In this episode, the guys talk to CJ Nolan, President of Munn Insurance – Canadian broker of the year. We learn about the origin story of Munn insurance and how they became broker of the year. We also talk about Munn’s investment in technology, staffing and their biggest challenges. We also dig into what needs to be done to accelerate connectivity, how broker consolidation is affecting the industry, how happy CJ is with his carriers and what he sees as requiring fixing in the industry. Join us for a chat with CJ – one of the truly good guys in the industry. Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

In this episode, James talks with Alex Toler, Director of Business Development at SimparaHR. To learn more about SimparaHR visit https://www.simparahr.com. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Alex shares his journey from being an aspiring baseball player to underwriting homes, navigating the insurance industry, and finding success in middle-market employee benefits. (4:06) Alex shares how his passion for health insurance was reignited after witnessing Adam's work and the level of care his clients received. (19:07) Alex explains that their goal at SimparaHR is to help employers and employees make smart healthcare cost decisions and lower costs through active risk management and prevention. (30:49) Alex discusses the lack of transparency in employer-broker relationships and the benefits of operating transparently in self-funded health plans. (35:30)  Alex emphasizes the importance of mentorship in navigating the challenges of the benefits industry, especially for young producers, and the need to seek guidance from experienced professionals to succeed. (40:57) Alex mentions that the key to success in making a career jump is to lean on mentorship, thoroughly assess your readiness, understand contract terms, and utilize the abundance of resources available today. (47:17) Key Quotes: “Our goal is to go in, operate on a fee-only basis to where we're not making commissions off of what we're selling where our goal is to drive your cost down.” - Alex Toler “Finding a mentor, and I think, really niching down or just having a real target market that you stay in. You might not see the fruits as early and as fast, but it's going to save you from so many headaches in the future.” - Alex Toler

In this episode of The Power Producers Podcast, David Carothers discusses the ethical challenges in the insurance industry, the importance of trust in partnerships, as well as the need for inclusivity of women and minorities. Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

How do you go from sales to consulting? What's the difference? Chase Courtney, a "recovering CPA" and the Director of Technology Sales at Imperial PFS, joins us to discuss how to apply your foundation of knowledge to help sell a particular product. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ IPFS: https://www.ipfs.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/ Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a/ Chase Courtney: https://www.linkedin.com/in/chase-courtney-cpa-5a0a2276/ This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented. Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale. THAT’S WHERE LAUNCH COMES IN. Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market. Visit https://getlaunch.io/ to learn more.

In this episode of 10 Rules of Business, recorded live from IndieTech 2023, Sean Kirby is joined by Michael Nelson of EZ Lynx. Michael gives a glimpse into the next big things for EZ Lynx, including AI enhancements, integrated solutions, and the commitment to make every agent's life easier and more productive.

