Shows
Getting Past the PremiumS5E13 | Producers Aren't Losing Clients to Price...They're Losing Them to Specialists feat. Joshua VerchMost mid-market construction companies are outgrowing their brokers without even realizing it.In this episode of Getting Past the Premium, Elliot Bassett sits down with Joshua Verch, Senior Advisor at The Baldwin Group, to unpack what really happens when companies scale past $10M, $25M, or $50M—and producers are still treating them like they’re a small business.Joshua brings a sharp and refreshing perspective from inside the trenches of construction risk management, where service gaps, outdated brokers, and foggy renewal processes are killing profitability.If you’re a producer, agency owner, or execut...
2025-07-2342 minGetting Past the PremiumS5E12 | How to Build a Top-Tier Book of Business Without Cold Calls or Commodity Pitches - feat. Tom GilroyMost producers chase every lead and wonder why they’re stuck in the price game.But Tom Gilroy flipped the script—and helped scale a 120-year-old family agency into a nationally recognized powerhouse.In this episode, Tom breaks down the repeatable strategy that took him from finance outsider to President of GKG, and the systems they use to help producers win high-value clients without pitching on price.If you’re serious about creating meaningful differentiation, building real expertise, and closing accounts that actually want your advice—this episode is your blueprint.Here’s w...
2025-07-1641 minGetting Past the PremiumS5E11 | How to Eliminate 90% of Back-Office Chaos Without Hiring Another Person feat. Chris PeabodyMost agencies are burning out their team to protect their bottom line.More remarketing. More manual quoting. More inefficiencies.All while margins get tighter — and expectations get higher.This week on Getting Past the Premium, Elliot sits down with Chris Peabody from Ascend to unpack what the most forward-thinking agencies are doing differently:✅ Automating the right processes✅ Embedding AI in invisible, high-impact ways✅ Standardizing workflows without losing trust✅ And actually measuring ROI before adopting new toolsThis episode isn’t about “using AI” — it’s about building a more scalable, susta...
2025-07-0942 minGetting Past the PremiumS5E10 | How to Fix Your Message So the Right Clients (and Referrals) Find You - feat. Abby ArcishewskyMost insurance producers think they need more leads.What they actually need is more clarity.Clarity on:→ Who they serve→ Why they’re different→ How they want to grow→ And who should be referring them businessIn this episode of Getting Past the Premium, Elliot Bassett sits down with Abby Arcishewsky, founder of Archway Strategy, to break down how producers can build intentional, strategic, revenue-driving sales systems — starting with their value proposition and referral process.If you’re relying on COIs, but don’t have a plan…If your value prop...
2025-07-0239 minGetting Past the PremiumS5E9 | You Can't Scale What You Don't See...Why Most Producers Get Stuck and Flatline. feat. Ryan DeedsMost insurance producers cap out at $600K.Not because they lack talent...but because the system around them is broken.In this episode of Getting Past the Premium, I sat down with Ryan Deeds, VP of Strategy and Analytics at Alkeme, to break down the real reasons producers and agencies stall out.Ryan’s built sales systems for 300+ producers across 57+ acquired firms...and what he’s seeing is uncomfortable, but true:“40% of our clients were generating just 3.5% of our premium.”That’s not growth. That’s bloat.You’ll discover:
2025-06-2654 minGetting Past the PremiumS5E8 | The $1M Producer’s Blueprint: Niches, Mentors, and Relentless Follow-Up feat. Wells GunnMost insurance producers don’t make it past year three.Wells Gunn did…and built a thriving, specialized book in the independent grocery industry.In this powerful episode of Getting Past the Premium, host Elliot Bassett sits down with Wells to unpack the exact mindset, process, and strategies he used to go from cold-calling 100 prospects a week……to leading a national risk practice for Houchens Insurance Group.No gimmicks. No fluff. Just the hard-earned truth about what it really takes to win in this business.You’ll learn:✅ Why most producers...
2025-06-1845 min
Getting Past the PremiumRun Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon SchuhIn this throwback episode, originally aired on July 17, 2024, Brandon Schuh of Christensen Group challenges the traditional insurance model by asking: what if you ran your agency like a law firm?Brandon unpacks how positioning yourself as a trusted advisor—not a quote machine—can transform client relationships, streamline your sales process, and unlock long-term growth.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comChristensen Group Insurance: https://www.christensengroup.comLAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip...
2025-05-1440 min
Getting Past the PremiumThe Core Principles of an Effective Sales Presentation with David SlimanDavid Sliman, CEO of Sales Proformance Consulting, is back! We dive deep into the core principles that drive a highly effective sales presentation. David has worked with hundreds of sales team to teach them how to set themselves apart. He covers: setting the agenda up front, separating a sales presentation from a sales proposal, thinking of objections as building blocks (not road blocks), and avoiding the dreaded "email it to me" request at all costs.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws...
2025-05-0745 min
Getting Past the PremiumThe Four Main Principles of Selling with David SlimanHow do you earn the right for a prospect's time? How do you set yourself apart from the agency down the street? And how are you being creative with your follow-up? David Sliman, CEO of Sales Proformance Consulting, has led sales teams across multiple industries, including insurance and risk management. He joins us today to discuss his four principles of selling – and it starts with speaking the language of your ideal client.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comSales Pr...
2025-03-1242 min
Getting Past the PremiumAdvisor vs. Broker: How to Shift to Driving Value vs. Searching for Sales with Casey Schrader"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sales Manager and Risk Advisor at Oswald Companies, he practices what he preaches. Brokering is about selling a product. Advice is about expanding how you think and how you serve your clients. Casey also dives into marketing and content creation, creating "warm calls" as opposed to cold calls, and driving value with your clients over sales.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies...
2025-02-2642 min
Getting Past the PremiumTraining New and Experienced Producers with Brett YoungWe all want the best talent. Recruiting can be pain, but even beyond finding good people, developing them can be equally difficult. Brett Young, President & CEO at Erb and Young, is taking a unique approach to training and development: Erb and Young University. From weekly trainings to onboarding to its "Masterclass" series, finding a way to focus on helping your team learn and improve is vital to scalable success. Brett walks us through how they're using technology to scale their training processes, where they are seeing results, and the confidence it's built among the producers on the team.
