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: November, 2018
Nov 30, 2018

Starts with telling a story very few people hear to help understand insurance.

The underwriting process is arguably the most important part of insurance no one knows about.

Having the ability to look deeper at the whole story could dramatically change the current process.

Because currently, very few people are able or willing to tell it.

That's what I talk to Amber Wuollet, of Explore Insurance, about as she shares her experience starting the conversation.

P.S. The Agency Nation newsletter starts plenty of these conversations.

Nov 29, 2018

It’s going to take longer than you think and be riskier than want.

Because there's something that got you to where you are right now that's uniquely different than everyone else.

If you’re lucky enough to figure it out you’ll have an advantage most won't be able to overcome.

However, the hardest part is being patient enough and realize that it's something you won't be able to assemble overnight.

That’s what I talked to Jessica Burch, of Bryce Point Insurance, about as she recalls her path to building her own insurance secret weapon.

P.S. Get weekly instructions on building that weapon here.

Nov 28, 2018

Believe it or not, insurance hasn't changed much, what has is the customer's expectations.

Making sense of that realization can be a little sobering and leave you questioning your insurance life.

It all starts by understanding that you start and build relationships with anyone all the time.

Which opens your agency up for the opportunity to grow in a way you never thought possible.

That's what I talk to Tom Minkler, of Clark Mortenson Insurance, about the value of his habits.

Don’t miss your chance to learn from Jeff at Elevate 2019, get your ticket now!

P.S. Be awesome, come to Elevate 19.

Nov 27, 2018

All you’re doing is showing people how little you care about what’s really important.

Instead, educate your client to a better experience so they don’t have to worry about taking every last dollar on the table.

Understanding the value as it relates to the savings is a service that can be hard to come by.

It's also an experience that agents are sometimes strangely afraid to provide.

That’s what I talk to Billy Van Jura, of Stissing Insurance, about his discipline to explain value.

P.S. Learn what else you can sell on instead of savings here.

Nov 26, 2018

It's easy to dismiss and even easier to want to control, but given the proper freedom can be effective.

That's really the default reaction most people have when it comes to allowing personal brands to develop inside an agency.

Those concerns are usually masked in the form of Facebook pages and separate websites.

However, if properly supported and coordinated your agency can take advantage of the most relevant prospecting real estate.

That's a question I answer today as we look at "a problem" one agency is having deciding what to with agent's and their Facebook pages.

P.S. Have you joined the Agency Nation newsletter yet? (Personal Brands Encouraged)

Nov 23, 2018

Because contrary to popular (insurtech) opinion, you provide too sweet of a deal to pass up.

That deal usually includes taking an active and engaged roll in your community.

It also requires a serious commitment to operating as a true risk manager instead of an apples to apples order taker.

However, not every insurance agent with an active license can live up to that standard.

That's why it's important to weed out those agents who can't or won't deliver that experience.

That's what I talked to Pat West, of Hedgequote, help understand his vision of a more streamlined shopping future.

P.S. No good agents are getting replaced here.

Nov 22, 2018

It all starts by going far beyond the first box or two you tried to check selling it.

Instead needs to become a deeper, more specific, understanding of who they are and why they need to buy insurance.

That's when you truly start to make decisions based on the group of people you will finally be able to call your niche.

Otherwise, you'll end up assuming a sale that might not be coming from a person who only values the one thing you do really well.

That's what I talk to Sean Halpin, of MJH Insurance, about his realization of just how far he had to go.

P.S. This is one place we consistently dive deep enough to make sure you have nothing to worry about.

Nov 21, 2018

Are hard to care about until they start costing you business, but once they do is it too late?

It's certainly a question and answer you shouldn't want to wait around to find out.

Going on the offense with the tools and technology your agency deploys to get attention is a pretty solid idea.

Regardless of the medium, you have the ability to weave your personal story and build relationships at an unimaginable scale.

That's what I talk to Jeff Teschke, Founder and CEO of Forge3, about his experience getting agents excited about making an impact.

Don't miss your chance to learn from Jeff at Elevate 2019, get your ticket now!

P.S. Seriously, this might be the most practical, get results now session of the entire conference.

Nov 20, 2018

Starts with having the ability to potentially own your book of business and encourage long-term success.

It's a shortsighted problem we bring on ourselves by overvaluing and misjudging the real owner of the relationship.

If we're all operating with enough confidence, it shouldn't matter because there'll be enough to go around and send the best possible message.

Instead of creating a culture that deters success and scarcely hordes business in spite of abundance.

That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about what it meant to him not losing everything.

P.S. There's a lot of abundance getting passed around in here.

Nov 19, 2018

Not just because that's the most effective business strategy, but because that's the world they grew up in.

The recruiting epidemic is a constant conversation throughout the industry so much so we might see a few support groups start forming.

Insurance has a problem attracting new, fresh, young talent, mostly because of the stereotypical image it currently carriers.

Maybe we've been going at it all wrong, instead of trying to find new people to make it different, maybe it's our job to make it specifically different first?

That's what I talk to Harrison Scheider, of Brown & Riding Insurance, about how he got so specific about his insurance.

P.S. There's a lot of future experts getting specific here.

Nov 16, 2018

It's very possible your agency could have an incivility problem and not even know it. 

What might seem like a harmless conversation to you could be a big deal to someone else.

Getting a handle on this type of behavior should be at the top of every agency owners list.

It could be as simple as creating an environment that is equipped and prepared to handle different opinions with respect. 

That’s why I assembled some of the best leaders in the industry whose mission is to figure out the best way to include everyone. 

I talked with Alex Dopazo, Quincy Branch, and Whitnee Dillard about how long we have until it's too late.

P.S. This is the one place every opinion is encouraged.