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dr. Billy Williams, President of Inspire a Nation Business Mentoring, and Author of the Sales Objection Pocket Guide. Dr. Billy Williams discusses his latest game-changer book, the "Sales Objections Pocket Guide", the art of navigating sales objections across various industries, and his unique 5543 formula - a strategic approach to handling objections and rejections. Episode Highlights: Dr. Billy Williams mentions that he wrote the book “The Sales Objection Pocket Guide” to provide guidance and scripts for individuals, including his team, who lacked the skills to effectively respond to objections and add value in sales conversations. (6:23) Dr. Billy Williams explains that personalization and attention to detail are crucial in engaging and converting potential customers and following a formula of features, benefits, consequences, and price is essential in establishing value. (14:56) Dr. Billy Williams shares that by using the CPA formula (common prospect action), salespeople can effectively show their value and create an elevator pitch that grabs attention and leads to further conversation. (27:21) Dr. Billy Williams mentions that the main problem in prospecting is not knowing what to say, which is why the sales objection Pocket Guide was created to provide practical examples for salespeople to add value to their conversations. (37:44) Dr. Billy Williams emphasizes the importance of salespeople focusing on selling rather than admin tasks. (48:00) Dr. Billy Williams discusses the importance of having a systematic approach and following a structured system to effectively handle objections and succeed in various situations. (57:17) Tweetable Quotes: “The nice thing about this pocket guide is that it has spanned industries, you know, we sold 6000 copies the first week, and I probably say maybe 1000 of those was insurance.” - Dr. Billy Williams “Everything I do is a system from the way I play golf, to the way I cook food to the way I exercise, everything for me has to be about a system.” - Dr. Billy Williams “When we do prospect, we don't know what to say, right? We don't have a clue how to actually add value to our conversations when we're prospecting. So that's why I wrote the sales objection Pocket Guide.” - Dr. Billy Williams Resources Mentioned: Dr. Billy Williams LinkedIn Inspire a Nation Business Mentoring Book: The Sales Objection Pocket Guide David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of Agents Influence podcast, host Jason Cass interviews Andrew Chermark, Founder of Ensure Analytics. Episode Highlights: Andrew shares his experience in the telematics industry, starting with cellular one and Nextel, and how he got into the industry through tracking devices. (3:37) Andrew mentions that utilizing scorecards and clean driving data can help brokers provide value to their clients and improve their chances of securing insurance coverage in the current hard market. (6:14) Andrew discusses how using smartphone apps like E-driving can provide positive reinforcement and improve driving behavior. (11:09) Andrew explains how utilizing telematics and driver behavior data is crucial for insurance brokers to effectively manage risk and provide better policies for their clients. (12:46) Andrew mentions that brokers need to encourage their clients to share their data and utilize technology to improve driver safety and reduce accidents and claims. (19:02) Key Quotes: “There's a couple of different ways that they can provide value to their clients, is by using companies like our company, or any company that can provide a resource to educate your clients on these scorecards, and how they can use those scorecards to make themselves look attractive.” - Andrew Chermark “We're actually doing positive reinforcement, to improve scorecards and to really get them to get engaged, and drive safer.” - Andrew Chermark “Just be conscious when you get behind the wheel. If you have a fight or you get a phone call or something happens personally in your life, pull over to the side of the room, take a couple of deep breaths.” - Andrew Chermark Resources Mentioned: Andrew Chermark LinkedIn Ensure Analytics Reach out to Jason Cass  Agency Intelligence

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Abe Gibson, Partner & Cyber Practice Leader, and Ryan Dunn, Partner & Vice President of Cennairus Cyber. Abe and Ryan discuss the challenges faced by small and medium businesses in implementing cyber controls, the latest trends in cyber insurance underwriting, and the critical role of virtual CISOs in enhancing cybersecurity and insurance terms. Episode Highlights: Ryan discusses the need for agents to assist with underwriting cyber insurance and the role of a wholesaler in gathering and translating information to the carrier to improve insurability for clients. (13:53) Abe mentions that the perception that open RDP ports are a significant risk factor for ransomware attacks is misguided, as proper security measures such as MFA, strong passwords, and VPN segmentation can effectively mitigate any potential threats. (20:53) Ryan mentions that the biggest mistake in the cyber insurance industry is agents rushing to submit insurance applications without taking a proactive approach, which includes analyzing and implementing necessary controls to become more secure and insurable. (33:41) Ryan mentions that partnering with virtual CISOs can not only help clients adhere to compliance frameworks but also improve their insurability rates. (43:50) Ryan mentions that it is crucial to seize the current soft market as an opportunity to improve processes, educate clients, and become proactive in cybersecurity, to position oneself as a trusted resource for the future hard market. (49:43) Tweetable Quotes: “There's a lot of moving pieces, but we're about to have a solution that hopefully doesn't cost any money that you can get the same outcome with.” - Abe Gibson “This is the time to improve your process. Learn some of these damn cybersecurity acronyms. You know, start being proactive with your clients, educate them. And you'll be winning.” - Ryan Dunn Resources Mentioned: Ryan Dunn LinkedIn Abe Gibson LinkedIn Cennairus Cyber David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