2025-02-1249 min
Getting Past the PremiumCreating Intentional Agency Growth with Tim Leman, CEO at GibsonTim 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...
2025-01-1543 min
Getting Past the PremiumYou Control Your Own Destiny in Insurance Sales – Creating Lifetime Value with Coach Angus NelsonWhen 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.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comEvolve Leadership: https://www...
2024-12-1142 min
Getting Past the PremiumTalking All Things Insurance Sales with Micah SalasMicah Salas, Senior Vice President for Christensen Group Insurance, started inside of a large captive agency and moved into the independent world. He joins the show today to discuss the "business plan" you learn coming up in trenches vs. what independent agencies face. He dives into building your client profile and niche, finding the volume of prospects you need to succeed, avoiding paralysis by analysis, and creating quality opportunities.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comChristensen Group Insurance: https...
2024-11-1343 min
Getting Past the PremiumBuilding and Scaling your Sales Approach with Brett YoungThere is a difference between marketing and sales. And the sooner you create that distinction in your firm, the more scalable you'll become, according to Brett Young, CEO of Erb and Young. Brett joins us this week to talk about how his agency has built a brand in their market, grown within their niche and scaled with a repeatable process.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Erb and Young: https://www.erbandyounginsurance.com/LAUNCH: https://getlaunch.io/
2024-10-3039 min
Getting Past the PremiumA New Way to Think about Property Insurance with Julie RichtJulie Richt, President and Founder at Lucid Insurance, has seen about every side of the insurance industry in her career. Her path led her to starting Lucid, an MGA focused solely on property insurance. Learn why she's taken such a unique approach to her company, how the industry is evolving, how specialized offerings like hers have become more valuable, and what to expect from the current property market.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comLucid Insurance: https://lucidins...
2024-10-1643 min
Getting Past the PremiumYour Commissions Won’t Change, So How Can You Add More Value to Your Clients?Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk about the value an agency can bring to a clients. Your commission percentages aren’t going to change, so how can you change your service model to add value and add revenue? LAUNCH is a tool Ryan uses to expand his offering beyond insurance and encompass more risk management “impact areas.” Learn how you can do the same within your model.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
2024-10-0935 min
Getting Past the PremiumWhere to Focus If You’re a New Agency Owner, with Shawn FitzgeraldShawn Fitzgerald of Sound Harbor Insurance is in a similar place to the majority of Getting Past the Premium listeners. He's four years into owning his own insurance agency. He faces growing pains. He's grown his team. And he's overcome a few obstacles. Shawn and Elliot talk through the most important actions you can take as a business owner – from finding a mentor, investing in yourself, focusing on goal-setting, and understanding your audience.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comSo...
2024-09-2544 min
Getting Past the PremiumThe 5 Agency Sales Metrics You Need to Be Tracking with Ryan BrottFrom brand awareness to sales activities to written revenue, what you measure and how you measure it will change. But the reason behind sales analytics doesn't change: You want to know how much it costs to bring in new clients, and what revenue those new clients will generate. Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins the show this week to break down how Ellerbrock-Norris is tracking its sales goals. At the end of the day, knowing how many top-of-funnel activities it takes to generate bottom-of-funnel revenue can be a game changer for your agency....
2024-09-1839 min
Getting Past the PremiumThriving Agencies Do These Things to Grow Organically, with Consultant Harrison BrooksAcquisitions have become a major part of growth in our industry, but without strong organic growth, agencies aren't able to thrive. Harrison Brooks, Partner at Reagan Consulting, joins us today to discuss organic growth. We dive into where you should be investing your dollars in marketing and sales, how to compete with the national players, where there are opportunities and more.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comReagan Consulting: https://www.reaganconsulting.comLAUNCH: https://getlaunch.io/
2024-09-1138 min
Getting Past the PremiumThe Catalysts Behind Insurance Agency Growth with Caleb CramerGrowing an insurance agency can be done hundreds of different ways. The tools you use to enable your sales team can expedite that growth – if it's the right tool, if it's adopted correctly, and if it's serving a true purpose. Caleb Cramer joins GPP today to talk through sales enablement. It's not about which tools you use – it's about solving a problem or creating efficiency with the tool, no matter which tool it is.And... (drumroll)... Caleb is joining us at LAUNCH to help independent agents everywhere effectively share their value proposition with clients and prospects....
2024-09-0436 min
Getting Past the PremiumArticulating Your Agency's Story with Andy BassettWhat's your story as an agency? In the insurance and risk advisory world, many stories are the same – come to us for a free quote. That's not a story. Andy Bassett, CEO of Ellerbrock-Norris, joins the show to talk about his firm's story, and how their "Protect Your Purpose" tagline has resonated since they've rolled it out over a year ago. Whether it's appealing to clients or recruiting for you team – it starts with that brand story. Learn how to tap into what makes you unique by listening in.Enjoy the episode!Episode Links:Elle...
2024-08-2131 min
Getting Past the PremiumThe Art of the BOR Sales Strategy with Nick AubeInsurance sales for years was based on carrier availability and exclusivity. Today, it's much more nuanced – and providing value is the path to winning new business. Which brings us to the BOR – or Broker of Record. Nick Aube, Founder at Producer Systems, joins the show to discuss developing a BOR sales strategy – or a sales strategy based on educating clients, providing value to those clients, and getting out of the quote-and-pray model.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comProducer Systems: https://www.pr...
2024-08-1439 min
Getting Past the PremiumHow to Hire, Train and Find Success with Your New ProducerHow do you set a new producer or insurance advisor up for success? From selecting a training program, developing internal processes to align the team, and understanding your target market, bringing on new agents or advisors can be difficult. It's a competitive market – and every independent agency is different. Colby Allen, a financial consultant and analyst, helps independent insurance agency owners understand the value of their agency. He joins us today to discuss which milestones your new producers should be hitting and how you can develop a plan to get them there.Enjoy the episode!Ep...