Nov 15, 2018

The most important thing you can do is identify as quickly as possible what works best for you.

The reason that's so important is that if it's not something specifically tailored to your needs the hard it'll be to achieve.

It almost doesn't matter what it is, as long as you can mathematically sell enough of it, to ultimately reach your sales goals.

The longer you delay making that identification and commitment, the longer you delay your potential expertise.

That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he starts to zero in on what's worked for him.

P.S. This is a good place to help figure out your success.

Nov 14, 2018

It starts by sticking to what you're good at and building a system that allows you to inspire.

During that process, it should become clear what direction your agency should be running in.

Because when you consistently stay the course that lets your people experience that dedication to a vision.

While change is good, doing consistently and radically only weakens your teams desire to follow you.

That's what I talk to Matt Naimoli and Zack Gould, of G&N Insurance about as they continue to double down building a dynamic culture.

Don't miss your chance to learn from Matt and Zack live at Elevate 2019, get your ticket now!

P.S. Seriously, I can already hear the "I didn't go to Elevate 19" regret building.

Nov 13, 2018

It's going to be a lot harder to do if you don't know what it will take to get there.

Which might be an embarrassingly obvious statement, however, a larger number of agents still struggle with.

Just because there's a hand full of XYZ businesses around your area doesn't mean they will be the best bet moving forward.

Once you figure out who those people are, the faster you can move on to achieving those numbers.

That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about his goals and how he can reach them.

P.S. Seriously, there's going to be a lot of reaching and growing at Elevate 19. You should come.

Nov 12, 2018

It's the only thing you can do if you don't want to look really bad doing a good thing.

Helping organize and execute community events is something that comes second nature to most insurance agents.

But how do you make sure people know you were there without taking the spotlight away from the reason people were?

The simple answer is, "Tell the story," but of course that's much easier said than done.

That's exactly why I wanted to call up my friends Adam Sheridan, of Reed Brothers Insurance, about the upcoming story he's struggling to tell.

P.S. We're waiting to help improve your storytelling so you can start winning more.

Nov 9, 2018

Most of the time it started with something unexpected and ended with your ability to make a difference.

Once you're exposed to the power of being there for someone on their worst day it makes it hard to want to do anything else.

Then your mission becomes finding new ways to do old things.

Which might involve sneaking some implied video authority from someone else.

That's what I talk to Scott Greene about his journey joining the industry with Elliott Insurance and

Don't miss Scott live at Elevate 19 sharing his secret to branding himself inside other businesses.

P.S. This is another good place to learn how to stay in the industry.

Nov 8, 2018

First, it all starts with realizing you can't do everything and that you don't need to hire the people you think.

Getting someone else to handle the majority of the marketing duties is a huge step in the right direction.

The more important question should be focused on where they need to be handling them from?

Because the more things you need one person to do, the harder it is to find them.

That's what I talk to Michele Linca, of Linca Insurance, about her quest in finding such a valuable resource.

P.S. You shouldn't also risk missing Elevate 19, some have called it the greatest conference in the industry.

Nov 7, 2018

Which shouldn't be confused with trying to create the best videos for your agency.

Focusing on what happens when you get in front of the camera instead of how to do it is a subtle mindset shift that can go along way.

Yeah, it's important for things to look and feel a certain way, but aren't the ultimate benchmarks to determine success.

It might all start with viewing video as part of your everyday work to continuously and consistently grab that attention.

That's what Sydney Roe talks Phil Nottingham, of Wistia, about how your agency can easily make those changes.

Don't miss your chance to learn from Phil live from the Elevate 19 stage, so be sure to grab you ticket today!

Also, make sure you connect with Phil:


P.S. Seriously, this amount of video marketing fire needs to be handled in a controlled environment.

Nov 6, 2018

You'll notice that you've just made it a lot easier for people to learn how much you know about insurance.

It's definitely a difficult place to get to because just the idea of producing video consistently sounds daunting.

However, once you realize that all the power lies in starting instead of perfecting will have you never looking back.

The more efficient your process is the more you'll notice getting done, which will ultimately make the phone ring.

That's what I talk to Avery Moore, of ECI Insurance, about as she finally took her first step off the video ledge.

P.S. This is a good place to learn what to do next.

Nov 5, 2018

It all starts with over communicating everything to make sure everyone knows what needs to be done.

This needs to happen the entire time something bad is happening to your client.

Because it only takes one missed phone called to ruin the entire experience for everyone.

That means you better have relationships ready across all your carrier claims teams to make sure that doesn't happen.

That's what I talk to John Bachmann about as he shares his experience from the trenches to improve how you make bad things better.

Make sure to connect with John o LinkedIn.

P.S. Joining the Agency Nation newsletter might be able to do something like that.

Nov 2, 2018

It might sound counterproductive, but that's how you look and sound different than the big boys.

They're always telling everyone what to do instead of asking what might be best.

It seems simple enough, but caring more about the outcome they want can seal the deal.

That combined with a mindset of positivity is all the power you need to punch above your weight. 

That's what I talk to Ryan Collier, of Risk Placement Services (RPS), about as he shares where his disadvantages got him.

Also, be sure to connect with Ryan on LinkedIn.

P.S. This is another good place to go to keep winning. 

Nov 1, 2018

You have to know who you're meeting first way before you plan anything else.

Sure, there's basic tactical knowledge required to properly execute proper marketing communication.

However, what makes picking a time and place dramatically easier is having a detailed understanding of the person that should be there.

When you do it makes everything else about the message ten times more effective.

That's what I talk to Ryan Anderson, of Alliance Insurance Group, about as he starts to figure out where he needs to be.

P.S. This might certainly be the right place you should find time to be.