IA Forward: Recent Episodes
Shane Tatum and Tonya Lied
The Independent Insurance Agency Playbook: The insurance business is all about playing an infinite game. Shane and Tonya discuss how to play the long-term game of being a successful agent and creating a culture of freedom for yourself.
What can an insurance agency learn from Chick-fil-A? From the owner-operator mindset to servant leadership, we'll discuss how agency owners can build a business that earns loyalty, empowers employees, and creates clients who never want to leave. If you're looking to grow an agency that stands out in a crowded marketplace, this conversation will challenge you to think beyond insurance products and focus on what truly builds lasting relationships.
Because in the end, it's not the chicken - it's the experience.
Learn more at IntegraPartnerNetwork.com.
What does Hall of Fame football coach Marv Levy have to teach insurance agents? As it turns out, quite a bit. Inspired by the timeless wisdom of the Buffalo Bills legend, the IA Forward team explores how some of the greatest leadership lessons from the football field apply directly to building a successful agency. From embracing difficult challenges and staying persistent through setbacks to leading with character, adapting to change, and creating a winning culture, this episode is packed with practical insights every agency owner can use.
Learn more at IntegraPartnerNetwork.com.
Everyone has an opinion. Your mentor. Your competitors. Social media. Industry Facebook groups. Even well-meaning friends and family. The challenge isn't finding advice. It's knowing which voices deserve your attention. We discuss why asking too many people for advice can actually make decision-making harder, which causes agency owner to get stuck searching for "perfect."
Learn more at IntegraPartnerNetwork.com.
Every week, agency owners are faced with another opportunity. A new product. A new carrier. A new technology. A new revenue stream. The question isn't whether you can pursue it, it's whether you should.
In this episode of IA Forward, the team explores why some opportunities build stronger agencies while others quietly steal your time, create unnecessary risk, and keep you from reaching the next level.
Learn more at IntegraPartnerNetwork.com.
If Monday feels more like survival than opportunity, this conversation will help you identify what's really causing the frustration and give you practical ways to build an agency you're excited to lead every single week.
Shane and Tonya discuss the habits that create unnecessary stress, how procrastination fuels overwhelm, why systems matter more than working harder, and simple mindset shifts that can transform the way you approach your business.
Learn more at IntegraPartnerNetwork.com.
As rates begin to stabilize, competition heats back up, and carriers return to growth mode, agency owners face a new challenge: balancing retention and new business, without losing momentum. If you're ready to finish 2026 stronger than you started it, this episode is your halftime strategy session.
Learn more at IntegraPartnerNetwork.com.
For decades, State Farm represented stability. Then one of the industry's largest carriers announced sweeping changes to contracts, benefits, compensation, and retirement programs.
We explore the State Farm shakeup and what it means for the independent insurance channel. We discuss ownership, choice, customer loyalty, talent shifts, and why the ability to adapt may be the most valuable asset an agency owner has.
This conversation is bigger than one company. It's about control, resilience, and what happens when the landscape changes beneath your feet.
Because in insurance, the most important question may not be who writes the policy. It's who makes the rules.
Learn more at IntegraPartnerNetwork.com.
One of the most overlooked parts of building an insurance agency brand is the giveaways, promotional items, and marketing materials that represent your business long after you've left the room. We discuss why cheap giveaways can damage your brand, why most promotional items end up in the trash while a few stay on desks for years, and why "everyone is doing it" is a terrible marketing strategy.
Because sometimes the best branding advice is simple: Don't put your logo on that.
Learn more at IntegraPartnerNetwork.com.
Everyone knows how to find Flo, the Geico Gecko, or Jake from State Farm. But how do customers actually find an independent insurance agent?
One of the biggest challenges (and greatest opportunities) for independent agencies is visibility. We discuss online reviews, referrals, community involvement, referrals, social media, authentic relationship-building, and the real ways customers discover and choose independent agents.
T If you've ever wondered why some agencies seem to attract customers effortlessly while others struggle to get noticed, this episode offers practical ideas you can implement right away.
Learn more at IntegraPartnerNetwork.com.
The hard market forced a lot of agencies into survival mode. We became insurance hostage negotiators for frustrated clients. But as the market begins to stabilize, this is our opportunity to remember who we really are.
We're not order takers, quote machines, or in the business of finding the cheapest policy every six months. We're advisors, educators, and advocates.
And the agencies that thrive in the next chapter won't be the ones chasing the lowest price. They'll be the ones creating the deepest trust.
Learn more at IntegraPartnerNetwork.com.
IA Forward tackles one of the biggest questions facing independent insurance agencies right now: Is AI going to replace traditional agency roles? From CSRs and account managers to producers and agency owners, the conversation explores what AI is actually changing, what it definitely isn’t, and where agencies can gain efficiency without losing the human relationships that make independent insurance agencies different
Learn more at IntegraPartnerNetwork.com.
Thinking about making the leap from being an exclusive agent to independent agency ownership? The right questions matter. Tonya, Mike, and Robby Jabour discuss what exclusive agents need to know before making the move. From book ownership and contracts to carrier access, quoting models, profit sharing, onboarding support, and hidden costs, this conversation is a practical guide to evaluating agency network opportunities with confidence.
Learn more at IntegraPartnerNetwork.com.
This episode talks real strategy behind non-resident licensing: when expansion makes sense and when it becomes a costly distraction. From holding on to relocating clients, to the temptation of “collecting states,” our team discusses local expertise, licensing costs, operational complexity, and what it really takes to scale beyond your home state in the most effective way.
Learn more at IntegraPartnerNetwork.com.
Everyone wants the secret to growing a successful agency. Here’s the truth: there isn’t one. Shane, Mike, and Tonya break down what actually drives growth (and it’s not a magic strategy, a viral marketing idea, or a one-time win). We talk about what it really looks like to move from process to profit: refining your workflows, adapting to technology, and committing to the habits that successful agencies don’t skip.
Learn more at IntegraPartnerNetwork.com.
What do successful agency owners and elite athletes have in common? More than you might think. Emma Tatum joins Shane, Mike, and Tonya to talk about creating momentum through stoic leadership. From agency growth to the danger of overreacting to setbacks, this conversation connects the mindset of high performers on the field to business owners building something meaningful. If you’ve ever struggled to recognize progress, trust your process, or create structure in the freedom of entrepreneurship, this episode is for you.
Learn more at IntegraPartnerNetwork.com.
What can agency owners actually do to improve future contingency and profit-sharing results? From retention and carrier alignment to policy-per-customer growth and the hidden cost of remarketing, this conversation focuses on the day-to-day decisions that shape long-term profitability.
We discuss why building an agency that is more efficient and more intentional becomes more profitable, and how developing strong carrier partnerships creates lasting opportunities.
Learn more at IntegraPartnerNetwork.com.
Why do some agencies benefit from contingency bonuses, while others never see them? The answer may not be what you think. Episode 312 isn’t about chasing a bonus check, it’s about building a business that earns them consistently.
We talk through the evolution of compensation in the insurance industry, why profit sharing exists today, and how agency structure, retention, and loss ratio all play a role in the outcome. Whether you’re part of a network or operating on your own, understanding how this works can change the way you think about growth, carriers, and long-term strategy.
Learn more at IntegraPartnerNetwork.com.
What really happens in your agency when you walk out the door? Do things keep moving? Or does everything stop and wait on you? Tonya and Mike look at what it means to build an agency that can actually function without the owner in the room. From vacations and conferences to unexpected time away, they discuss how culture, trust, and decision-making show up when leadership isn’t there.
They talk about the habits that create owner dependency, the difference between busy and scalable, and why many agency owners struggle to let go even when they know they need to. You’ll hear practical ways to build a team that can think, act, and serve clients with confidence, along with the small shifts that turn task-takers into decision-makers.
Because the truth is simple: If everything stops when you leave, you don’t own a business. You own a job with overhead.
Learn more at IntegraPartnerNetwork.com.
There’s no one-size-fits-all answer when it comes to agency structure (and that's the point of an independent insurance agency). It’s not about what’s "normal," it's about what works for you and your carriers. We discuss the real role of physical space in an agency, from training and culture to trust and perception. Whether you're building from scratch or rethinking your current setup, this conversation helps you build a business model that aligns with your strengths, your market, and your goals
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In today’s unpredictable economic climate, many insurance professionals are asking the same question: Is now really the right time to start an independent agency? We talk mindset, strategy, and the real-world realities of agency ownership during uncertain times, and why waiting for the “perfect moment” may actually be the biggest risk of all.