2024-07-2441 min
Getting Past the PremiumRun Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon SchuhWhat's the difference between running a law firm and an insurance agency? No, that's not the start of a joke – it's a mindset that you should be using as a risk advisor. When someone is hiring an attorney, they aren't quoting out 10 different ones, they are finding one that they trust.Brandon Schuh, head of specialty insurance practice at Christensen Group, joins the show to discuss how you deliver service. Are you going to quote out hundreds of policies you won't win every year, or are you going to lock in a client before you ever approach a...
2024-07-1740 min
Getting Past the PremiumHow Small of a Niche Can Still Be Successful? Cole Williams Has Cracked the Code.His LinkedIn profile reads "I keep peoples fingers on their hands." When it comes to niching down, Cole Williams has carved his out expertly. As a Risk Advisor with Insurance Associates, Inc., Cole focuses his agency on meat and food processors in Nebraska. He understands how to build a target market, how to become an expert in that niche, and how to grow while operating in that niche. Listen in to learn how you can carve out an expertise and build a network within it to ultimately scale your agency.Enjoy the episode!
2024-07-1039 min
Getting Past the PremiumThe First Step to Building a $1 Million Insurance Book of Business with Rob Jacomen“It takes the same amount of energy to sign a small client as it does to sign a large one."Rob Jacomen, Co-Founder at Basecamp Insurance Growth Mastermind, joins us this week and drops some knowledge on what it takes to build a $1 million book of business. The first step: Get focused on your audience. This isn't a new idea by any means, but Rob dives deep. How do you pick your audience? How do you get introductions? How do you establish yourself as an expert?We cover it all – so listen in.Enjo...
2024-07-0343 min
Getting Past the PremiumHow to Handle Cyber Crimes at Your Agency with Daniel MetcalfCyber liability coverage is a policy that every insurance agency needs to sell. But how are you handling it at your company? Is it a tack-on policy, or a true consultation? Daniel Metcalf, Co-founder and President at CyberFin, partners with agencies across the company to help small-to-medium-sized businesses find better coverage for their clients, while also taking a more holistic risk management approach. Listen in to learn how to give a white-glove service to your clients and prospects as it relates to cyber.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com...
2024-06-2637 min
Getting Past the PremiumThe 4 Ways We Generate LeadsRyan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to pull back the curtain on how Ellerbrock-Norris is growing and thriving. From client referrals to COIs to cold calling, learn how to develop proven processes and build strong relationships through their four primary lead-generation channels.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comLAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a
2024-06-1935 min
Getting Past the PremiumFocus on the Relationship, Not the Transaction with Brett YoungBrett Young, CEO of Erb and Young, joins us to discuss building relationships. A relationship becomes valuable to a client for two primary reasons: trust and access. So how do you build relationships, build your value prop and ultimately build your book of business? Start by building trust and providing access. But then you run into a problem: scale. How do you deliver on trust and access while still being able to scale your business? Listen in.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws...
2024-06-1245 min
Getting Past the PremiumWhat Daily Non-Negotiables Directly Tie to Growth with Cyrus JafferyCyrus Jaffery, Founder and CEO of Jaffery Insurance, grew up in the captive agency model before breaking out to start his own agency. Cyrus joins Elliot this week to talk about what he learned in that captive environment that's created his approach to growth today. They cover "daily non-negotiables" and how they should directly tie to the growth of your agency – and how to ensure your team is living up to your standing of these daily needs. They also cover hiring, training, creating an excellent service model and more.Enjoy the episode!Episode Links:...
2024-06-0543 min
Getting Past the PremiumAdvisor vs. Producer: How to Change an Industry's Mindset with Ryan BrottAre you an advisor or a salesperson? Ellerbrock-Norris' Ryan Brott, Chief Growth Officer, joins Elliot Basset to discuss the difference between the two, the problem that plagues the insurance industry, how to transition to an advisory model, roadblocks along the way and more. Learn how you can step out of a "producer" role and focus on running a business rather than a book of business.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comLAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin...
2024-05-2937 min
Getting Past the PremiumBuilding A Book of Business, Not a Book of Sales with Guffy WrightScaling a business is all about understanding your ideal client. "It's called a book of business, not a book of sales," says Guffy Wright, National Sales Leader at The Mahoney Group. Guffy joined us to discuss how he's using a focus on people and treating his book of business as just that – a business. Learn how he's providing value to clients, defining his ideal client, scaling his business and finding success.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comThe Mahoney Group: https://ww...
2024-05-2239 min
Getting Past the PremiumHow to Look Past the Product and Focus on Advice with Mike Brown of Unbreakable WealthIn an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that expertise. He takes a wealth coach's viewpoint to advice, understanding how to ask the right questions and unlocking a client's inner wisdom to finding solutions. From flying jets in the Navy, founding and selling a company, coaching other founders and more, Mike is able to draw upon his experience and create content that appeals to his audience....
2024-05-1539 min
Getting Past the PremiumNew Insurance Producers Need to Overcome These Hurdles with Ryan GarzonThere are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms. Learn the benefits of splitting commissions, saying no to certain clients, focusing your time and energy in the right place and more.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comKeyes Coverage Insurance Services: https://keyescoverage.comLAUNCH: https://getlaunch.io/
2024-05-0829 min
Getting Past the PremiumAI is Changing the World. Where Insurance is Seeing an Impact with Aaron Ammar.Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies in your agency, and more.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comBrightside AI: https://brightsideai.comLAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515Ryan Brott: https://www.linkedin.com/in...
2024-05-0141 min
Getting Past the PremiumHow to Grow Faster Than Your Competition With Andy MathisenHow are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their firms, tapping outside resources and more to beat their growth goals. Andy and Elliot dive into sales training and not only finding good talent, but training them to succeed.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comFirstChoice, a MarshBerry Company: https://www.marshberry.com/solutions/aggregation...
2024-04-2446 min
Getting Past the PremiumThe Domino Effect to Winning: Training and Team Building with Brett YoungTalent acquisition is a game-changer for your company. But adding solid team members can be useless without proper training on your process, your ideology, or your sales model. Brett Young, CEO of Erb and Young, joins the show to talk through talent acquisition via networking, establishing culture within your team, and training new producers to adapt to your firm's target market.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Erb and Young: https://www.erbandyounginsurance.com/LAUNCH: https://getlaunch.io/...
