledge you allow inside your agency.

Because if one thing is certain, we have a hard time getting out of the way to let it in.

Because when you do get out of your own way it allows you to focus on the highest and best activities you're uniquely qualified for.

It's in those activities where the greatest ROI lives and demands specialized experience to get it.

That's what I talk to Roe and Don Roe Polczynski, of RD Advisory Group, about how anyone can have CFO expertise.

Connect with Roe and Don:

RD Advisory Group
Roe on LinkedIn
Don on LinkedIn

Jan 10, 2019

Just takes being crazy enough to hit the right speed and smart enough to find the right angle, the rest will take care of itself.

Of course, every word in that sentence is easier said than done and ends of getting the best of most insurance marketing efforts.

That's not to say it's impossible, rather help set the proper expectations for the vast array of skills needed to pull off a successful launch.

Because even the slightest miscalculation can send your intentions spiraling down to earth no matter how close it gets.

That's what I talk to Sean Halpin, of MJH Insurance, about how he managed to do and what could have made it better.

Jan 9, 2019

One thing is for sure, there's a pretty good chance you'll always enjoy what you're selling.

It might seem like an obvious secret, but there is a lot you can do in your agency to strengthen your obsession.

Because when you really stop to think about it, so much of your daily activity is designed to take it away from you.

But if you double down on that passion, you'll be able to outwork everyone who doesn't care as much.

That's what I talk to Chris Greene, of, about how much he's embraced his.

Jan 8, 2019

It might not be bad at all as long as you know exactly what you're getting your agency into.

That could be true for literally almost anything in life, but especially true when deciding on/if your agency needs to cluster up some companies.

The interesting part about the whole thing is how the insurance companies themselves are the ones giving all the power to

That is of course instead of loosening their grip on the appointment process and reduced their accumulated leverage.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about the details of his deal.

Jan 7, 2019

You might if no one else wants to do the things your confident will drive business in the future.

Because you can only wait so long before that unattained success starts to permanently slow you down.

Once you're free it's about dedicating yourself to creating enough helpful content a specific industry can't ignore.

Then it's just a matter of sticking around long enough see the value you built continue to grow.

That's what I talk to Eric Goldstein, of G5 Insurance, about his recent departure and the success that's followed it.

Jan 4, 2019

It's a question you ask yourself too often, especially when you're pretty sure you know the answer.

Of course, you're serious about them, but is there a completely different level of attention you can give them?

In all the but the most extreme circumstances, the answer is going to be yes, because most agents do different things.

Or is just constantly trying to help them at every turn enough for them to see how much you care?

That's what I talk to Shaun Gavaghan, of Gavaghan Family Insurance, about how serious he wants to get.

Jan 3, 2019

The only way to know is to try and find enough people who also care about it as much as you do.

Then you'll truly be able to gauge the level of impact you can have and if that will translate to the bottom line.

If both of those things don't become true statements then that's a good indication your not thinking big enough.

Because it's okay to think big as long as you've done the work to fulfill it.

That's what I talk to Jared Bellmund, of AllChoice Insurance, about as he gets serious about finding his.

Jan 2, 2019

The reality is most of these new-fangled technology focused insurance companies haven't been as successful as they want you to think.

Time might be running out for some as 2019 might finally be the year people start looking for those returns on that investment.

It will be interesting to see what happens when they have a hard time finding it and what we'll be left with for the ones that can.

For a company like TechCanary, there isn't a lot to worry about because the returns easy to see everywhere.

That's what I talk to Reid Holzworth, CEO and Founder of TechCanary, about as he tries to build to the real stuff agents needs.

Also, don't miss Reid at Elevate 19 in our super mega AMS showdown. Grab your tickets now!

If you haven't already, make sure to connect with Reid:



Jan 1, 2019

There's a good chance you have plenty, it's the other people involved in the process that could use a little more.

It might seem obvious, but it's certainly one of the easiest things to overlook and potentially be unaware of.

