Agency Freedom: Recent Episodes
James Jenkins
Agency Freedom Podcast exists to help insurance agency owners and sales professionals make the jump from the captive world to the independent side of the industry. We then equip you in every topic imaginable to help you dominate your market once you’re FREE. We deliver authentic, actionable and audacious content and hard-hitting interviews from the best former captives in the country. Make your Freedom Jump with Agency Freedom Podcast.
In this episode, James and guest host Peter talk with Tomer Kashi, Co-Founder & CEO of VOOM Insurance and SkyWatch.
To learn more about VOOM Insurance, visit https://www.voominsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedo Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Tomer explains how his company, VOOM Insurance, and InsurTech MGA that creates usage-based insurance products for underserved niche segments within the mobility world. (4:24)
Tomer discusses his education and background in the Israeli army, which led him to become a tech founder in the insurance industry. (7:52)
Tomer shares the founding story of SkyWatch and how it started as a commercial drone insurance solution. (13:03)
Tomer explains how SkyWatch expanded into other niche insurance segments, such as motorcycle insurance, and the advantages of a pay-per-mile basis. (19:50)
Tomer explains how SkyWatch prices its drone insurance policies based on utilization and offers an optional telematics service to provide a risk score. (26:21)
Tomer mentions that drone insurance is currently a product that is pulled by commercial drone operators and their customers, rather than pushed by brokers and that it is not yet necessary for generalist agencies to offer it across the board. (34:05)
Tomer explains that SkyWatch works with aggregators like First Connect for distribution, but also offers direct appointments for those with relevant customers. (41:23)
Tomer shares their teamwork within the company, with a core value of "It's never not my problem." (47:02)
Key Quotes:
“Skywatch started as a commercial drone insurance solution. You see drones everywhere, from wedding photographers, to drone deliveries and in agriculture inspection. Really, everyone like even doing live shows, and we have customers in all of these segments.” - Tomer Kash
“We need to help these newcomers to join the industry,. We also see ourselves as a part of the ecosystem that wants to help this industry to thrive because we're, you know, benefiting from that. So, we work with flight schools, and we work with other organizations to promote flight safety, and also, you know, promote insurance.” - Tomer Kash
“One of the core values of our company is, “It's never not my problem”. Meaning, the R&D really cares about what the sales are doing in a day to day, and vice versa, and marketing and compliance everything. Really, everyone walks together. And this is what really drives everyone to work every day. It goes through different time zones, which is not easy.” - Tomer Kash
In this episode, you get to listen in to a private shop talk conversation James had with a group of agency principal in Somewhere, USA.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
A speaker on the call shares the importance of integrating core values into daily activities and operations, particularly in the context of trucking and sales. (5:16)
James discusses the possibility of charging a fee in addition to the commission, the requirements for different licenses, and the potential profitability of running their own insurance program as both a wholesaler and retailer. (13:29)
James discusses his struggle with holding people accountable and his growth as a leader by delegating responsibilities to others, in order to focus on his own growth and goals. (18:51)
A speaker on the call discusses their profitable focus on personal lines and plans to expand into commercial lines while delegating day-to-day operations to managers. (24:21)
James explains the importance of narrowing down the target market and specializing in a specific niche to gain a competitive advantage and better serve clients. (26:33)
A speaker on the call emphasizes the importance of prioritizing qualifying needs and diving deeper into the process while acknowledging that there is no wrong process as long as there is a process in place. (32:53)
A speaker on the call mentions that James is known for executing his business strategies, making him a standout among others who only talk about it. (33:43)
A speaker on the call believes that joining a call with other independent agents can be beneficial for personal growth and motivation. (34:15)
Key Quote: “You have to give your team opportunity to fail and fail big. That's the only way you grow. Otherwise, you're rate limited. You're capped. ” - James Jenkins
In the final installment of our summer solo episode series, James talks about navigating the hard market.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode, James talks about 4 reasons why you should NOT launch an insurance-related podcast in 2023. He ends the episode with a much better idea for generating real impact and profitable opportunities for your office.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
This is the second installment of hot takes and strong opinions, James talks about prospecting and how to better connect with new prospects in the sales process.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this first solo episode in the summer Hot Takes and Strong Opinions series, James answers questions from the audience on two topics:
Surviving the hard market
Required Time Off (RTO) and Work From Home (WFH)
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode, James talks with Ryan Mathisen, Co-Founder of GloveBox.
To learn more about GloveBox, visit https://gloveboxapp.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Ryan discusses his family's background in entrepreneurship and insurance. (5:06)
Ryan mentions that the number one thing you can do as a new producer, or a producer coming from the captive to the independent channel is to have a really solid mentor. (12:03)
Ryan discusses the idea of merging carrier mobile apps with a vertical-style product, which led to the creation of GloveBox. (20:19)
Ryan explains that the independent insurance channel faces an unforgiving landscape, with a strong focus on generational businesses and legacy processes and it is essential to have a sense of the business in order to provide solutions that make sense. (30:48)
Ryan discusses GloveBox's recent launch of their commercial product, including its features and functionality, and their plans for future development. (37:29)
Ryan explains how they prioritize feedback and align it with their roadmap. (44:20)
Ryan shares ways to engage with GloveBox, including their new website and social media. (48:47)
Key Quotes:
“It's so hard to replicate and again, this business is unforgiving. If you don't provide solutions that absolutely make sense, you're not going to win. It's really difficult and that's what I've learned.” - Ryan Mathisen
“We really want to give commercial agents tools that they need to be able to prospect, quote, sell, and service business. ” - Ryan Mathisen
“If it is a workflow between you and your policyholder, we want to host it. That's what we want. If you're engaging with the policyholder, we want to be the ones to support that. And that's where we live. ” - Ryan Mathisen
In this solo episode, James shares perspective on some of the negative side effects or dangers of being a highly driven, competitive and ambitious person.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode, James talks with Adam Boca, Executive Director at NCM Insurance Agency.
To learn more about NCM Insurance Agency, visit https://www.ncminsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Adam discusses his business model, which is very organic and does not involve cold calling or buying leads. (6:27)
Adam believes that having mentors in the insurance industry and setting attainable goals is important. (10:59)
Adam shares his experience learning compliance and licensing, and how they improve the customer journey by listening to feedback from clients. (18:04)
Adam discusses how they build a positive culture in their small office, including rotating lunches and getting together for meals at his house. (24:33)
Adam discusses his motivation for working in insurance and what keeps him coming back to it. (28:02)
James discusses the American Modern program and how it is a competitive alternative to Haggerty in most places. (33:42)
Key Quotes:
“Align yourself with some of the best carriers and other agents that can help guide you along the way. I think having mentors in the space is extremely important.” - Adam Boca
“We're just very fortunate that it's extremely organic, we don't do the lead generating thing, we don't buy leads, we don't cold call. So we're a very different business model.” - Adam Boca
“I'm not motivating myself by money. I mean, I think a lot of people get kind of lost in that. And for me, it's making sure that my customers have the very best in coverage for their particular need, and I know we're doing everything we can to provide that.” - Adam Boca
In this episode, James talks with Zach Mefferd, CEO & Co-Founder of ZipBonds.
To learn more about ZipBonds, visit https://zipbonds.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Zach discusses his methods for disconnecting from professional obligations in order to dedicate quality time to his family, which often includes outings on the lake. (7:52)
Zach explains the genesis of Coverage Direct, a company he Co-Founded from the ground up with his business associate, Ryan Swalve, in 2016. (14:09)
Zach explains that Zip Bonds' mission is to be a partner for agents who want to compete against larger agencies by providing a surety division that helps close bonds for contractors and probate attorneys. (30:43)
Zach mentions the necessity of inquiring about clients' bonding requirements and suggests incorporating this question into the client onboarding or renewal procedures as a means to boost agency revenue. (36:27)
Zach discusses the commission structure for agents who use Zip Bonds' platform. (41:20)
Key Quotes:
“My passion is helping independent agencies solve problems that I had myself. That's the reason why both of our businesses existed.” - Zach Mefferd
“The real passion that I had when I got into it came from me being a commercial insurance producer, getting larger and larger opportunities and feeling like I was at a disadvantage because I didn't have a surety division in my agency. And that's the solution we're hoping to provide here for agents.” - Zach Mefferd
“The major value prop is we have underwriters in-house. So when something comes in, it is being marketed to multiple carriers on your behalf from an underwriter's perspective.” - Zach Mefferd
In this episode, James talks with Zack Baldwin, Owner of TexPro Insurance.
To learn more about TexPro Insurance, visit https://www.texproinsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Zack shares how his ego played a role in his decision to start his own agency and how he was quickly humbled by the challenges of the industry. (10:30)
James discusses Frank Shamrock’s concept of plus, minus, and equal process and how they are important in professional and personal contexts. (18:15)
Zack discusses the disruption in the insurance industry and the need for professionals to adapt to the changes. (22:29)
James explains the potential risks of taking business calls on a personal cell phone and the importance of capturing all communication in your agency management system. (42:31)
Zack mentions that delegation and specialization are essential for success in the insurance industry. (45:36)
Key Quotes: “The best thing I've probably done in the last year or two is connect with others around me to say, you know what? We're all in this together, we've all made that same mistake and let's help each other prevent going through that. And that's ultimately kind of what our business is, let's sell you a policy so that we can prevent that, right?” - Zack Baldwin
In this episode, James talks with Torey Maerz, Founder, and CEO of Client Circle.
To learn more about Client Circle, visit https://www.clientcircle.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Torey explains why the company rebranded from Rocket Referrals to Client Circle and outlines its plan to gradually phase out the old name. (9:11)
Torey shares the story of how they created the system for handwritten cards and highlights the company's commitment to customization. (17:51)
Torey discusses their “Journeys” product, which is goal-based and helps track data. (24:11)
Torey explains the process of building pre-built automation and taking client requests for new features and emphasizes the insurance focus of their platform. (34:50)
James mentions that while robots are skilled at detecting context and inference, they struggle with understanding subjective things such as sarcasm and humor. (41:05)
Torey believes that the insurance industry is slow to adopt new technology due to its risk-averse nature and the difficulty of changing established systems. (46:50)
Torey mentions that their focus is on providing value to customers to generate revenue and that they do not accept investments, so all customer revenue is invested back into the company. (53:07)
Key Quotes:
“The system that you are using with Client Circle now to send cards is one that I invented almost 10 years ago. And now, it's grown to a fact where I have relationships with paper vendors that literally make the paper out of pulp for us, make the envelopes because they're perfectly designed to work with those with our handwriting tech.” - Torey Maerz
“Our customers are paying for new features, you know, you're not just paying for the service you have, but you're paying to that will continue to build and add new things on. And so, we look at all of our customers as investors in the company. And that means that we need to constantly provide value. And so everything always comes back to that.” - Torey Maerz
In this episode, James talks with Vonda Copeland, Operations Specialist at Copeland Insurance Agency.To learn more about Copeland Insurance Agency, visit https://www.copelandins.com/Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints, or your favorite grilling recipe.Episode Highlights:Vonda discusses how she got into the insurance industry and mentions that everyone seems to have a strange story about how they got into the industry. (3:10)Vonda shares what it is like working in an agency with her husband and mentions that despite having both strong personalities, they are able to figure out things and meet in the middle. (15:27)Vonda explains that a checklist is important to make sure that important details are not missed and better understand missed opportunities. (20:09)Vonda emphasizes the significance of running credit reports and offers some examples of what might go wrong with your quotes if you do not pay attention to them. (28:11)Vonda shares how they use automation effectively in their agency and where it should not be used. (33:56)Vonda explains that Copeland Insurance Agency caters to different types of markets including custom harvesters, people in the fire field, and main street businesses. (38:14)Vonda mentions that she will not be starting a podcast anytime soon because she is currently redoing their tech stack. (42:48)Vonda discusses the benefits of using Agency Zoom, including its ease of use. (46:57)Vonda mentions that Copeland Insurance has some really great personal lines tools right now, and ModAdvisor has been a huge improvement for them. (52:03)Key Quotes:"I'm kind of like the technology nerd. I love trying out new things. If anybody ever wants to beta test a program, I'm all in. - Vonda Copeland "I'm also really a stickler on, you do the do’s and don’t do the don'ts. And if you don't do the do's or do the don'ts, then you know, that's when the disciplinary teacher comes out." - Vonda Copeland
In this episode, James talks with Don Polczynski, President and Partner of RD Advisory Group, and Roe Polczynski, Founding Partner of RD Advisory Group.