We also discuss starting from scratch versus purchasing a book of business, how technology has lowered barriers to entry, and why readiness is more about mindset and relationships than economic conditions. If you’ve been considering independence (or wondering whether you should stay the course where you are), this conversation will challenge your assumptions and help you think differently about timing, risk tolerance, and long-term opportunity in the independent agency channel.
Learn more at IntegraPartnerNetwork.com.
Independent insurance agency owners balance tension between short-term pressure and long-term growth, trying to survive, scale, and stay sane.
This episode challenges why so many owners overcommit early, how comparison can distort progress, and why real agency growth rarely happens in a straight line. From snowball effects to the danger of panic-driven decisions, this is a practical reminder that lasting success is usually built more slowly than we want, but bigger than we imagine.
Learn more at IntegraPartnerNetwork.com.
Everyone loves the home run. The viral moment. The massive account win. The big splash that makes headlines. But great agencies aren’t built on home runs. They’re built on base hits.
In this episode, Shane and Tonya are joined by University of Kansas senior softball player Emma Tatum talks about the surprising parallels between competitive athletics and building a successful independent insurance agency.
They explore why consistency, grit, and doing the small things well often matter more than chasing the big win. If you’re tired of chasing the "next big thing" and want to build something sustainable, this episode will change the way you think about growth.
Learn more at IntegraPartnerNetwork.com.
Growth isn’t about hiring more of you. It’s about building an agency that works without you. One of the most misunderstood growth decisions in independent agencies is hiring yourself versus hiring your weakness.Many owners stay stuck doing everything because “no one can do it like I can.” That mindset keeps you busy, but it doesn’t make you scalable.
Learn more at IntegraPartnerNetwork.com.
For years, Shane has said don't dabble. Now, he is saying, "Do it smart." We discuss the difference between reckless dabbling and strategic expansion, and why being an informed dabbler may be the shift your agency needs for growth.
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Silence creates assumptions, and assumptions spread fast. In this four-year anniversary episode, we discuss how perception forms in the absence of communication, and if you don’t define who you are, your competition (or social media) will do it for you.
Learn more at IntegraPartnerNetwork.com.
If you’re tired of chasing quotes and ready to build a book of business through connection, this episode will change how you think about growth. We discuss how to “get your competition fired” without being negative, and how association selling creates warmer, faster-moving opportunities. This isn’t a theory. It’s practical, human, and immediately usable to create agency growth.
Learn more at IntegraPartnerNetwork.com.
Choosing the right agency network can shape your agency’s growth, profitability, and long-term success, but most agents are only looking at how many carriers they get and the commission split. We're discussing what independent agents should expect from a network, what often gets overlooked, and why “fit” matters more than buzzwords or promises.
Whether you’re evaluating a network, already part of one, ortrying to build a stronger independent agency, this episode will help you think more strategically about the partnerships that support your business.
Learn more at IntegraPartnerNetwork.com
Learn more at IntegraPartnerNetwork.com.
Agency owners are constantly told they need to take time off. But when your name is on the door, your clients are calling, and claims don’t pause for beach trips, what does “time off” actually look like? Let's get real about vacations, burnout, and revenue anxiety. This conversation will help you step away without losing momentum (or coming back to chaos).
Learn more at IntegraPartnerNetwork.com.
We’re celebrating 300 episodes the only way we know how: with real talk, a little chaos, and the lessons that actually matter when you’re building an agency. We didn’t get here because something went viral. We got here because we kept showing up. In this milestone episode, we break down what consistency really looks like, why most people quit before the results show up, and how agency owners can stay in the game long enough to win it.
Learn more at IntegraPartnerNetwork.com.
You've heard people say "you can’t write everything for everyone," but you also still have to pay the light bill. We break down how to focus on profitability, how agents “drift” into lines they never planned to write, and why saying yes to the wrong business can cost you way more than it earns.
We share practical ways to build guardrails (through carrier strategy, marketing focus, and referral boundaries) so you can grow profitably without getting trapped in a book you hate servicing.
Learn more at IntegraPartnerNetwork.com.
The 80/20 rule isn’t new in business, but most agency owners are still drowning in the wrong 80%. We discuss how the Pareto Principle shows up in agency life: service overload, monoline accounts, paper chaos, and clients that consume time without moving revenue. If your team feels stretched, your service load feels heavy, or your agency isn’t scaling the way it should, this episode will help you cut through the noise and refocus on the 20% that truly matters.
Learn more at IntegraPartnerNetwork.com.
New Year’s resolutions sound great until reality hits. This episode discusses why most resolutions fail, what actually leads to results, discipline over motivation, planning for obstacles, and why progress beats perfection every time.
This episode is a reality check for independent agency owners who are tired of vague goals and ready to make decisions that create momentum. No hype. No guilt. Just practical insight on building habits, adjusting the plan when life gets messy, and staying in motion when motivation fades. Because results don’t come from wishing. They come from deciding, then doing.
Learn more at IntegraPartnerNetwork.com.
We are taking a step back from the holiday to-do lists, to discuss why clarity and intention matter more than urgency as we prepare for 2026. This episode isn’t about strategies or checklists, but about perspective, gratitude, and giving yourself permission to breathe before the next year begins.
Learn more at IntegraPartnerNetwork.com.
Everyone’s talking about AI, but customers aren’t convinced it's in their best interest. This episode explores where AI improves the insurance experience, where it raises red flags, and what agency owners need to know before leading with tech.
Learn more at IntegraPartnerNetwork.com.
One of the most misunderstood decisions independent agency owners face is building a carrier portfolio that actually supports profitability and scale. We discuss how top-performing agencies use a focused carrier mix to drive better results, create efficiency, capitalize on contingency income, and create long-term growth.
This episode also marks the debut of the IA Forward Quad Squad, as we welcome new voices and perspectives to the conversation.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya explore what it truly means to “clone yourself” through systems, people, and AI. From documenting what’s in your head to empowering team members to make confident decisions, they discuss how to build an agency that runs smoothly even when you’re not in the room. Plus, a look at how AI technology and automation tools can become your virtual clone, allowing you to focus on growth, leadership, and the parts of the business you love most.
Learn more at IntegraPartnerNetwork.com.
As the holidays ramp up, most agency owners quietly hit pause and tell themselves, “We’ll circle back after the first of the year.” Shane and Tonya challenge that mindset and discuss how to use the six weeks from Thanksgiving to New Year to your advantage. They talk micro adjustments vs. massive overhauls, why rhythm beats resolutions, how to rethink “thinking time” as real work, and ways to set 2026 up for progress over perfection, without sacrificing family, football, or much-needed psychological white space.
Learn more at IntegraPartnerNetwork.com.
In a world obsessed with 10X growth, Shane and Tonya ask, what does scaling really mean for independent agency owners? They discuss achievement culture, the chaos that comes with growth, and how real progress is forged in discomfort. This episode is key to growing smarter, not just faster.
Learn more at IntegraPartnerNetwork.com.
Most agency owners love selling, but dread accounting. Shane and Tonya tackle the side of agency ownership that doesn’t always come naturally to sales-driven entrepreneurs, and break down the basics that turn chaos into clarity. Learn how clean financials protect your agency’s value, when to bring in a CPA, and why consistent review (not fancy software) is the real key to building a lasting asset.
Learn more at IntegraPartnerNetwork.com.
When Washington stalls, Main Street feels the impact. Shane and Tonya discuss how a government shutdown ripples through independent insurance agencies. They also draw parallels between political gridlock and the realities of running an agency, where leadership, accountability, and transparency make all the difference. Whether you’re near a military base, rely on commercial accounts, or simply want to prepare your agency for uncertainty, this episode helps you navigate disruption with resilience and integrity.
Learn more at IntegraPartnerNetwork.com.
In the independent channel, freedom isn’t just a philosophy, it’s your competitive edge. Shane and Tonya unpack the recent sale of Trusted Choice, what it reveals about branding, autonomy, and the true power of local trust, and how owning your name, your brand, and your client relationships can build a stronger, more sustainable agency than any national label ever could.
