Shows
Getting 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 min
Getting Past the PremiumJosh Gurley - Changing the Way You View Your Sales ProcessIn this throwback episode, originally aired on January 4, 2023, Josh Gurley, Insurance Agency Owner at HM Advisors, redefines what it means to be an advisor.Josh explains how truly understanding your clients’ risks and proactively servicing them sets top-tier advisors apart, turning your sales process into a relationship-building tool for long-term success.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/HM Advisors: https://www.hm-advisors.com/LAUNCH: https://getlaunch.io/LinkedIn:Elliot BassettRyan BrottJosh GurleyThis episode is...
2025-05-2157 min
Getting Past the PremiumAndrew Atkinson - The Best Ways to Provide Value - From A Million+ ProducerIn this throwback episode, originally aired on September 1, 2022, Andrew Atkinson, Business Insurance Professional from INSURICA Southwest, joined the show to discuss the best ways to provide value to your clients, prospects, and your team.Andrew brings a thorough and practical understanding of commercial insurance, with a specialization in Workers’ Compensation. He works with clients to help them improve their Experience Modifier (E-Mod) rating, lower their total cost of risk, and win contracts at the bidding table. Becoming a successful advisor is not easy, but Andrew has some tips to make things clear to those who need some fr...
2025-04-3040 min
Getting Past the PremiumHow Face-to-Face Meetings Can Set You Apart, with Michael BodackLet’s face it… tech is taking over! But sometimes, nothing beats the power of a face-to-face meeting.In this throwback episode, originally aired on February 8, 2023, we sit down with Michael Bodack to explore how personal connection can be the ultimate sales differentiator.Michael breaks down his proven approach to client relationships and reveals strategies to stay competitive in a digital-first world.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/LAUNCH: https://getlaunch.io/Elliot BassettRyan BrottMich...
2025-04-2344 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 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 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 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 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 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 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 Premium(SALES PROCESS SERIES) Michael Bodack - How Face-to-Face Meetings Can Set You ApartLet's face it... tech is taking over! But sometimes, a face-to-face meeting is what it takes to truly set you apart from your competition. Michael Bodack, President of York International, joined us today to talk about his sales process and how an in-person meeting can be the determining factor for clients. Learn some of Michael's tips for a successful client relationship and the strategies York has implemented over the years.Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/York International: https...
2023-02-0844 min
Getting Past the Premium(OPTIMAL TECH STACK SERIES) David Clausen - How to Drive Digital Traffic to Maximize ConversionDavid Clausen, CEO at Coastal Insurance Solutions, joined the Optimal Tech Stack Series today to discuss how he established his company's digital footprint and how it's helped them grow.How can you drive the right digital traffic to your website? David has some great tips on content creation, agency management software and more in today's episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Coastal Insurance Solutions: https://coastalinsurancesolution.com/LAUNCH: https://getlaunch.io/ Elliot BassettRyan BrottDavid Clausen
2023-02-0145 min
Getting Past the Premium(OPTIMAL TECH STACK SERIES) Ryan Deeds - Pinpointing Your Top 5 Problems and Optimizing Tech to Solve ThemWelcome to our new Optimal Tech Stack Series! We're excited to talk with some of the most forward-thinking people in the industry and get their insight on all things technology.Today, we welcomed back Ryan Deeds, who is at the forefront of insurance technology with his company, Ennabl. Ryan is passionate about technology and uses it to help empower advisors just like you.What problems are you currently facing in your business? Have you evaluated options for adding pieces to your tech stack in order to better serve clients and maximize your time?...