To learn more about RD Advisory Group, visit https://rdadvisorygroup.com/.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
James explains that the goal of this episode is to provide context and practical insight into the topic of strategic planning and annual reviews. (2:30)
Roe discusses how they would advise someone to begin getting their minds around the strategic planning and review process. (4:16)
Roe and Don discuss the first stage in the process of developing a strategic plan. (9:18)
Roe shares that Agency CFO utlizes the Big I Best Practices Study to benchmark their agencies against their peers. (19:09)
Don discusses what an agency owner should do if they have never created a financial plan to determine where travel expenditures, employee benefits expenses, and dues and subscriptions go. (20:15)
According to Roe, producer compensation should be done right from the start since it is difficult to adjust producer compensation after it has started. (29:15)
Don shares that the annual Big I Best Practices Study recommends paying producers 33% of what they produce.
Don shares that he believes that the insurance industry's greatest weakness is prospect pipeline management. (34:48)
James recaps the importance of knowing your numbers, categorizing the money that you are spending, making wise selections with your tech stack, and getting a handle on your funnel. (47:39)
James shares that the Agency CFO program has been fantastic for his agency. (53:46)
Key Quotes:
“If you put yourself on the market, whatever market value is, you should pay yourself out. Plus, at the end of the day, at the end of the year, your agency should show a 25% profit margin.” - Don Polczynski
“Here's another pro tip - producer compensation. You’ve got to get that right from the onset. I am not about absolutes. This is one of those absolute moments. It is impossible to change producer comp after the fact.” - Roe Polczynski
“What do we not excel at as an industry? Prospect pipeline management.” - Don Polczynski
Resources mentioned: Big I Best Practices Study
In this episode, James talks with Jason Kilgo, the founder of KilGO Insurance.
To learn more about KilGO Insurance, visit https://kilgoinsurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints, or your favorite grilling recipe.
Episode Highlights:
Jason shares his background and how he started KilGO Insurance. (3:33)
Jason shares that he doesn't regret anything because all the jumps he's made have made him a better agency owner. (5:53)
Jason mentions that Geico does extremely well when it comes to the training processes for coaches and supervisors and he tries to replicate that in his agency. (6:17)
Jason discusses the difference between selling on price versus selling on value. (10:19)
Jason mentions that his sales process involves leading with umbrella and he had to sell his team on the concept by providing the data to back it up. (31:20)
Jason explains that most of the objections he gets to umbrella insurance policies are from the people who live check to check and don't have the money for it but need it most. (32:34)
Jason explains that crazy and tragic things do happen and emphasizes the importance of having insurance. (38:17)
Jason explains that an agency should figure out how to step out of the crowd and find out what makes them different from the rest. (40:21)
Jason shares how they compete in the marketplace with channel partners like realtors and loan officers and those selling on price. (45:00)
Jason explains that he doesn't mind getting a 1-star review because this is the way people will know that they are real. (52:26)
Jason explains that he loves to talk with other agency owners and discuss how their sales process works. (1:00:00)
Key Quotes:
"We've got to make sure people have an umbrella policy. And I know, we're not going to be 100% close on that. But we need to make sure people understand if they don't get it, why they're not getting it? What are they missing by not having that policy?" - Jason Kilgo
“Our mission is helping people live life confidently through insurance." - Jason Kilgo
"I think right now, you’ve got to reach, you’ve got to dig in. And don't give up, don't get down. Don't think the world is coming to an end like a lot of people are thinking about." - Jason Kilgo
In this episode, James talks with Davie Holt, National Sales Practice Leader of Imperial PFS.
To learn more about Imperial PFS, visit https://www.ipfs.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints, or your favorite grilling recipe.
Episode Highlights:
Davie shares a bit about his background and what led him to IPFS. (5:30)
Davie mentions that the goal for agents is to get to a point where the outbound effort turns to inbound. (10:46)
Davie explains that he didn't realize how great IPFS was until he became a part of it. (16:35)
Davie shares the elements that make IPFS feel like a family business. (18:18)
Davie explains that great leadership is your internal people who work for you and your clients that have also become great business partners. (22:53)
Davie explains that IPFS has wrestled with what approach will do well in terms of naming and branding. (29:13)
Davie shares the solution they came up with to solve payment problems for their customers. (31:57)
Davie mentions that he doesn't mind talking about differences between their company and their competitors. (37:57)
Davie shares why IPFS has always been the technology leader in the insurance premium finance space. (45:39)
Key Quotes:
"You have to find that balance between maintaining reputation, maintaining excellence, and also staying relevant. And, you can't ever lose what got you there. You can't ever lose the hunger. You can't ever lose the drive." - Davie Holt
"I have never ever gotten business or protected business that we've had, by saying just negative things about a person that worked for another company, or a company itself. But I also don't shy away from talking about the differences between our company and our competitors, either." - Davie Holt
“We all, that are insurance professionals, licensed non-licensed vendors, carriers, whatever, we all have an obligation to try to make this industry better." - Davie Holt
In this episode, James talks with Mike Stromsoe, Founder and Lead Coach of The Unstoppable Profit Producers.
To learn more about The Unstoppable Profit Producers, visit https://unstoppableprofitproducer.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Mike shares his background story and what led him to create The Unstoppable Profit Producers. (3:45)
Mike discusses the need for leadership, leadership training, and other types of training in independent insurance agencies. (6:41)
Mike mentions that if somebody is interested in investing in strong leadership skills, he could recommend the Hero's Journey Leadership Program, which he believes is a game changer. (9:44)
Mike explains that feeding the mind with the right things is important because what we choose to put into our minds can make or break us. (14:23)
Mike explains the idea of the Be Unstoppable Bootcamp 2022 event and how much they believe in what they're doing. (18:54)
Mike believes that feeling comfortable with being uncomfortable is crucial because nothing grows in the comfort zone. (21:19)
Mike mentions that he is well aware that finding excellent people is difficult in today's society, which is why they've developed systems focused on people, processes, and promotion to assist individuals in finding those excellent people. (23:45)
Mike explains why core values are important for any business. (33:10)
Mike reminds the listeners that people will always miss 100% of the shots that they do take. (54:11)
Key Quotes:
“My encouragement if you're a leader in today's business world, insurance agency, industry, or otherwise, become a better leader and find a way to get into a program, invest in yourself to become a better leader.” - Mike Stromsoe
“In the comfort zone, nothing grows…because everything's comfortable. You’ve got to get comfortable being uncomfortable.” - Mike Stromsoe
“Culture eats strategy and everything else for breakfast and if you get a weak link or something goes sour within the orchard, if you will, unfortunately, sometimes you need to cut it.” - Mike Stromsoe
In this episode, James talks with Abe Gibson, Co Founder of Cover Your SaaS.
To learn more about Cover Your SaaS, visit https://coveryoursaas.io/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Abe shares the story of how Cover Your SaaS got started. (3:55)
Abe explains that they are leading in cyber because they sell the cyber risk report and also build trust by providing a complete package of what the client needs. (7:46)
Abe shares how he was able to choose David, Ciara, and Chris to partner with him. (11:18)
Abe mentions that they will be launching their own podcast soon, on which they will interview SaaS founders and CEOs. (20:17)
Abe explains that the biggest challenge they are currently facing, is the number of expectations with their prospects. (27:14)
Abe discusses the company's current focus as a retail agency, but envisions an MGA or wholesale approach in the future. (32:13)
Abe explains that he is confident in marketing and sales because of his background in selling. (37:27)
Abe shares the process of how he pitches potential clients. (41:11)
Abe explains that the market and the space are complicated because venture capital and private equity are pulling the levers. (51:13)
Abe advises listeners to make that jump to independence, as there is a lot of potential in the independent agency space. (55:28)
Key Quotes:
"I kind of just had this epiphany that I've sold software to insurance agencies, why not sell insurance to software companies?" - Abe Gibson
"We're really primarily just talking about cyber. And when we have that conversation from a risk management perspective, we're not really talking much about insurance. We're building enough trust. Because we're leading with that cyber risk report in that consultative risk management approach, that we can just present to them a complete package that includes all the lines of business that they need." - Abe Gibson
"I feel blessed to have the background that I do, I kind of knew the big players and who I need to talk to you. But, it was still extremely challenging. So I empathize a lot with people that are starting to scratch agencies, because it's very confusing and very cumbersome." - Abe Gibson
In this episode, James talks with Jacob Neighbors, President of The Simmons Insurance Group.
To learn more about The Simmons Insurance Group, visit https://www.simmons-insurance.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
Jacob shares his backstory and what he is doing now at The Simmons Insurance Group. (2:31)
Jacob talks about his relationships with his father-in-law and how he and his brother-in-law came to take over the family business. (6:32)
Jacob explains that it took them several approaches, including organic production, partner networks, and agency acquisitions, to grow the business from $3 million to $10 million. (10:47)
Jacob believes that it is important for the agency owner to be the production leader in the first $2 million of revenue but after that, the owner should move out of selling to allow for more growth, (16:43)
Jacob explains that certain things happen along a business's lifecycle that empowers its growth. (22:24)
Jacob elaborates on how to maximize the value of your business by bringing something special to the table, like market segments. (27:30)
Jacob explains that your finances are the score that is kept on your performance, which is what people recruit for. (34:18)
Jacob shares that he is passionate about family businesses and that more content and supports for family businesses in the insurance industry especially. (35:58)
Jacob mentions what he has planned for his keynote for Innovation22. (40:25)
Jacob explains that valuing the business that you're going to acquire correctly and understanding the drivers that other people may be looking at is an important step toward acquiring a business. (43:40)
Key Quotes:
“In my mind, it's that that $2 million revenue hump is the first major hump to get over, and getting out of selling is really the kind of the most tactical way to move your business to the next level." - Jacob Neighbors
"As every business grows and becomes successful, there are certain things that happen along the lifecycle of a business that continues to empower its growth." - Jacob Neighbors
"Valuing your business appropriately is really critical for scaling it. Because if you're going to eventually push out stock options and bonuses to key staff and employees, or potentially new partners, I think it's just really important that you value it correctly so that you have a really good handle of what you have." - Jacob Neighbors
In this special episode, James talks with Matt Sutika, Chief Insurance Officer at Obie Insurance.
As a listener to AFP, you get priority access to an appointment with Obie for your office. There are no production requirements to maintain a relationship with Obie. CLICK HERE TO REQUEST AN APPOINTMENT WITH OBIE: https://www.riskwell.com/obie-interest -- Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode, James talks with William Jones, Editor-In-Chief of Independent Agent Magazine.
