Agency Intelligence

Having coached Producers over the last fifteen on how to sell insurance, there is one main factor I see as the primary indicator of whether or not that Producer will write a lot of new business commission this year ... or struggle at merely hitting their goals. What is that one thing? Well, that's what host Charles Specht will share on today's episode. But .... it's not just about telling you what it is. He'll also teach you how to fix it and how to fix it fast! PS: The next cohort of the Permission Producer School will be taking place the week of October 6th. For more details visit: www.PermissionProducerSchool.com Key Topics: The one factor that separates successful producers from struggling agents Why your success rises and falls on the maturity of your prospect list Common pitfalls: weak prospecting, wrong account sizes, and poor timing The four critical data points every matured list must include Why 800–1200 prospects should be your target list size The danger of w

When Jason Cass sits down with Ryan Hanley, CMO of Linqura, you know it’s not going to be a lightweight conversation. This time, the two go head-to-head on what AI really means for agencies, why margins are the battlefront, and how different visions of success shape the way you build. From the future of efficiency to the heart of agency culture, this one has everything. Key Topics: Ryan’s journey with Finding Peak and what it’s really about The human-optimized business model and where people still matter most Jason and Ryan’s debate on how much agency work can be automated Why efficiency without reallocation will kill agencies The role of margins, data quality, and retention in the next five years Shifting service roles into sales and upsell opportunities Why defining your agency vision makes tech decisions much easier ITC’s evolution into an agent-focused event and the rise of mic drop sessions The importance of community, connection, and cutting throug

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Natalie Stone, President of Hill & Stone Insurance Agency, the agency featured on the September 2025 front cover of Rough Notes Magazine.  Key Topics: Natalie’s surprise at being featured in Rough Notes The 1912 founding of Hill & Stone by her great-grandmother Four generations of family leadership in the agency Specializing in private client and professional services insurance Balancing national reach with a local in-office team Hiring outside the industry to develop strong talent Building multi-generational client relationships Deep community involvement in Lake Bluff and beyond Leadership lessons of authenticity and mentorship Reach out to: Natalie Stone Jason Cass Visit Website: Hill & Stone Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Welcome to another episode of Insurance Shoptalk, where host Eric Stein provides P&C agents with industry updates and in-depth information about new tools and programs they can use to improve their business! In this episode, Eric chats with guest John Tillery, one of the founder's of Whiteboard Risk, a commercial property and casualty agency located in Southern California and operating in all states. In this episode, Eric and John take a deep-dive into Whiteboard Risk’s subscription risk management services, including its unique programs and many benefits, including higher commissions, contingency bonuses, and reduced Workers’ Compensation claims and premiums. To learn more about Whiteboard Risk and their subscription risk management services, please visit https://www.whiteboardrisk.com/ About Insurance Shoptalk Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and in

Are you a P&C agent interested in learning how to quote, bind, and service without the need for multiple logins? Find out more in this episode of Insurance Shoptalk with host Eric Stein and guest Phil Friedman from iBynd! iBynd is a comparative insurance rater that allows P&C agents to quote, bind, and service for property and casualty insurance carriers in Workers’ Compensation—all without the need to login to multiple websites to bind coverage. In this episode, Phil shares more about iBynd’s unique features and how it can help agents avoid the headache of multiple logins. To learn more about iBynd, please visit www.ibynd.com About Insurance Shoptalk Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest industry trends, technology impacts, interviews with

The insurance world is shifting fast. Jason sits down with Chris Paradiso to talk about carrier cutbacks, industry consolidation, and how AI is changing the game for independent agencies. Key Topics: Carrier pullbacks and the struggle for new appointments Why agents are being pushed toward clusters and aggregators The role of rate increases vs. true agency growth How COVID accelerated technology adoption in insurance The impact of AI and automation on agency operations Why convenience and speed matter more than price in personal lines Agents selling earlier in their careers and what’s driving it The balance between efficiency, productivity, and quality of life Why customer expectations are all about speed and ease What Chris will be sharing live at IndieTech Reach out to: Chris Paradiso Jason Cass Visit Website: Paradiso Insurance Services IndieTech Agency Intelligence Produced by PodSquad.fm

Change is part of life—but that doesn’t mean it’s easy. Transitions—whether personal, professional, planned, or unexpected—can shake our sense of identity, rhythm, and control. Even positive change can feel disruptive when it alters what we’ve known or how we’ve operated. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris explore how leaders can navigate seasons of change without losing their footing. They discuss the emotional toll of transition, the importance of anchoring to your values, and the power of intentional structure when everything feels uncertain. Stability doesn’t mean staying the same—it means moving forward with clarity. Episode Highlights: Matt lists common life transitions like marriage, divorce, and kids going to college, highlighting their emotional and financial effects. (02:55) Erik questions whether the success of transitions is more impacted by finances or relationships. (05:44) Matt notes how impulsive decisions during transitions can under

