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.
RSS Feed Subscribe in Apple Podcasts
Agency Nation Radio








All Episodes
Now displaying: June, 2018
Jun 29, 2018

Our superpower is that we give a sh*t. It's cool to care about making this industry and the people that operate in it better.

If we don't, then we're not giving ourselves the best chance to survive the constant attacks on how we help people protect what matters.

It's this caring and protection that makes the industry special and the one thing that will always be extremely difficult to replace.

It's the individual examples of caring inside the industry that need to be highlighted to motivate everyone to do their best work.

This is the message Ryan Hanley shared from the stage in front of over 650 people to kick of Elevate 2018.

P.S. There's a lot of caring happening inside the Agency Nation newsletter, you should join.

Jun 28, 2018

It's hard to bring value that rarely has a chance to return.

Even if you believe in "giving without the expectation of reciprocation" at some point someone has to give if back.

Sometimes, if you're stretched too thin, you won't be able to put them in the right place.

That's what a talk to Jared Bellmund, of Carolina Living Insurance, about as he tries to see what fits.

P.S. Did you know the Agency Nation newsletter fits everytime, Join right here. 

Jun 26, 2018

It's easy to get caught up with what you think an agency your size should be doing.

When in reality, there's very few limits you can/should put on it from a marketing position.

You'll never be able to identify the growth opportunities you currently have.

That's what I talk to Landon Bentham, of Callaghan and Rice Insurance got things moving just enough.

P.S. There's plenty of growth happening on the Agency Nation newsletter.

Jun 25, 2018

This is why a handful of agents showed up to Elevate 18 and what they hope will happen because they did.

I corned nine agents from across the country (and Canada) to figure out what needs to happen to grow.

It doesn't matter if it's video marketing or finding accountability, if you're in the right room it shouldn't matter.

I talked with so new and old insurance friends to find out who they are and why they came to Elevate 18.

P.S. The Agency Nation newsletter Elevates all your skills.

Jun 23, 2018

Some insurance products are harder to sell than others. 

Is it your job to convince someone they want and need this coverage, or is that a realization they have to come to on their own?

It's hard to say because being in the convincing business isn't a whole lot of fun.

Instead, insurance magic happens when someone has an understanding and appreciation for the thing you're selling and needs expert guidance finding it.

That's just one of the few things I talk to Christopher Cook, of Alliance Insurance Services, about during his recent visit to Cleveland.

P.S. There should be no convincing needed to join the Agency Nation newsletter because you're already on it, right?

Jun 22, 2018

You have a much better chance for a consistent message to get delivered.

It's in this message that helps your agency figure who their talking to and where their going to do it.

However it becomes a more challenging task if your brand has to take a back seat to something else.

Giving it the power and freedom to will automatically set you apart.

That's what I talk about with Peter van Aartrijk as he delivers a mini state of the union on your brand.

Grab a copy of Peter's new book. 

P.S. The Agency Nation news letter is certainly boss worthy.

Jun 21, 2018

At some point you're going to need to figure out what someone needs to hear from you to get their attention.

It doesn't matter if you're new to content creation or have been doing it for years, everyone runs out of ideas.

But that can't slow you down, momentum is the only thing that will bring them back.

It's even better anytime the idea making is built into the content creation process.

That makes it so much easier to ensure you'll always have something to talk about when you need it.

That's what to talk Avery Moore, of ECI Insurance, about as she tries to figure out the best way to pull them to the surface.

P.S. We can't even count all the ideas on the Agency Nation newsletter.

Jun 20, 2018

Joseph D'Souza is making sure Artificial Intelligence understands the things you shouldn't be doing.

We've been fending off the InsurTech hype for years, sifting through pretty comparative raters and unwanted interfaces.

The hope in tolerating this hype is that something will finally find a way to change the game for good.

Out of all the InsurTech hopefuls out there trying, ProNavigator is one of the few companies willing to be just as practical as they are revolutionary with the problems they'er solving.

If you think processing car change requests is the type of "human value" people want in their customer experience, that might not work out well in the long run.

Joseph and the whole ProNavigator team are just getting started because their AI never stops learning and making your job easier.

Connect With Pat and Encompass here:

P.S. The Agency Nation newsletter has a reputation for making your job easier, promise.

Jun 19, 2018

Cost of client acquisition is a big time stat that when you track it, separates your agency from the pack.

It's also just one of many advanced business and marketing metrics you should consider discovering.

Because too often agencies get stuck accepting the things that have always been done at face value.

Those things are rarely restructured and even less frequently reevaluated.

That's what I talk to Bogus Handzel, of Handzel and Associates, about as he puts everything on the table to figure out the cost.

P.S. There's a lot of stuff on the table inside Agency Nation University, have you seen it all?

Jun 18, 2018

It might be overused and hard to imagine if you've never experienced it at a high level, but it all come down to leadership.

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.

Connect With Pat:


P.S. There's lots of growth happening inside the Agency Nation newsletter.

Jun 15, 2018

For so long traditional insurance agencies were made up of the same type of people that did the same type of things.

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.

P.S. Most of the best people are on the Agency Nation newsletter, just click here to join them.

Jun 14, 2018

Most of the time, it's going to be much longer than we think.

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.

P.S. If you join the Agency Nation newsletter you'll definitely be the first to know when the computers get here.

Jun 13, 2018

Believe it or not, the average American spends two hours a day looking at social media on their smart phone.

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.

Connect With Gregory:

P.S. The Agency Nation newsletter delivers more moments that matter than anyone else.

Jun 12, 2018

If you're not, the good news is it's never too late to do something about it.

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.

P.S. Jumping on the Agency Nation newsletter would be the happiest thing you did for your inbox in a long time.

Jun 11, 2018

The industry faces a lot of challenges, how we treat each other shouldn't be one of them.

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 what I rounded up the entire InsNerds team of Nick Lamparelli, Tony Canas and Carly Burnham, to talk about how everyone can get a long.

P.S. The first thing everyone should do is get on the Agency Nation newsletter.

Jun 9, 2018

It's really hard to stop everything and make sure the things you thought were important still are.

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.

I wrangled up Rob McCarthy, of GRBM Insurance and Woody Brown, of The Rhoads Group to see how the years going so far.

P.S. Jumping on the Agency Nation newsletter is something that can happen anytime and the of the year will thank you for.

Jun 8, 2018

If it's not getting done fast enough, there's nothing wrong with going out there and taking it.

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.

Connect With Jeff:


Excalibur Insurance

P.S. Try the Agency Nation newsletter, it will certainly grow on you.

Jun 7, 2018

If you don't it's going to be a lot hard to figure out where they're hiding.

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.

P.S. You're one of our people if you sign up for the newsletter.

Jun 5, 2018

All you have to do is help someone get from point A to point B as easy and enjoyable as possible.

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.

P.S. Newsletters are still a thing and we've got one of the best in the industry, you should try it.

Jun 4, 2018

It's certainly not an easy thing to do, especially if you're running your own one person scratch agency.

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, to talk about finding hers.

P.S. Missing out on the Agency Nation newsletter is like missing free ice cream.

Jun 1, 2018

It's certainly a question you probably rarely ask yourself.

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.

Today is an extra special episode. I took a deep dive into my audio archive and pulled out this nearly three year old interview (from a previous podcast life) with Elevate speaker Marcus Sheridan.

You can actually watch the full video interview here, if you're into that kind of thing.

P.S. Have you taken a look at Agency Nation University lately?