To learn more about IA Magazine and subscribe to receive your copies, visit https://www.iamagazine.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
Episode Highlights:
William shares his background and what led him to his current position as Editor-in-Chief of Independent Agent magazine. (2:56)
William mentions that he is from the UK originally and explains that Queen Elizabeth has been a great true leader and deserves a lot of credit. (8:12)
William shares that being an influential journalist takes a lot of responsibility, but it is where success comes from. (12:56)
William discusses how he writes and edits articles, and how he ensures that he writes something new that hasn't been written before. (17:38)
James explains that he decided to write a book because he didn't want to keep brilliant ideas to himself. (25:34)
William shares that no one gets rich by being a writer, and the only goal of writing is to share great ideas and mentorship with others. (29:22)
William discusses the setup he had with his sales staff during COVID, and how he was able to produce great magazine material despite the challenges. (37:35)
William believes that being a member of the BIG I has many advantages, including employee benefits programs and independent agency coverage. (41:40)
William mentions that the BIG I works towards ensuring that independent agents are protected by national laws and state laws. (46:33)
Key Quotes:
"We write a lot about the community involvement of independent agents, both on a local level, with schools and churches, or whatever that might be. Independent agents are giving people." - William Jones
"I'd have worked really hard to actually be paid to write and to edit. So, you know, when the opportunity presented itself, I did see it as a chance for myself to make all that hard work pay off." - William Jones
"I think the need to bring in young talent and to keep basically the overall talent pipeline moving is going to continue to be something." - William Jones
In this episode of Agency Freedom Podcast, James talks with second generation agency principal, Matt Davis.
Episode Highlights:
Matt shares his background story and how he got into the industry as a second-generation agency owner. (2:57)
Matt explains that seeing his team succeed both professionally and with their personal goals is very fulfilling. (6:37)
Matt shares that GDI insurance is still focused on and specializes in residential construction. (11:13)
Matt mentions that he will be in Nashville at Innovation22 to discuss acquiring agencies and books of business. (12:42)
Matt explains that the sellers who will benefit the most from the private equity proposals are those that have a tightly run ship. (17:06)
Matt discusses some strategies for building relationships with prospects. (21:55)
Matt explains that one of the best things you can do is to become known for being fair and making sure that both parties always win the deal. (24:11)
Matt believes that a seller who refuses to provide financial records is a red flag. (26:41)
Matt explains that GDI Insurance has been working hard to rebuild the entire agency from scratch. (28:18)
Matt expresses his gratitude to his team for their dedication and shares how much enjoys watching their personal and professional growth. (29:25)
Key Quotes:
"If you become known for being fair, and making sure that both parties always win the deal. That's one of the best things you can do." - Matthew Davis
"If somebody's afraid, or hesitant to show you their financial records, these are red flags. So don't fall in love with a deal until you've seen everything and it's already closed." - Matthew Davis
"The sellers that are really going to make out well in this private equity offers are those that have a very tightly run ship. And it's going to be hard for anybody using traditional bank debt financing to compete on that multiple" - Matthew Davis
Resources Mentioned:
Learn more about GDI Insurance Agency here: https://gdiinsurance.com/
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Dawnyel Smink, Founder, and CEO of CLI Select Agencies, an alliance of independent agencies.
Episode Highlights:
Dawnyel shares her background and discusses her transition from being an elementary school teacher to owning her own business. (3:32)
Dawnyel explains that CLI Select Agencies is there to be of service to agencies and take care of agencies and one way of doing that is making sure they are a good fit. (9:19)
Dawnyel shares that part of what they do at CLI Select Agencies is discussing how agency owners can teach their team not to lie about leadership and what it really means to be a leader. (11:57)
James mentions that leadership is apologizing quickly when a wrong is pointed out to you, as humility speeds up reconciliation and recovery. (14:49)
Dawnyel explains that communicating clearly with people means being able to take accountability on both sides. (19:12)
Dawnyel shares that there is no perfect leader, and we have all made mistakes at some point in our careers. (21:59)
Dawnyel explains that when she is about to say something that she might regret, she creates a moment for herself to think and figure things out. (26:52)
Key Quotes:
"There is sometimes a disconnect between what we think we should do as a leader, and what we should say as a leader, and really how to be honest with ourselves." - Dawnyel Smink
"I think the biggest message and takeaway that you would get from coming in to hear me talk about leadership and the lies that we tell ourselves and the truths that we need to embrace are really that we all do it. We've all done it, someplace in time, there is no leader that is perfect." - Dawnyel Smink
"Don't be too quick to rush to judgement. Because once something comes out of your mouth, it's impossible to put it back in. Like, words put out into the universe never come back. They always have some kind of impact." - James Jenkins
Resources Mentioned: Learn more about CLI Select Agencies here: https://www.canyonlandsinsurance.com/
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James gets into some open ended shop talk with Guest Co-Host, Tamron Manning.
Episode Highlights:
Tamron shares that James has been a huge help to him in coming into the independent space. (2:52)
Tamron explains why the environment plays a big role in insurance when it comes to being a sports athlete. (7:02)
Tamron discusses that the main reason he wanted to switch to the independence side is because of the ability to create your own brand. (14:58)
Tamron advises the listeners to put their blinders on, control what they can, and focus. (21:44)
James shares his experience starting his company and how he got help to pull it off. (32:43)
James explains that a really great virtual team member can be a good asset for a start-up company. (38:14)
James shares his strategy for being able to achieve sustainable cash flow and growth with a start-up. (43:20)
James shares that, in his opinion, it is very important to prioritize your time over money, because if not, then you are making a tactical error. (46:53)
James explains that as long as you take good care of your clients and your team, you are going to have freedom and flexibility. (53:47)
Tamron mentions the importance of having a good culture in your agency and being a coach that your team wants to follow. (57:53)
Tamron shares that his goal is to be a lifelong learner. (59:25)
Key Quotes:
"If you're working on a skill, you're not going to see an immediate return on what you worked on the next day, it's going to be something that you see gradually." - Tamron Manning
"The moment your time becomes more valuable than your money, you have to prioritize time over money. Because if you don't, you're making a tactical error in my opinion." - James Jenkins
"Attract the right people, invite them to come on a mission with you. And then equip them the way that they need to be equipped to give them the resources that they need. And then get out of their way and cut them loose. And then see what happens." - James Jenkins
Resources Mentioned:
Learn more about Tamron's agency at his website: https://integrityinsgrp.com/
Connect with Tamron on LinkedIn here: https://www.linkedin.com/in/tamron-manning-73b849181/
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Ted Stuckey, President of Nationwide Brokerage Solutions, a wholly owned subsidiary of Nationwide Insurance.
Episode Highlights:
Ted shares what Nationwide Brokerage Solutions (NBS) are all about, and what they do to help the industry. (5:34)
Ted explains that NBS focuses on areas where agents are struggling, and aims to zero out these challenges. (11:03)
James shares that he is fascinated by how NBS is participating with so many carriers to serve a wide variety of niches. (20:01)
Ted explains why they currently are not participating in the transportation side of the niche. (21:12)
Ted shares how they ensure that clients are getting placed with the right coverages and carriers. (28:00)
Ted discusses that there will always be a blindspot in an agency, and shares an example of theirs, which is the high-touch service. (32:13)
Ted explains that the reason why they have a great relationship with underwriters and carriers is that they do the heavy lifting, and know when they are not a good fit. (40:55)
Ted shares about their program called "Cadillac" and how they have been partnering up with Allianz. (46:16)
Ted explains that if people are not intentionally focused on choosing a quote, they might end up being at risk in the end. (52:19)
Ted shares that it is easy to grow a career quickly, but it is almost impossible to grow and do it profitably. (55:38)
Ted recalls the greatest experience and knowledge he obtained with the previous companies he has been part of, including PNC and First Comp. (1:02:08)
Ted advises listeners to always tap into what is currently happening in other markets around the globe. (1:09:21)
Ted elaborates on the importance of finding the right partners for agents that are just getting started in the industry. (1:11:18)
Key Quotes:
"I learned early in my career, that it's pretty darn easy to grow a carrier really quickly. And it's next to impossible to grow quickly and do it profitably." - Ted Stuckey
"Don't be a hero, it's not worth it, you find those partners link up arm and arm and grow alongside them. And the best partners are the ones that will let you go once you get to a certain size." - Ted Stuckey
“We’ve all got to do our part to move the industry forward. And the more that we can not only meet the customer's expectations but then exceed them, the more we can get out of this sort of proverbial laughingstock of an analog world that we find ourselves in so often." - Ted Stuckey
Resources Mentioned:
To learn more about NBS, visit their website at https://nbsbrokerage.com/
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with David Carothers about his second book which releases on September 8th, 2022.
Episode Highlights:
David mentions that he explains the meaning and motivation for the title of his book, The Dirty 130. (2:03)
David believes that if he has a skill that distinguishes him from others, it is the ability to create a community around the content. (4:39)
David mentions that one of the topics discussed in his book is how to optimize any images you use on your site or in your blog articles for SEO. (6:48)
David explains that The Extra Two Minutes is about his sales-producing activity, whereas The Dirty 130 proceeds on a different path. (10:13)
David discusses how the other context around The Dirty 130 relates to the same things that they do in their agency, such as telemarketing and marketing drop. (14:31)
David discusses the workbook concept for The Dirty 130. (17:08)
David mentions that history is the best teacher of what we may expect in the future, which applies to all aspects of life, including sales. (22:05)
David discusses how he leverages Lately more than anything else to ensure that his content gets out, and it also provides him the flexibility of not having to worry about making sure the routine is completed. (27:53)
David explains that he wrote the book with the purpose of making it helpful to everyone in a sales role. (28:34)
David mentions that there is never a reason why you should not be able to generate content. (30:30)
David mentions that he wrote the book to help other agents, not to make a profit. (32:57)
Key Quotes:
“If there's something in my skill set, that's different from what other people have out there, it's the ability to create the community around the content.” - David Carothers
“History is the greatest teacher of what we can expect in the future that applies in all things in life. So the sales game should not be any different. ” - David Carothers
“Let me be very clear. I don't write a book in an effort to make profit off of it. If I did, it would be the wrong book. So let me I want to be very clear, I don't care where you go. It's pretty much going to be equal. And this is not about me lining my pocket as much as it is me helping other agents down the road.” - David Carothers
Resources Mentioned:
Learn more about The Dirty 130 and pick up your copy here: https://www.dirty-130.com.
Learn more about Lately.AI and schedule your demo here: https://www.lately.ai
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Steven Mohr, newly minted VP of Growth at Better Agency. After a three-year stop at Lightspeed Voice, Steven is already having an impact on the current and future customers of Better Agency.
Episode Highlights:
Steven shares what led him to the InsurTech industry. (6:17)
Steven mentions that he had been an agent before meeting Brad Fuller and joining Lightspeed Voice. (09:27)
Steven explains how he made the decision to jump back into AMS and CRM by joining Better Agency. (14:40)
Steven shares that Better Agency is always open to feedback and is focused on how they can make things better for their clients. (21:07)
Steven mentions that the mission that they are currently focused on is automating agency operations while maintaining the agency's relevance. (25:32)
Steven shares that there are a lot of innovations they are currently lining up, one of which is the Accord forms. (31:03)
Steven discusses the challenge of being on the road and away from his family and how technology has helped them connect while away. (36:09)
Steven shares his passion for golf and some of the people that he plays with when he has time. (38:18)
James shares that the Better Agency is almost an enigma because of the balance between power user functions. (43:28)
Steven shares that they are customizing their features to enable new customers to be able to do everything that they want. (47:39)
Key Quotes:
"I would love everybody to be able to do everything they ever wanted to do in life. That would be great, James could get his version, and then the rest of the world would get theirs. We are in a very specific industry and insurance. Your independent insurance agencies are our bread and butter." - Steven Mohr
"Some of the other challenges that we're seeing a lot is around onboarding, you know, data transfers, and they're just complex and we rely on other people's data." - Steven Mohr
"I'm an agency guy at the end of the day, I think most people would tell you that about me. You know, I think insurance agents are about the best group of people in the world. I think your jobs are incredibly hard. I tried to do it back in the day, and it's just a grind and I have all the respect in the world for you." - Steven Mohr
Resources Mentioned:
Learn more about Better Agency and sign up for your demo at www.betteragency.io
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Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Marit Peters, Executive Director of the Independent Insurance Agents of Texas, otherwise known as the Big I of Texas.