Listen to the latest solo episode from host, James Jenkins. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this throwback episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck talk about the significance of learning management systems and utilizing them as a tool. Episode Highlights: David doesn’t think that a lot of agencies are doing what they’re supposed to do with a management system. (2:15) David mentions that Think HR can create customized learning tracks for every client. (3:13) David shares that one of the details he likes most about Think HR is that they do the onboarding for their clients. (5:28) David mentions one of the biggest issues is that some people are bad at adapting to technology. (5:37) David thinks that a lot of times people that have agencies that lose business think it is because the new agency has a bunch of fancy tools. (7:37) David shares that if you have an LMS it helps the culture of your company. It is nice to be able to give people certificates of completion and recognize them for getting through. (8:15) Kyle thinks that you can pick and choose when and where you want to incorporate learning transcripts. If we're offering it to clients as a value, it gives you a little bit of a leg up on some of the competition that's out there. (9:53) David mentions that if your state happens to pass legislation that changes something or there's an update, it’s automatically updated inside the handbook in real-time. (10:42) Tweetable Quotes: “You get to the point when you have that relationship with your client where they view you as an advisor. They call you about anything and everything including HR stuff. It's huge to have licensed professionals in place you can direct them to.” - Kyle Houck “You have to be able to make it fit the shape and size of the client and that's what's nice. If you're able to deliver things like this, you can go into the small business and provide it just like you can to the account that's got 500 employees.” - David Carothers “People view things such as learning management systems and other technological tools as expensive and they're not looking at it through the right lens. It's an investment, not an expense.” - David Carothers “We spend way more money on stupid stuff. Don't send out the calendars this year and get rid of the refrigerator magnets. Buy a learning management system, do something more constructive with your money that's going to bring value to your clients.” - David Carothers “Listen, you don't have to use the same tools that we use but I do think everybody needs to understand that this is where things are headed. You have to have tools like this to make your clients’ lives easier.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of The Power Producers Podcast, David Carothers interviews Philip Charles-Pierre, CEO of Semsee. Philip discusses his knowledge and insights on the evolving landscape of insurance technology and how Semsee, as a technological hub, is bridging gaps between agents, carriers, and niche markets Episode Highlights: Philip discusses the efficiency and convenience of Semsee’s technology platform for smaller agencies, and the value it brings to larger partners by streamlining processes. (4:19) Philip believes that technology is becoming increasingly important for agents in the insurance industry to navigate the ever-changing market and provide the best options and value to small business owners. (10:38) Philip mentions that by being the hub and connection between agents and markets, Semsee introduces high-performing agents to specific markets and helps carriers reach low-performing agents. (18:18) Philip shares Semsee’s plans, including new partnerships, innovative ways of working with carriers, and their goal of becoming the best platform for quoting and binding small commercial insurance. (25:28) Philip discusses how important it is to treat insurance agents with respect and give them priority as the industry's most important customers. (36:04) Tweetable Quotes: “The data matters a lot, even for carriers and MGAs, the data that we have, and that we can work with them on, even if they don't win the business, they can learn from it.” - Philip Charles-Pierre “For us, it's about being the hub. And the hub simply means I am the connection. And we are the connection between the agent and their needs and the markets.” - Philip Charles-Pierre “We want to be the best way for anybody and everybody to quote small commercial insurance, and to send it to the right markets and to bind it. And so we're going to be doing a lot of exciting things on the front end to make it easier for the agent to quote, for the agent to bind, and then for the agent to service.” - Philip Charles-Pierre Resources Mentioned: Philip Charles-Pierre LinkedIn Semsee David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

In this episode of the Stuff About Money podcast, Erik Garcia, CFP®, BFA, and Xavier Angel, CFP®, ChFC, CLTC, hear from Alexander Bigbie of Flyte as he shares his story of running small programs to help individuals in vulnerable communities with their financial literacy. Be prepared to be inspired. Episode Highlights: Alexander explains that establishing credit at a young age and learning how to effectively manage credit cards can have long-term benefits and help avoid future financial mistakes. (3:13) Alexander discusses his journey in creating Flyte, which aims to provide financial wellness programming and support to small business owners, particularly focusing on black women-owned businesses from low and moderate-income households. (9:11) Alexander mentions that Flyte partners with local banks to provide virtual sessions on personal and business finance, covering topics such as building credit, cyber security, P&L and balance sheets, and separating personal and business finances. (14:09) Alexander explains that Flyte’s financial education program focuses on credit building and counseling, helping individuals pay down bad debt and improve their credit scores by an average of 40 points, while also guiding them on establishing credit, budgeting, and reducing overspending. (21:25) Alexander discusses the importance of planning for retirement and avoiding relying on uncertain future windfalls or burdening children financially. (27:01) Alexander shares that Flyte brings in volunteers with various skill sets to help small businesses, including lawyers, bankers, and college students, and makes volunteering easy and rewarding by providing feedback and opportunities to see the impact of their assistance. (33:29) Alexander explains how Flyte helps local business owners in New Orleans, particularly those who couldn't get into other programs. (41:01) Key Quotes: “Get into saving habits early, even if it's a little bit of money, you know, $50 a month, you know, whatever, start, put it have a savings account, start putting that money away, and then start investing that money into index funds. Because that will just passively grow your net worth in the background.” - Alexander Bigbie “We make volunteering very easy, and very rewarding too. Because you get feedback on everything and you get to see the business kind of take what you taught them and apply and, hopefully, you know do great things with it.” - Alexander Bigbie Resources Mentioned: Alexander Bigbie LinkedIn Flyte Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

