Agency Intelligence

In this episode of the Agency Intelligence podcast, host Jason Cass is joined by Katlyn Eggar, host of Age of Indiependence Podcast. Listen as they discuss leads, retention and significant processes that are beneficial in a modern agency. Episode Highlights:  Does Jason think automated agencies will take over modern and hybrid agencies? (4:34) Katlyn explains the difference between the modern agency and the automated agency. (6:36)  What skills do we need to be ready for the future of technology? (9:10) Katlyn talks about how to scale processes. (10:58) Katlyn shares some of the most significant processes that you must have in your agency. (14:24) Jason shares where most people tend to have issues with customer experience. (22:36) Katlyn mentions what she loves about technology and automation. (24:23) Katlyn gives a couple of steps on how to close the sale. (28:56) Katlyn shares how the Quantum Assurance Agency has been doing. (41:59) Key Quotes: “If we're preparing ahead of time for thi

In this episode of The Ryan Hanley Show, Ryan is joined by Brian Keating, Chancellor’s Distinguished Professor of physics at the Center for Astrophysics & Space Sciences (CASS) in the department of physics at the University of California San Diego… and he's awesome. Episode Highlights: Brian shares how he sees the world differently. (8:57) Brian mentions why some people see science as a zero-sum game. (14:46) Brian mentions some of his guests on the show. (16:34) How does Brian approach big ideas? ? (19:24) Brian explains the motto in his YouTube channel. (22:16) Does Brian think that his openness and candor are inspiring other people? (23:07) Brian shares why he cares about artificial wisdom. (38:42) Brian shares why wisdom is significant. (40:46) Key Quotes: “I truly believe that if you don't examine the biggest questions, then you're kind of wasting this most precious gift that will soon be over. Your job is you to be an expert in minimizing risk and reducing rogue wave impacts, and so

In this episode of the Age of Indiependence podcast, host Katlyn Eggar discusses what scripts are all about. You can watch the scoreboard from the stands, or you can get in there and call the plays. Scripts allow you to run organized plays. Learn who should use scripts, the symptoms that you might need a better script, and the first 3 scripts you should write. Episode Highlights: Katlyn shares what scripts enable us to do. (1:00) Katlyn mentions who should utilize scripts. (2:17) How do you know if your agency’s scripts need to be updated? (2:46) What’s the first step to overcoming your team’s objections? (4:59) Katlyn mentions the first objection. (5:37) Katlyn walks us through the second objection. (8:20) Katlyn explains the third objection. (8:58) What is a call calibration? (9:56) Katlyn gives the first three scripts to utilize. (13:42) Key Quotes: “Your clients and your business are too important to be lackadaisical. So, let's do ourselves a favor and figure out how to make everythi

In this throwback episode of Agents Influence podcast, host Jason Cass interviews Kelly Donahue-Piro, Owner and President of Agency Performance Partners. Kelly puts a fun spin on her interview by occasionally asking Jason Cass questions as well. During this conversation, hear whether or not video is a lazy man’s book, what to look for when hiring people, the power of prospecting, and the differences between producers and account managers.   Episode Highlights:  Kelly Donahue-Piro asks Jason Cass what has been his most difficult business challenge You can’t pay people a salary that isn’t making your job easier.     The first step in not being ignorant is to learn how to learn.   Is Kelly an iPhone user or an Android user?    Does she love to win or hate to lose?     Is she stronger because of her skill or because of luck? What should you look for when hiring someone?  Why does Jason think video is a lazy man’s book?    Has Jason thought about taking a social media break?   How many clients does Kelly

In this episode of The Ryan Hanley Show, Kyle Nakatsuji, Founder and CEO of Clearcover, joins the show to breakdown why he started Clearcover and why his unique perspective on the industry forced him to create an auto insurance carrier of the future. Kyle gets it, and you MUST listen to this episode… Episode Highlights: Kyle shares how he got started as a venture investor. (13:17)  Kyle shares how the idea of curiosity plays a significant role in being successful. (18:46) Kyle explains why he started a company in this particular area of insurance. (23:32) Kyle shares two ways to improve retention as an insurance company. (28:42) Kyle shares what to consider when building the infrastructure of the organization. (33:19) Where does Kyle see the next generation of carriers? (36:29) Kyle mentions a surprising statistic about personal auto carriers. (36:44) Kyle shares what he’s most excited about. (37:09) Has Kyle started to consider other products? (43:51) Key Quotes: “As a venture investor,