Episode Highlights:
Marit explains that one of the reasons she works for the industry is because she thinks of independent agents as being so gracious in their communities. (4:54)
Marit shares the fundamentals of running a successful agency, including the importance of identifying those on your team that are dragging it down, and getting your metrics right. (12:00)
Marit explains why it is important to look back on historical trends in order to be able to determine the things that did not work out. (15:52)
Marit shares about the leadership book that she and her employees read called "The Dichotomy of Leadership." (23:07)
Marit mentions that their goal at the Independent Insurance Agents of Texas is to make sure that the independent agency channel is healthy. (27:35)
Marit explains how COVID has helped them become better at being reachable. (32:58)
Marit discusses the impact of the advocacy work that the Independent Insurance Agents of Texas is involved in on a government level. (41:08)
Marit shares that in a lot of rural communities a local presence makes a difference, but that may change in 10-20 years. (48:08)
Marit discusses an organization called "Salt" that is trying to create a modern experience for the personal line space. (52:48)
Marit shares that independent agents are critical to the communities, as they make sure that we are getting the right product. (56:18)
Key Quotes:
"I think the fundamentals are leadership and having the right courage to deal with difficult decisions, and making sure that you have the right people and hire people that are smarter than you and then trust them to do the work." - Marit Peters
"I want to make sure that we're constantly hearing what people need and making sure that we're adjusting and that we have the courage to do it and we don't get stuck in that piece." - Marit Peters
"If you are an agent out there that's not involved with an association, pick up the phone and call and explain why you're not. Because that is probably the best feedback an association can hear." - Marit Peters
Resources Mentioned:
Learn more about IIAT at https://www.iiat.org/.
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Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Joshua Goodman, Director of Business Development for the Kansas Big I.
Episode Highlights:
Josh shares his background and what led him to his position at the Kansas Association of Insurance Agents (KAIA). (4:22)
Josh explains that the reason he decided to leave State Farm was because he would not have been able to take over his father's book of business when that time came. (8:38)
Josh shares how he started his own agency from scratch in 2010. (13:42)
Josh shares how they explain to a client that your agency is no longer the best fit for their needs. (18:21)
Josh explains that there is an art to communicating with your referral partners to get the types of referrals that you are looking for. (23:48)
Josh shares the factors that led to his decision to sell the agency. (24:41)
Josh explains automation is one of the biggest differences in how things used to be done and how they are done now. (34:41)
Josh shares that there is always this difficulty in hiring great talent, and it is one of the challenges he hears a lot from his members. (40:47)
Josh discusses that one thing that agency owners should focus on is the claims experience and management of the claims. (43:42)
Josh advises all agency owners, especially aspiring ones, to operate their business from an entrepreneurial perspective. (46:22)
Key Quotes:
"I had the entrepreneurial spirit, I wanted to work for myself and be my owner and State Farm agents are able to do that to a certain degree." - Josh Goodman
"The agency owners that are going to win in the short term and long term are going to be digitally data-driven, and run their business as an entrepreneur, in my opinion." - Josh Goodman
"If you're an agency owner or aspiring agency owner, operate your business more from an entrepreneur's perspective than an insurance agent who owns a small business and employs producers and a service team." - Josh Goodman
Resources Mentioned:
To learn more about the KAIA, visit their website at https://www.kaia.com/.
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Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Andrew Correll, Director of Insurance Solutions with Security Scorecard.
Episode Highlights:
Andrew mentions that he began his career in the insurance market 10 years ago, mostly handling cyber insurance underwriting for technology and life sciences companies. (5:14)
Andrew believes that it's up to all of us to learn the ins and outs of what we do, instead of just trying to sell a product to anyone who picks up the phone. (11:38)
Andrew talks about where things are now with cyber insurance and data breach protection. (15:08)
Andrew believes that the Security Scorecards platform was really made for Chief Information Security Officers (CISOs) and vendor risk managers. (24:33)
Andrew discusses how the level of connection they want to have with clients is one of the major value additions from a security scorecard standpoint. (29:20)
James explains how he starts putting together his cyber submissions, whether for a new customer or a renewal. (34:57)
Andrew mentions that if you monitor your book of business throughout the course of a policy term, you'll have some great opportunities to create a strong connection. (38:53)
As someone who will be selling cyber insurance, Andrew encourages everyone to adopt a "just enough to be dangerous" mentality and knowledge base when it comes to cyber. (51:27)
Andrew discusses why it is important to build a connection and partnership with a local MSP. (54:32)
Key Quotes:
“It's incumbent upon all of us to kind of learn the ins and outs of what it is we're doing, versus just trying to sell a product to anyone who's going to pick up the phone. When you start getting away from the transactional approach and going into a relationship approach.” - Andrew Correll
“In the cyber insurance market, we're utilizing a security scorecard as a way to kind of systematize part of your underwriting.” - Andrew Correll
“If you're monitoring your book of business over the course of a policy period, you're going to have some really good opportunities to build a solid relationship.” - Andrew Correll
Resources Mentioned:
To learn more about Security Scorecard, visit their website at www.securityscorecard.com.
--
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of the Agency Freedom Podcast, James talks with Jason Johnson and Katherine Jones from Coterie Insurance.
Episode Highlights:
Katherine discusses her role as Director of Communications for Coterie. (4:49)
Katherine and Jason explain that Coterie is a managing general agency and that they do not want to be a direct to consumer company. (7:56)
Jason explains his role as the Director of Agency Experience as well as his philosophy within the company. (10:50)
Katherine and Jason share their experience of letting go of talented people in order to balance the financial stability of the company. (15:04)
Jason shares about their new products and services that are about to come out, like the technology they call "Simply Bind". (21:42)
Katherine shares how grateful they are to agents and brokers, and opens up about their company's podcast. (28:15)
Jason explains that Coterie is helping agents by focusing on speed, simplicity, and finding new ways to make sure that agents are capitalizing on their solutions to pain points that clients have. (32:16)
Jason explains that bulk quoting is something that they are currently working on and developing at Coterie. (35:39)
Katherine shares that they are always open to feedback. (38:22)
Key Quotes:
"Technically, we're a managing general agency…I just want to make that distinction and be accurate. But what we don't want to be, we don't want to be direct to consumer, right? We really believe in our agents and brokers, we believe in the relationships they have in their communities." - Katherine Jones
"Coterie would not be where we are today without the amazing agents and brokers who have been with us since the very beginning." - Katherine Jones
"It's why I love my job, right? I get to just outsource all the cool creative ideas from the agents and take them back to a bunch of brilliant minds who can make them happen." - Jason Johnson
Resources Mentioned:
Learn more about Coterie and how your office can get appointed at https://www.coterieinsurance.com.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this solo episode of Agency Freedom Podcast, James talks about the possible benefits of being a producer instead of an agency principal.
For many people, the producer career track may yield greater happiness, satisfaction, and personal wealth than the agency principal track.
Episode Highlights:
James explains that for some, depending on one's goal, and how they are wired to be in the industry, being a producer is better than an agency principal. (0:53)
James shares that some benefits of being a producer are that there is no overhead and you are not paying any payroll because all you have is revenue. (02:53)
James explains that as a producer, you don't worry about vendors, tech stack, and administrative things. (03:33)
James shares why being a producer simply means having no distractions. (04:13)
James shares that, as a producer, you can increase your personal revenue with ease and your proximity to your client is a huge advantage. (05:15)
James shares that another advantage of being a producer is that you can easily define success. (07:23)
James explains that the challenge of being a principal is the struggle to balance growth and cash flow. (08:04)
James explains that another challenge of being a principal is the feeling of not having enough time. (09:04)
James shares that, as a principal, it is your responsibility to manage interpersonal challenges. (12:00)
James explains what shiny stuff syndrome is, and how it is a challenge for a principal. (13:57)
James explains that his point is that sometimes, being a producer is better than being a principal. (18:45)
Key Quotes:
"As the principal. It's your responsibility to come to the office and create the work that needs to be done by other people on your team." - James Jenkins
"If you don't have that roster of the up-and-coming talent, if you don't know who the next person is, who's going to win on your team, you are already at a deficit and your growth is going to be stunted." - James Jenkins
"If everybody is a boss, then there's no one to do the actual work. There's no one to handle the client relationships. There's no one to close the deal." - James Jenkins
In this episode of Agency Freedom Podcast, James talks with Erik Garcia, Certified Financial Planner and Investment Advisor with New Century Financial Group and the Founder of Plan Wisely Wealth Advisors. He is co-owner of Garcia Insurance Services in New Orleans. And, he is the co-host of the podcast Stuff About Money They Didn’t Teach You In School.
Episode Highlights:
Erik discusses what made him decide to enter the insurance industry. (11:16)
Erik explains that there is a difference between gaining cash flow and business growth. (17:37)
Erik tells business owners that they need to build their business as though they're going to sell it. (23:02)
Erik shares that the thing that drives him most crazy in the industry is contracts and the process of getting them. (29:51)
Erik discusses the captive agency he was with and the underwriting guidelines that had to be arranged when Katrina hit. (37:36)
Erik debunks the myth that because you own a business, you have attained freedom. (40:47)
Erik talks about every investment being a question of risk and offers examples. (45:05)
Erik shares that the worst thing that can happen to you as a leader is to look back and realize no one is following. (55:28)
Erik explains that the more you duplicate yourself in your business, the more freedom you gain. (58:58)
Key Quotes:
"You know, the worst thing that can happen to you as a leader is to look back and no one's following you." - Erik Garcia, CFP®, BFA
"I want to be known as a financial planner. That's the work I enjoy. It gives me life. It is fun, there's nothing more fun than seeing people make good decisions with their money from an investment standpoint." - Erik Garcia, CFP®, BFA
"The more you duplicate yourself in your business, guess what? You just got freedom, you have just released yourself from a little bit more captivity because you are not needed." - Erik Garcia, CFP®, BFA
Resources Mentioned: Learn more about Erik's office at https://www.plan-wisely.com.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
In this episode of Agency Freedom Podcast, James talks with Troy Smith, Retired Detective and Hostage Negotiator with the San Antonio Police Department. Troy is now with the Black Swan Group.
Episode Highlights:
Troy shares his background story and how he ended up joining the San Antonio Police Department as an officer and later as a hostage negotiator. (5:19)
Troy discusses what led him to the Black Swan Group where hostage negotiation skills are applied in a business environment. (6:28)
Troy shares the story of a powerful moment when he gave his badge to a young boy with terminal cancer who wanted to be in law enforcement one day. (9:06)
Troy explains his day-to-day setup as a Black Swan coach and facilitator. (19:40)
Troy shares that the foundation skills as part of the training are labeling, mirroring, and dynamic silence. (22:57)
Troy shares how to use dynamic silence as a way to stay in the conversation and continue to get the information that you need. (29:54)
Troy explains that if you are in any kind of negotiation, you have to learn to be patient and be willing to commit to it. (32:15)
Troy discusses why they limit their coaching sessions to 1 or 2 per day. (41:40)
Troy shares how Chris spends his time on a day-to-day basis as he runs the business and makes important decisions. (45:16)
Troy advises the listeners not to get consumed with how everybody is doing down the road, and instead, just give their best at the moment. (47:41)
Key Quotes:
"If you don't use the silence to give them the time, you start over talking, you start talking over them. And before they can give you an answer, you've already moved on to the next thing." - Troy Smith
“If you're in a negotiation, you have to learn to be patient. This is something that you have to be willing to commit to.” -Troy Smith
"When you start saying it’s is all about you, it's not about them any longer. And most people are going to get turned off by that." - Troy Smith
Resources Mentioned:
Learn more about the programs and live events from the Black Swan Group at https://www.blackswanltd.com.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James shares the second part of a special on-location recording with members of the Killing Commercial mastermind.