Because without the proper incentive the only thing you're doing is piling on work that doesn't matter.

If you're hoping to scale your agency to the next level that work needs to come with a reason to accomplish it.

That's what I talk to Landon Bentham, of Calahan & Rice Insurance, about who and how he wants it done.

Dec 31, 2018

That's certainly one of the most important questions you can work on answering over the next five to 10 years.

No matter what the answer is, the higher you can get the better chance you have of sticking around.

Because Artificial Intelligence gets really hungry around low hanging fruit and can't handle a meal full of context, complexity and coordination.

Those are the safest activities and skills you can stuff your insurance day with to fend off any unnecessary hunger.

That's what I talk to Dan Faggella, CEO of Emerj, who lays out the current practical state of AI in insurance.

Make sure you connect with Dan below:

Dec 28, 2018

Can really be boiled down to simplifying work you've already done to maximize the effectiveness of your newly gained expertise.

If you spent most of 2018 with your head down creating awesome content all over the internet, it might be time in 2019 to double back and reinforce it.

Or you might have spent the year excessively indulging in one too many shiny toys and this year it could be about bringing simple focus.

That's what I talked to Woody Brown, of The Rhoads Group, and Rob McCarthy, of GRBM Insurance, as we look to set the table for the new year.

Previous installments:

Two Things You Should Be Doing in 2018
Two Things You Should Still Be Doing in 2018

P.S. Everything you should be doing in 2019 is delivered right here.

Dec 27, 2018

That depends on how often it happens and how much you need them to do something.

It's never easy bringing in a new human being into your agency, sometimes it works great, sometimes not so much.

A more interesting question to ask might be if they need work on-site or remote?

Because it all really comes down to what you need done and understanding the value of their proximity.

That's what I talk to Michele Linca, of Linca Insurance, about her need for someone new.

P.S. You can definitely meet a ton of new agents at Elevate 2019 that can change your agency.

Dec 24, 2018

It's certainly not something you hear every day, but if you take time to dig beneath the surface it starts to make more sense.

That's because most open API's are built to be shallower than a kiddy pool.

True integrations are made through intentional connectivity when two companies fully understand the intentions of the objective.

The only downside with that is you'll probably have to ask for a lot more of those intentional conversations to happen.

That's what I talk to Marcus Hayes, of Lightspeed Voice, just how much attention they give your API.

Don't miss Marcus at Elevate 2019, be sure to get your ticket here.

Also, don't forget to connect with Marcus as well:

Lightspeed Voice

Dec 21, 2018

Certainly comes with a history of insurance that's hard to get away from.

Most of the time that's a good thing because you have a community that has been conditioned over multiple generations to know, like and trust you.

Of course, that can come at the expense of rapid change and occasional complacency.

However, at the end of the day, there's something special about stepping into an industry that has always been a part of your life.

That's what I talk to Nick Rolf, of Gross Insurance Agency, about his experience joining the family business.

P.S. Have you got your ticket to Elevate 19 yet?

Dec 20, 2018

If you want to get better faster you're going to want to ask for as much qualified feedback as you can get.

When you become fearless of people's opinions of your work, an endless sea of possibilities become available to you.

There will also come a point where not every piece of feedback you get will be worth listening to.

That will be the first sign you're getting good and are starting to really know your stuff.

That's what I talk to Avery Moore, of ECI Insurance, about how her positive her desire for criticism will become.

P.S. Did you know Elevate 2019 is going to over 48 hours of the best feedback you'll ever get.

Dec 19, 2018

If there was one thing every agency owner has been guilty of at some point in their insurance career, it's this.

Sticking with things long enough to see results is a really hard thing to de especially if you're not sure it's going to work.

This is even more challenging when dealing with new technology you aren't even sure is necessary.

However, if you can somehow find it in you and the agency to not give up you'll have the chance to accomplish what most can't.