In this episode of the Agency Intelligence podcast, host Jason Cass discusses the Agency Intelligence Podcast Network that they are creating and provides an update on The Great Separator. Episode Highlights: Jason explains what the Agency Intelligence Podcast Network is. (3:39)  Jason mentions some of his special guests from the previous podcast episodes. (4:45) Jason shares why The Great Separator is a big deal for him. (10:12) Jason mentions the significance of data, people, and process. (11:43) Jason shares why the pandemic made The Great Separator occur more quickly. (17:03)  Jason shares the four agency models. (19:10) Jason mentions what he sees inside those agency models. (27:39) Jason shares what The Great Separator would look like, as they start to evolve. (29:42) Jason shares the significance of diversity. (34:43) Jason shares what happens when you have unhappy people in your agency. (43:46) Key Quotes: “The more content we produce, the more impact we make because we see the

In this throwback episode of Agency Intelligence podcast, host Jason Cass interviews Christopher Paradiso, Owner of Paradiso Insurance and Paradiso Presents, Independent Insurance Agent, Digital Marketing Expert, and Public Speaker out of Stafford Springs, Connecticut. Christopher Paradiso talks about the importance of family, how data gets sold, indietech, retaining business, and what it will take to improve the insurance industry. Episode Highlights:  Is Christopher Paradiso an iPhone or Android user? What is the last app that Christopher downloaded?   Does Christopher Paradiso love to win or hate to lose?  What has played a bigger role in Christopher’s career, skill or luck?  Christopher discusses his Italian family, his patriotism, and his sister.     Christopher Paradiso talks about how data gets sold in the industry.  What is Jason Cass’s definition for indietech?  What will it take for the IA channel to change?  What does the relationship between agents and carriers look like?  What is one o

In this episode of The Ryan Hanley Show, Aaron Steffey, the co-founder and managing partner of Propeller Bonds joins the podcast to discuss how his digital surety bond platform is changing the game for independent agents that want to add surety bonds to their portfolio of products. Don't miss this episode… Episode Highlights: Aaron shares his background in insurance. (11:49) How did Aaron meet Ryan Hanley? (15:40) Aaron shares his business philosophies. (19:00) Aaron walks us through the customer facing side of his website. (20:02) Aaron talks about adaptability within the industry. (25:24) Where are bonds coming from? (27:35) Aaron explains his underwriting process. (30:45) What does Aaron attribute his success to? (34:28) Aaron shares how he drives sales. (39:38) Key Quotes: “Coming from an agent perspective, I always understood the value of the agent. I actually think that carriers and anyone else drastically underestimates the agency relationship with the customer. I think it's mor

In this episode of the Agents Influence podcast, host Jason Cass interviews Dustyne Bryant, MBA, CIC, CISR, the Personal Lines Academic Director at The National Alliance for Insurance Education and Research. Dustyne talks about her approach in the insurance industry and what their agency is all about. Episode Highlights: What has attributed to Dustyne’s success: skill or luck? (6:21) Dustyne mentions what challenged her during the college years. (14:49) Dustyne mentions the factor that resonated with her about her position. (24:47) Dustyne mentions their faculty prospect page. (28:00) Dustyne shares the courses that they offer. (28:50) Dustyne mentions their webinars. (36:11) Dustyne shares the significance of maintaining your CIC. (39:01) Key Quotes: “There's nothing that even we can do as parents or that your parents could have done. I'm more right or more wrong. It's how you choose to overcome whatever it is you felt you were wronged by. It's the same professionally. If you're not support

In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Graeme Newell, CSP, President of 602 Communications. Graeme is a professional speaker and behavioral finance researcher. He uses brain science to help us make better financial decisions. Our brain is hardwired to incorrectly forecast the future and to freeze up when we're feeling fear. Learn whether you can trust your gut and what this means for your clients when they are purchasing insurance. Episode Highlights: Graeme shares how he got started in brain science research. (4:04) How does decision making work inside of our brain? (6:36) Graeme emphasizes that maintaining safety is what insurance is all about. (10:54) What does Graeme encourage people to do when it comes to huge decisions? (14:58) Graeme shares how the fear effect can impact sales goals. (16:35) Graeme talks about the significance of establishing a great relationship with the client. (18:50) What are some of the biggest mistakes that Graeme has seen