Episode Highlights:
Alan Kinney shares that before entering the insurance industry, he attended engineering school and worked for IBM for seven years doing process management work. (4:53)
Alan Kinney mentions that he has a strong process background, and Drew has a strong data background, both of which have helped them operate their agency. (5:57)
Drew Kinney mentions that before entering the insurance industry, he worked for one of the top consulting firms. (6:58)
Alan Kinney believes that there is some value in engaging in Big I or PIA. It is important to network with them and work with them since there are some things they are doing that have a direct influence on the bottom line that others are unaware of. (10:39)
Jason Cass believes that no one can do what the Big I does in the legislative effort because they have relationships that no one else can make because they've been making them for decades. (14:07)
James Jenkins and Alan Kinney discuss what it's like to be a member of the Big I or the PIA. (15:26)
Alan and Drew Kinney discuss what it was like to be generational agents and work for an agency run by a family. (20:34)
Jason Cass explains that when someone has an abundance mentality, the first thing they want to do is attempt to take the abilities they have and help someone else gain those skills. (33:46)
Jason Cass shares that he has decided to shut down the whole agency for next year's Brainshare and bring his entire staff together. (42:30)
According to Jason Cass, most agency owners were good salesmen. However, the majority of good agency owners were not salespeople. (47:52)
Jason Cass discusses how the Agency Freedom podcast provides the most value to the listening community and what should happen next from his perspective. (49:39)
Jason Cass discusses the reasons for his desire to work with multiple podcasters. (52:10)
Key Quotes:
“No one can match what the Big I does on the legislative effort because they have relationships and no one can recreate those relationships because they've been creating them for 40,50, and 60 years and that's where the Big I is a huge player in our life.” - Jason Cass
“We've now built some depth into our agency. So, we can now bring some people in a very entry level position where they're learning the ropes and the ins and outs. And they have a career path to a more senior position where they're conducting these more complex count reviews.” - Drew Kinney
“Most agency owners were good salespeople. But most agency owners that are good agency owners were not salespeople.” - Jason Cass
Resources Mentioned:
Learn more about Killing Commercial at https://www.killingcommercial.com.
Catch up on all of Season 2 of The Protege show here: https://www.youtube.com/playlist?list=PL49Ufrhm-mQlXheQPUvlp7mDiZzc2jn7j
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Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James shares a special on-location episode with members of the Killing Commercial mastermind.
Episode Highlights:
David Carothers explains that the major purpose of Killing Commercial Mastermind is to create a community of individuals who can rely on each other, learn from each other's experiences, and help each other improve. (4:52)
James Jenkins recommends Killing Commercial to anyone searching for a community of commercial lines focused rockstars who are killing it in incredibly spectacular ways. (6:10)
David Carothers mentions that the community has a lot of great things going on that will transform the financial futures of many families. (7:55)
Doug Benz believes that establishing his agency in Buffalo was the smartest decision he's ever made. (11:38)
Doug Benz explains how fantastic it is to talk to other individuals and hear about what you're doing in your agency. (13:11)
David Carothers highlights how everyone in the community is upfront and honest about what they're doing well, what they're suffering, and what they could do better. (15:13)
Dan Smith explains how the Killing Commercial mastermind helps him run his legacy agency. (21:44)
Mike Carey shares what made him happy and at ease as a Killing Commercial mastermind member. (22:55)
Justin Sloan explains how he met David Carothers and became involved in the community. (24:16)
Dan Smith discusses their greatest success as a fourth-generation legacy agency. (28:55)
Justin Sloane mentions that his agency recently merged with six other local businesses and are now more than just property-casualty. (31:22)
Justin Sloan explains that during the first season of Protege, he had significant personal development. (35:32)
Mike Carey mentions that the one thing they are successful at in their agency is ignoring rejection. (40:16)
Dan Smith explains that the carrier selection process and procedures have been key to the success of his agency. (42:32)
James Jenkins discusses his favorite feature of Key West as a first-time attendee. (45:56)
Key Quotes:
“Our real goal was to build a community of people that could rely on each other draw off of each other's experiences and make each other better.” - David Carothers
“It's been exponential growth since I surrounded myself with David Carothers and others and like-minded people.” - Dan Smith
“I'm really trying to grow the agency, with some of the captive partners coming in and saying - You know what, that model was great while it lasted. But the future is definitely independent channel. And you're seeing it from all the other captive carriers across the board.” - Justin Sloan
Resources Mentioned:
Learn more about Killing Commercial at https://www.killingcommercial.com.
Catch up on all of Season 2 of The Protege show here: https://www.youtube.com/playlist?list=PL49Ufrhm-mQlXheQPUvlp7mDiZzc2jn7j – Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with "Broker Brett" Fulmer, Ambassador for Finaeo, Evangelist for Smart Choice and startup consultant.
Episode Highlights:
Brett shares his background story and how he got started in the industry. (7:45)
Brett talks about his team of six agents that he has recruited for SmartChoice. (12:26)
Brett explains that he has been a P&C guy but he is enjoying learning about life insurance. (16:21)
Brett explains the difference between the life cycle of life insurance compared to P&C. (20:20)
Brett talks about the different digital life broker wholesalers and their advantages, as well as his personal choice, Finaeo. (26:26)
Brett shares how fortunate he is to be a part of things that he has equity in and be able to build with his friends. (36:02)
Brett advises the listeners to lever up their technology and reach further with their core competencies. (41:01)
Brett shares the topics he is exploring writing a book on. (47:55)
Brett asks James his thoughts on how to level up from a one to two-person operation, to a small business. (50:00)
Brett explains why you always need people that will frankly tell you the truth in your life. (58:24)
Key Quotes:
"I feel so fortunate to be touching things I have equity in and to help build things with my friends. You know, I'm very intentional about not overlapping in trying to find complementary projects." - Brett Fulmer
"I always say I try to be out there enough to open doors. But my goal isn't just to kind of make noise. You know, you still want to build effective, profitable companies. You still want to be successful. And it's been such a value add to be known in the community." - Brett Fulmer
"I always say you need people close. Somebody always has to be able to call you a dummy you know, you need true speakers in your life." - Brett Fulmer
Resources Mentioned:
Learn more and connect with Brett at https://www.brokerbrett.com.
Visit our website to join our email list, get the scoop on our LIVE coaching calls, and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Michael Zalle, founder and CEO of Yellowbird, an environmental health and safety consulting company.
Episode Highlights:
Michael tells James about the growth of Yellowbird since its inception three years ago. (4:37)
Michael shares his background story, and what Yellowbird does in the industry. (11:48)
Michael explains that he started Yellowbird because the concept of skill set on demand was very interesting to him and he saw how useful it could be in the field of environmental health and safety that requires regular training. (16:36)
James talks about how Yellowbird could help a small agency act big with the wealth of services they provide. (22:21)
Michael talks about how people in the industry are starting to rely on third-party providers to outsource work for them. (31:29)
Michael shares that the number one use case that they have in Yellowbird, is the hard to insure, those with unique risk profiles. (38:28)
Michael explains that there is a big difference between an accident and an incident. (44:48)
Michael shares that anything that is risk-related can generally be solved within 24 to 48 hours with Yellowbird because he has thousands of people in hundreds of locations. (46:20)
James explains that Google is not research, but the Urmi International Risk Management Institute, and National Alliance ISO manual, is research. (52:00)
Key Quotes:
"I started Yellowbird, basically, in the back of an Uber, because the concept of skill sets on demand was very interesting to me. But the concept of commoditization of human beings was not interesting to me." - Michael Zalle
"I always say there's a line of value. And as long as we stay within the line of value, then everybody wins." - Michael Zalle
"To be truly helpful, you need to have resources. And so for me, I look at what I do, as the magic bag behind the broker. If it has to do with anything that's risk related, Yellowbird can generally have it solved within 24 to 48 hours." - Michael Zalle
Resources Mentioned:
Learn more about Yellowbird at https://www.goyellowbird.com/.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, host James talks with Pat Mulroy, Head of Distribution for Tarmika.
Episode Highlights:
Pat shares his career path in the insurance ecosystem. (4:51)
Pat talks about what Tarmika is doing on the embedded side and that led to his position there. (6:25)
Pat explains that Tarmika sees embedded insurance as something they can offer to both consumers and agencies as an additional distribution method, a starting point, but not something that is going to complete the full journey. (11:33)
James shares his experience of going to a Coldplay concert and using Allianz concert ticket insurance. (16:09)
Pat explains why the ability to offer multiple carriers from certain embedded offerings is very unique. (21:01)
Pat shares that their new product, which is called "The Tunnel”, has been available for months now and they are continuing to expand. (25:03)
Pat shares that it is very important to understand the experience an agency wants to create in order to be able to create the right platform. (31:00)
Pat talks about how they have created integrations that their partner carriers do not have to do. (37:21)
Pat talks about the notion of a disruptor and highlights the need to embrace different types of distribution. (44:10)
James shares the benefits of agents partnering with loan officers and mortgage companies. (49:05)
Pat shares some of the reasons why he loves working in this type of industry. (51:46)
Key Quotes:
"So, I am of the opinion, this is a blanket statement across all things embedded, that the front end experience is insanely important to making this truly feel embedded." - Patrick Mulroy
"I think we fell into a better position and others specific to the embedded space because of all of the years that we were involved in the rating side of the business." - Patrick Mulroy
"I personally like working in this space so much because of the unknown, so many different parties, technology companies, agencies, carriers, consumers, are all trying to figure out, how this is ultimately going to play out and look, is wildly interesting to me." - Patrick Mulroy
Resources Mentioned:
Learn more about Tarmika here: https://www.tarmika.com
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with the one and only Dr. Billy Willams, CEO of Inspire A Nation, an equity partner in over 100 retail insurance agencies, and an investor in many other businesses. Episode Highlights:
Dr. Billy Williams talks about his background and what led him to start Inspire A Nation. (5:23)
Dr. Billy Williams shares that he does not worry about a person's mindset, but what is important is discipline. (10:27)
Dr. Billy Williams explains that when he chooses an agency management system, he makes sure that it does 90% of everything he needs. (20:03)
Dr. Billy Williams mentions that he is a step-by-step guy, and gives out the steps he is guided through on a normal workday. (24:34)
Dr. Billy Williams explains that the reason most people won't follow a process is that they don't take the time to create a process. (30:07)
Dr. Billy Williams elaborates on common weaknesses that a lot of people have. (38:17)
Dr. Billy Williams explains that he is not a cold caller type of guy, but a big referral type of guy. (44:31)
Dr. Billy Williams shares that one thing agents can do to make themselves experts is to understand that insurance is all about claims. (46:43)
Dr. Billy Williams explains the importance of having enough of a niche and knowledge in your demographics. (49:18)
Dr. Billy Williams elaborates on the importance of people getting back to the process and understanding assurances about the claim. (56:39)
Key Quotes:
"Profit sharing is a part of new business. If I didn't write new business, and I didn't have renewals, I don't have profit sharing. " - Dr. Billy Williams
"The reason why most people won't follow a process is that they don't take the time to create a process. They don't take the time to follow a process." - Dr. Billy Williams
"The process for me is freedom. Freedom for me is delegation. If I can't delegate it to someone, I'm not free. If I'm the only person who can do that, I'm not free." - Dr. Billy Williams
Resources Mentioned:
Learn more about Inspire A Nation and connect with Billy's team at https://www.inspireanation.org.