2024-04-1751 min
Getting Past the PremiumAdapt Your Agency to a New Generation of Commercial Clients With Mick HuntThere has been a shift in business owners. Generationally, today's owners are different: expectations, buying habits, communication preferences, pace of production, and plenty more. Mick Hunt, CEO at Premier Strategy Box, joins the show today and challenges you as an insurance agency to put yourself in the shoes of your audience. How do you need to shift your firm today to better fit with the modern buyer? How can you ask the right questions to understand that audience? Hear how Mick and his team have created the playbook around building these relationships.Enjoy the episode!...
2024-04-1048 min
Getting Past the PremiumBuilding the Right COI Relationships With Ryan BrottLet's talk all things COIs. What kind of relationships are building with your centers of influence? Do have three or four COIs giving you multiple leads each month? Or are you spreading yourself too thin, trying to work with dozens of industry-adjacent professionals to little or no avail? Ryan and Elliot talk through what makes for an effective COI, and how to build your relationship to the point that it's mutually beneficial.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comLAUNCH: https://getlaunch...
2024-04-0331 min
Getting Past the PremiumDisciplined Prospecting in Your Niche With Kody Houk of Premier Strategy BoxThroughout his career, Kody Houk, Senior Advisor at Premier Strategy Box, has grown as an agent in a captive environment, launched and grown is own independent agency, and now spends his time consulting insurance agents and risk advisors around the country. Kody covers how to improve your overall sales effectiveness by being disciplined, having a servant heart, and getting truly focused on your niche.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comPremier Strategy Box: https://www.mystrategybox.comLAUNCH: https...
2024-03-2740 min
Getting Past the PremiumWhat Randall Stutman Has Learned From Coaching Some of the World’s Most Influential LeadersFrom coaching Fortune 500 CEOs, Ryder Cup teams, four-star generals, more than 400 CEOs and even a President of the United States, Randall Stutman, PhD, has learned some of the commonalities and differences among some of the greatest leaders in the world. Randall joins us today to talk about how he's grown his company, Admired Leadership, while staying "kind of a ghost" and thriving on relationships. From a risk management sales perspective, Randall dives into the conversations we have, how they lead to effective relationships, and the behaviors all great leaders have in common.Enjoy the episode!
2024-03-2047 min
Getting Past the PremiumMost Important Metrics for a Healthy Insurance Agency With Carey WallaceHow do you evaluate the health of your agency? Carey Wallace, Founder of AgencyFocus and noted speaker, joins us to talk about how to maximize your business – from selecting your carriers to honing in your book of business, evaluating your producers, diversifying your revenue and more. Learn what makes a healthy insurance agency from important metrics to stable growth.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comAgencyFocus: https://agency-focus.comLAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.co...
2024-03-1344 min
Getting Past the PremiumGrow Your Insurance Agency's Marketing Presence with Cameron CarlowWhere do you begin when marketing your insurance agency? With limited time, budgets and expertise, it can be hard to stand out among the competition. This week, Cameron Carlow, Chief Marketing Officer at Ellerbrock-Norris, joins the show to talk through the essentials for a growing agency, from brand awareness to lead generation and closing the sale.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comLAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
2024-02-2139 min
Getting Past the PremiumUsing a Marketing-First Mindset to Grow a Book of Business with Brett YoungBrett Young, CEO of Erb and Young, joins us for another crossover episode. This time, we're covering the baseline skills you need to develop ask you're growing your book of business. Where do you start? What is your focus – or, more importantly, what are you NOT going to do. From overcoming capacity issues to marketing yourself, we cover how we've taught risk advisors to grow and thrive.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comErb and Young: ht...
2024-02-1443 min
Getting Past the PremiumSetting Your Sales Team Up for Success with Nate SannesNate Sannes, a Partner and Advisor at InCite Performance Group, joins the show to talk about successfully leading a sales team. When you're bringing on new risk advisors or insurance agents, how long does it take to train them? How are you measuring success? How are you setting them up for that success? Nate and Elliot dive into all this and more – all surrounding driving the outcomes you want at your firm.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comInCite Performance Gr...
2024-02-0735 min
Getting Past the PremiumConnecting Culture and Technology with Big I's Chris ClineWhat intentionality are you bringing to your firm from a cultural perspective? Often culture is tied to office fun, hiring practices, and benefits offerings. But Chris Cline, Executive Director of Agents Council for Technology with Big I, walks through how technology plays a huge role in the experience you create – and the culture that develops at your company.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comAgents Council for Technology with Big I: https://www.independentagent.com/actLA...
2024-01-3148 min
Getting Past the PremiumSales Process Series: Articulate Your Value and Avoid Being Put in the "Insurance Box"In the first episode of our sales process series, Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot to discuss the importance of your process – from value prop to target market and beyond. From there, how do you get tactical and ask the right questions? You want to avoid ending up in the dreaded "insurance box" – where you're viewed as a one-trick pony who can't add value other than price quoting.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comLAUNCH: http...
2024-01-0333 min
Getting Past the PremiumIntentional. Candid. Clear. How to Approach Strategic Planning for Your BusinessIt's the time of year to get intentional. Strategic planning can be exciting – but it doesn't always mean being the "smartest" or the "first" in your niche. Strategic planning is about being intentional with your vision and anticipating what could throw you off of that vision. Learn what Brett Young at Erb and Young is doing to set their firm up for success in 2024.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Erb and Young: https://www.erbandyounginsurance.co...
2023-12-2744 min
Getting Past the PremiumBecoming a Broker of Record Instead of a Price Quoter with Nick AubeShift your agency's value proposition away from the carrier (price quoting) and onto your firm (broker of record). Nick Aube, Founder of Producer Systems, walks through the importance of taking control of your own destiny and selling yourself vs. selling on price. It not only helps your company, but your clients, too.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comProducer Systems: https://www.producer.systemsLAUNCH: https://getlaunch.ioElliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa...