In this new episode of Insurance Shoptalk, host Eric Stein chats with Dan Thompson, Chief Benefits Officer at Venture Employer Services, about how businesses can rethink their healthcare plans. Dan shares insights into modernizing employee benefits and reducing costs while improving the overall experience for employees. Don’t miss this eye-opening conversation that could change the way you approach health insurance for your business!

Asking for the signed BOR is part science and part art. And, timing is everything! You need to be careful to not ask too soon and also to not waiver on the fence of indecision by never getting around to popping the actual question. In this throwback episode of the Millionaire Insurance Producer podcast, host ⁠⁠Charles Specht⁠⁠ will teach you how to ask for the signed Broker of Record Letter at just the right time (not too soon and not too late) and how to ask with just the right words to get what you want. Why is this so important? Because ... you rarely get what you don't ask for! Also, PERMISSION PRODUCER SCHOOL launches on October 14th - 18th. Get registered before it is too late! Go to:⁠⁠ www.PermissionProducerSchool.com⁠⁠ Key Topics: Ask for the Broker of Record (BOR) letter at the right time to maximize success Help prospects recognize pain points with their current agent before asking for the BOR Position yourself as the solution with a clear 12-month service plan Asking too soon c

You can have the best ideas in the world—but if you can’t communicate them clearly, they won’t move anyone. Great leadership requires great communication. Whether you’re casting vision, navigating hard conversations, or just trying to be heard in a noisy world, how you say it matters just as much as what you say. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris explore what separates effective communicators from everyone else. From listening well to speaking with clarity and confidence, they share practical ways leaders can build influence and trust through the way they communicate. Because at the highest levels of leadership, words carry weight. Episode Highlights: Erik explains how communication is about influencing outcomes, not just exchanging words. (02:26) Matt discusses the leader’s superpower of moving people forward through big ideas and trust. (03:10) Erik emphasizes that leadership communication happens through culture and clarity of purpose. (06:33)

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Chip Piper & Phillip Piper of Powell & Meadows Insurance Agency, the agency featured on the August 2025 front cover of Rough Notes Magazine.  Key Topics: Embracing an agency culture that values people over hierarchy. Choosing to remain independent in a time of major M&A offers. Building strong client relationships that last for decades. Leveraging virtual assistants to support and scale agency operations. Bridging the gap between traditional service and modern client expectations. Niche specialization in rural markets as a growth strategy. Transitioning leadership while honoring legacy and preparing for the future. Reach out to: Chip Piper Phillip Piper Jason Cass Visit Website: Powell & Meadows Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Big news! Insurance Shoptalk has joined the AI Podcast Network! Smart conversations, sharp strategies - coming at you weekly. In this episode of Insurance Shoptalk, Eric Stein sits down with Alex Choroomi from Alkeme Insurance to discuss how digital leads and online quoting are transforming the small business insurance landscape. Alex shares his journey into the commercial insurance world, explaining how Alkeme Insurance is leveraging digital advertising and advanced quoting portals to bring in high-quality leads and close deals quickly. He dives deep into the challenges and successes of targeting industries like contractors, manufacturing, and transportation with tailored workers' comp and general liability coverage.

As a leader, decisions are part of your daily rhythm. But not all decisions are equal—and some carry more weight than others. Under pressure, even seasoned leaders can fall into traps: overthinking, reacting too quickly, or second-guessing themselves after the fact. Stress clouds clarity, and fatigue makes it harder to trust your gut or your process. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris, LMFT break down the hidden costs of poor decision-making and offer tools to help you slow down, stay grounded, and make confident choices—even in high-stakes moments. Because the quality of your decisions shapes the direction of your leadership. Episode Highlights: Erik shares wisdom from a mentor on why stepping away from the office can enhance decision clarity. (01:21) Matt discusses how minimizing trivial decisions, like wardrobe choices, can preserve mental energy for high-stakes calls. (03:39) Erik explains how decision fatigue impacts professionals, citing studies on