2023-01-2548 min
Getting Past the Premium(SALES PROCESS SERIES) Stephen Turnbull - Starting an Agency from Scratch: What You Need to KnowStephen Turnbull, President of T5 Insurance Services, joined the show today to discuss how he took the leap and started T5 from scratch. Building his new client base has been a combination of relationship building, marketing, and quality service.T5's mission is to Understand, Educate, and Protect. Stephen gives us some insight into that process and what his first year in business brought him.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/T5 Insurance Services: https://t5insurance.com/LAUNCH: https://getlaunch.io/
2023-01-1841 min
Getting Past the PremiumRyan Deeds - The Power of ChatGPTWhat is ChatGPT?OpenAI has trained a model called ChatGPT which interacts in a conversational way. The dialogue format makes it possible for ChatGPT to answer followup questions, admit its mistakes, challenge incorrect premises, and reject inappropriate requests. ChatGPT is a sibling model to InstructGPT, which is trained to follow an instruction in a prompt and provide a detailed response.This is a powerful tool that you and your team can use to maximize your time. Happy chatting!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth S...
2023-01-1147 min
Getting Past the Premium(SALES PROCESS SERIES) Josh Gurley - Changing the Way You View Your Sales ProcessJosh Gurley, Insurance Agency Owner at HM Advisors, joined the Sales Process Series today to talk through changing the way you view your sales process. Being an advisor is not simply knowing insurance. It's a deeper understanding of your client and the risk associated with their business.At the end of the day, what separates one advisor from another, is their ability to proactively service their clients, and their knowledge of the insurance industry, risk management, products, and different situations that may present themselves to their clients.Your sales process is just the beginning.
2023-01-0457 min
Getting Past the Premium(SALES PROCESS SERIES) Dawnyel Smink - Becoming An Extension of Your Clients' TeamDawnyel Smink, President of Canyon Lands Insurance/CLI Select Agencies, joined the Sales Process Series to discuss becoming a trusted advisor with your clients. Becoming a trusted advisor means being a true extension of your client’s team. When they have a problem that needs a solution, you are the first person to come to mind. Dawnyel challenges her clients to focus on what matters most—how to protect their families, their businesses and their assets from the unexpected. As a former elementary school teacher, Dawnyel has always been passionate about education. And now she uses that pass...
2022-12-2742 min
Getting Past the Premium(SALES PROCESS SERIES) Andrew Atkinson - Building Your Own Unique Strategy to Stand OutAndrew Atkinson, Business Insurance Professional from INSURICA Southwest, joined the Sales Process Series to discuss how he differentiates himself from others in the industry.Andrew uses unique marketing strategies, seminars, knowledge of the insurance industry, and his outgoing personality to truly connect with his clients. Enjoy the episode!Link to Andrews previous episode: https://www.buzzsprout.com/1509511/11242986?t=0Episode 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 BassettRyan Brott
2022-12-2148 min
Getting Past the Premium(SALES PROCESS SERIES) James Jenkins - RiskWell: How to Attract the Right ClientsJames Jenkins, Founder & CEO at RiskWell & Host at the Agency Freedom Podcast, joined the Sales Process Series to talk through attracting and retaining the right clients. During his sales process, James discovers all the cool things his clients do to ensure their partnership is built on a solid foundation.One of James' core beliefs is that a solid risk management and insurance program is the foundation of every strong business and every financially successful family. Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/...
2022-12-1444 min
Getting Past the PremiumMick Hunt - Strategy & Analytics - Taking Your Business to New Heights in RevenueMick Hunt, Chief Executive Officer at Premier Strategy Box, joined GPP today to talk analytics and strategies to grow your revenue like never before. For Mick, revolutionizing his company's processes was as much about effective KPIs and top-tier RevOps processes as it was about technical know-how. Learn some of Mick's strategies in today's episode!More about Premier Strategy Box:Premier Strategy Box is a RevOps and SalesOps-focused consulting firm committed to supercharging your company's revenue potential through cutting-edge alignment strategies that offer nothing but extraordinary growth.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/
2022-12-0838 min
Getting Past the Premium(SALES PROCESS SERIES) Ciara Gravier - Bunker Your Risk: Branding to Stand OutCiara Gravier, Founder & CEO of The Bunker Insurance & Risk Management, joined the Sales Process Series to talk through her brand and how she got to this point in her career. In order to stand out in today's internet culture, Ciara gets creative with her branding and incorporates it into her sales process. Bunker Your Risk and tune in to hear some of Ciara's creative strategies.Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/The Bunker Insurance & Risk Management: https://www.bunkeryourrisk.com/LAUNCH: https://getlaunch...