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Every once in a while, we put Shane in the hot seat, and this time, the questions don’t hold back. From navigating what to do when a top producer plateaus, to handling tricky referrals and ownership conversations, this "Ask Shane" episode digs into the real challenges agency owners face every day. Tonya and Shane explore growth, culture, communication, and the hard choices that come with building a business.
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Premiums keep climbing. Customers are tired. Agents are exhausted. So how do you keep client loyalty when everyone’s feeling the pressure? Shane and Tonya break down how to play defense for your book, turn frustration into understanding, and prove why the independent advisor still wins.
Learn more at IntegraPartnerNetwork.com.
The hard market isn’t just hitting premiums, it’s hitting people. Shane and Tonya discuss what burnout really looks like for overwhelmed frontline teams and exhausted agency owners. They share strategies for rebuilding capacity, keeping your best people, new perspectives, and practical ideas.
Learn more at IntegraPartnerNetwork.com.
Independent agents just scored a major win! The personal lines market share for the IA channel has grown nearly $20 billion in the last four years. Shane and Tonya break down what this momentum means for agency owners, why consumers are choosing local advisors over call centers, and why personal lines are creating stability and resilience for independent agencies.
Learn more at IntegraPartnerNetwork.com.
Nike’s iconic Just Do It has shifted to Why Do It, but what does that mean for independent agency owners? Shane and Tonya break down Nike’s pivot, the risks of fixing what isn’t broken, and why asking “why” may be the most important step in building an agency that’s truly yours.
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How do you communicate effectively when your clients and staff can span generations? Traditionalists trust paper, Boomers want a phone call, Gen X prefer bullet-point emails, a millennial seeks collaboration, and Gen Z has a s video-first mindset. Shane and Tonya break down what each generation values and explore how agency owners can adapt without losing efficiency.
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Some people thrive on the thrill of landing the next account, others excel at deepening relationships and growing existing business, and some focus on building systems that attract opportunities. Shane and Tonya explore how these different approaches to selling impact agency growth, what to watch out for when hiring, and why your first team addition might not need to sell at all.
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Shane and Tonya discuss what it means to pivot with purpose, and why embracing change isn’t risky when it’s rooted in strategy. Whether you're an agency owner stuck in the daily grind, a producer ready to lead, or someone clinging to what you've built out of fear of losing it, this conversation will challenge the way you think about growth, reinvention, and leadership. Because sometimes, the smartest move isn’t staying the same. It’s making the right kind of change.
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What happens when a Division I athlete spends her summer interning in the insurance world? You get a fresh, insightful look at how Gen Z views our industry. Shane and Tonya talk with Campbell Bagshaw, University of Kansas softball player and Integra’s summer intern, to talk about what surprised her, what agency owners need to know about Gen Z, and why she thinks athletes are built for insurance. From marketing and communication to career potential and workplace culture, this episode is packed with new perspectives.
Learn more at IntegraPartnerNetwork.com.
Headlines say rising insurance premiums are crushing the American dream of homeownership. But is insurance really the problem? Shane and Tonya discuss FHA loans, skyrocketing costs, and why insurance keeps getting blamed for issues created elsewhere. This conversation tackles affordability, financial reality, and the vital role independent agents play in helping clients see the truth behind the clickbait.
Learn more at IntegraPartnerNetwork.com.
What if one bill could change how you do business overnight? Shane and Tonya discuss the Insurance Regulatory Reform Act, federal legislation that has very real consequences for independent agents. From the threat of dual regulation to the risk of losing speed and flexibility, this episode dives into why the fight to keep insurance oversight at the state level (and out of Washington) matters now more than ever. They explore the politics, the ripple effects, and break it all down in a way that makes sense (and maybe even makes you want to pick up the phone and call your senator).
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Drawing inspiration from baseball great Derek Jeter, Shane and Tonya discuss how focusing on daily consistency, foundational systems, and small wins can create powerful long-term momentum. Whether you're building a personal lines powerhouse or scaling your team, showing up, doing the work, and building on base hits can take your agency further than any one home run ever could.
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Beaux Pilgrim of IA Blueprint joins Shane and Tonya to discuss how virtual assistants are transforming independent insurance agencies, including better documentation, improved retention, and freeing up producers to actually produce. If you’re overwhelmed, understaffed, or just tired of doing it all yourself, this episode will change the way you think about building your team.
Learn more at IntegraPartnerNetwork.com.
Charles Specht, host of the Millionaire Insurance Producer podcast, joins Shane and Tonya to discuss how independent agents can win bigger with commercial insurance through his unique “quoting is for the weak” approach to pre-prospecting, micro-niching and messaging.
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Shane and Tonya sit down with Retail Director Tara Graham to share real-world lessons from inside the Integra “lab.” From evolving service roles and managing change to improving customer experience and boosting team morale during a hard market, the conversation gets honest about what’s worked—and what hasn’t. Whether you’re running solo or managing a growing team, you’ll walk away with practical takeaways and tested ideas to strengthen your agency from the inside out.
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It’s halftime of 2025, and you’re still in the game! Shane and Tonya break down what winning agency owners do in the second half of the year with small shifts and smart strategy.
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Just because a policy renewed doesn’t mean your client is loyal. Shane and Tonya discuss the surprising difference between renewals and retention, explore why insurance agents often confuse the two, and why that mindset is costing them long-term business. You’ll hear practical ideas for building stickiness, touchpoints that matter, and how communication style can make or break your retention strategy.
Learn more at IntegraPartnerNetwork.com.
You’ve built something, thinking about walking away, and are now asking, “Do I have it in me to start again” Shane and Tonya explore why starting over isn’t a step back, it’s a strategic move forward. With experience, clarity, and relationship capital on your side, this might be the smartest time to build your agency, your way. If you're still thinking about it, it’s not too late.
Learn more at IntegraPartnerNetwork.com.
Selling your agency might sound like the ultimate success, but is it the best path for your financial future? Shane and Tonya discuss the options of cashing out or creating long-term, sustainable revenue. They explore what buyers are really looking for, how to structure your agency like an annuity, the emotional side of selling, and the hidden risks of “staying on” after the sale.
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Big change isn’t always the answer. Shane and Tonya break down how small, strategic adjustments can create a massive impact on your agency. From tweaking processes to rethinking priorities, learn how to stay nimble, lead with clarity, and build momentum one micro move at a time.
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Great ideas don’t build successful agencies, action does! Shane and Tonya discuss why taking big swings (and sometimes missing) is the only way to truly grow. From overcoming analysis paralysis to tuning out the noise of social media “experts,” they share real-life stories and practical advice for agency owners ready to stop overthinking and start swinging for the fences.
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Shane and Tonya tackle the cultural obsession with busyness and unpack why a full calendar doesn’t always equal fulfillment. From personal stories to leadership lessons, they explore how agency owners can shift from hustle mode to healthy balance without sacrificing success.
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Shane and Tonya tee off with a conversation about what The Masters can teach us about agency ownership. From Rory McIlroy’s daughter reminding him, “You already know how to play golf,” to recognizing the value of your own strengths and systems, this episode is about presence, persistence, and trusting yourself.
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Shane and Tonya discuss the rise of insurance influencers, the pressure to chase visibility over sustainability, and the challenge of rethinking your agency’s direction to create a business that aligns with your goals and works for you.
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Resilience isn’t just a word, it’s a way of showing up when things get tough. In this episode, Shane and Tonya dive into what resilience really looks like in the independent agency world, why relationships matter more than ever, and how honest conversations can move your business forward.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya talk AI in the independent insurance channel with special guests Chad Jackson and Justin White of Strawberry Antler. From automating quoting to solving real agency problems, they explore how AI can transform the way small and midsize agencies operate, why AI isn’t as intimidating as it sounds, and how it can turn efficiency into opportunity.
Learn more at IntegraPartnerNetwork.com.
Excess and surplus lines (E&S) can open up new opportunities, but it also comes with its own set of challenges. Shane and Tonya break down the common fumbles agents make, share how to avoid costly mistakes, decide when to say no, and discuss how build the processes that make E&S business work for your agency.
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When Southwest Airlines starts charging for checked bags, it’s more than a policy change; it’s a brand identity crisis. Shane and Tonya discuss how staying true to your agency’s unique strengths, rather than chasing trends or comparisons, is the key to long-term success and avoiding burnout.
