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: March, 2018
Mar 31, 2018

We're not focused on the person that writes the check, if we don't start they won't be writing it much longer.

When you think about it, it's amazing we've been able to get away with it this long.

This is the type of focus, mindset and passion that's needed to move the needle and actually do something about it.

Because simplicity is really hard and what we currently have is anything but simple.

In fact, you might be able to go as far as calling it lazy with the weight of expectations we place on the customer.

That's what I wanted to talk to Ryan Collier, Chief Digital Officer for RPS, about what they were able to do about it.

Connect with Ryan


P.S. Ryan and the RPS team will be hanging out at Elevate if you want to get a look at their simplicity first hand.

Mar 30, 2018

There's no room for followers or blame within a successful organization.

If your leading the agency your people will emulate your energy, so it better be good.

If not, you might have just discovered whats been quietly holding you back.

It's your job to get as many people above the line as possible so they can hit their goals and as a result, so will the agency.

That what Ryan wanted to talk to former NHL player and coach, Ryan Walter about his experience leading leaders.

If you want to see Ryan live, we only have 60 tickets left for Elevate 18!

Connect with Ryan:


P.S. Seriously, we only have 60 tickets left, grab one before it's too late.

Mar 29, 2018

If you do, you stand a much better chance when some needs to remember your name.

In order to do that, you have to have a solid process in place that believe in blindly to success.

It's that level of dedication most agents lack and ultimately why they never see results.

That what I talk to Woody Brown, of The Rhoads Group, as he tries to figure out his.

P.S. Woody is going to be speaking at Elevate 18, that means you should definitely be there.

Mar 28, 2018

It's pretty simple actually, it gains trust faster so you can spend more time selling.

Why wouldn't you want prospects to be able to hear, see and know you before you do?

Video give you the ability to reach into organizations and audiences you never would expect to be watching.

The secret is, everyone is and not many people (see agencies) are giving them anything to watch.

That's what Ryan talks to Marcus Sheridan, Owner at IMPACT, about his belief in the power of video.

If you want to see Marcus live for a four hour video marketing workshop, get your ticket to Elevate 18 today before it sells out!

Connect with Marcus:



P.S. Seriously, that workshop will change your life longer than you can handle.

Mar 27, 2018

It's very possible you might have no idea, even if you do, it will still be fun.

This is by far one of the most popular questions I get from people who are just getting to know our company.

Which is fine, it's a completely fair question and it's possible we don't make the answer as obvious as it should be (we're working on that).

At the end of the day if we can help you find your insurance flag and plant it somewhere worthwhile we'll consider that a job well done.

That's what I talk to Ed Munson, of Munson Insurance, about as he tries to put the pieces together himself.

P.S. You can really get up close and personal with us (Agency Nation) if you come to Elevate 18!

Mar 26, 2018

If you're not then you could find yourself stuck somewhere you don't want to be.

That place could be filled with many different adjectives all describing a less than desirable location.

If you don't approach what you want to do and where you want to do it with enough intention, you could definitely get there.

That's what I talked to my buddy Patrick Muscenti, of McGown Insurance, about what it took him to figure out his.

P.S. Elevate 18 is almost here, you should come!

Mar 24, 2018

It's definitely a better option than the traditional ones that closely resembling a pyramid.

Because legitimate business opportunities with high ceilings and flexible hours are hard to come by.

A career in insurance isn't always the first idea that comes to mind when you think about all those things.

That's what Janine Fixmer, owner of Agency Insurance, wants to make sure everyone knows about.

P.S. A lot of big thinking agents like Janine hangout in Agency Nation University, you should check it out.

Mar 23, 2018

No matter what you're doing to create opportunities for your business, you still have to pick up the phone and call someone.

What temperature that person is at the time of the call is up to and will depend on how much work you already put in.

All that work does is give you a chance to care more about that persons problems than anyone else.

That's what closes business and turns your mediocre sales career into an extraordinary one.

That's why Ryan needed to talk to Anthony Iannarino to provide the next generation of independent insurance agents what it takes to make a sale.

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

Connect with Anthony:

The Sales Blog

Buy Anythony's Books

The Lost Art of Closing
The Only Sales Guide You'll Ever Need

P.S. The first 500 people to register for Elevate 18 will get a free copy of Anthony's book The Lost Art of Closing.

Mar 22, 2018

What really ends up happening is there's a lot that doesn't get done.

We've finally made it to a place where "not getting it done" is an option.

Someone in your agency needs to be doing something to make sure people know who you are when you are not around.

If not, someone else will diffidently be there for them and tell them everything they need to know.

That's what I talk to Becky Taylor, Marketing Manager at Ohio Insurance Agents Association, about the thing agents tell her they do.

P.S. Agency Nation University is a great place to let someone else in your agency learn how to do it.

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

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

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

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

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.