2022-11-3046 min
Getting Past the PremiumMeg McKeen - Knowing Your Value - Developing Engaging & Collaborative Teams & LeadersMeg McKeen, Founder & Consultant at Adjunct Advisors, LLC, and Host of the Bound & Determined podcast, joined the show today!As the principal consultant at Adjunct Advisors, LLC, Meg helps individuals and organizations to know, communicate, and honor their value. Her goal with Adjunct Advisors is to do more to support the individuals that choose a career in the insurance industry. At the intersection of personal and professional development, insurance salespeople may struggle to define their unique value and a clear path for their ideal clients to find them. Meg is here to change the mindset...
2022-11-2341 min
Getting Past the Premium(SALES PROCESS SERIES) Casey Schrader - The Framework Needed to Double Your New Business RevenueWelcome to our brand new Sales Process Series, where we interview top producers in the insurance industry and give you strategies to more than DOUBLE your new business revenue! Today, we welcome Casey Schrader, Risk Management Advisor at Oswald Companies.Along with a structured framework, Casey provides education and tools that help his clients succeed. Tune in for his strategies and more!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/Oswald Companies: https://www.oswaldcompanies.com/LAUNCH: https://getlaunch.io/ LinkedIn:Elliot...
2022-11-1640 min
Getting Past the PremiumJelani Fenton - Building the Next Generation of Insurance Talent & the Value of Remaining IndependentJelani Fenton, Founder & CEO at Safari, joined the show to discuss building the next generation of talented Insurance Advisors and mentoring young folks who are eager to start their journey. His company, Safari, is on a mission to create career and economic advancement opportunities for a diverse pool of job seekers and to develop a high-performing, diverse workforce for the insurance industry. Learn some tips to attract and retain quality people from one of the best in the industry and enjoy the episode! Leave a comment and subscribe for more.More about Safari:Safari's...
2022-11-0231 min
Getting Past the PremiumJohn Jackovin - How to Accelerate Growth Using InsurtechInsurTech is a booming industry that is rapidly growing and helping Risk Advisors accelerate into the future. John Jackovin, Executive Director at BrokerTech Ventures, joined the show to talk all things insurtech. John has worked tirelessly to bend the innovation curve and bring value to Advisors all over the country. As he says, "I like building things that a lot of people think about, but most people don't act upon."Enjoy the episode!About BrokerTech Ventures:Our BrokerTech Ventures Accelerator brings broker-centric insurtech startups together with seed-funding, but more importantly direct access...
2022-10-2639 min
Getting Past the PremiumJamie Peers - Getting the Right Data, to the Right Person, at the Right TimeAutomating your data is the way of the future. Jamie Peers, VP of Business Development and Partnerships at Synatic, joined the show from Johannesburg, South Africa to talk about unleashing the potential of your business by leveraging and examining data. Grow your business with data and learn from one of the best in today's episode!About Synatic:Synatic seeks to help drive innovation and enhance your system integration and automation experience with our Nimble, Simple and Powerful Hybrid Integration Platform (HIP).We aim to reshape how you connect all your data sources and help...
2022-10-1936 min
Getting Past the PremiumKylie Hubbard - Choosing the Right Tech for Your Business & Growing Your Sales CultureWe're excited to have Kylie Hubbard back on the show! Kylie is the Director of Data and Lead Resources at INSURICA, where she dives into all things technology and insurance. Leveraging tech and data is a perfect way to grow in your role, and ensure you are at the top of your game when working alongside businesses to help them succeed.This philosophy coincides with building your culture within your organization. Without that culture, growth isn't possible. Enjoy the episode!Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com/Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws...