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What if the real key to success is JOMO (the Joy of Missing Out)? Shane and Tonya break down how to stay focused, make intentional decisions, and let your business serve you—rather than the other way around.
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Feeling frustrated with the lack of control in the insurance industry? Shane and Toya discuss how independent agents can move beyond frustration and take action. From carrier councils to industry advocacy, learn how to create real change for your agency and the industry.
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Shane and Tonya sit down with Justin and Aaron Husman of The Phoenix Insurance to discuss the mindset shift from “helping people” to strategically running a successful agency. They discuss building a business with intention, protecting your time, selecting employees and clients, and making decisions that set your agency up for real growth and profitability.
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The best way to connect with clients is through storytelling, not by being boring or overly technical. Shane and Tonya discuss into the power of 60-second stories that turn real-life lessons into personal, memorable, and successful sales moments.
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Does agency size determine success? Shane and Tonya break down the challenges of scaling, the myths around agency size, and why success isn’t one-size-fits-all. In this special anniversary episode, they reflect back on lessons learned over the last three years on IA Forward, and what it really takes to build an agency that works for you long-term.
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Tonya is joined by Kristyn Klaes and Kylie Lowery to explore the power of personalization in the insurance industry, strategies for making every client interaction meaningful, and setting your agency apart from the competition. They discuss how building genuine relationships with clients leads to long-term loyalty, stronger retention, and increased trust—especially in a challenging market.
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Shane and Tonya explore what it takes to thrive through challenges, from navigating a hard market to managing client expectation, and reveal their Words of the Year for 2025. Tune in for insights on staying steady, pushing forward, and embracing the opportunities that come with adversity.
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Shane and Tonya explore the shifting perceptions of financial success, diving into surprising salary and net worth expectations. Listen for insights on building realistic goals, managing "expense creep," and finding true financial fulfillment in business and life.
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Shane and Tonya dive into the eternal struggle between following directions and blazing your own trail. From puffer jackets to agency best practices, they explore how independent agents can balance tradition with innovation to drive success.
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Celebrate with Shane and Tonya in the 250th episode of IA Forward! From the power of discipline over motivation to the best way to create a "stop-doing list," this one is full of practical insights, a look back at the most popular episodes, and a thank you to the listeners who made it all possible.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya kick off the new year by exploring how independent insurance agents can Reflect, Realign, and Reset to set themselves up for success in 2025. They share insights on identifying what’s essential, eliminating distractions, and building a strong foundation for intentional growth.
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In this special New Year’s Eve episode, Shane and Tonya reflect on timeless lessons from holiday movies and how they can inspire your business and life as we welcome 2025. From the authenticity of Elf to the resilience of A Charlie Brown Christmas, discover insights to start your new year with purpose and a fresh perspective.
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In this Christmas Eve episode, Shane and Tonya explore how independent insurance agents make a meaningful difference, turning unexpected challenges into opportunities to serve. From protecting families to creating lasting impacts, this episode unwraps the true value of what agents bring to their communities.
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Shane and Tonya discuss how carriers are pivoting for growth in 2025 amid shifting market pressures. From the disruptive Geico Effect to renewed focus on auto lines, they explore what these changes mean for independent agents.
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Shane and Tonya break down Progressive's recent decision to exit the dwelling fire insurance market and explain why it’s not the catastrophe some agents fear. They discuss how this move will open new opportunities for homeowner’s capacity and give practical advice on adapting to industry changes.
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Shane and Tonya discuss the potential shift to a softer commercial market and what it means for independent agencies. They explore how a new market cycle can impact growth opportunities and share strategies to stay competitive.
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Join Shane and Tonya for a special Thanksgiving week episode as they share heartfelt reflections on gratitude, holiday traditions, and the power of building meaningful relationships in business and life. From turkey, dressing, and football rivalries to showing appreciation for carriers and clients, this episode is packed with insights to fuel your agency’s success!
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya explore why salespeople often get sold on the next big thing, from spray-painted grass to shiny new software. They share practical strategies for avoiding impulsive decisions, questioning the need for change, and focusing on tools and processes that truly enhance your agency’s success.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya explore how choosing gratitude and maintaining a positive perspective can make all the difference, even in the toughest of markets. They share personal stories, practical tips, and the importance of leading by example, reminding us that a mindset shift can turn challenges into opportunities for growth and connection.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya discuss venting up, carrier relationships, the danger of falling into lazy selling" habits, and strategies to keep your agency’s growth and profitability on track.
Learn more at IntegraPartnerNetwork.com.
What do a historic Vanderbilt football upset and independent insurance agencies have in common? More than you’d think! In this episode, Shane and Tonya discuss rethinking what it means to be a game changer in the insurance world.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya discuss the social media trend labeling insurance as a "scam," and what insurance professionals can do to educate consumers and change the narrative without fueling unnecessary conflict.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya dive into the realities of hurricane season, discussing how agency owners can lead with empathy during natural disasters, balance the challenges of insurance claims and industry pressures, and offer authentic support to those affected.
Learn more at IntegraPartnerNetwork.com.
Beaux Pilgrim from IA Blueprint joins Shane and Tonya to share insights on leveraging technology, automation, and peer-to-peer learning through management system user groups.
Learn more at IntegraPartnerNetwork.com.
Shane and Tonya discuss the introduction of a new CSR role in Integra’s retail agency, and how this three-layered structure can help agencies of all sizes grow more efficiently, improve client retention, and empower your team to focus on what they do best.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya explore how independent insurance agencies can thrive by turning chaos into opportunity. Drawing inspiration from the famous Sun Tzu quote, they discuss strategies for navigating market challenges, managing chaos in both personal and professional life, and finding unexpected opportunities for growth.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya talk carrier updates and market shifts. Tune in for an episode filled with insights, a bit of speculation, and a dash of gossip on the latest industry trends.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss strategies to help your customers understand the reasons behind rising auto premiums and how to effectively turn a difficult topic into an opportunity to build trust.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya explore the different sales personas—hunters, farmers, and trappers—and how understanding these roles can help you build a more effective team, and why the right mix of skills and personalities is crucial for your agency’s growth and success.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the right timing and strategies for growth and how to expand your team while preserving the personalized service your clients love.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya explore the decisions involved in shaping your agency’s identity. From the importance of branding to creating a strong company culture, they offer insights into business growth and impact.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the importance of staying true to your own vision in the independent agency world, as well as exploring the pitfalls of chasing others' dreams, the value of authenticity, and how to build a business that aligns with your personal goals and strengths.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the contentious political climate, the impact of polarized opinions on small business owners, and should agency owners take a political stance on their personal and business social media pages.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
How can managing expectations enhance satisfaction in your personal and professional life? Shane and Tonya share insights on balancing bucket list experiences with business goals, setting realistic expectations, and nurturing relationships.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
In the aftermath of Hurricane Beryl in Texas, Shane and Tonya discuss how technology and proactive planning can help you support your clients and maintain business operations during and after significant weather events.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the importance of mid-year check-ins to reassess goals, make necessary adjustments, find alternate uses for existing tools and resources, and adapt business strategies for long-term success.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the negative talk prevalent within the insurance industry, strategies for promoting positivity, and the importance of a positive mindset in transforming conversations and customer interactions.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
A unique takeover episode featuring D1 Softball player Olivia Bruno, Kylie Lowry, and Tonya, discussing fresh perspectives on leadership, success, and the evolving role of Gen Z in the insurance industry.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the TV show Welcome to Wrexham, and draw parallels to the insurance industry: emphasizing the importance of maintaining a consistent approach, rather than focusing on industry changes or market cycles; understanding one's niche; and playing the infinite game.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
From global issues affecting the insurance market to interpersonal challenges within your agency, Shane and Tonya discuss practical strategies to navigate and resolve conflicts effectively, leading with empathy and strength, and ensuring a thriving business environment.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the pressure to equate busyness with success, the effects on mental health and work-life balance, their personal experiences of being overbooked, and finding fulfillment beyond the hustle.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the challenges of moving from a sales-focused mindset to a ownership role, the importance of building infrastructure, and developing leadership skills. Their conversation highlights the need for achievement-mindset producers to evolve their ownership approach, focusing on long-term business sustainability while still achieving personal growth and development.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the Julie-ism of "Don't Create Your Worry," the worry cycle, and how it affects our lives and our independent insurance agencies.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss pinpointing the stress points in your agency, figuring out the specific problem, and finding the solution.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the importance of balancing your book - and what carriers are doing about it.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the DBW principle and what independent insurance agents are doing to find success in the hard market.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss needing a win now, the comparison game, agency growth, and the business owner versus sales mindset.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss how to get the best return on investment for spring marketing opportunities.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss State Farm General's AmBest downgrade, the clickbait articles, using negativity about competition on social media, and staying focused on yourself.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss building, strengthening, and repairing relationships with insurance carriers.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the differences between management and leadership, why you need both, and how to motivate your people (and yourself) to succeed.