Learn more about the Tango process documentation program at https://www.tango.us
Visit our website to join our email list, get the scoop on our LIVE coaching calls, and never miss an episode: https://www.agencyfreedom.com
Connect with the Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Corina Ludwig, CEO of Function Fox, a task and project management software platform.
Episode Highlights:
Corina discusses her background, as well as her life vision and values. (4:58)
Corina explains when they discovered that the technology they had created for themselves may benefit others in the creative industry. (6:21)
Corina mentions that their group prefers to focus on what they do best: being creative rather than spending a lot of time on software. (10:18)
Corina shares the lessons she has learned along her journey that she is now using as a seasoned Executive. (14:31)
Corina discusses FunctionFox's business structure. (18:48)
Corina explains how FunctionFox supports its team members' personal and professional vision and growth. (19:48)
Corina discusses their transition from 25% to 100% percent remote workforce. (21:35)
Corina discusses the current developments in the advertising industry. (25:00)
Corina discusses the freelancing trend in the advertising industry. (28:50)
Corina discusses FunctionFox's platform and the flexibility it offers to its customers. (36:49)
Corina explains that email doesn't operate the same way it used to, that traditional advertising is fading, and that there are many new channels in the advertising business. (40:22)
Corina believes that there is a wealth of information and ideas available to us, regardless of the industry, and that there is a lot of overlap. (45:52)
Key Quotes:
“When we started 22 years ago, the vision was simple. We wanted to help better understand our profitability, and to help increase our revenue at the end of the day. And so we built a tool for ourselves…and found that this was really helpful, not just for us, but also from the background that I had, knowing that there wasn't really anything in the industry.” - Corina Ludwig
“We're helping people increase their revenue, increase their billable hours, and at the end of the day, be more profitable, and really, that's the goal. It's not just selling a software service or providing a productivity tool, but it's actually helping them grow their business.” - Corina Ludwig
“There's lots of knowledge and insights that we can get, regardless of the industry you're in, and lots of overlap.” - Corina Ludwig
Resources Mentioned:
Learn more about Function Fox at https://www.functionfox.com.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this super-packed episode of Agency Freedom Podcast, James talks with five outstanding female agency principals from across the country. They cover a wide variety of topics and provide valuable insight and perspective on the state of the industry and how we can better foster growth in our teams and agencies.
A special thanks to Vonda Copeland, Ciara Gravier, Whitney Ricci, Teresa Kitchens, and Ngozi Nnaji for joining us on this episode.
Episode Highlights:
Vonda, Ciara, Whitney, Teresa, and Ngozi share their background stories and what they love about the industry. (4:08)
Vonda explains why she sees the female representation in the industry as a mother figure in terms of how they treat the business. (13:07)
Ciara shares that as she grows, being more maternal is the challenge she aims to overcome. (17:54)
Ngozi believes that having a female agency owner is the best of both worlds because of their resilience, power, influence, and sensitivity. (21:38)
Ngozi believes that the industry needs to see that female owners are out there and bringing success to the industry. (26:04)
Teresa explains that women also can take the mission and the vision out into the world. (34:38)
Ciara talks about CSRs in the industry, who are predominantly women, and showing them the opportunity of ownership and the possibility of becoming independent agents. (38:34)
Vonda, Ciara, Whitney, Teresa, and Ngozi share their take on a tagline, "Insurance is Female." (44:07)
Vonda and Teresa talk about how the female population goes about the word "we" in a healthy way. (53:36)
Ngozi believes that labels matter for people to recognize and appreciate and allow people to create awareness. (1:01:42)
Ngozi shares how she productively engages her clients. (1:13:15)
Ciara explains how she engages her clients, most of whom speak Spanish. (1:17:18)
Key Quotes:
"We've got to get to the fact that we want to be accepted as that “we”, you know when we're talking, we want to be a part of that. And not, you know, that we're still trying to fight to get into this industry." - Vonda Copeland
“I think it's the opportunity to show the world that we have it all…the resilience, the power, the influence, the sensitivity that's needed." - Ngozi Nnaji
"The women are the ones that are running your business. You get to go golf and all of your CSR’s are the ones that are running and making you your money. So I feel like as an agency owner, we need to highlight the career paths that they could have." - Ciara Gravier
Resources Mentioned:
Vonda Copeland LinkedIn
Ciara Gravier LinkedIn
Whitney Ricci LinkedIn
Teresa Kitchens LinkedIn
Ngozi Nnaji LinkedIn
Sterlings Insurance
The Bunker Insurance & Risk Management
Copeland Insurance Agency
Ricci Insurance Group
In this episode of Agency Freedom Podcast, James talks with Cory Schnabel, Agency Principal at KC Insurance Group in Kansas City, MO.
Episode Highlights:
Cory talks about how he got started in the insurance industry. (5:27)
Cory shares that he bought his first Allstate agency in 2010. (6:42)
Cory how he started KC Insurance Group and what helped him to get contracts with several carriers. (12:51)
Cory shares that his referral partners are one of the secrets to his success. (20:46)
Cory explains how he connects with his referral partners. (21:36)
Cory shares his best practices for establishing value and connection with a channel partner. (26:03)
Cory discusses what he believes works best with channel partners in 2022 and beyond. (30:37)
Cory explains that most people, perhaps 90% of lenders, agents, wealth planners, CPAs, and insurance brokers, have no idea where a large portion of their business comes from. (32:39)
Cory shares his thoughts on what he learned from IAOA. (37:55)
Cory discusses some of his decisions that he would alter if given the chance. (51:57)
Cory believes if you trust in yourself and bet on yourself, you'll be alright. (54:38)
Key Quotes:
“We'd always heard the grass was greener on the other side. But then we really learned like, wow, the grass is greener. And these underwriters care about you and they're going to help you place the risk.” - Cory Schnabel
“What can we do different and what we can do different is care. It's literally that simple. Like, there's no paid coaching program. There's no paid mentorship, there's no paid automation. It's literally just care.” - Cory Schnabel
“If you believe in yourself, you want to bet on yourself, which is something I love doing. Failure motivates me. You're going to be okay and you just have to take it one day at a time.” - Cory Schnabel
Resources Mentioned:
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James welcomes co-host, Ciara Gravier, to the show. Ciara is the co-owner of The Bunker in Ft. Lauderdale, Florida.
Episode Highlights:
James introduces the topic for this episode, Excess and Surplus insurance, and his episode co-host, Ciara Gravier. (0:11)
Ciara talks about the importance of efficiency in her two person agency. (6:38)
Ciara shares that one of the things she did that helped her perform more profitably was to have an underwriter on her side. (10:23)
Ciara mentions that a large portion of their referrals and leads come from their networking efforts. (14:42)
Ciara explains that Wunderite has been very helpful in gathering their supplements. (18:38)
Ciara shares going to conferences has provided her with valuable information that she has been able to apply to her agency. (23:59)
Ciara mentions that they do turn away business if it is not the right fit. (34:04)
Ciara explains that they utilize Think Direct for her other agency. (52:08)
Ciara believes that one thing she learned from the Killing Commercial was to ask the underwriter, "What do you like to write?" (57:55)
Key Quotes:
“How do we write surplus and excess insurance profitably? How do we do it quickly and efficiently so that you can put more of it into your agency and do it in a way that makes sense in the larger operation?” - James Jenkins
“It's all or nothing. If you're not ready to move everything, then we're not ready to help you let us know when you're ready to come into The Bunker.” - Ciara Gravier
“The key is to find an underwriter that you click with, that you guys get along, and then treat them well with your submissions.” - Ciara Gravier
Resources Mentioned:
Learn more about Ciara's agency at https://www.bunkeryourrisk.com.
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this solo episode of Agency Freedom Podcast, James talks about key points from the first year of the podcast, what the future looks like, and addresses some lessons learned about social media and digital communication.
Episode Highlights:
James shares how he was invited by Jason Cass to join the AI Podcast Network and start his podcast. (3:49)
James talks about how he has improved as a podcast host over the year. (6:27)
James explains some of the topics that have not been discussed on his podcast yet but are soon to be. (8:57)
James shares the reason why he will be changing the tagline for the podcast. (10:58)
James explains that Agency Freedom is a place where agents and he have aligned values and visions. (17:24)
James shares how he gets the ideas and context for his episodes. (20:20)
James explains that he is sharing his story because he still has to deal with the negative effects of having a strong type of personality. (23:52)
James expresses his unconditional apology to his listeners who perceive him as toxic, arrogant, or condescending. (27:57)
James shares that he is one of the voices that is attempting to advance the status of the independent agency channel and push people in a positive direction. (34:20)
Key Quotes:
"If you have found yourself disliking me or finding me to be toxic, or any of those other negative words, arrogant, cocky, condescending, elitist, confrontational, unkind, really any of those things, this is your unconditional apology from me, because my perceived communication really is at this point hindering my growth as a professional." - James Jenkins
"When you peel out the layers of the onion, that really is what we are all about, is helping our peers, me helping my peers, get closer to what they want, closer to the ideal version of your in industry, your agency, anything that I can do to advance it, that objective is going to have my full attention." - James Jenkins
"There is a battle that I think every very competitive person faces between being a good colleague, being a genuinely kind, industry peer, and being extremely competitive and wanting to win at all times." - James Jenkins
Resources Mentioned:
Visit our website to join our email list, get the scoop on our LIVE coaching calls, and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints, or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with two insurance podcasting legends, Zack Gould and Matt Naimoli.
Episode Highlights:
Matt and Zack talk about their experiences and how they founded G&N Insurance. (8:54)
Matt and Zack talk about what made them realize the value they could contribute to a channel they assumed was much smaller than it really was. (13:13)
Zack shares that the BobbleOn experience was motivated by necessity. (14:24)
Matt explains that BobbleOn began as a catchphrase, not as a company or brand. (14:47)
Zack believes that many of the most successful enterprises are founded to serve and help our past selves. (19:26)
According to Matt, nothing surpasses seeing other agency owners succeed and knowing that they have an impact and a positive influence on their performance. (25:32)
Matt believes that starting with the end goal in mind is always a wise decision and is important in any project or journey. (28:34)
Zack explains that if you don't believe you're on the right track, you must alter your path in order to live the life you want. (36:52)
Zack and Matt both agree that vision boards are a creative way to encourage people to set goals. (37:43)
Matt explains that if you can connect your objectives with the overall goals of your team, you will win. (44:00)
Matt explains why they haven't been as active in the independent channel in the past two years. (51:17)
Key Quotes:
“If you can align your goals with your team's goals in general, you're going to win.” - Matt Naimoli
“There's nothing that feels better than seeing other agency owners thriving and knowing that we had even 1% of an impact and a positive influence on their success.” - Matt Naimoli
“Growth, just flat out is a sexy place to be around. And if you're an insurance agency that focuses a ton on retention, you're just not as fun. Retention is important. Serving your clients is important. But, if it's rephrased in some kind of growth manner, and if you really have a growth mindset as a company, it's just a more fun company to work with.” - Zack Gould
Resources Mentioned:
Check out their agency and what they're up to at https://insurewithgn.com/ Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Peter MacDonald, Co-Founder, and CEO of Wunderite.