In this episode of the Agency Intelligence podcast, recorded live from IndieTech 2023, host Jason Cass sits down with Reid Holzworth, CEO of Ivans Insurance Solutions. From tackling initial challenges to connecting with 120 carriers in just one year, Reid shares the transformative journey of Ivans under his leadership. Resources Mentioned: Reid Holzworth LinkedIn Ivans Insurance Solutions Reach out to Jason Cass Agency Intelligence

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Dustin Boss, Founder of Emerge Apps. Dustin discusses how Emerge Apps is redefining risk management and compliance in insurance and to aid agents in areas like OSHA record keeping, safety, and compliance. Episode Highlights: Dustin shares that he started as an introverted commercial agent but found success by focusing on risk management and developing tools and resources, such as an app for OSHA record keeping, which led to the creation of Emerge Apps. (2:33) Dustin discusses the importance of Compliance Checker, a platform that helps agents identify and solve gaps in various programs, such as hazard communication and machine guarding policies. (8:06) Dustin mentions that the user interface of Emerge Apps is designed to be efficient and user-friendly, catering to both experienced computer users and those who may be less tech-savvy. (17:22) Dustin explains that the key to success in risk management is not just providing a bid or quote, but rather engaging with employers, assisting them, and building a proper risk management process. (25:36) Dustin discusses the various interconnected products and services offered by Emerge Apps, including OSHA record keeping, automated safety training, and compliance tools, all aimed at improving workplace safety and reporting. (33:31) Dustin mentions that he is passionate about working with agents who go above and beyond to help employers and build strong relationships, focusing on prevention, compliance, safety, and HR to connect with companies that want to make a difference. (41:06) Dustin explains that for agents to be effective in their work, they need to have the necessary tools and support to succeed, including proper training, guidance, and engagement with their clients. (47:01) Tweetable Quotes: “We built different checklists to help an agent not only uncover the gaps in whatever program they have, but to be able to solve those gaps as well.” - Dustin Boss “I'm extremely passionate about partnering with agents, whether they're new, or have been doing it a while, what really drives me is those that are passionate to go help employers that want to get out there that want to be different.” - Dustin Boss Resources Mentioned: Dustin Boss LinkedIn Emerge Apps David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode, James talks with Nikki Ostrander, Owner of Vault Insurance & Risk Management. To learn more about Vault Insurance & Risk Management. visit https://www.vaultinsure.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Nikki shares that her mom who was in the insurance industry inspired her to become an agent which led her to start her agency and bring on her best friend and husband to build their dream. (3:49) Nikki shares her experience of finding a unique commission structure that works for her and her agency, highlighting the importance of individualized approaches in the industry. (8:36) Nikki believes that treating people right, doing the right things, and showing a smile can lead to positive outcomes, especially in small towns. (13:30) Nikki emphasizes the importance of having the right team members and support system to maintain balance and handle the demands of a growing business. (18:44 ) Nikki discusses the importance of maintaining connections with other agents and brokers to stay informed about industry developments and potential opportunities. (26:26) Key Quotes: “If you treat people right, and you do the right things, and you show up with a smile on your face, people are going to know, people are gonna talk about it.” - Nikki Ostrander “It's about having the right pieces in place to make things flow and go. Because if you don't have the right pieces in the place to move forward, things get unbalanced and they get hectic.” - Nikki Ostrander “It's all about relationships and keeping the relationships good and the lines of communication open.” - Nikki Ostrander

