Agency Intelligence: The Insurance Podcast Network

Tim Leman, CEO at Gibson, joins the show today to talk through one of the biggest catalysts of growth at your insurance practice: Intentionality. How do you build your business to grow in the areas you most want to grow, in the locations you most want to hit, and with the beliefs you most want to instill in your team? From the corporate level all the way down to the individual producers, learn how to get everyone on the same page and pushing toward the same goal. Tim covers sales, recruiting, making connections, and, most importantly, building an intentional process. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Gibson: https://www.thegibsonedge.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Tim Leman: https://www.linkedin.com/in/timleman 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 Power Women In Insurance, Teresa Kitchens sits down with Meg McKeen, Founder of Adjunct Advisors. Meg and Teresa talk about being vulnerable and how we need to step over our fears to achieve our goals. Key Topics: Meg discusses the shift toward flexible, virtual work. Teresa and Meg explore meaningful connections in remote settings. Leadership’s role in fostering trust and communication. Embracing vulnerability for growth in work and life. Generational changes reshaping workplace culture. Balancing personal priorities with career growth. Modeling work-life balance to strengthen teams. Connect with: Meg McKeen Teresa Kitchens Visit Websites: Adjunct Advisors Sterling Insurance Group Produced by PodSquad.fm

Why do most New Year's resolutions fail, and why is it often a waste of time to even set them? In this engaging episode of "Stuff About Money," certified financial planners Xavier Angel and Erik Garcia commit to changing their mindset as they usher in 2025. They explore the common pitfalls of resolutions, revealing that a staggering 80% of goals fall by the wayside within the first month. Instead of traditional resolutions, Xavier and Erik emphasize the importance of actionable strategies that focus on living in the gain and creating new neural pathways for lasting change. Listeners will discover practical tips on how to celebrate their achievements, no matter how small, and the significance of accountability in achieving financial goals. From automating savings to embracing a mindset of continuous improvement, this episode is packed with insights that will inspire you to take charge of your financial future. Tune in and learn how to make 2025 your most successful year yet! Episode Highlights: Erik emphasizes the importance of building on the strong foundation laid in 2024 to execute plans successfully in 2025. (03:06) Erik discusses why many New Year's resolutions fail and how focusing on measurable, actionable goals can lead to better outcomes. (05:15) Xavier shares how measuring and celebrating small wins can create momentum, using a mutual client’s financial success as an example. (10:21) Erik introduces the mindset of living in the gain, where accomplishments are celebrated rather than focusing on what hasn’t been achieved. (13:06) Xavier highlights the power of delegation in freeing up time for high-value tasks and shares his personal growth in this area. (19:42) Erik explains how creating new neural pathways helps develop healthy habits and why routine plays a crucial role in sustaining behavioral changes. (23:00) Erik discusses automation as a form of accountability, making it easier to maintain financial goals such as saving with purpose. (32:00) Xavier concludes by emphasizing the importance of accountability and finding a partner to share and track your goals. (34:44) Key Quotes: “Rather than saying this is my New Year's resolution, let's come up with something that's measurable and that you can actually execute on.” - Xavier Angel, CFP®, ChFC, CLTC “The majority of the financial decisions we make are driven by behavior, not logic. Changing that behavior is key.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Listen in for an exclusive sneak peek into one of our Agency Intelligence Mastermind meetings, where Jason Cass and the Mastermind Champions discuss the biggest challenges and opportunities facing agencies in 2025. Want to participate in meetings like these twice a month? Join Agency Intelligence Mastermind to connect with other insurance agency owners, share insights, ask questions, and grow together.  Key Topics: Tackling technology challenges with shared services. Using AI and RPA to streamline agency operations. Predictions on market trends, softening rates, and acquisitions. Data-driven approaches to improve agency-carrier relationships. The importance of proactive leadership and strong partnerships. Preparing for shifts with customer-focused innovations. Highlights of Brainshare and IndieTech 2025 events. Reach out to: Jason Cass Visit Website: Join Agency Intelligence Mastermind Agency Intelligence Produced by PodSquad.fm