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Daniel Seong, Founder of Great Park Insurance. Daniel talks about his approach in the insurance industry and what he has achieved. Episode Highlights: What does Daniel attribute his success to? (9:45) Daniel shares his background. (11:31) How did Daniel feel about his move to America from Korea? (15:36) Daniel shares what he has learned from the past year. (17:38) Does Daniel believe that delegation has been part of his success? (19:13) Daniel discusses leadership and his team culture. (21:13) What’s the main reason why agents don’t delegate? (22:12) What are some of Daniel’s onboarding goals? (30:24) Daniel shares that he’s reading a book called Unlearn, by Barry O’Reilly. (42:19) Key Quotes: “I'm finding out that the team is here to step in. And, we'll figure it out. The service team left, but we figured it out. As long as the bond, the leadership, the respect for each other is solid and strong… people are

In this episode of The Ryan Hanley Show, the all-powerful, Mike Stromsoe, the founder of Stromsoe Insurance Agency and the Unstoppable Profit Producer, joins the podcast for the first time to drop absolute knowledge bombs on growing your agency through the adversity of COVID and everything else. Don't miss this conversation... Episode Highlights: Mike shares how producers can start to refocus. (1:35) Mike explains why you should be willing to live out of your comfort zone. (2:49) What are the attributes of high achieving people? (4:16) What does Mike recommend for agents feeling isolated during Covid? (8:47) Mike shares what he learned about personal development. (16:54) Mike shares why we must position ourselves to avoid distractions. (23:10) How can people get back into their habit train? (28:20) Mike shares why agility is the number one character trait that we need to possess, as entrepreneurs. (40:55) Key Quotes: “Our mindset is our skillset. And there's absolutely no question about

In the third episode of Book 4 of the Explain This Book To Me podcast, host Josh Lipstone sits down with co-author of The Visual Sale, Tyler Lessard. They continue their discussion of the buyer's journey and how to use video in the Consideration, Decision, and Post-Sale stage. We also learn about a mutual hatred for cooking blogs. Episode Highlights: Tyler gives a piece of advice to those who are considering writing a book. (1:13) Tyler shares a story about Uberflip and how to best utilize explainer videos. (5:48) What are some examples of calls to action that have higher conversion rates? (9:12) Tyler shares his thoughts about pricing transparency. (15:43) Tyler discusses why someone may decide not to move forward with a call to action. (19:04) Tyler gives an example of a great subject line and a generic subject line. (22:10) What are Tyler’s thoughts on using emojis in subject lines? (23:31) Why can't we embed videos into the email, and what’s preventing it from happening? (25:15) Tyler sh

In this episode of the Agency Intelligence podcast, host Jason Cass interviews Joshua Warren, M&A Advisory Practice Leader at the ABD Team. Joshua talks about the agency and how the private equity sector has become huge. Episode Highlights: What does Josh attribute his success to? Skill or luck? (9:18) Joshua shares his background. (17:28) Joshua tells us the origin story of the ABD Team. (20:59) How is Joshua involved in transferring risk in this industry? (22:45) What exactly is a private equity firm? (23:10) How has insurance adapted to the needs of very sophisticated buyers? (25:07) Joshua explains how to apply insurance to the strategic needs of clients. (27:50) How does rep and warranty insurance work? (30:32) Joshua explains why private equity is more successful than ever before. (34:15) Joshua discusses the underwriting process. (44:56) Key Quotes: “I hate to lose because when I lose, I dissect it, think about it, rehash it and do a look back over every decision I’ve made to

In this episode of the Age of Indiependence podcast, host Katlyn Eggar discusses all things content. When she’s not podcasting, she’s in the content creation zone! Hear what she has tackled lately in sales onboarding, machine learning, and strategic client care. Episode Highlights: Katlyn gives a little background on Quantum Assurance International. (4:53) Katlyn talks about her role as Director of Education. (6:08) Katlyn shares some of the projects that she’s been working on. (8:40) Why is Katlyn so passionate about sales? (8:57) Katlyn shares what it was like working with the education team at Quantum. (9:48) Katlyn gives insight on two things that need to be done differently.(10:49) Katlyn discusses what to do if your sales managers are stretched too thin. (13:58) What’s the best way to introduce yourself to a new prospect? (17:25) Key Quotes: “Podcasting is something that I do as an opportunity to meet new people, and to be an active, positive contributor in the independent agency s