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss current trends in hiring compensation, what employees are looking for, and agency culture.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss diving deep into processes, making sure they are actually efficient, moving the profitability needle, and not doing things just because we've always done them that way.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the recent New York Times article about car companies selling data to insurance carriers, how that affects insurance rates, and how to have those conversations with clients.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss why it's risky to stay where you are, decision "sample sizes," making adjustments, and being forced to focus on other things to create new ideas.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the idea of Walks vs Strikes as an independent agent, how to understand "your pitch," why you should focus on it, and not getting caught up in what others are doing.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the mental investment of mindset change of our hard market, the email reset, and being comfortable with being uncomfortable.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss changes that carriers are making in how they want agents to handle claims and are bringing agents back into the conversation.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss changes in roof coverage, having those conversations with your clients, and how it affects our industry long-term.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya celebrate their 200th podcast on Leap Day and discuss having faith in yourself when starting your agency, growing your agency, and knowing there is no perfect time.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss your competitors tactics, and what you should be doing in response.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss expectations of clients (and vice versa), commercials from The Big Game (and our marketing takeaways), and conversations with clients.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss how to measure success, keeping it simple, and being selective on business key performance indicators (kpi's) and benchmarks.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss business financials, including free tools that are available, that an agency owner needs to be using for success.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Abraham Lincoln was an extraordinary leader, and modern-day business backs up his methods. Shane and Tonya discuss how to apply the lessons we learn from Lincoln to our agencies.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
The TikTok trend of Loud Budgeting has created a social media storm. Shane and Tonya discuss Loud Budgeting, what is means for your agency, and how to authentically use the trend in your marketing to Gen Z's and Millennials.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the ins and outs of writing E&S insurance and what standard preferred agents need to know to be successful.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss agency location options: from brick-and-mortar storefronts to co-working spaces, home offices, office buildings, and everything in between.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss agency fees across personal and commercial lines, specialty, lines, standard preferred, non-standard auto, fee versus commission, and more.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss creating the work-life balance that you need to be successful with your agency and at home, and how that changes at different life-cycles in your business.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the pros and cons of an established independent agency joining an agency group, what to look for, and the options available.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss carrier access, technology assistance, and peer support available for agents starting a new independen agency from scratch.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the results of the great "Lead Buying Experiment of 2023."
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya each reveal their word of the year and discuss beginning the new year with a focus and planning (instead of resolutions).
IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Why does it feel like you're already behind for 2024 and it's only January 4th(ish)? Shane and Tonya discuss what we should expect of ourselves and our agencies coming out of the holiday season, why we feel behind, and what changes we can make to move forward.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya welcome 2024 by talking about trends in Insurtech, AI, and more.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya look back on the highs and lows of the independent insurance industry in 2023, and look ahead to 2024.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya are joined by their spouses, Julie and The Cute Boy, for a special "unwrapped" Christmas episode to tell their sides of the stories. Learn more about spouses working together successfully, personality differences between rainmakers and technicians, and lots of fun Christmas stories.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss how to clarify your marketing, signs, social media, and more.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya pay tribute to the late Charlie Munger, and his incredible mindset can help your agency grow.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the one-hour business plan, finding the ONE most important thing, and why it's important to your agency's success.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya are joined by Kylie Lowery to discuss ways to manage being an agency owner, spouse, and parent during the holiday season.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss a bizarre marketing campaign in Florida, the WKRP in Cincinnati Turkey Drop, and real, practical ways to market your agency successfully.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
As 2023 comes to a close, Shane and Tonya discuss the lists that make us productive and how to use them to prepare for success in the new year.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Are you looking for a way to stand out from the crowded market of insurance agents? Shane and Tonya discuss using pet insurance as a door opener to new clients.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss holiday business traditions: what to focus on, what to let go, and how to use them effectively.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the Mayflower expedition and what we can learn from the pilgrims to make our agencies successful in this hard market.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss how other people's opinions can be a huge hindrance to success and how to overcome that challenge.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya are joined by Mike Boesl of Agency Convoy to discuss technology, training, overcoming fear, and making decisions on what products your agency needs.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Tis the season for thankfulness, but in this hard market, it seems to be missing. Shane and Tonya discuss carrier challenges, having an attitude of gratitude, and the idea of "fake it till you make it."
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the different types of sales objections and how to authentically answer them.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss sales, simplicity, authenticity, and how the Disney guest experience goals apply to us as independent insurance agents.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss strategy with carriers, carrier CEO salaries, commission reductions by carriers, what customers think about how you get paid, and how to set your goals strategically.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss advertising, what people people expect from insurance agents, and how to change that perception personally.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss systems, automation, understand and expressing your why, digging in to the products that you have, and what happens when it doesn't work.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Great advice for running your agency successfully, including talking about virtual assistants, focusing on others, improving work/life balance, and attitude.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss the people you need as an agency owner, and why they are imperative to your success.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya share the best pieces of business advice they have even been given - and how those thoughts have shaped their success. From finances to attitude, productivity to people, the best advice is that which gets repeated.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss how to build trust by not speaking "insurance," talking with clients when there is a language barrier, and how to minimize E&O exposure through communication.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss creating momentum in your agency, and what can happen when you just start pushing.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss having "the best service," why that's usually the industry minimum, and going beyond service to curate a fantastic customer experience.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss why the media keeps promoting "Tom Brady is coming out of retirement" stories, how we do the same things in our agencies, and how we can improve to become more successful.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss how carrier rating changes can affect your agency, and what you need to do to protect yourself.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
There are numerous correlations between the 2023 college football season and the insurance hard market. Really. Shane and Tonya discuss the Alabamas and Colorados of the insurance world and how we can utilize both to make our agencies successful.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya respond to the verbal abuse that an agent received in a Facebook group when asking a question regarding the hard market being profitable. Yes, we are playing heavy offense and defense! But why are agents attacking each other and how can we come out different on the other side of this challenge?
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Shane and Tonya discuss branding your agency, where to spend money, how to spend time, what matters, and what doesn't.
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IA Forward to can help you take your agency from good to great. Learn more at iaforward.com, and follow IA Forward on LinkedIn, Facebook, and Instagram.
Ever wonder why so many professionals are fighting the insurance industry? Or maybe you didn't realize they were? Shane and Tonya discuss how other financial channels put the "blame game" on the insurance industry, and how we can respond.
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What happens when Shane gives insurance agents to opportunity to ask him anything? Listen to this episode and find out!
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Shane and Tonya discuss ways to get "unstuck" as an agency owner, moving beyond FOMO, and getting past internal struggles to be successful.
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Shane and Tonya discuss consumer perceptions of exclusive versus independent agents, why are independent carriers allowing exclusive agency distribution, the profitability of agencies during the hard market, and having the producer versus business owner mindset.
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Shane celebrates the half century mark today, with a little nostalgia and a lot of great advice on being a successful agency owner.
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Shane and Tonya discuss assumptions that insurance agents make when selling homeowners insurance, and why that can be a costly mistake. Tonya and her husband are buying a house and going through the process of getting homeowners insurance, so we're talking real time challenges in this hard market.
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Shane and Tonya dive into what television character "The Fonz" from Happy Days teaches us about being a successful insurance agency owner. Throw on your leather jacket - this is a motorcycle ride to yesteryear, and a reminder of what it means to "stay cool" in business.
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Shane and Tonya discuss how being an insurance agency owner affects your family, both in the present and the future.