Episode Highlights:
Peter shares his background story and what led him to the insurance industry. (5:31)
Peter shares that he met Wunderwrite’s Co-Founder, Joe Schnare, on his first day of business school. (11:11)
Peter explains that one of the challenges the industry is facing is not having enough technology to capture underwriting data. (17:51)
Peter mentions that the more interesting aspect for him and his company is being able to understand who their customers are. (21:21)
Peter shares a concept he learned from Roger Sitkins and Larry Linne called the Trusted Advisor Team. (26:58)
Peter explains that most people don't understand their insurance, but if they do, they will buy more. (31:22)
Peter explains data input and output as well as digital signatures and their significance. (35:47)
Peter shares that agents are doing interesting things with connectivity between software platforms. (42:13)
Peter talks about the automatic handwriting tool that was originally invented for the President of the United States. (44:10)
Key Quotes:
"I think you have to be working with great people, you have to have great people doing what they love to do and what they're talented at." - Peter MacDonald
"If you're running a vanilla insurance agency, if you're good at what you're doing, I guarantee you, your customers are going to be growing with you. At least if you're doing your job, they are." - Peter MacDonald
"Agents are doing really interesting things with connectivity between software platforms, I think agents are recognizing that they're being held back by some legacy tools…I love the excitement, and I love the innovation that is ultimately going to benefit your customers and your business." - Peter MacDonald
Resources Mentioned:
Learn more about Wunderite and sign up for your demo and consultation at www.wunderite.com/agencyfreedom
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this special on-location episode of Agency Freedom Podcast, James shares a series of brief conversations with attendees at the Better Conference in Phoenix, Arizona on April 8-9. This is part 2 of a two-part episode. Make sure to catch the first half that was dropped a couple of days ago on our episode feed.
In this special on-location episode of Agency Freedom Podcast, James shares a series of brief conversations with attendees at the Better Conference in Phoenix, Arizona on April 8-9. This is part 1 of a two-part episode. Make sure to catch the second half that will be dropping a couple of days after this episode.
In this episode of Agency Freedom Podcast, James talks with Aaron Gordon of the Gordon Companies.
Episode Highlights:
Aaron shares that he is the second generation to work for their family-owned and operated independent agency. (4:53)
Aaron mentions that some of the customers they have now were names he heard at the dinner table with his family while he was growing up. (7:27)
Aaron mentions how fortunate he was to start with a book of business in front of him, which enabled him to try a few new things. (10:58)
Aaron explains how he got his start at their family-owned business. (15:23)
Aaron believes that many individuals who work in insurance lose sight of its history. (20:09)
Aaron discusses why it is important for the second and subsequent generations to value and respect what came before them. (23:05)
Aaron shares his experiences with one analog and one digital system. (28:40)
Aaron mentions that they do not now take Bitcoin payments, but that they would in the near future. (33:10)
Aaron explains that he produces or develops 20 pieces of content every week in order to get five pieces of content. (52:22)
Key Quotes:
“I think that a lot of people get into our industry lose sight of the history.” - Aaron Gordon
“If you're authentic and you do you, it'll come through, you just have to be super consistent.” - Aaron Gordon
“I think that there's something envious about looking at a business and building your structure, your operations, your processes, your tech, forming your ideal client, by the way, based on solely your vision. For me, a lot of the things that I do are clouded for lack of a better term by our already ideal client, already existing client.” - Aaron Gordon
Resources Mentioned:
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Brian Fritton, CEO of Havoc Shield, a cybersecurity-focused consulting firm.
Episode Highlights:
Brian explains that the reason they have built the business is that they care about keeping people in their jobs. (6:33)
Brian shares how Havoc Shield was created and what they do as a cyber security company. (8:34)
Brian discusses that they are transparent about their company and is aware that there is still much to learn as to what they can offer. (14:35)
Brian shares that one of their products that helps clients counter-check the requirements is called the "Cyber Fitness Assessment". (19:26)
Brian explains that they have an annual fee, but that it comes along with recurring benefits, as well as collateral and quarterly updates. (25:11)
Brian shares that he thinks people who take advantage of this technology are more likely to demand better pricing. (30:33)
Brian shares that one of their services is to help reduce the scope of an attack by isolating all the computers. (34:32)
Brian talks about their reseller program that has tiered pricing. (39:33)
Brian explains that they have built an impact calculator, to help tailor-fit any premium clients' preferences. (43:00)
Brian shares with us that we should remember to put two-factor authentication on everything, keep our computers updated, and train our people. (46:35)
Key Quotes:
"We are decidedly transparent about where we are on things. And we know that we have as much to learn when we enter a new space as a value we have to offer. And so we like to do it carefully and in fast iterations." - Brian Fritton
"I think to that extent, the folks who use something like this are going to be able to demand better pricing from the carriers, they're going to be able to write more through the carriers, which is going to mean better pricing." - Brian Fritton
"A couple impactful things to save your skin…two factors on everything, keep your computers updated, and train your people. Those three things are almost free." - Brian Fritton
Resources Mentioned:
You can learn more about Havoc Shield's programs and how they can benefit your insureds here: https://bit.ly/36w7WoS
Visit our website to join our email list, get the scoop on our LIVE coaching calls, and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Will Shaw, CEO of Better Agency on a variety of nuanced topics in the agency accounting and cashflow side of our industry headspace.
Episode Highlights:
Will shares that Better Agency focuses on the CBO and they are an agency success platform. (8:48)
Will elaborates on how to define what an expense is and what revenue is in terms of cash flow and accrual basis. (12:01)
Will discusses how the data they get comes directly from the carrier commission report. (21:21)
Will explains why Better Agency is often labeled as a CRM and as an AMS type of company. (23:57)
Will shares the reason why accounting has been really interesting for him. (28:30)
Will elaborates on the usefulness of Quickbooks for accounting and keeping books in order. (41:14)
Will shares that moving accounting platforms is as easy as plugging whatever accounting system you have into your bank account. (45:32)
Will explains why you don't need to be a specialist for your agency, and how not to complicate things in your company. (50:31)
Will shares that as the CEO of the company, your goals should be to set the vision, hire correctly, and not run out of money. (52:39)
Will shares that they are planning to create a fundraiser to be able to help build up the insurance industry's success. (57:07)
Key Quotes:
"What's been interesting to me is how many people want to use specific platforms versus using like a QuickBooks Online." - Will Shaw
"At the end of the day, we want to help agencies sell more premium, sell more insurance, and be great at what they do." - Will Shaw
"I think that's my point is that you don't need to be the specialist for your agency because it's unique to insurance, it is not, this is very common, we deal with it, like as a software company. This is across the industry." - Will Shaw
Resources Mentioned:
Learn more about Better Agency and request your demo here: https://www.betteragency.io
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Mike Creamer. Mike is an Executive Underwriter and the 2021 winner of the Small Business Underwriter of the Year award from Chubb.
Episode Highlights:
Mike shares his journey to becoming the Small Business Underwriter of Chubb. (9:25)
Mike elaborates on the practice of underwriting, how they analyze business, and what constitutes good judgement in terms of underwriting. (14:58)
Mike explains some unique traits that he would consider using to determine if an account is a great one. (22:48)
Mike shares that the “Internet of Things” is one of the current trends that may have a positive or negative impact on the industry. (27:18)
Mike explains how underwriters and commercial insurance as a whole have been affected by COVID. (29:55)
Mike shares that not having a correct understanding of what your prospect should be insured with is one thing he sees as a common mistake of retail agents. (32:02)
Mike discusses a couple of points about how the relationship between a great agent and an underwriter should be. (37:30)
Mike shares that wholesalers are one of the classes of business that most underwriters would like to write for. (40:07)
Mike mentions that one of the things he likes about working at Chubbs is that it is one of the largest pollution writers and defence-based writers. (49:57)
Key Quotes:
"This is a fiercely competitive business. We're all out there both, you know, competing against our peers, but also, we're invested in success." - Mike Creamer
"The partnership is only as good and as open as the partners are. And, you know, we're all here to do the same thing, ultimately is to hopefully toss a couple of extra nickels in the bucket at the end of the day and have that effort pay off." - Mike Creamer
"The only surefire way as an underwriter to never pay a claim is to never write any business. You have to find that line of, how likely is my bad day to come? And, when my bad day comes on this account, how many zeros are on that check?" - Mike Creamer
Resources Mentioned: Learn more about Chubb Insurance here: https://www.chubb.com/us-en/business-insurance/small-commercial.html Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Tyler Asher, President of IA Distribution for Liberty Mutual and Safeco Insurance. Tyler oversees billions of dollars in written premium and is a critically important player in the IA insurance game.
Episode Highlights:
Tyler discusses his role as the President of Independent Distribution for Liberty Mutual and Safeco Insurance. (6:31)
Tyler explains how he got to where he is today. (7:12)
Tyler explains what Liberty Safeco's unique strategic advantage is. (9:00)
Tyler mentions that the IA system is still lagging behind some of the major direct writers and consumer digital use which is a gap that they are actively working to fill by ensuring that agents have the technologies they need to succeed. (17:43)
Tyler mentions that, from a character aspect, they are constantly trying to associate with agencies that have a handful of key characteristics. (22:57)
Tyler shares his thoughts on what comes next for Liberty and how it will react to the InsureTech sector. (29:04)
Tyler offers advice to anybody who is starting a new agency and wants to see immediate success. (36:48)
Tyler mentions that they have a consistent product and market across the country for every one of their agencies. (40:39)
Tyler expresses their gratitude for the opportunity to work with the 24,000 retail agents around the nation who have found a way forward. (51:09)
Tyler discusses the book, The Infinite Game by Simon Sinik, which has been influential to him from a management perspective. (55:03)
Key Quotes:
“My role is as president of independent distribution means I wake up every day with my team, and we're solely focused on how do we help agents win in the market today, and prepare to win tomorrow.” - Tyler Asher
“Everything starts as a partnership, right? So it's really understanding what both sides need, where an agency is headed for its overall business, where is the carrier headed, and just making sure that that communication is in lockstep.” - Tyler Asher
“A huge thing is just realizing that being independent, doesn't mean going in alone. And so, for any new agency, scratch agency, first time in the independent agency system, there's a lot to learn.” - Tyler Asher
Resources Mentioned:
Follow and connect with Tyler on his LinkedIn here: https://www.linkedin.com/in/tyler-asher-283a457/
If you're interested in becoming appointed with Liberty Mutual, click here: https://business.libertymutualgroup.com/business-insurance/contact/agency-appointment-request
If you're interested in becoming appointed with Safeco, click here: https://www.safeco.com/agent-resources/become-independent-agent
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Erik Sjolie, the agency principal of Sky Insurance Brokers in Sacramento, CA.
Episode Highlights:
James encourages listeners to join the Live Coaching Calls every Wednesday at 11:00 a.m. CST. (2:27)
Erik discusses his background and what led to his decision to leave the corporate world. (17:15)
Erik believes that failing is the best trainer in the world. (19:58)
Erik discusses the thought process behind making the shift from Life & Health to Personal & Commercial. (22:34)
Erik shares what he went through when made the jump to being independent. (27:51)
Erik offers advice to anyone establishing their own agency. (36:48)
Erik explains how he resists the desire to specialize. (41:37)
Erik discusses the importance of company culture, which is often overlooked when starting a business. (54:59)
Erik advises anyone beginning a company to read Phil Knight's book Shoe Dog and pay attention to the overtones of perseverance. (1:02:31)
Key Quotes:
“I knew what I wanted to build, I was laser focused on it. And I was willing to make every sacrifice to achieve my goal.” - Erik Sjolie
“I love working with people that are new to the industry or making that transition because it's good to share some of my experiences just to try to save them, or just educate them a little bit.” - Erik Sjolie
“In this industry, especially nowadays with the technology where it is and where the industry is going, it's going to take a lot of that level of focus and willingness to take on obstacles to succeed and get where a lot of people want to go.” - Erik Sjolie
Resources Mentioned:
Learn more about Erik's office here: https://www.skyinsurancebrokers.com
Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Miles Merwin, Agency Principal of Advisors Insurance Agency in Greenville, SC and founder of the Producers to Principals coaching program.
