Agency Intelligence

In the second episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone continues his discussion with the author, Brian Ahearn. They discuss the seven principles of influence, how to use them, the power that they have, and how to get someone to say Yes. And you'll hear how one of the principles caused Josh to buy a backpack leaf blower, but you'll have to listen to find out why.   Episode Highlights: How did Brian spend his Labor Day? (0:40) Brian talks about the two-day workshop he’s doing. (1:26) Does Brian do any keynote or speaking engagements for associations? (1:52) Brian shares that they use a basic model called core motives developed by DR Gregory Neider. (3:55) What are some of the decisions that people are making in business that are autopilot decisions that Brian has observed in his years of coaching? (7:39) Brian says that people are more motivated by what they may lose versus what they may gain. (8:48) Brian explains how the principle of reciprocity would apply to sales

In this episode of Agency Intelligence podcast, host Jason Cass continues the third part of his solo miniseries, Building An Agency. Jason talks about prospecting and servicing and the reasons to be in AI Mastermind.   Key Quotes: “Everything in prospecting and servicing from a high level comes down to two things...proactive and reactive” - Jason Cass “We can do the process that we always talk about, that I just laid out. Or what we can do is we can focus on the clients that we have, create a customer experience, knowing who they are allowing and giving them that technology, understanding the type of service and communication they want, servicing and communicating that way with them.” - Jason Cass “When you start seeing the success that comes now, it's easier to find other producers because you discovered who you are, you've gotten the markets that make you successful, you've attracted the people that are in that need, you've built authority with them.” - Jason Cass “I fell in love with the saying a long

Basilios Manousogiannakis, Client Relationship Manager and Product Owner at Employers Insurance joins the podcast to explain how Employers have evolved from a failing State-owned single state carrier into a national powerhouse investing in technology across the spectrum of the insurance marketplace. Get more://ryanhanley.com/

In this episode of Agency Intelligence podcast, host Jason Cass continues the second part of his solo miniseries, Building An Agency. He also shares the good, the bad, and the ugly of getting markets. Episode Highlights: How many agents and how many other business owners that you’re taking advice from have started their books from scratch? (6:25) Jason mentions that he started three books from scratch before he built his agency. (6:53) Jason thinks that it’s vital to realize what carriers we're going to need, to write business. (8:05) Jason shares that the aggregators benefit because they take advantage of your ignorance and also, take advantage of the fact that you're in a position that you’re dissatisfied with and you need markets. (8:37) Jason creates a scenario on how to get markets. (9:00) Jason mentions one of the things he never would have done to get an aggregator. (9:13) Jason realized that he wasn’t writing a lot of business through the aggregator. (11:05) Jason shares that one of the incent

In the first episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone begins his discussion with the author of the book Influence People: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, Brian Ahearn. They discuss why Brian wrote the book, what the Loyal Readers will learn by the end of the series, and what the word PEOPLE actually means. And there's a chance a popular Marvel character will make a surprise appearance at some point.   Episode Highlights: Does Brian prefer to read a physical book or an Ebook? (1:40) What is Brian’s favorite book? (2:43) Brian mentions that he wrote a blog post called “Five books that impacted my life.” (2:54) Would Brian say it’s nature or nurture that made him the person that he is today? (4:42) Josh talks about Kobe Bryant’s quote that he has read which is “I was blessed with talent, but worked as if I had none.” (6:06) Josh and Brian discuss a story from a book written by Dave Lakhani. (6:40) Brian talks about the fear of r

Chris Burand, president of Burand Associates, a leading P&C insurance consultancy, joins the podcast for an incredibly deep discussion on the coming hard market, why we're insuring the wrong things and how "Clean Data" will play a major role in agency valuation over the next ten years. Get more: https://ryanhanley.com/

In this episode of Agency Intelligence podcast, host Jason Cass talks about getting markets, discovering who you are, prospecting, and servicing, as he explains it from a new agent’s perspective and an established agent perspective. Episode Highlights: Jason thinks that the best way to get better is to get some training, and that’s what he and many other agents have done, watch others, and figure out what they're doing with the successes and what they're doing with their failures. (2:02) Jason shares when he and Mike Beard started their agency in 2002. (4:37) Jason mentions that Mike Beard was his number one mentor. (4:56) Jason shares that the reason he left Mike was that he could get a job four blocks down the road, from his house. (5:09) Jason mentions that after three years, he joined another agency called The Insurance Partnership. (5:22) Jason shares that he wants loyal listeners to know that Tom Simpson is a real person, a person who trusted him, a person that he trusts, and they did business and