That's what I talk to Rahim Virani, of Texan Insurance, about how much patience you need.

Don't miss Rahim on the Elevate 19 stage where he'll share what's possible sticking with sales automation.

P.S. That means you should get your ticket now.

Dec 18, 2018

If it sounds like you've heard this before, it's because there's a very good chance you have.

That doesn't stop it from being true and one of the most difficult things to overcome when getting starting with content.

It's very natural to want to chase perfection when putting your thoughts, ideas and information on the internet for anyone to see.

Because sharing those thoughts creates a level of vulnerability most insurance agents aren't automatically conditioned for.

That's what I talk to Ryan Anderson, of Alliance Insurance, about as he practices being comfortable with imperfection.

P.S. You can practice implementing imperfection here.

Dec 17, 2018

Maybe you like to double down when everyone checks out or perhaps it's the perfect time to recharge without losing ground.

Because one thing's for sure, it's hard to find two new years prep strategies that look the same.

Sure, there's plenty of similar tactics and goal setting rituals that feel generic and overused.

The truth is this time of year is a blank canvas waiting to be painted in whatever way you find most inspiring.

That's why I thought it would be interesting to hear your take on preparation and what you need most out of this time of year.

P.S. The inspiration never stops over here.

Dec 14, 2018

If not, you could be wasting a lot of energy and opportunity trying to start relationships the hard way.

Ignoring what works is only going to hold your agency back from reaching the clients you truly want to do business with.

It's amazing what you find when you dig up an old conversation that's still a relevant reminder today.

This is a conversation from my visit with Jason Jarvis, of Pay Joyce Insurance, about how and who he's competing with.

P.S. A lot of the right people that are going to be here.

Dec 13, 2018

There's a good chance other things in your agency still get in the way of consistently creating content.

Don't worry, it happens to everyone, the bigger question is how do you respond to it and make it harder to happen again?

That's the most important lesson to learn from any content disruption by allowing it to identify weaknesses in your process.

The stronger it gets the more consistent opportunities you'll provide your agency with to attract the right clients online.

That's what I talk to Alex Dopazo, of Dopazo and Associates, about the machine he's trying to build.

P.S. Elevate 19 is the perfect place to learn how to make your process unstoppable.

Dec 12, 2018

There's a good chance you'll see your agency have an impact on the community that you didn't think was possible.

As a result, it will be extremely hard for that community you cared about first to ignore what you do.

That's not even mentioning the amount of extra passion your people will bring to work as a result.

Because allowing your staff to freely roam the community is far better than what they would do chained to a desk.

That's what I talk to Ashley Whitney, of Harbor Breen Insurance, about how much encouragement she provides.

Don't miss Ashley on the Elevate 19 stage, grab your ticket now!

P.S. You know what to do.

Dec 11, 2018

They'll never last forever, but there are a few key things you can do now to give them a chance.

Because the truth is there's nothing worse than watching a video continue to rack up views and look terrible doing it.

Especially when a majority of that frustration can be avoided by paying a little attention to the details.

It's those details that will make your video setup feel like overkill now but still performing at a high level years from now.

That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he steps up his long-term video game.

Gear mention in the episode:

Canon 80D
Canon 10-18mm lens
Canon 16-35mm L Series lens (f/ 2.8)
Canon 16-35mm L Series lens (f/ 4)
Rhode Video Micro

P.S. You never know when a good video gear conversation is going to break out here.

Dec 10, 2018

You end up investing in an unlimited number of "producers" that work for your 24/7, 365 days a year.

It's hard to see now, but most of that work will only get better with age and create an unthinkable compounding education effect.

That effect will make it almost impossible for the people you want to do business with to not pay attention to you.

Because if you've identified them correctly and committed to completely solving their problems no one else stands a chance.

That's what I talk to Mike Crowley, of Crowley Insurance, about as he's looking to make a big bet to start 2019.

P.S. Join the Agency Nation Newsletter to learn how to keep playing the long game.

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