Would you like to win more signed Broker of Letters from your prospects but you're not exactly sure how the process works? Would you appreciate it if someone gave you a step-by-step, repeatable process that would help you win more signatures? Well, then it's a good thing you're listening to today's throwback episode because host Charles Specht is going to breakdown ten (10) steps to winning more signed Broker of Record Letters from your prospects. PS: And, in this episode Charles tells you exactly how to get your hands on a copy of a 12-Month Timeline of Services you can use for your prospects. Key Topics: The importance of planning before securing Broker of Record letters Overview of the Broker of Record letter process Strategies for defining your ideal client Choosing the most profitable micro-niche Creating a 12-month timeline of services Branding and scripting for your micro-niche Implementing a three-prong approach to prospecting The critical step of directly asking for the Broker of Record Reach out to  Charles Specht Visit: Permission Network Powered by PodSquad.fm

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Lorin Montgomery, Vice President of Brown & Brown Insurance. Lorin and Teresa talk about how to build relationships, educate and build a business in this crazy market Key Topics: Lorin’s transition from Liberty Mutual to Brown & Brown Insurance. Challenges of rising costs and stricter policies in today’s hard market. Importance of client education to address market changes and build trust. Proactive strategies like year-round communication and consultative advising. Networking tips for building credibility and finding niche markets. Benefits of focusing on larger clients for efficiency and relationship depth. Managing client emotions and expectations during difficult renewals. Connect with: Lorin Montgomery Teresa Kitchens Visit Websites: Brown & Brown Insurance Sterling Insurance Group Produced by PodSquad.fm

If you can do this one thing, you'll not only win more signed Broker of Record Letters but you'll save yourself a ton of time, headaches, stress, and you'll make a lot more money too. What is it? Here it is: "Show me the money, Jerry!" See, you need to become an insurance agent who is more like Jerry Maguire the sports agent, rather than "Joe Quotes" who offers quotes to non-clients. What I mean is professional sports agents don't offer quotes and quote against other sports agents, and neither should you.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will explain the how and why being Jerry Maguire is a better choice for you, and then three (3) steps to make it happen. Key Topics: The importance of how you're perceived by prospects Why the traditional quoting process is flawed Adopting the Jerry Maguire approach in insurance sales Key strategies to differentiate yourself in the market How to effectively communicate value to your prospects The benefits of a mindset shift from quoting to consulting Building a client-focused strategy for superior outcomes Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc. Produced by Podsquad.fm

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Clay Snellings, Principal at Snellings Walters Insurance Agency, the February 2023 front cover agency and the 2023 Rough Notes Magazine Agency of the Year. Key Topics: Clay reflects on the honor of being featured on Rough Notes and winning the 2023 Agency of the Year. The transformation of Snellings Walters from family-run to employee-owned. Decisions to expand ownership and talent for growth. Insights into perpetuation planning and shareholder agreements. The role of EOS in driving agency success since 2013. Focusing on priorities to overcome the “tyranny of the urgent.” Clay highlights consistency and teamwork as keys to success. Reach out to: Clay Snellings Jason Cass Visit Website: Snellings Walters Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

In this episode of Stuff About Money They Didn't Teach You in School, host Erik Garcia, CFP®, teams up with Brenton Harrison, the host of the New Money, New Problems podcast, to discuss the most common financial mistakes clients make. Recorded live at Osaic's annual Connected conference in Orlando, they explore the emotional factors that influence poor investment decisions, the critical differences between risk tolerance and risk capacity, and the myths surrounding passive income. Erik and Brenton share real-world examples and insights from their practices as financial advisors, highlighting how emotions like fear and greed can derail sound financial planning. They stress the importance of defining financial purpose and aligning investment strategies with personal goals. Tune in for actionable tips and a deeper understanding of how to make informed financial decisions for a more secure future. Episode Highlights: Erik discusses how emotional decisions, driven by greed and fear, often lead to poor financial outcomes. (02:13) Benton explains the concept of risk capacity and how it differs from risk tolerance, emphasizing its role in long-term investment strategies. (04:48) Benton emphasizes the misconception that real estate is a passive investment and explains the realities of managing properties. (10:52) Erik explains the importance of attaching purpose to investments, such as distinguishing between cash flow and capital appreciation strategies. (13:15) Benton discusses the mistake of buying homes too big or too small for one’s financial situation and shares tailored advice based on income potential. (15:26) Erik highlights the value of a "statement of financial purpose" to align financial decisions with personal values and long-term goals. (18:27) Benton emphasizes the importance of starting financial plans that align with long-term objectives, avoiding unsustainable patterns. (23:11) Benton shares the mistake of perpetually budgeting for car loans. (25:45) Key Quotes: “People act counter to what they say they feel as an investor. I will come across people who are so conservative and they are so afraid of the market that they'll be in their forties before they invest in anything outside their 401k.” - Brenton Harrison “Don't start some plan of action that doesn't tie into what you want to be doing 10, 15 years from now.” - Brenton Harrison Resources Mentioned: Brenton Harrison New Money, New Problems podcast Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