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Shane and Tonya discuss the need for validation, being selective with sharing ideas, and choosing who to seek business advice from.
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Shane and Tonya discuss how to play the insurance game successfully: Thinking like a business owner versus a producer, how to plan long-term with money, and more.
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Shane and Tonya discuss how to play the insurance game successfully: Thinking like a business owner versus a producer, how to plan long-term with money, and more.
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Shane and Tonya discuss developing relationships with carriers, serving on carriers councils, talking with state and national legislators, and how to make a difference in the your business and the long-term growth of our industry.
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Shane and Tonya discuss what's going on with our nation's economy, why that's important as an agency owner, and the best way to cut through the economic chatter.
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Shane and Tonya discuss a surprising recent article from Insurance Journal on what millennials think about insurance, as well as Shane's recent experience with his daughter purchasing insurance for the first time.
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Not getting the results you're expecting from your marketing dollars? Shane and Tonya discuss mistakes agents make, where NOT to spend your money, and why it's not working.
Shane and Tonya discuss the idea of asking questions, being genuine, and authentically learning to create the perception of expertise - especially with businesses and creating referral sources.
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Shane and Tonya discuss insurance guru Brian Besch's theories on clients, selling, perception of value, book building, and being a connector.
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Are you starting to hit the panic button in this hard market? Shane and Tonya discuss options to keep your agency afloat as the changes keep happening.
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Shane and Tonya discuss the evolution of telematics, changing your lens as a agent, and how to market it to clients effectively.
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Shane and Tonya explore the dynamics of how to work with your spouse, children, siblings, and parents.
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Google and Facebook Reviews are a vital part of marketing your insurance agency. Shane and Tonya discuss how to take a bad review and make it work in your favor.
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In a post-pandemic world, using video to create client relationships is becoming the norm. Shane and Tonya discuss using video in your agency, as well as the LSU Tigers winning the Men's College World Series.
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Shane and Tonya discuss changes in the industry, what they mean for our agencies, and what long-term outlook planning should look like.
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We're all tired of politics, but decisions constantly being made that affect our livelihood as agency owners. Shane and Tonya discuss electing or appointing commissioners, the long-term effects of regulation, and free market versus government control.
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Shane and Tonya discuss honoring your commitments to your family, your team, your clients, and your community.
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Shane and Tonya discuss why small independent agencies are attractive to cyberterrorists, what your clients' information is worth on the dark web, and how to protect yourself.
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Shane and Tonya discuss the independent agency system, insurtechs, direct, and exclusive channels, and why our future is exciting as independent agents.
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Great athletes consistently watch game tape to improve their skills and find patterns. Shane and Tonya discuss the idea of using "game tape" within our agencies to improve performance and help new ideas find their time.
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Hurricane Season is here! Shane and Tonya discuss ways to educate your clients on their need for flood insurance protection.
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As your agency grows, things can get complicated fast. Shane and Tonya discuss why it's imperative to keep it simple, automate where possible, and use the technology that you have before purchasing more.
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Looking to buy a book of business? Want to set your agency up for success when it's time to sell? Shane and Tonya discuss M&A do's and don'ts.
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It may sound like an oxymoron, but being an authentic chameleon should be your goal in the insurance business. Shane and Tonya discuss asking the right questions, figuring out what is most important to clients, and remembering that you are THAT GOOD.
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As an agency owner, managing your energy is even more important than managing your time. Shane and Tonya discuss choosing who and what deserves your energy and how to reduce energy draining activities.
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From financial to psychological, clients to carriers, and everything else, Shane and Tonya discuss what it takes to survive your first year as an independent insurance agent. This is a great listen for an agency refresh, too!
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Leaving to start your own agency can be a stressful process, for the producer and the agency owner. Shane and Tonya discuss best practices for both sides to be successful before, during, and after.
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Shane and Tonya discuss the business brilliance of Bull Durham, overcoming a slump, getting out of your head, and micro-adjustments.
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Shane and Tonya discuss using the claims process client experience to increase client satisfaction and gain referrals.
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Shane and Tonya talk best practices on surplus lines, premium finance options, agency bill, auditable policies, sweep and premium accounts, and things that are a big more "hairy."
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Since the hard market is here to stay longer than expected, Shane and Tonya talk about the best ways to play defense to maintain clients.
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In this episode of "Ask Shane," we cover the insurance score, direct mail, hiring and training, selling cyber insurance, carrier reps, training our customers, and more.
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Shane and Tonya discuss the mistakes that they have made regarding branding, what they have learned, and how it can help you save time and energy.
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Shane and Tonya talk about shifting from the quoting mindset and price bidding wars for business.
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Shane and Tonya discuss handling the disappointment of rejection, how to handle a prospect "ghosting" you, and how we accidentally ghost prospects, and the NCAA National Champion LSU Women's Basketball team.
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Shane and Tonya discuss creating your personal brand, social media, and how it affects your business. Inspired by Tonya's recent experience with a personal trainer matchup gone awry.
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Shane and Tonya discuss the importance of a long-term partnership strategy between insurance carriers and their agents.
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Want to successfully add life insurance products to your portfolio? Shane and Tonya talk with Jeff Havard, Regional Coordinator for National Farm Life Insurance, and Robby Jabbour, life and health insurance guru. From relationship building, leading with life insurance, golf games, and marketing, this episode will keep you laughing.
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Let's Celebrate! Shane and Tonya discuss how to maximize your agency's profit sharing / contingency bonus opportunities.
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Shane, Tonya, and special guest Beaux Pilgrim discuss the balance of automation and relationship building to create more time for your team members while creating long-term client relationships.
Beaux Pilgrim is the founder of IA Blueprint, a unique Virtual Assistant organization specialized for the independent agent, as well as owner of Reed Insurance in Vidalia, Louisiana.
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Shane and Tonya discuss mindset, energy, financial stability, and goals necessary to start a new agency - at any age.
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Finding great team members for your agency is difficult - here are some ideas on how to keep them. Shane and Tonya discuss employee retention concepts from two very different perspectives.
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Shane answers questions from agents about purchasing an agency, CIC tips and tricks, what to do when going on vacation, how to handle unpleasant clients, being licensed in multiple states, and more.
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Are you wanting to hire staff for your agency, but want to make sure you've got it right? Shane and Tonya discuss how to find the right people to fit your culture, interviewing and screening ideas, and training.
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What should you agency work environment look like? How is hiring affected by remote and hybrid work? Having difficulty getting team members back in the office? Should I keep my storefront? Shane and Tonya tackle these questions and more in their discussion on post-Covid work environments.
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Fear of sounding stupid? Not sure what you're doing? Completely out of your comfort zone? If you've ever had these thoughts about starting something new, this is the episode for you!
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Attending a conference requires significant monetary, time, and energy investments. Shane and Tonya discuss are they worth it and how to get the most out of attending.
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Shane and Tonya discuss changing the conversation about price in a world that is so price conscious.
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Shane and Tonya discuss the physics concept of the flywheel, and how that momentum building idea correlates to your insurance agency.
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Shane and Tonya chat about the numerous reasons that agencies can fail, and how to keep that from happening.
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Shane and Tonya discuss how to overcome time management challenges for insurance agency owners.
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Shane and Tonya tackle business and personal finances, smart ways to handle contingency bonus money, and profit margins.
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Shane and Tonya discuss how hard market conditions are actually similar to soft market conditions for an agency owner, and what this means for long term growth.
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Are you a hedgehog or a fox? Shane and Tonya discuss The Hedgehog Concept and how it is key to your insurance agency's success.
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Shane and Tonya tackle language barriers, along with cultural and generational differences, how they affect our customer service experience, and what E&O exposure that we have.
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Shane and Tonya get a bit political, discussing the roles that state and federal governments play in the insurance industry, as well as the importance of carrier, employee, and client relationships.
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Shane and Tonya discuss the Dallas Cowboys versus Tampa Bay Buccaneers game, and all of the lessons that we can apply to our insurance agencies.
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Many people start their own agencies to quit living paycheck-to-paycheck working for someone else (or they got mad at their boss). Shane and Tonya discuss how paycheck-to-paycheck can turn into month-to-month, payment-to-payment as an agency owner, and how to break the cycle.
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Shane and Tonya tackle the concept of time poverty, and discuss ways to free up more time for a more effective and efficient schedule.