2023-12-2044 min
Getting Past the PremiumLarry Linne and Mick Hunt: Insurance Industry Mastermind with Two Powerhouse ConsultantsTwo of the biggest agency consultants in the industry, Mick Hunt, CEO at Premier Strategy Box, and Larry Linne, CEO at InCite Performance Group, join us for a special edition of Getting Past the Premium. The duo covers what it takes to be committed to growth, solving the right problem for your clients, building the future you want and more.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/InCite Performace Group: https://incitepg.com/Premier Strategy Box: https://www.mystrategybox.com/
2023-12-1340 min
Getting Past the PremiumHow to Approach Agency Technology with Vertafore's Sydney RoeInsurance agencies know they need to modernize and adopt technology. But that brings in a new set of challenges. Sydney Roe, Director of Agency Marketing at Vertafore, dives into the importance of connection among your tech stack – connection to your team, your other tech, your clients and more.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.comEllerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.comVertafore: https://www.vertafore.comLAUNCH: https://getlaunch.ioElliot Bassett: ht...
2023-12-0644 min
Getting Past the PremiumSales vs. Consulting: How To Sell Your Insurance Knowledge With Chase CourtneyHow 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...
2023-11-2947 min
Getting Past the PremiumReid Holzworth: How to Literally Build Connections Using Your Agency Tech StackReid Holzworth, CEO of IVANS Insurance Solutions, has been an instrumental player in the insurtech space, from building one of the premier agency management systems to now leading IVANS. He joins Elliot Bassett and Ryan Brott to talk connectivity. How do you better connect your technology? How does that better connect you to carriers? To clients? To your service team?Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/IVANS: http://www.ivansinsurance.com/LAUNCH: https://getlaunch.io/Elliot...
2023-11-0850 min
Getting Past the PremiumFind What Works, Do More of That: Ryan Hanley's Agency ApproachFind what works, and do more of that. Find what doesn't work, and stop doing that. In many cases, operating an insurance agency can be that simple. Ryan Hanley, Founder and President at Rogue Risk and the creator of the Finding Peak Podcast, joins the show to discuss success, personal growth, and setting aside blinders that could be holding your agency back.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Rogue Risk: https://www.roguerisk.com/Finding Peak: https://ryanhanley...
2023-11-011h 04
Getting Past the PremiumClient Experience vs. Service: What's the Difference?Sean Brooks, Divisional Manager at Buckingham Strategic Partners, joins hosts Elliot Bassett and Ryan Brott to discuss how to go from a transactional-based business model to an agency based around client experience. An experience is something you see or feel – where service is just background work. Listen in to learn how to showcase your value and reduce friction for your clients.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Buckingham Strategic Partners: https://buckinghamstrategicpartners.com/LAUNCH: https://getlaunch.io/E...
2023-10-2543 min
Getting Past the PremiumIgnite Your Team Using Internal Live Events with Brett YoungHow do you light a fire and empower your team? Brett Young joins Elliot Bassett to share how their Leadership Summit is driving their team forward. Internal events cost time, money, planning and the ROI is apparent right away. But regular events for your teams are about belief. You're inspiring your team, bringing transparency and, more than anything, helping your team believe in your mission.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Erb and Young: https://www.erbandyounginsurance.com/
2023-10-1847 min
Getting Past the PremiumInsurance Agencies Need to Automate Tasks, Not RelationshipsPrivate equity doesn't always win outright, but it almost never loses. As the independent insurance model continues to face consolidation, how do you compete? Andrew Wynn, Co-Founder at Ascend, joins the show to dive into how you can build an efficient agency model by automating tasks and focusing on relationships.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Ascend: https://www.useascend.com/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Ryan Brott: https://www...
2023-09-2736 min
Getting Past the PremiumProcess & Automation: Eliminating Repetitive Tasks at Your Agency“Repetitive tasks aren't profitable tasks.” CJ Hutsenpiller of Hutsenpiller Insurance joins the show to talk about an industry filled with repetition. You can't always eliminate repetitive tasks, but you can control them through process, automation and a solid game plan for profitability.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Hutsenpiller Insurance: https://www.hutins.com/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Ryan Brott: https://www.linke...
2023-08-3050 min
Getting Past the PremiumSolving the Experience: How to Connect the Client, Agent and Service Team with Peter TeresiUser experience is vital to any agency, especially in the independent space. But what happens when you're serving multiple users? Who takes priority? Peter Teresi, Co-Founder and CEO at Certificial, joins the show to walk through how Certificial is connecting the end client's experience to your agents and your service team.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Certificial: https://www.certificial.com/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
2023-08-1641 min
Getting Past the PremiumHow to Rid Yourself of Repetitive Tasks Using Robotic Process AutomationWhat is robotic process automation and how can you use RPA to eliminate repetitive tasks at your agency? Bharath Bangalore, founder at Blue Ocean Strategic Partners, is focused on helping the insurance industry save time, money and unnecessary headaches.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Blue Ocean Strategic Partners: https://blueoceansp.ai/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...
2023-08-0239 min
Getting Past the PremiumInsurance Agencies: How to go from Strategy to Execution Using Behavioral ScienceOur industry is not short on ideas. But implementation is a completely different mindset. Larry Linne, CEO of InCite Performance Group, joins us this week to talk about how to properly execute your strategy as an insurance agent. Execution requires discipline, and partial execution leads to partial results.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/InCite Performance Group: https://incitepg.com/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Ryan...
2023-07-1236 min
Getting Past the PremiumCreating Revenue from Process – and Overcome Objections Along the WayProcess – it's the key cog in your revenue engine. Kylie Hubbard, Director of Innovation at INSURICA, joins the show to discuss how strong processes are the foundation of everything – your tech stack, your service team, and even your client engagement.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/INSURICA: https://insurica.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/Kylie Hubbard: http...
2023-07-0542 min
Getting Past the PremiumTech is Drastically Disrupting the Insurance Industry. Are You Ready?On this episode, Joe McIlhon, founder and CEO of Insurate, joins us to discuss the insurance tech industry and how risk advisory firms are shifting to a new way of thinking.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Insurate: https://www.insurate.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/Joe McIlhon: https://www.linkedin.com/in...
2023-06-2142 min
Getting Past the PremiumBuilding a Business, not a Book of Business - Crossover Episode with Be Extraordinary and GPPWe bring together Brett Young and Elliot Bassett on a crossover episode of the GPP and Be Extraordinary shows. We dive into how to be INSPIRING in your business, get people to follow you and CRUSH your goals. This was a fun one.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Erb and Young: https://www.erbandyounginsurance.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...