What happens when your agency nearly doubles in size overnight? For Joel Dunham, it meant rethinking everything—from team structure to tech stack. In this high-energy conversation with Jason Cass, Joel shares how he used the “Engine” manual to streamline operations, brought AI into every corner of his agency, and turned growing pains into long-term gains. If you're scaling, restructuring, or just trying to get a grip on AI, this episode delivers the blueprint. Key Takeaways Acquiring an agency means retraining both staff and clients The “Engine” manual sparked an agency-wide restructuring Joel empowered his team by giving everyone access to ChatGPT Team VAs are using AI to communicate more clearly and professionally with clients Weekly AI discussions drive innovation and team adoption AI helped save $30K on a challenging renewal using underwriter logic Job losses are about skill shifts, not doom, AI is simply a tool Want to level up your agency operations? Downl

You get out what you put in. You win championships when you do the good work. You reap what you sow. These are the realities of what happens to people (and teams) who do the right things over and over again. Success comes to those who do the right work and stay consistent. Last time I checked, none of your insurance carriers pay any "consolation commission" when you come in 2nd place. It's all or nothing, baby! If you sow inactivity, you will reap the wind. If you sow inactivity for long periods of time, you'll reap the whirlwind. If you don't do the proper prospecting work, you won't schedule any new business appointments or win any signed BOR's or secure any deposit checks. The choice is yours. In this throwback episode, host Charles Specht reminds, motivates, and guides you on what and why you need to reconsider what you're doing in order to get the results you actually want. Key Topics: Why being busy doesn’t mean being productive The real reason you’re not getting appointments or BORs

Ever stared down a crazy renewal quote and thought, “No way”? Jason Cass shares how he used AI to challenge a 26% premium hike—and got results. It's a behind-the-scenes look at how tech can give agents an edge, plus some exciting updates on events, tools, and what’s coming next. Key Topics: Using ChatGPT to analyze multi-year loss runs and policy data How AI can level the playing field with carrier actuaries Constructing email and PDF rebuttals with AI assistance Turning a 26% renewal increase into a negotiating opportunity Why thoroughness and specificity matter in renewal disputes Building agency-wide AI systems via the Logic Routing Engine Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

You’re getting things done—but are you getting the right things done? As a leader, your plate is always full. Tasks stack up, people need your input, and it’s easy to fall into a pattern of constant motion with little traction. You’re working hard, but still feel behind. You’re productive, but not always effective. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris, LMFT explore the common traps high performers fall into when managing their workload. From overfunctioning to poor delegation and unclear priorities, they offer tools to help you take back control of your time, your energy, and your focus. Because it’s not about doing more. It’s about doing what matters—on purpose. Episode Highlights: Matt explains why productivity is about managing finite time and variable energy, and stresses improving efficiency rather than perfection. (01:43) Erik shares a story about micromanagement and a pivotal moment that reshaped his view on letting go of control. (04:38) Erik intro

For the first time ever, Jason Cass steps away from his usual off-the-cuff style to read from a script—and for good reason. He dives into a concept that hit close to home: comprehension debt. It’s about the gap between what you know and what you can truly live and lead. If you’ve ever struggled to explain what you believe in, this one’s for you. Key Topics: Understanding and overcoming comprehension debt in leadership Transforming technical manuals into powerful stories The evolution of agency operations with AI-driven frameworks Why internalizing knowledge matters more than memorizing it Building a community of AI champions through shared learning Turning stuck moments into strategic transformation Creating impact by teaching through your own evolving story Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

Have you ever been rejected when doing your prospecting? Of course you have. Probably thousands of times in your life so far. It comes with the territory. But putting in the work helps you find your people. Getting hundreds of "No's" helps you find the dozens who say, "Yes!"  In this throwback episode of the Millionaire Insurance Producer podcast host ⁠Charles Specht⁠ explains how to embrace the rejecting haters when prospecting in order to find the people who want to do business with you and say, "Yes!" Key Topics: Embracing rejection as part of the sales process Filtering prospects to find the right clients Prospecting is a numbers game; selling is about relationships Success stories of producers landing high-value accounts Choosing between quantity or quality in your book of business Persistence and strategic messaging lead to more wins Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Producer School⁠ ⁠Permission Network⁠ 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 Kelly Mora & Steve Mora of Heritage Insurance Agency, the agency featured on the July 2025 front cover of Rough Notes Magazine.  Key Topics: Building an ag-focused insurance agency from farm roots The “tailgate relationship” approach to client connection Balancing modern technology with personal service Cultivating agency culture across generations Leading through mentorship, education, and EOS principles Strategic growth through acquisitions and team development Empowering young professionals and honoring legacy wisdom Reach out to: Steve Mora Kelly Mora Jason Cass Visit Website: Heritage Insurance Agency Rough Notes Magazine Produced by PodSquad.fm