Episode Highlights:
Miles mentions the first time he met James and shares a little bit about his background. (9:05)
Miles discusses a few of his hobbies, including musical instruments, kayaks, classic cars, and golf. (11:33)
Miles shares why he always retrains himself to stay focused on the things that created success in the first place. (16:22)
Miles explains that working with and helping agency owners excites him and is what led to the creation of his Producers to Principals coaching program.
Miles discusses how he figures out how to attract top talent and retain top talent in his insurance agency. (22:20)
Miles explains something that he learned from the 80/20 principle and how he was able to apply the principle. (30:00)
Miles shares his insights about flashy stuff and tech decks that are out there. (37:24)
Miles mentions that as agency owners, it's your job to challenge your team and be a coach. (43:38)
Miles shares how he has created such a well-documented and well-processed agency. (50:57)
Miles shares his new project which is a new service page that will be available on their website. (57:26)
Miles gives his advice to all agency owners that want to grow successfully. (1:04:38)
Key Quotes:
"It's not our responsibility to be on the court actually playing the game and taking the shots. Right? Our job is to stand beside the court and coach the game that's happening in front of us." - Miles Merwin
"Instead of my product being insurance policies, it was people. My product was the successful people in our organization. And that's what I was going to focus my time on. And so I 100% separated myself from sales." - Miles Merwin
"The biggest thing that helped me cross barriers was changing my network. If you're at half a million dollars in revenue, then you should be talking to agency owners who are in your network that are three times your size." - Miles Merwin
Resources Mentioned:
Learn more about Advisors Insurance Agency at their website: https://www.advisorsinsuranceagency.com/ Miles is also the founder of the Producers to Principals coaching program. Learn more and schedule your no-cost Discovery Call at https://www.producerstoprincipals.com/. Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Scott Elliott, former City Councilman of McKinney, Texas, and the Executive Director of One Heart McKinney. OHM is a non-profit organization designed to coordinate and direct traffic for a variety of services to the community.
Learn more at https://www.oneheartmckinney.com/
Learn more about the Save A Suit organization, championed by Rob Bowen, Chris Paradiso, and others at: https://www.saveasuit.org/get-involved/
Visit our website to join our email list, sign up to be a potential guest on the show, and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this solo episode of Agency Freedom Podcast, James talks about five distractions that have to be identified and overcome in your agency.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Grant Botma, the Founder and CEO of Stewardship and the author of Work-Life Harmony, available now on Amazon. You can buy his book, and check out all of the useful links to the variety of resources from Grant here: https://www.liinks.co/grantbotma
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Andrew Wynn, Co-Founder of Ascend, a modern insurance payments platform.
To schedule your live demo of the Ascend platform, visit https://www.useascend.com/agencyfreedom. When you sign up for Ascend and complete your first transaction, Ascend will send you a custom Yeti tumbler.
Disclosure: James is a brand ambassador for Ascend and will receive a referral fee if you sign up using our affiliate link and complete a transaction on Ascend.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Christian Moore, founder of the Real Good Group in Lexington, Kentucky.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Matan Slagter, the Co-Founder and CEO of Armadillo, an emerging player in the home warranty space. Armadillo is one part tech company and one part residential service company. They are making the legacy players very uncomfortable.
Learn more about Armadillo and their partner program at https://www.armadillo.one
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Trace Meek, Founder of Fetch Underwriting and the Managing Editor of the Insurance Daily News digital publication.
To learn more about Fetch Underwriting, visit their website at: https://www.fetchuw.com.
To catch up on the current news and updates in the insurance industry, bookmark and visit https://insurancedailynews.com/.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedom.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this solo episode of the Agency Freedom Podcast, James shares on five lessons learned in 2021.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with David Carothers, founder of Florida Risk Partners. The main topic of their conversation is on tactics and strategies you can deploy in your agency to begin prospecting for and landing larger and more profitable accounts in 2022.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Beth DeLaForest, owner of Aspire Insurance Group, with offices in Minnesota and Wisconsin. Learn more about Beth's operation at https://www.aspireinsurancegroup.com/
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Ricky Hayter from Portland, Oregon.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Chris Greene, The Flood Insurance Guru. Chris is based in Georgia and serves the lower 48 states with flood insurance solutions, both NFIP and private. Learn more about his program and how you can partner with him to serve your clients and collect a generation commission split at https://www.floodinsuranceguru.com/floodinsuranceprogram.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James is joined by several friends who have all come together to share on the Top 10 things independent agents and teams should be thankful for this year.
Joining in the conversation are J.C. Wogomon, Lucas Jones, Eric Roberts, Jared Lorenz, Casey Nelson and Michael Franke.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Brandon Smith, author of the 2022 Producer Development Planner and the creator of the Producer Development Program. Learn more about Brandon's planner and program at https://www.producerdp.com
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Ty Harris, Co-Founder and CEO of Openly Insurance. Openly is an emerging digital native carrier currently operating in 14 states. They are positioned to be a major player in the IA channel for years to come.
Learn more about Openly at https://www.openly.com.
Visit our website to join our email list, sign up to be a potential guest on the show and never miss an episode: https://www.agencyfreedompodcast.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Nick Ayers, Chief Marketing Officer of Better Agency and Co-Founder of the Insurance Agency Owners Alliance.
Learn more about Better Agency and request your demo at https://www.betteragency.io.
Learn more about IAOA and join the Facebook group at https://www.iaoa.com/.
Visit our website to join our email list, sign up to be a potential guest on the show, and never miss an episode: https://www.agencyfreedompodcast.com
Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom
Email us at podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Raution Jaiswal, Co-Founder and Managing Partner of InsuredMine.
For more information about InsuredMine, please visit their website.
Visit the Agency Freedom website to join the email list, sign up to be a potential guest on the show, and never miss an episode. Join the Agency Freedom Podcast Facebook Group. Email podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks with Don And Roe Polczynski, founders of RD Advisory Group and the Agency CFO program.
Learn more about RD Advisory Group. Visit the Agency Freedom website to join the email list, sign up to be a potential guest on the show, and never miss an episode. Join the Agency Freedom Podcast Facebook Group. Email podcast@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.
In this episode of Agency Freedom Podcast, James talks about the insurance carrier relationship, MGAs, wholesale brokers, and how to navigate and steward your carrier and program relationships.
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In this special on-location episode of Agency Freedom Podcast, James talks shop with Ryan Hanley, Mitch Gibson, and David Carothers. A variety of topics are chopped up and a lively, entertaining conversation ensues.
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In this episode of Agency Freedom Podcast, James talks with Rob Bowen, Founder and CEO of Patriotic Insurance Group in Chester, NY. James and Rob discuss Rob's Freedom Jump, lessons learned as a former Farmers Agency owner, and his involvement in the Suits For Soldiers organization.
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In this episode of Agency Freedom Podcast, James shares a lively and far-reaching conversation with Ricky Hayter, Mike Fusco, and Nicholas Ayers while attending the BrainShare gathering in San Antonio in Sept 2021.
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In this episode of Agency Freedom Podcast, James talks with Jeremy Powers, the Founder of Powers Insurance Experts in South Carolina.
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In this episode of Agency Freedom Podcast, James discusses the four major options for your freedom jump. He looks at the pros and cons of each of the options and lays out items you should be aware of as you are deliberating your Freedom Jump... OR re-evaluating your best available option in how to structure your agency.
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In this episode of Agency Freedom Podcast, James talks with Grayson Thompson, Principal Problem Solver at Mission Insurance Agency in Dublin, OH.
Join the AFP Facebook Group to connect with James and your fellow Freedom Jumpers. Here's the link: https://www.facebook.com/groups/agencyfreedom
In this episode of Agency Freedom Podcast, James talks with Luis Leal of Leal Insurance Services in San Antonio, Texas.
In this episode of Agency Freedom Podcast, James jumps in to the first "Hot Takes" content. He'll talk about strategies to drive efficiency and efficacy in your activity. This will inevitably lead to great profit for you and your team.
In this episode of Agency Freedom Podcast, James talks with Brecklyn Chumbley, Relationship Manager at RiskWell in McKinney, Texas. Brecklyn was the first hire at RiskWell and shares her unique perspective on the Freedom Jump and how to run a profitable, growth-focused office.
In this episode of Agency Freedom Podcast, James talks with Cassidy Arbeli, owner of All Nevada Insurance.
In this episode of Agency Freedom Podcast, James talks with Benito Ortiz from Albequerque, New Mexico. Benito is the agency principal for Strategic Insurance Group (SIG).
In this episode of Agency Freedom Podcast, James talks with Katlyn Eggar, the Director of Education at Quantum Assurance International.
In this episode of Agency Freedom Podcast, James talks with Joe "Fraiser" Kampert, the VP of Sales for Redwood Agency Group in Austin, Texas.
In this episode of Agency Freedom Podcast, James has a lively conversation with Jason Cass, managing partner of The Insurance Alliance and the Founder of the Agency Intelligence
Resources Mentioned:
Agency Intelligence
AI Mastermind
In this episode of Agency Freedom podcast, James talks with 30+ year industry veteran, Jerry Conrey, from Orange, CA.
In this episode of Agency Freedom podcast, James and Alison Jenkins share a candid and unfiltered conversation about the challenges, the thrills, and the lessons learned in the last 8 years of running two insurance agencies and making their Freedom Jump.
In this episode of Agency Freedom podcast, James wraps up our foundational episodes with a discussion on the internal and moral concerns you should be aware of.
Specific topics in the episode include: challenges created by your people, your processes and your production, and also how to conduct a 12-area threat assessment for your clients.
In this episode of Agency Freedom podcast, James discusses legal and regulatory concerns that are guaranteed to help you avoid getting sued or finding yourself on the wrong end of a letter from a state agency.
Specific topics covered include: Best practice guidelines for documentation, disclaimers, becoming familiar with the standard components of an ISO insurance policy form and a lot more.
In this episode of Agency Freedom podcast, you'll hear about:
- Innovation both inside your agency and how you relate to the marketplace
- Innovation in your sales process and Channel Partner relationships
- Innovation in how you steward your client relationships
- Financial best practices and how to better get a handle on understanding your numbers
- Environmental concerns and how you can optimize your physical space to promote mental and wellness.
James unpacks the super important area of contractual concerns as well as physical concerns.
In this episode, you'll hear about: team member compensation, equity vs ownership, vendor protections, office planning and outfitting, critical incident response planning.
James unpacks the opportunities and threats that you'll face in the social and technological areas of your agency.
In this episode, you'll hear about: Selecting your tribe, planning your high level social media strategies, building your ideal tech stack and planning for cyber liability and data breach events.
In this episode, James unpacks the Operational component of your Agency Freedom Launch Plan. We go in to great detail on the key parts to consider as you are reviewing and setting up your operations from top to bottom.
Visit https://www.riskwell.com/podcast to sign up for our Freedom Jumpers Email List and receive all of the links and downloads for resources useful stuff for your agency.
We're thrilled to introduce a new series on the AI Podcast Network! Today, we bring you Agency Freedom Podcast, hosted by James Jenkins, Chief Risk Officer at Riskwell Insurance. In this pilot episode, James unpacks the mission for Agency Freedom Podcast. He addresses the question of why we're doing this whole thing and exactly what you can expect in the coming weeks and months. James shares his origin story in the insurance world and a brief recap of how he came to make his Freedom Jump to the Indy side.