2023-06-1449 min
Getting Past the PremiumAll Things Marketing - "Things have changed and we can't go back"The pandemic changed everything when it comes to marketing and lead generation and the genie is not going back in the bottle. Join us as we talk to Andy Neary with Complete Game Consulting about what you can do to stand out to your prospect and get more opportunities in the door.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Complete Game Consulting: https://andyneary.com/complete-game-consulting/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/e...
2023-06-0735 min
Getting Past the PremiumExploring the Impact of ChatGPT in the Risk Management IndustryEllerbrock-Norris CEO Andy Bassett joins Elliot for a discussion on ChatGPT, AI, and the state of the insurance marketplace. How can firms implement AI at their firms? Will it replace client relationships – or enhance them? We dive into these questions and more.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.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/Andy Bassett: https://www.linkedin.co...
2023-05-3140 min
Getting Past the PremiumGetting Tactical with ChatGPT - What can you do with it?Everyone has been talking about how AI and ChatGPT are going to take all of our jobs. Is that true? How can you use these tools to stay ahead of the game and your competition? We get tactical on many of the ways we see this tech impacting our industry and how you can use it to become more efficient, more productive, and provide more value to your clients!Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/LAUNCH: https://getlaunch.io/
2023-05-1732 min
Getting Past the PremiumBuild your Agency Tech Stack with Chris SenkbileHow are you building your Agency's Tech Stack? Chris Senkbile with Project Ferro lives in the Insurtech space and gives us some great insight into how to consider building your Tech Stack and some great options to consider!Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Project Ferro: https://www.projectferro.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/Chris Senkbile...
2023-05-0338 min
Getting Past the PremiumBuild a Business not an Agency with Brett YoungToo many Agency Owners are building an Insurance AGENCY and not building a BUSINESS. Brett Young and Erb and Young are bucking that trend and building a Personal Development company that just happens to sell insurance. We have a fantastic conversation about what they are doing to Build a Business.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Erb and Young: https://www.erbandyounginsurance.com/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Ryan Brott...
2023-04-2645 min
Getting Past the PremiumAscend to the Next Level with Chris PeabodyMake things EASY on your clients! Chris Peabody and Ascend are rethinking payments and making it EASY on your clients to make their payments. We go deep on the best ways to create efficiency with Insurtech and how to implement and evaluate new systems you are looking to implement.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Ascend: https://www.useascend.com/LAUNCH: https://getlaunch.io/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Ryan Brott: https://www.linkedin...
2023-04-1931 min
Getting Past the PremiumKylie Hubbard - Using InsurTech to Gain Leads and Increase Top-Line GrowthKylie Hubbard, Director of Data and Lead Resources at INSURICA, joined the show today to shine a bright light on the world of insurtech and the many advantages it has for your business. As an independent agency or broker, it's imperative to utilize advancements in technology to provide the best quality of service to your clients and prospects. You won't want to miss this episode!About INSURICA:Placing over $1 billion in annual premiums for our clients, INSURICA is among the 40 largest insurance brokers in the United States and is currently the 24th largest privately-held independent agency...
2022-08-1042 min
Getting Past the PremiumRyne Bessmer - Being Innovative in the Healthcare SpaceRyne Bessmer, Growth Coordinator at Strada Healthcare, joined the show today to discuss being innovative within the healthcare space. Today, most doctor appointments last less than 10 minutes. Providers must complete extensive, timely paperwork for each visit. It’s all very complicated and limiting. Ryne is focused on growing Strada through his advisory process. Enjoy the episode!About Strada Healthcare:Strada Healthcare is one of the largest providers of Direct Primary Care in the Midwest. Direct Primary Care is an innovative, but old-fashioned approach to healthcare that gives members unlimited access to personal and affordable primary care fo...
2022-04-1343 min
Getting Past the PremiumDrew Yancey - How To Be Proactive & Truly Connect With Your ClientsDrew Yancey, President of InCite Performance Group, joined the show today to discuss his experience connecting with clients. Drew has found success helping leaders work on their businesses so they thrive in it. He leverages extensive strategy consulting and executive leadership experience across multiple industries to guide clients to solve challenging problems at the nexus of risk, strategy, and innovation. That all starts with his proactive approach to connections.About InCite Performance Group:Our main offering and value to our membership is our Intellectual Capital. This Intellectual Capital is defined as the wisdom, knowledge, tools, systems...
2022-03-3041 min
Getting Past the PremiumBradley Flowers - The Portal to Success in Your Role Starts with Attitude & LeadershipIt's a simple concept, right? A positive attitude goes a long way. Bradley Flowers, Founder of Portal Insurance and Co-Host of The Insurance Guys Podcast, joined us today to talk about his role as a leader and how he has found success using the aforementioned concept. He has expanded his talents over the years, developing not only as a leader in the insurance industry, but also in media and podcasting. About Portal Insurance & Bradley Flowers:Bradley is the founder of Portal Insurance based in Mobile, Alabama, a scratch independent agency he founded and is building on...
2022-03-2348 min
Getting Past the PremiumScott Carrico - Growing Your Company by Understanding the Needs of Your ClientScott Carrico, Chief Marketing Officer & Shareholder at Lutz, joined the show today to discuss how he has used his 20+ years of audit, tax and consulting experience to help propel Lutz into the company it is today. His knowledge of the financial industry has helped him grow into the risk advisor he is today, helping clients grow personally and professionally. Enjoy the episode!About Lutz:Our mission is to ease your mind and invigorate your success through accounting and business solutions.Since our founding in 1980, Lutz has steadily grown to become the largest locally owned...
2022-03-0944 min
Getting Past the PremiumBrandi Goldapp - Creating Unforgettable Client ExperiencesBrandi Goldapp, Owner of A View Venues, joined the show today to talk about something very unique in any industry - creating unforgettable client experiences. As Owner of A View Venues, one of the unique facets of her role is being able to discuss with clients what they're envisioning and how they can achieve it. This episode will dive into creating those experiences; whether it be for weddings, corporate events or designing a client experience in your industry!About A View Venues:Since the opening of its first location in 2008, A View Venues has always made...