In this episode of the Agency Intelligence podcast, guest host Mitch Gibson interviews Sean Kirby, Insurance Agent at The Performance Group. Sean is a young insurance professional at the age of 25. Sean is hustling with his local podcast, providing insurance and financial services, along with leading his young team of insurance agents at The Performance Group. Episode Highlights: What has attributed to Sean’s success: skill or luck? (6:01) Sean shares his background. (14:14) Sean gives a little background on the multiple businesses he owns. (19:53) How did Sean overcome his insecurities as a young agent? (23:22) Sean explains why it’s important to be passionate about your work. (27:01) Sean gives a little background of The Performance Group Podcast. (31:17) Sean mentions how he was introduced to IAOA. (34:12) What are some tools that Sean recommends for editing? (39:31) Key Quotes: “I'm trying to learn how to transition these young boys, young women, young wrestlers to learn that loss is

In this episode of The Ryan Hanley Show, Ryan chats with James Altucher, a modern era Renaissance man. His podcast, The James Altucher Show, is listened to by millions of people every month, his books sell millions of copies around the world, and somehow despite all of his success, remains curious and driven. James has figured out how to skip the line, and today he shares his experience in relatable ways every insurance professional can put to use immediately. Episode Highlights: James shares the importance of authenticity. (6:00) James explains the difference between perception and reality. (11:44) James tells us why every person should have their own insurance profile. (16:27) James discusses how business models change in insurance. (19:48) What is an ‘idea exponential’? (30:12) What do all good interviewers have in common? (38:11) James shares why zoom for podcasters is not ideal. (46:46) Key Quotes: “I always say the things that I think will help the most people. I always wanted to be

In the second episode of Book 4 of the Explain This Book To Me podcast, host Josh Lipstone sits down with co-author of The Visual Sale, Tyler Lessard. They discuss Tyler's journey into the world of video, how the evolution of buyer behavior has changed and how to use video during the awareness stage of the buyer's journey. We also hear about a conversation that Tyler had with his son when he began writing the book. Episode Highlights: What does Tyler attribute to his success; nature or nurture? (2:41) Tyler mentions his definition of connection. (3:52) After his first discussion with Marcus, Tyler discusses the goals they set for the book. (5:53) Tyler shares a story about his son, Alec. (8:21) What are Tyler’s Four E’s of video? (11:53) Tyler shares why he included home insurance as part of the video. (15:14) What are some best practices for recording a video? (17:25) Tyler shares what business owners must do before they start creating a video. (27:35) Tyler mentions the five styles of educ

In this episode of the Agents Influence podcast, host Jason Cass interviews Paul Gaglioti III, CIC the CEO and Founder of Harbor.AI. Paul talks about their approach in the insurance industry and what Harbor.AI is all about. Episode Highlights: What has attributed to Paul’s success: skill or luck? (14:21) Does Paul think that insurance is a great industry? (23:36) What are Paul’s goals as a tech-enabled digital wholesale intermediary? (27:04) What is Harbor.AI? (29:26) Paul walks us through their appointment process. (32:04) Paul highlights some of the features his app offers. (33:30) Paul explains the focus of his business. (36:46) Key Quotes: “You have to be on top of how products shift and evolve. That, in itself, is something very complex. There's a lot of great trading partners in the space that can help you do that.” - Paul Gaglioti “I believe that luck is where preparation meets opportunity, right? So, I think that's a combination factor. You unlock everything with time and dedicati

In this episode of the Age of Indiependence podcast, host Katlyn Eggar interviews Ty Harris, the CEO & Co-Founder of Openly. Ty shares how his insurtech is creating beautifully simple insurance products that are right for the client. Hear why he rejected the Direct-to-Consumer model and how their 8-second-bindable-quote empowers agents, instead of replacing them. Episode Highlights: Ty gives us a little background on his company. (6:25) What motivated Ty to start Openly? (8:09) Ty breaks down the components of their product. (10:54) How does Ty set his clients up for success? (24:22) How does Openly help solve pain points? (29:44) What does the future look like for risk evaluation? (33:04) Ty talks about the team culture at Openly. (37:19) Ty explains his interview process. (38:37) Key Quotes: “When we launch other products down the road, we are dedicated to the simplicity, openness and transparency of the product, as we continue to expand.” - Ty Harris “What we're hoping to do is to fr