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Shane and Tonya discuss the "Word of the Year" concept, why it's not cheesy, and how setting the specific intention can create direction for your agency.
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Shane and Tonya discuss the myths, the truths, and what we can do better as independent agents.
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Shane and Tonya discuss public misconceptions about being independent and the products we sell and overcoming big brand marketing budgets.
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Shane and Tonya discuss keeping a level head through challenges and being a better agency owner as you come out on the other side.
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The week between Christmas and New Years is usually a no-man's land. Shane and Tonya discuss the little ways to make this week count, and how to use it kickstart the new year for your agency.
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Shane and Tonya share their favorite Christmas memories (including honeymoon disasters, worst gifts, and must-see holiday movies).
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Shane and Tonya discuss the difference between customers and clients, if the client experience should be customized, and how that affects the long-term success of your agency.
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Shane and Tonya talk about looking ahead to 2023 and setting personal and professional goals to achieve success for your agency.
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Shane and Tonya discuss specific KPI's for an end of the year review of both your insurance agency and yourself as an agency owner.
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From family commitments to eating too many Christmas goodies, planning for the new year to holiday events, this is the season for trying to cram too much stuff into our days. Shane and Tonya discuss how to enjoy the holidays as an agency owner.
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In the insurance business, we know the customer is not always right. Shane and Tonya talk about how to handle the Karens and Kevins as agency owner, from retail customers to referral partners.
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Shane and Tonya discuss auto insurance rate increases, listening to listen instead of automatically assuming it's a problem to fix, and overthinking how much people think about insurance.
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Shane and Tonya discuss unique holiday gift ideas that make your agency stand out, as well as employee Christmas bonuses and parties.
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The holiday months can cause a strain on your agency's budget due to lower sales and charitable donations. Shane and Tonya discuss how to turn those challenges into growth opportunities to set yourself for success in the new year.
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It's Thanksgiving week, which means lots of holiday marketing opportunities. Shane and Tonya discuss ways for your agency to be involved with Black Friday, Small Business Saturday, Cyber Monday, and Giving Tuesday.
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Shane and Tonya discuss tips and tricks for selling commercial insurance with Commercial Lines Specialist, Bryan Modisette.
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Shane and Tonya talk with military veteran and new agent Jon Marc Whittington on what the insurance business looks like through his lens.
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Shane and Tonya discuss dressing for success beyond clothes, and talk about the best ways to present your agency with texting, email, and business phone numbers. Are you Team Blue Jeans & Boots or Team Elevated Business Casual?
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Shane and Tonya discuss going beyond "start with why" and getting to "what," long-term visualization, and outsourcing to-do items in both your professional and personal lives.
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Shane and Tonya discuss work - life balance expectations for an independent agency owner, and how that compares with the "Day in the Life of a Twitter Employee" video. Spoiler alert: Shane is NOT installing a wine-on-tap machine at the office.
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Shane and Tonya discuss the who, what, when, where, and especially the why of adding small business commercial lines to your agency.
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Shane and Tonya discuss if accolades and memberships are important to growing your business and if educational letters behind your name are meaningful to your customers.
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Shane and Tonya discuss the pros and cons of joining the independent channel versus the exclusive / captive channel.
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Shane and Tonya discuss why independent insurance agents deserve the same respect as attorneys, physicians, and CPAs, and what we can do to develop that as risk managers.
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Do you really need an attorney, a CPA, a banker, and an insurance agent? Shane and Tonya discuss the professionals that you need for long-term success, why DIY is not a great idea, and that yes, you need an insurance agent.
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Shane and Tonya discuss what it means to be a "winner" in your agency and why adopting a championship mindset is key to success.
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Shane and Tonya discuss how to set up realistic goals for your agency, and why you should stop playing the comparison game and bet on yourself.
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Shane and Tonya discuss "what if's," when starting your agency, why regrets are a waste of energy, and why the fear of failure is so prevalent.
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Shane and Tonya are joined by special guest Kylie Lowery to discuss helping your agency bridge the technology / digital divide between generations, as well as the importance of choosing the right words for more precise communication.
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How do you find contentment when you are driven to be successful? Shane and Tonya discuss how to find contentment when growing your agency, honoring commitments to yourself and others, and the importance of acknowledging the difference between commitment and interest.
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Thinking about starting an agency? Or has your agency maybe gotten a bit "off track?" Shane and Tonya talk with Tara Graham, a 20+ year veteran of the independent insurance industry and Retail Director for Integra Insurance Services.
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Shane and Tonya discuss the expectations of owning a business and becoming the Chief Translation Officer for your agency.
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Ever wondered if those hours spent playing fantasy football can help with starting your agency? Shane and Tonya welcome Robby Jabbour as their guest to discuss stress factors, business questions, and choosing the right partner to start your agency.
Interested in talking with Robby about owning an independent agency? Email him at robby@integraagent.com.
Are you struggling with how to best handle rate increases? Shane and Tonya discuss excuses, reasons, and facts, along with inspiration from Derek Jeter.
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What if we were as dedicated to building our agencies the right way as we are to our favorite sports teams? Shane and Tonya celebrate the beginning of college football season talking about dedication and how FOBO (the fear of better offers) can distract us from what it takes to be successful.
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Shane and Tonya discuss finding your unique marketing strategy, what happens when someone else decides to use your great idea, and the difference between responding and reacting.
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Shane and Tonya discuss why the frustration in the journey is preparing you for the next steps, and why they would be called "Lollygaggers" in the movie Bull Durham.
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Shane and Tonya celebrate their 50th podcast by discussing why we never "feel ready" to take the next step, and why sometimes you should "just do it" anyway.
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Shane and Tonya discuss why humorous advertising mascots can create a challenge when building trust with potential clients, as well as ridiculous online articles about the industry, and the "insurance paid for this roof" sign.
See the sign on the IA Forward social media channels, or learn more at iaforward.com.
Fall is almost here, and with cooler weather comes huge marketing opportunities! Shane and Tonya discuss community involvement, what to do, what not to do, and how to handle "the ask" during the upcoming autumnal season.
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Shane and Tonya discuss how having too much data can be counterproductive and why choosing the right KPIs will help you grow as an agency owner and still leave you time to do business. As for the "no more smell sign" that started this conversation about too much data, check it out on the IA Forward social media pages.
Shane and Tonya discuss Shane's daily routine, specifically making time for your spouse, when is the best time to see clients, and their thoughts on "Where the Crawdads Sing."
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Shane and Tonya discuss building relationships with referral partners, bankers, and potential customers, as well as setting expectations and ignoring the noise.
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We are always looking at success stories, but do you ever wonder why agencies fail? Shane and Tonya discuss finances, lack of focus, office location, spending habits, and more.
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In this hard market, you're talking with clients that you may not have heard from in years. Shane and Tonya discuss how choosing a positive or negative lens gives you an opportunity to change the conversation.
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Ever noticed that you spend more time trying to get things done but your to-do list keeps getting longer? Stop spuddling! Shane and Tonya discuss popular business growth, time-saving, and efficiency hacks that don't work.
Join the IA Forward community of insurance agents on your favorite social media channels, or at iaforward.com.
Shane and Tonya discuss agency digitization tools, their favorite time savers, and using what you're already paying for.
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Why is "How to Market to Millennials" one of the most Googled questions? How do you talk value in a world that is so focused on price? Shane and Tonya discuss changing the price conversation, generational marketing, and why you should stop Googling and start talking to people.
Join the IA Forward community of insurance agents on your favorite social media channels or learn more at iaforward.com.
Shane and Tonya talk with Holly Howard, Vice President of Operations for Integra Insurance Services, about how the industry has changed over the last 20 years, what a new agent needs to focus on, and always doing the right thing.
Join the IA Forward movement of insurance agents on your favorite social media channels, or learn more at iaforward.com.
When it comes to the virtual assistant world within the insurance biz, Beaux Pilgrim is the expert. Shane and Tonya talk with Beaux regarding why his VAs are the best, empowering your employees, why you need a mentor, and quitting is not an option.
Discover more about IA Blueprint, Beaux's specialized insurance virtual assistant organization, at iablueprint.com.
Join the IA Foward community of insurance agents on your favorite social media channels, or learn more at iaforward.com.