In this episode, Erik Garcia, CFP®, and host of the Stuff About Money podcast, continues his conversation with John Hupalo from My College Corner, exploring the complex world of student loans. Building on their previous discussion about the FAFSA form, they cover the various types of loans available to students, including federal, private, and state-based options. John shares valuable insights on responsible borrowing, the differences between subsidized and unsubsidized loans, and how parents can navigate the financial landscape to support their children's education.  Join them as they unpack essential questions surrounding student loans, such as what to consider when comparing offers, the impact of cosigners, and effective repayment strategies. This episode aims to empower parents and students with the knowledge they need to make informed decisions about financing college, ensuring a brighter financial future for everyone involved. Episode Highlights: Erik discusses the common struggle parents face between saving for retirement and funding their children’s education. (03:12) John explains the importance of prioritizing retirement savings over college funding and the emotional aspect of this decision. (04:12) John explains the differences between subsidized and unsubsidized federal loans and the responsibilities they entail for borrowers. (10:25) John discusses tuition payment plans as a valuable tool to reduce student borrowing through incremental payments. (19:05) John shares the advantages of private credit loans for parents, including fixed rates and co-signer release options. (30:32) Erik emphasizes the importance of having early, realistic conversations with children about college affordability to manage expectations. (39:00) John shares insights on exploring non-traditional options, such as lesser-known colleges with strong programs, as alternatives to expensive brand-name schools. (41:07) Erik discusses the need to separate emotions from financial decisions to ensure sound choices for long-term stability. (44:23) Key Quotes: “Every single student who goes to college, no matter what parents make or have, is eligible for a federal student loan.” - John Hupalo “This is the time in life to be realistic, not optimistic and not pessimistic about what it is, right? You know how much you saved or didn’t save, and that’s not a value judgment.” - John Hupalo Resources Mentioned: John Hupalo My College Corner Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

No doubt you were hired to sell insurance. But did your agency leadership make you FIRST prove that you can prospect to set appointments? I would suspect probably not. And, that's why so many insurance producers fail and don't make it -- or at least why they don't make enough money. They are good at relationship building and closing business, but they just can't set enough appointments. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht will talk about what you need to start saying in order to set more new business appointments with your prospects. After all, prospecting is a numbers-game but selling insurance is a relationship-game. Key Topics: The dual careers in insurance: prospecting versus selling insurance. Why poor prospecting skills often lead to failure and how to fix them. The importance of a defined process for setting appointments. Overcoming objections like gatekeepers and timing issues. Crafting simple, relatable messaging to connect with prospects. Balancing numbers in prospecting with relationships in selling insurance. Refining prospecting skills or outsourcing to avoid stagnation. Reach out to  Charles Specht Visit: Permission Network Produced by PodSquad.fm

When you're building a book of business, you control your own destiny. If you hit a plateau, it's easy to blame the product or to blame the market, but often times, the problem is you. Today, Angus Nelson, Founder and Executive Coach at Evolve Leadership, joins the show to talk about creating lifetime value and taking control of your outcomes. He discusses innovation, mindset, seeking intentional coaching and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Evolve Leadership: https://www.evolveleadership.org/business LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Angus Nelson: https://www.linkedin.com/in/angusnelson/?originalSubdomain=pt 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.