2022-03-0234 min
Getting Past the PremiumAshley Englund - How To Become A Trusted Advisor In Your IndustryAshley Englund, Tax Director at Lutz, joined the show today to discuss her role as a CPA and how that translates to becoming a trusted advisor to her clients. Ashley provided some interesting takes on relationship building and utilizing client feedback to ask the right questions. What can make you stand out as an advisor in your industry? Find out in today's episode!About Lutz:Our mission is to ease your mind and invigorate your success through accounting and business solutions.Since our founding in 1980, Lutz has steadily grown to become the...
2022-02-2332 min
Getting Past the PremiumJen Chaney - Business Development & Risk Management in FranchisingJen Chaney, Vice President of Franchise Development at Right at Home, LLC, stopped by today for a fun, unique episode surrounding business development and risk management in franchising. At Right at Home, Jen's passion for navigating what comes next for seniors and adults with disabilities shines through her work. Her experience in business development provides a new perspective on risk management and how it extends across many industries. We also got a unique perspective due to her franchising expertise!About Right at Home:Our mission has always been to improve the quality of life...
2022-02-0239 min
Getting Past the PremiumDeda Myhre - Providing Quality Education & Building Relationships with Your ClientsDeda Myhre, Managing Broker & Realtor at Nebraska Realty, joined the show today to give some valuable insight on providing high-quality education as a manager and advisor. She has utilized education throughout her career to build trust and help provide amazing homes to her clients. Her philosophies regarding real estate and advisory services have developed over the years because of her dedication to building lasting relationships with her clients and ensuring they know exactly what they are purchasing when they find a home. Enjoy the episode!About Nebraska Realty:As the largest independent real...
2022-01-2639 min
Getting Past the PremiumChris Senkbile - Project Ferro/Providing Solutions & Value to Insurance ClientsChris Senkbile, VP at UNICO and Founder at Ferro, joined the podcast to discuss his adventure into insurtech and what that means for insurance solutions. His experience as VP of UNICO led him to his passion for helping people every day, thus leading him to Project Ferro! Find out what Project Ferro is and how Chris is personally doing his part to bring value to every client he interacts with.About UNICO:UNICO Group is a client-focused insurance and financial services provider headquartered in Lincoln, Nebraska. We offer a consultative and relational approach...
2022-01-1940 min
Getting Past the PremiumLisa Brodersen - The Importance of Referrals & A Unique Client ExperienceLisa Brodersen, aka Lisa the Loan Lady with Guild Mortgage, stopped by the podcast to give her insight on providing a unique client experience in order to receive referrals. Her personalized touch allows her to leave a lasting impact on clients and provide them with the highest quality advisory service. Enjoy today's episode!More About Lisa:Lisa is a licensed residential mortgage originator in Nebraska and Iowa. Her passion for serving other comes from a background in the Military. She joined the Army Reserves right after 9/11 as a transportation coordinator. She was mobilized to...
2022-01-1232 min
Getting Past the PremiumBrian Reilly - Leadership & Advisory Experience in Commercial Real EstateBrian Reilly, President of DP Management, brought an interesting perspective on being a leader within his company while also advising clients to make the best decisions for their business. His time as President of DP Management has given him experience working with different types of people, thriving businesses, and new clients. Brian has worked all across the United States, giving him extended knowledge that is valuable to business owners. He doubles as an advisor to his clients, helping them bring their visions to life.How can you take this information and apply it to your own business...
2022-01-0547 min
Getting Past the PremiumDanie Senske - Fresh Perspective from a CPADanie Senske, a CPA from Bland & Associates, P.C., stopped by to discuss her fresh perspective on being an advisor in an industry that is historically based on processes and procedures. She officially joined Bland as an Associate in January 2012, a position she held until promoted to a Senior Accountant in 2014. In just one year, she was promoted to Supervisor then Manager and now serves as a Tax Director, focusing on partnership, corporate and individual taxation with a heavy concentration in the real estate industry. Her client base consists primarily of real estate investors, brokers, developers, property managers, and c...
2021-12-0140 min
Getting Past the PremiumRyan Hanley - Going Rogue & Redefining Risk ManagementRyan Hanley, Founder & President of Rogue Risk, joined the podcast to discuss redefining risk management and delivering value to clients with every interaction. Ryan has used his public speaking experience to grow his personal brand and business. He has been featured in Business Insider, The Business Journal, Content Marketing Institute, Social Media Examiner and more. How can we step out of our comfort zone in order to grow our business? Learn from one of the best in the industry on today's episode!About Rogue Risk:Through the integration of technology and experienced insurance professionals...
2021-11-1751 min
Getting Past the PremiumSteve Anderson - The Bezos LettersHow can you grow your business like Amazon? Steve Anderson is back on today's episode to discuss his best-selling book -- "The Bezos Letters: 14 Principles to Grow Your Business Like Amazon." How can you and your business grow and become more successful than you ever imagined? Find out as Elliot and Ryan have an in-depth discussion with Steve regarding the strategies and principles it takes to break through any barrier standing in your way. About The Bezos Letters:The Bezos Letters lays out the fourteen growth principles that Amazon uses every day b...
2021-11-1035 minGetting Past the PremiumSteve Anderson - Focusing On Technology With CatalyitSteve Anderson is the International Best-Selling Author of "The Bezos Letters" and the Co-Founder & CEO at Catalyit. Today, the discussion centered around the power technology has to change an industry. Implementing this technology can be a daunting task, but there are resources out there to help you and your business achieve your goals!The number of ways independent insurance agencies can leverage tech to increase profit and serve customers is nearly unlimited. But time, know-how, and fear of risk are getting in the way. Let's break down that barrier together and move into the future with confidence.
2021-11-0328 minGetting Past the PremiumWill Kloefkorn - It All Starts With A QuestionWill Kloefkorn, VP of Sales at EcSell Institute, joined the show to discuss building a timeless sales process and asking the right questions. Will's leadership experience has helped him excel in his sales role and build meaningful, lasting relationships throughout the process. It all starts with a question. Whatever your role may be, in the end success comes from simply being human and truly caring about the relationships you build along the way. Enjoy the episode and feel free to contact us using the links below! About EcSell Institute:Fo...