Shane and Tonya discuss why "simplify" is a great mantra in the insurance business, even when all the outside voices are saying diversify and make it complicated.
Join the IA Forward movement of insurance agents on your favorite social media platforms, or learn more at iaforward.com.
Shane and Tonya look at the parallels between sports and running an agency when it comes to success, failure, goal setting, and staying on an emotional even keel.
Join the IA Forward community of insurance agents on your favorite social media platforms or learn more at iaforward.com.
Think it's impossible to go on vacation as an agency owner? Shane and Tonya discuss the reality of how it is possible to vacation and continue to run a successful agency, as well as the importance of why.
Join the IA Forward community of insurance agents on your favorite social media channels or learn more at iaforward.com.
Ever wonder what's happening when your business is just not "fun" anymore? Shane and Tonya discuss motivation, mentorship, no man's land, and the tipping point of business growth.
Join the IA Forward community of insurance agents on your favorite social media channels or learn more at iaforward.com.
Shane and Tonya share the best pieces of business advice they have even been given - and how those thoughts have shaped their success. From finances to attitude, productivity to people, the best advice is that which gets repeated.
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Have you ever thought "insurance is insurance" and decided to add Property and Casualty as a side business to create a new profit center? Shane and Tonya share their thoughts on the idea, and ponder why others don't always show respect to the independent insurance industry.
Join the IA Forward community of insurance agents on your favorite social media channels or learn more at iaforward.com
If we ask any agent what sets them apart, the answer is always the same - "We offer the best service." Shane and Tonya discuss ideas on serving your clients, being Chief Translation Officer, meeting your clients where they are (figuratively), and finding opportunities to shine.
Join the IA Forward community of insurance agents on your favorite social media channels, or learn more at iaforward.com.
Wondering if your small agency can successfully compete against the dominant agents in your area? Shane and Tonya talk about finding your way to play the insurance game, how being a new agent gives you an advantage over established agencies, and why being the underdog works in your favor.
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Ever have one of those days where you were crazy busy, but didn't feel like you accomplished anything? Shane and Tonya discuss the stop-doing list, time blocking, managing email, and other ways to create time efficiency within your independent agency.
Join the IA Forward community of insurance agents on your favorite social media channels, or learn more at iaforward.com
Ready to start selling commercial lines? Shane and Tonya discuss commercial lines marketing, sales, prospecting, personnel, client gifts, and more. Oh, and somebody forgot to bring Shane steaks last November. You know who you are.
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Don't you hate it when things don't turn out the way you expect them to? Shane and Tonya talk about expectations, being an entrepreneur, setting your business up for success, and why you need an org chart - even if it's only you in your agency.
Join the IA Forward community of independent insurance agents on your favorite social media channels or learn more at iaforward.com.
Have you ever considered doing nothing as an option when growing your business? Shane and Tonya discuss how the choice of doing nothing in a hard market can actually give you more time to focus on new business and growing your agency. Yes, it sounds crazy - but the logic is sound.
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Ever gotten really excited over the idea of having 100+ carriers to write with? Shane and Tonya discuss managing your choices for maximum profitability and efficiency, and being selective in order to be the best.
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Ever wonder why some agency owners seem to be having more fun at work? Shane and Tonya discuss taking what you are passionate about and designing your marketing and networking around that concept to create success and long-term enjoyment in your agency.
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Want to make sure you are getting the right kind of referrals? Shane and Tonya discuss creating the best narrative to get the right referrals from your customers, being relational versus being transactional with your clients and employees, and why the NCAA's RPI is creating a commitment problem.
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Ever wondered how to go from being that insurance salesperson to someone who people actually want to talk with at networking events? Shane and Tonya discuss being your agency's "chief translation officer," authenticity during networking events, and a State Farm commercial flashback that is triggering for most independent insurance agents.
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Shane and Tonya discuss saving time and money by using the technology you have before investing in a new "shiny object" or subscription, intentional listening, and a bizarre incident at the Philadelphia airport at 4:00 am.
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Wonder how the insurance world is trending during the current economic challenge? Shane and Tonya are in prediction mode to help you prepare for the upcoming hard market. They discuss why this is the best time to take the risk and start an independent insurance agency, and the advantage of being a disrupter in the industry.
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Have you ever wondered if taking the risk was worth it? Shane and Tonya discuss the agony of defeat, making sure we choose the right game to play, and starting over in business.
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Ever wonder why business owners don't like rules? Probably because if they did, they would be working for someone else.Join Shane and Tonya as they discuss why independent agents don't like rules, how best practices really can help, and a bizarre situation regarding high school baseball rules in Florida.
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Do you need a college degree to be a successful independent agent? Shane and Tonya discuss the importance of experience versus education, and which is more valuable in owning an insurance agency.
Join the IA Forward community of independent insurance agents at IA Forward on your favorite social media channels or learn more at iaforward.com.
Have you ever thought, "If only my employees would think like me"? Shane and Tonya discuss why this is not going to happen, and changing your mindset to how that can be a good thing. Really.
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Do you wonder if you need a change of culture or a change of scenery would help you get the excitement back for your business? Shane and Tonya discuss doing business your way, why unwritten rules should sometimes be broken, and how fear and apathy keep us from making the changes that would make us happiest.
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Are you thinking of adding commercial lines to your independent agency? Shane and Tonya discuss how to be successful and avoid pitfalls and mistakes as a commercial lines agent.
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Are you wondering if you need office space, even in this work-from-home, post-Covid world? The answer is yes. Shane and Tonya discuss the options of brick and mortar, retail, and co-working spaces, as well as creating the right internal work environment for enjoying your work.
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How much energy do you exert trying to act important? Shane talks about embracing humble beginnings and being taken down a notch; Tonya chimes in on the Boss Babe trend; and a discussion on the debacle of the University of Tennessee Baseball wooden bat game.
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Ever wondered how much you should be making? Shane and Tonya discuss profits, bonus money, paying yourself, the pitfalls of living out of your business checking account, and the dreaded b-word (budgeting). If you want to skip this one, then it's probably the one you really should listen to.
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What does cleaning out your bedside table have to do with your agency? Shane and Tonya discuss decluttering your book, "Julie-izing" your business from the beginning to make it efficient, and why writing the monoline policy now and upselling later creates chaos.
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Have you ever thought that your biggest challenge is thinking you know more than you know? Probably not, because then you would know. Shane and Tonya talk discuss the possibilities of learning the knowledge without having the experience, the power of mentorship, the importance of chasing core values, and the Jayhawks win over the Tar Heels in the NCAA Men's Championship Game.
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Does being independent mean the same thing to you as it does to your clients? Shane and Tonya discuss the perception of the big brands versus the independent agent, the future of the choice model, and the power to walk away.
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Ever wonder how to turn that "no" into a "yes"? Shane and Tonya discuss the importance of humility and passion for success with your independent insurance agency, as well as their picks for the NCAA Men's National Championship.
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Wonder what Insurance and Physics have in common? Shane and Tonya talk about why getting your flywheel rolling is imperative for your independent insurance agency. They also discuss boredom, passion, and choosing the right focus for you.
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Is it possible to train your customers so that price is not an issue? Shane and Tonya discuss creating an amazing customer experience at your agency and why independent insurance agents should never compete with the British lizard - we're not even playing the same game.
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Does grinding equal success? Does true authenticity increase sales? And what is the future for female independent agency owners? Shane and Tonya discuss why owning an independent insurance agency is the ultimate lifestyle business to create a work-life balance for women and for men.
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Wonder what Insurance and Netflix have in common? Shane and Tonya discuss why being an independent insurance agent is the ultimate subscription model, how to discuss rate increases with your clients, and a little bit of college basketball.
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Shane and Tonya talk about being a rainmaker or a technician, and successful solutions from the playbook for both personality types when starting an insurance agency. Additional insights include creating busyness out of fear, going into business for yourself based on emotional reactions, and making the (imaginary) cash register ring.
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Are you playing your agency's business game for short-term or long-term success? Shane and Tonya discuss Baseball versus Afghanistan, hiring with a 365 mindset, challenging yourself to have a life, and why it's the best time to own an independent agency.
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Every great coach has a playbook. Meet Shane and Tonya as they share why they are passionate about helping insurance agents be successful at playing the infinite game of owning an independent insurance agency.
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