If you have not yet CLEARLY DEFINED what your ideal client both is and is not then you're probably making only $0.50 on the $1 of what you could be earning. That's right. Not clearly defining your ideal client is costing you money -- a lot of money! You not only need to know what you will say "Yes!" to but also what you will say "No!" to in order to enjoy million-dollar success.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to define your ideal client, what types of things to say yes or no to, and why clearly defining your ideal client is the secret to being a successful Millionaire Insurance Producer. Key Topics: Risks of being a generalist insurance agent The concept and benefits of micro-niching Identifying the type of client you truly want The relationship between your ideal client and your lifestyle Strategies to determine and attract your ideal client The significance of saying no to certain clients or opportunities Practical steps to define and target your ideal client base Reach out to  Charles Specht Visit: Permission Network Insurance Agency, Inc.

In this episode of the "Stuff About Money" podcast, host Erik Garcia, CFP®, CHFC®, BFA®, welcomes back his good friend John Hupalo from mycollegecorner to discuss college financing. This is part one of their conversation, where they tackle FAFSA season and share insights, tips, and a few laughs about the sometimes overwhelming process of financial aid applications. They also explore common misconceptions about financial aid and how to best prepare for the application process. Erik humorously suggests that having a therapist on speed dial might be a wise choice for families navigating these financial waters together! Join Erik and John as they explore the rising costs of college tuition and the various ways families can prepare financially. From the complexities of federal loans to the realities of saving for college, this episode is packed with valuable information—and a few light-hearted moments about the emotional rollercoaster that comes with planning for higher education. In part two of their conversation, they will discuss the different loan options available to students. Whether you're a parent with a college-bound child or just curious about the financial aid landscape, this conversation is sure to enlighten! Episode Highlights: John explains why FAFSA opens each year and its importance for families with college-bound students. (1:07) John discusses FAFSA’s purpose in determining eligibility for federal grants, loans, and work-study programs. (5:55) John advises high-income families on why completing FAFSA can still matter for scholarships and federal loans. (11:02) John explains contributor roles in FAFSA and how separated or divorced parents should provide financial information. (19:00) John breaks down the Student Aid Index (SAI), its difference from the Expected Family Contribution (EFC), and its implications for aid eligibility. (25:00) John explains the value of federal student loans for students and contrasts them with the pitfalls of Parent PLUS Loans. (30:15) John emphasizes the importance of early financial conversations with students to set realistic college expectations. (35:10) John advises families to leverage professional judgment if their financial circumstances change significantly after FAFSA submission. (41:00) Key Quotes: “Saving a dollar today is better than borrowing one tomorrow. We actually registered that trademark. We love that.” - John Hupalo “Every single student is eligible, like Bill Gates’ kids, you know, they’re all eligible for federal student loans.” - John Hupalo “Financial fit is important because academically and socially, it might be a great fit, but you have to know what’s realistic financially.” - John Hupalo Resources Mentioned: John Hupalo mycollegecorner Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

In this episode of Agency Intelligence podcast, host Jason Cass interviews Joel Poythress, Chief Revenue Officer at Lightspeed Voice. Joel discusses innovations in communication technology, AI integration, and the future of productivity in the insurance industry. Key Topics: Joel’s 30-year telecom experience and role in Lightspeed Voice’s growth. Lightspeed Voice’s focus on in-house development and white-glove customer service. Nova AI’s capabilities: call summaries, sentiment analysis, and transcriptions. Lightspeed Solutions’ IT services complementing VoIP for a full tech stack. The future of AI-powered phone systems automating quotes and workflows. Enhancing work-life balance through productivity improvements and tech. Real-world AI applications transforming agency operations. Reach out to: Joel Poythress Jason Cass Visit Website:  Lightspeed Voice Agency Intelligence Produced by PodSquad.fm