2021-10-2739 minGetting Past the PremiumBuilding A Business vs. Building A Book of BusinessThis week, Elliot and Ryan have a shop talk about something they're both very passionate about -- building a business! The focus is on building a business that will stand the test of time instead of just building a book of business that may benefit you short-term. How can we center our efforts around overall growth and prosperity when we have so many factors trying to pull us back?Listen in as the GPP launch into an informative discussion from their personal experiences and those they have seen throughout the industry. Let's continue Getting Past the Premium...
2021-10-2034 minGetting Past the PremiumKevin Kraft - The Role of An AssociationWe would like to welcome Kevin Kraft to today's episode of Getting Past the Premium! Kevin's experience in the insurance industry has taught him a lot about working with others to achieve your goals. His Marketing Director role at IIAN (Independent Insurance Agents of Nebraska) allows him to use his people skills and enthusiasm to drive success. Today's episode focuses on the role of an association in today's insurance world.About IIAN (The Big I):"Fostering a community that allows independent insurance agents the ability to succeed and prepare for the future"
2021-10-0533 minGetting Past the PremiumAndy Grant - Building Authentic & Meaningful RelationshipsWelcome Andy Grant, Strategic Growth Advisor with Leadership Resources & ATHLETeX Region Lead, to Getting Past the Premium! Andy's time as a Strategic Growth Advisor has allowed him to build many meaningful relationships over the years. He has also worked with countless athletes and coaches to grow their team cultures. In fact, one of his keys to success as a leader is company/team culture. How can we as leaders drive that culture of success and growth through our actions? Also, what does it mean to truly build a lasting relationship with your clients?A key t...
2021-09-2138 minGetting Past the PremiumBrandon Hamm - Setting The "Bar" As An AdvisorWelcome Brandon Hamm of Koley Jessen P.C. to Getting Past the Premium! As an estate and exit planning attorney, Brandon serves as a trusted advisor to individuals, business owners and executives to help them plan for the inevitable -- death and taxes. How can the bar be set as an advisor across all industries? Find out in today's episode.About Koley Jessen P.C.:Koley Jessen was founded in 1988 when Jim Koley, Paul Jessen, and four additional partners set out to establish a firm focused on being a great place to work a...
2021-09-1544 minGetting Past the PremiumLogan Barry - Telling Your Client's StoryWelcome Logan Barry, Partner & Sr. Strategist at GDP Advisors, LLC, to Getting Past the Premium! In order to tell our client's story to the best of our ability, we have to learn and adapt to constant changes within the industry. Logan brought great insight into data analytics and utilizing that data to tell a story. GDP Advisors has focused on getting past just selling a product and instead using their knowledge and expertise to provide a service and most importantly, a strategy. #GDPonGPPAbout GDP Advisors, LLC:Built on the idea the traditional i...
2021-09-0733 minGetting Past the PremiumCharles Olson - Defining Your Company CultureCharles Olson is the President of OCI, based out of Omaha, NE. With nearly two decades of experience changing the industry, Charles brings a plethora of knowledge to the table. His passion for change has led him on a journey to create a culture of success and teamwork, adapting to an evolving industry.About OCI:People often ask what OCI stands for and the answer is: Insurance Made Simple. While, that may not have anything to do with the three letters of the name it does have everything to do with what the company stands...
2021-08-2637 minGetting Past the PremiumDesigning Your ProcessAfter discussing LAUNCH in Episode 15, Elliot and Ryan wanted to dive deeper into building and designing processes. With the evolution of technology and all the new tools available, how do we evaluate which tools are right for us and where they fit within the process? What tools are right for you and your organization? These are the conversations we live for.Let's grow, build and design processes that benefit everyone involved, and as always, continue getting past the premium.Drink of the day: Coffee (aka Diesel)Episode links:Ellerbrock-Norris: https://www.ellerbrock-norris...
2021-08-1732 minGetting Past the PremiumEryka Morehead - The Three LensesEryka Morehead joined the show to discuss the process of identification that Collaborative Planning Group uses to find success with their clients. They identify risk, create solutions and implement strategies, otherwise known as the three lenses. Each lens helps to better understand the client and their specific needs. Learn more about the process in this episode of GPP!Drink of the day: MojitoEpisode links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Collaborative Planning Group: https://collaborativeplanninggroup.com/Eryka Morehead: https://www.linkedin.com/in/eryka-morehead-cpg/Elliot Bassett: https://www.linkedin...
2021-06-2231 minGetting Past the PremiumUnderstanding Your Client's GoalsElliot and Ryan share an insightful conversation on understanding a client's goals and aspirations from the beginning. What is more impactful to a client; selling them a product on a transactional basis or opening up a dialogue and really getting to know them on a personal level? We can change how we conduct business. It all starts with conversation.Drink of the day: Basil Hayden'sEpisode links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Ryan Brott: https://www...
2021-06-0841 minGetting Past the PremiumDan Allison - Talking About Life (Insurance)Dan, Elliot and Ryan have a great conversation around life insurance and moving that model from transactional to advisory. Dan's experience as a business owner and consumer has helped him gain multiple perspectives on the industry and the knowledge to make big changes moving forward.Let's continue to move the needle and put our client's needs at the forefront.Drink of the day: Woodford ReserveEpisode links:Brokers Clearing House: https://www.bchlife.com/Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Dan Allison: https...
2021-06-0122 minGetting Past the PremiumDan Allison - Acknowledge The Past, Move Towards The FutureDan Allison stopped by to bring some industry knowledge to the podcast! We discussed the fact that while we must acknowledge the past, we have to look towards the future of risk management and become trustworthy advisors. We are battling decades of transactional sales processes, but we are determined to change the way people think about advising their clients.Dan's experience with Brokers Clearing House and Feedback Marketing Group has given him a new perspective on risk management, leading him to become a public speaker to help others become successful. Enjoy the storytelling!Drink of...
2021-05-2637 minGetting Past the PremiumYou Down with GPP?We have to get past just selling our clients products and become advisors to them and their businesses. We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!Our pilot episode features our hosts, Elliot Bassett and Ryan Brott! Kick back, grab a drink and join us in Getting Past the Premium.
2021-04-2630 min