Dax Craig, co-founder, and President of Pie Insurance joins the podcast to talk about how Pie leverages a deep understanding in analytics to create a competitive advantage in the small business insurance marketplace. Get more: https://ryanhanley.com/

In this episode of Agents Influence podcast, host Jason Cass interviews Jennifer Hasan, Sales Trainer and Consultant at Prospecting Works. Jennifer talks about proper prospecting and communication. She also shares her knowledge and expertise in cold calling and the significance of having the right mindset to be a successful salesperson. Episode Highlights: Jason introduces Jennifer Hasan. (1:01) Jason shares that discipline is needed when you're trying to prospect and even the best prospectors have to rely on discipline. (3:22) How long has Jennifer been an Android user? (3:40) What was the last app that Jennifer downloaded? (5:33) Jennifer shares that she’s always on the quest for difficult logic puzzles and it helps your brain to think in different ways. (5:42) Does Jennifer love to win or hate to lose? (6:33) What does Jennifer attribute to her success, skill or luck? (8:36) Jennifer shares that a huge percentage of top athletes came from homes where they were raised by single mothers, and came fro

In this episode of the Explain This Book To Me podcast, host Josh Lipstone concludes his discussion with David Carothers, the author of the book, The Extra 2 Minutes. They discuss how everything leading up to this moment has prepared us to close the deal and how to provide the client experience that no one has seen before. And David lets us in on a secret about his upcoming book.   Episode Highlights: How is David feeling with this being the last episode? (00:44) David mentions that he will write another book. (1:08) David shares that he’s had several people reach out to him from just hearing the podcast great (1:28) What has writing this book meant to David? (2:15) David thinks that he underestimated the reach that we have on people and our ability to influence people in changing the way they run their business, or they approach sales. (2:23) In David’s opinion, if the book has made enough impact on people, they'll take the time to go do that. (3:39) Josh shares the reason why he’s doing this po

Ron Glozman, founder and CEO of Chisel AI, joins the podcast for a look into how independent insurance agencies and carriers can use artificial intelligence in a practical way to reduce errors and omissions claims. Get more: https://ryanhanley.com/

In this throwback episode of Agents Influence podcast from January of 2020, host Jason Cass interviews Chuck Blondino, Director of Agency Capabilities and Programs at Safeco Insurance and Liberty Mutual Insurance, who has been on the show previously in 2015 and 2017. Chuck Blondino shares what it took for him to grow his business, what high-growth agencies are doing for expansion, ways to approach the recruitment process, and the insightful Edelman.com trust barometer report.   Episode Highlights:  Jason Cass introduces guest Chuck Blondino. (1:01) Is Chuck Blondino an iPhone user or an Android user? (4:02) Does he love to win or does he hate to lose? (4:31) Is he stronger because of his skill or because of luck? (6:28) Chuck Blondino talks about his journey in his business. (9:00) What was it like for Chuck moving from Seattle, Washington to Salt Lake City, Utah at age 20 to build his business? (11:17) You’ve got to be recruiting all the time. (22:41) What are high-growth agencies doing to exp

The wise and powerful Billy Williams stops by the show for a conversation on dealing with the turmoil in our current political climate. Whether you are experiencing the current unrest or not, the ideas and thoughts shared in this episode will get your mind going. Enjoy... Get more: https://ryanhanley.com/

In this episode of Agents Influence podcast, host Jason Cass interviews Jason Quaglia, Health Care Liability Broker at Burns & Wilcox. Jason talks about the aspects of a brokerage and the significant relationship between insurance agents and brokers. He also shares his knowledge and expertise in the brokerage industry. Episode Highlights: Jason introduces Jason Quaglia. (1:49)   Is Jason an iPhone or an Android user? (4:44)   What was the last app that Jason downloaded? (5:04) Does Jason love to win or hate to lose? (6:12) What does Jason attribute to his success, skill or luck? (7:00) Jason shares his background and his career in insurance. (7:59) Jason shares that the market has been tough, and building relationships is vital at this moment. (11:30) Has Jason seen a lot of agents that are quoting and acquiring in the industry? (13:31) Jason mentions that in this business, the premium is the name of the game. (15:19) What does Jason feel when an agent is doing better than him? (17:45) Jason