How would you like to have a $2,500,000 Book of Business (commission)? Sure, we all would. Well, that's what my client--Guffy Wright--from The Mahoney Group was able to accomplish in less than five years after working with me for 1-on-1 coaching! If you're a P&C or EB producer struggling with Micro-Niche selection, differentiation, leveling-up, mindset issues, limiting beliefs, or not getting enough signed Broker of Record Letters from your prospects, then stay tuned.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht interviews his client, Guffy Wright, about exactly what to do or not do in order to grow your Book of Business to well over $1,000,000 or more annually. Key Topics: Guffy Wright's transition from a stagnant $700,000 to a $2.5 million commission in just a few years. The importance of targeting the right account size and client type for substantial growth. How a shift in mindset and approach can lead to significant progress in the insurance industry. The transition from a local to a national client base and the impact of virtual sales. Emphasis on Broker of Record letters over traditional quoting for business expansion. The role of ideal client identification in growing an insurance book of business. Guffy Wright's insights on balancing professional growth with personal commitments. Reach out to  Guffy Wright Charles Specht Visit: The Mahoney Group Permission Network Insurance Agency, Inc.

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jeff Wingate, Executive Vice President & Head of Insurance at Rate Insurance, the agency featured on the December 2024 front cover of Rough Notes Magazine.  Key Topics: Jeff shares the impact of being featured on the Rough Notes cover. A fintech-driven approach using Salesforce for efficiency. Diversifying revenue through partnerships with loan officers and inspection companies. Using AI and data to enhance agent recommendations and client experiences. Targeting small commercial lines for growth in underserved areas. Strategic tech investments to handle rate challenges in key markets. Highlighting data’s future value as a key revenue source for agencies. Reach out to: Jeff Wingate Jason Cass Visit Website: Rate Insurance Rough Notes Magazine Episode Sponsors: This episode is brought to you by The McGowan Companies. For more information about all their insurance products, visit mcgowancompanies.com/frontcover. Produced by PodSquad.fm

In this episode, James reflects on the podcast's purpose, shares personal insights, and invites listener feedback to shape its future in 2025.  https://www.jamesjenkins.com/podcasts/agency-freedom/ to join our email list and catch up on episodes you may have missed. Connect with Agency Freedom on Facebook at the Agency Freedom group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@jamesjenkins.com with ideas, requests, complaints or suggestions for how we can make the show better. Key Topics: Reflecting on the purpose and challenges of solo podcasting. Plans to pause in December to reassess direction and content for 2025. Insights on balancing time, money, and freedom in business and life. Delegating, using systems, and leveraging technology for sustainable growth. Honest discussion about mental health, self-care, and finding equilibrium. Gratitude for listener support and a call for feedback to guide the podcast’s future.

Are you a P&C or EB producer who is struggling to set enough new business appointments? Or, maybe you're just not able to close and win enough clients? Do you have too much pressure on you to succeed and you need to start delivering some positive results -- ASAP? If that at all describes where you're at right now then stay tuned because, in this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will tell, motivate, encourage, and give you the basic blueprint for what you need to do to win your next 100 clients and build your Book of Business to $1,000,000 or more. And, as a hint for what's to come ..... it all boils down to your "intent" and your "system" for prospecting.  Key Topics: Overcoming the pressure and challenge of client acquisition in insurance sales The concept of finding your ideal 100 clients for sustainable business growth Importance of intention and having a systematic approach in sales Strategies to identify and approach your target client segment The role of micro-niching and account size in building your client base Avoiding the 'sales drift' and staying proactive in client acquisition Developing and implementing effective sales systems and processes Reach out to  Charles Specht Visit: Permission Network Insurance Agency

Trent Tillman, President and Chief Revenue Officer of TrueNorth Insurance, joins us to share the extraordinary growth story of the agency, scaling from under $10 million to over $140 million in revenue. Listeners will gain insights into a leading agency's strategic vision for growth. The discussion also covers the company's expansion across multiple locations, its robust internship program, and its approach to retaining top talent in a competitive market. Additionally, Trent shares valuable lessons on balancing large-scale growth with community involvement, emphasizing organic growth and specialization as keys to sustained success. Tune in to learn about the transformative power of effective leadership and mentorship as we explore TrueNorth's remarkable journey from a startup to a success story and its ongoing commitment to fostering growth and excellence. To learn more about programs helping accelerate agencies growth, visit www.sitkins.com