In this episode of The Power Producers Podcast, David Carothers discusses the significance of personal and professional growth in the insurance industry and the value of remembering your roots and being thankful for the lessons learned from both successes and failures.  Episode Highlights: David mentions that it's important to understand our journey and how it can change our lives and families, but success shouldn't make us arrogant or condescending. (1:55) David shares that keeping a binder of every agent of record letters received over the past 20 years helps him to combat self-doubt and regain clarity by reflecting on past successes and strategies. (4:47) David emphasizes the importance of staying grounded, being present, and building relationships with people, as it can lead to future opportunities and mutual support. (8:18) David discusses the importance of humility, gratitude, and learning from both wins and losses to achieve a more optimistic future. (17:30) Tweetable Quotes: “It's really, really important that we understand the journey that we're on. Because if we take this journey seriously, it doesn't just improve what we earn, it doesn't just improve how we can provide. It literally has the ability to change each and every one of our family trees.” - David Carothers “We need time to replenish and recharge our bodies and our minds, we need time to plan and research prospects accordingly. We need time to prepare our marketing drop information and personalize it so that it creates an impact.” - David Carothers “Be thankful for what you have. Be thankful for your wins, but also be thankful for the lessons you've learned through losing. There is no win or lose.” - David Carothers Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Florida Risk Partners The Extra 2 Minutes

In this episode of 10 Rules of Business, recorded live from IndieTech 2023, Jake Jines talks with Sean Kirby about the transformative role of Virtual Employees (VEs) in the insurance industry. Discover how VEs handle renewals and daily tasks, epitomizing efficiency in today's digital age.

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Elizabeth Culley, Owner of GravityCerts. Teresa and Elizabeth discuss GravityCerts and how agencies can achieve better-streamlined processes with their systems. Episode Highlights: Elizabeth discusses the flexibility and options available in running an independent agency and how she created GravityCerts from scratch, developing the necessary tools and systems for success. (3:48) Elizabeth shares the challenges GravityCerts faced as a new agency as it experienced rapid growth and struggled to keep up with the influx of new business. (8:35) Elizabeth emphasizes the importance of prioritizing quality service and customer loyalty over rapid growth in their insurance agency. (16:54) Elizabeth mentions that the Client Center is an online client service portal that provides 24/7 access to services and information, currently integrated with NowCerts and Agency Zoom. (21:26) Elizabeth discusses the need for agencies to adapt to changing consumer behaviors and allow clients to access services online, even outside of traditional business hours. (31:36) Elizabeth mentions that the goal of GravityCerts is to streamline different systems and platforms and to be the central hub that connects various tools and eliminates duplicate data entry, ultimately improving efficiency in the industry. (36:15) Elizabeth believes that the use of technology does not diminish the human touch but rather strengthens the relationship by freeing up time for more meaningful interactions. (40:49) Key Quotes: “We try to be pretty flexible, of course. I want everyone to have all the bells and whistles, and I want them to have the best of everything.” - Elizabeth Culley “There's no reason for us to have to continue to be putting the same information in over and over again, there has to be a way to streamline that. And so, that's really what we're going to try to work on 100% with the different tools that we have.” - Elizabeth Culley Resources Mentioned: Elizabeth Culley Facebook GravityCerts Contact Teresa Kitchens Sterling Insurance Group

In this episode of The Power Producers Podcast, David Carothers and co-host Kyle Houck interview Raution Jaiswal, Founder of InsuredMine. Raution discusses how InsuredMine's CRM integrates sales, service, and renewal processes, enhanced with AI to elevate agency operations. Episode Highlights: Raution discusses InsuredMine’s journey from being an add-on to an agency management system to becoming an AI CRM platform. (3:58) Raution emphasizes the importance of curiosity, agility, and listening to customers in the development of their CRM product, which has allowed them to stay ahead of their competition in the digital market. (10:10) Raution mentions that AI is a powerful tool that can be used for data analysis, content creation, and sales funnel optimization, providing businesses with valuable insights and automation capabilities. (18:16) Raution shares that InsuredMine meticulously analyzes the buyer's journey before and after using their product, resulting in the development of a competitive e-sign product within just one year. (27:52) Raution mentions that the insurance industry is undergoing significant changes and technology, particularly a CRM, is crucial for agencies to stay competitive and efficient in sales, service, and renewal processes. (40:09) Tweetable Quotes: “There are two things which are very core fundamentals to InsuredMine, which are curiosity, and agility. We are curious enough to listen to people at the decibels. Nobody else is listening, and agile enough to be able to react to it and build a first iteration of it.” - Raution Jaiswal Resources Mentioned: Raution Jaiswal LinkedIn InsuredMine David Carothers Kyle Houck Florida Risk Partners The Extra 2 Minutes

Please visit https://www.riskwell.com/cyber-insurance-for-insurance-agents/ to learn more about this critical exposure. We have multiple programs available to help you get the right coverage placed for your agency in 1-2 business days or less. If you want to talk further, please email commercial@riskwell.com.