In today's episode of the Explain This Book To Me podcast, host Joshua Lipstone, continues his discussion with David R. Carothers, CIC, CRM, the author of the book, The Extra 2 Minutes They discuss the steps you need to take to book the appointment, how to confirm the appointment, and how you need to prepare for the appointment. You even hear a dad joke or two, but you’ll have to listen to hear.   Episode Highlights: David shares that the best way to get a hold of him is to visit the Killing Commercial website and if you’re looking for a one-stop-shop to learn as much about him as possible, their website is probably the best place to go. (1:33) Josh mentions the next section of the book, which is setting appointments and it starts with Chapter 9, Booking The Appointment. (2:09) Josh shares that bullet point scripts allow you to hold your team accountable, you're able to listen to their calls, and you can see if they're following the script, and if they don’t, you can indicate how they can improve and be

In this episode of Agents Influence podcast, host Jason Cass interviews Heather Monahan, Founder & CEO of Boss in Heels, TedX Speaker, Best-Selling Author of Confidence Creator, and Keynote Speaker at Speakers Bureau. Heather talks about the struggles that she faced in her life and career and how her mindset helped her to get back up again and be better than ever. She also discusses how to build up our confidence and how we can continue to grow during this pandemic.   Episode Highlights: Jason introduces Heather Monahan. (2:16) Is Heather an iPhone or an Android user? (3 :40) What was the last app that Heather downloaded? (4:02) Does Heather love to win or hate to lose? (4:31) What does Heather attribute to her success, skill or luck? (4:55) Heather shares her background and her career. (5:56) What are the things that people need to do to be able to rebound? (8:41) Heather shares that getting fired was difficult for her. (8:54) Heather explains that understanding the idea that you can live in

Aubie Knight, president and CEO of the Independent Insurance Agents of North Carolina (IIANC) joins the podcast to breakdown a new study his organization recently published based survey results from independent agents and impact of COVID-19 on their business. Get more: https://ryanhanley.com/

In this episode of Agency Intelligence podcast, host Jason Cass interviews Alaina Chisholm, Financial Professional at World Financial Group, and host of the Pursuit of Relentless podcast, Alaina talks about her inspirational weight transformation, 75 hard challenges, the significance of having a disciplined routine and how relentless leadership development helps people to level up.   Episode Highlights: Jason Cass introduces guest Alaina Chisholm. (1:04) Is Alaina an Android or an iPhone user? (4:56) Does Alaina love to win or hate to lose? (7:38) What was the last app that Alaina downloaded? (8:39) What does Alaina attribute to her success, skill, or luck? (12:24) Alaina shares her background story. (16:06) Alaina shares what made her decide to build her own business. (18:41) Alaina says in 2018 she made a decision for herself that she doesn’t want to be overweight. (21:01) Alaina says that you have to have a disciplined routine in order to be successful in business. (21:42) How long does

In this episode, host Joshua Lipstone of The Explain This Book To Me podcast continues his discussion with David R. Carothers, CIC, CRM, the author of the book, The Extra 2 Minutes. They discuss how important the followup is after your marketing drop, how you need to be creative to gain extra touches with the prospect, and what to do if that first marketing drop didn't go exactly as planned.   Episode Highlights: What is the ideal day at Florida risk partners for David and what is David doing when he spends time with his family? (2:10) Does David want his producers to enter the contact invites by a certain time of day? (6:16) David says everyone on his team collaborates for the scripts to make sure everyone is on the same page. (8:00) Did David follow someone to gain knowledge? (9:17) David says that the book, Never Split the Difference by Chris Voss, is the most impactful book he read in his career. (10:15) David thinks that social media and platforms like LinkedIn have made it so much easier for

Katlyn Eggar, Director of Education Development for Quantum Assurance Internations stops by the podcast for EPIC conversation on all things crushing online leads to rapidly grow an independent insurance agency. Get more: https://ryanhanley.com/