2022-10-1240 min
Getting Past the PremiumDean Hildebrandt - More Than Insurance... Becoming A Specialist with an Entrepreneurial MindsetDean Hildebrandt, President at Assurex Global, joined GPP today to share his knowledge on building unique relationships and using data to effectively drive success. As a Risk Advisor, it's imperative to go into each day with an entrepreneurial mindset. Being bold, innovative and strategic can help you become more than just an insurance salesperson. The goal is to remain independent and be a true Risk Advisor to your clients.About Assurex:Founded in 1954, Assurex Global is an exclusive Partnership of the most prominent independent agents and brokers in the world. With $30 billion in annual premium volume...
2022-09-2845 min
Getting Past the PremiumPeter MacDonald - How to Utilize the 4/3/5 Method to Be Proactive and Add ValuePeter MacDonald, Co-founder & CEO at Wunderite, joined the show today to discuss the 4/3/5 method and how to utilize it as an advisor to your clients. But what exactly is the 4/3/5 method?With markets rising and the thought of recession lingering, being a proactive advisor is as crucial as ever. How can you bring value and gain trust? Find out today!About Wunderite:We are insurance agents and business owners at our roots.Some of us have been in insurance over a decade. We are all on a mission to build the best...
2022-09-0742 min
Getting Past the PremiumAndrew Atkinson - The Best Ways to Provide Value - From A Million+ ProducerAndrew Atkinson, Business Insurance Professional from INSURICA Southwest, joined the show today to discuss the best ways to provide value to your clients, prospects, and your team.Andrew brings a thorough and practical understanding of commercial insurance, with a specialization in Workers’ Compensation. He works with clients to help them improve their Experience Modifier (E-Mod) rating, lower their total cost of risk, and win contracts at the bidding table. Becoming a successful advisor is not easy, but Andrew has some tips to make things clear to those who need some fresh takes.As a thought le...
2022-09-0140 min
Getting Past the PremiumLisa Brodersen - Finding the Right Team to Enhance Your Client's Experience & Grow Your BusinessLisa Brodersen, aka Lisa the Loan Lady with Guild Mortgage, joined the show today to discuss building the right team to enhance your client's experience. Having a cohesive team will also allow your business to flourish and grow. Once your team is established, you can begin to provide quality education that will build a foundation of trust and longevity.Enjoy the 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...
2022-08-2437 min
Getting Past the PremiumChris Senkbile - Empowering Risk Advisors and Clients with TechnologyChris Senkbile, VP at UNICO and Founder at Ferro, joined the podcast to discuss empowering risk advisors and clients with technology. What tech stack might work best for you and your agency? How can you decide when to utilize technology in your sales process? It's an exciting time to be a risk advisor. Tune in to today's episode to gain some insight from one of the best in the industry!About UNICO:UNICO Group is a client-focused insurance and financial services provider headquartered in Lincoln, Nebraska. We offer a consultative and relational approach to our customized...
2022-08-1743 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 PremiumDan Allison & Jeff Herdzina - Enhancing Your Value Proposition as an AdvisorDan Allison and Jeff Herdzina stopped by the show today to discuss enhancing your value proposition as an advisor. Dan is the President of Brokers Clearing House and Jeff is the President of ExitBig. Thus, their insight on growing via relationships and knowledge is vast. If your goal is to become a better advisor to your clients, look no further than this episode!About Brokers Clearing House:Brokers Clearing House is the premier Brokerage General Agency in the Midwest. As a trusted advisor working with our firm, you are able to take full advantage...
2022-08-0344 min
Getting Past the PremiumPeter MacDonald - Tips, Tricks & Tools - Finding Success as an Insurance Risk AdvisorPeter MacDonald, Co-founder & CEO at Wunderite, joined the show today to discuss his time as an insurance agent and how that led him to create software to help others like him become successful. Over the years, he has learned tips, tricks and methods that have helped him become a trusted advisor to his clients. He took that knowledge and used it to begin automating insurance applications for independent agents and their clients. Take some of Peter's success stories and utilize them in your own universe! Enjoy today's episode.About Wunderite:We are insurance agents and business...
2022-07-1346 min
Getting Past the PremiumTodd Thams - Boosting Agency Success with Innovative Software & ToolsTodd Thams, Founder of Mod Advisor, Direct Work Comp and President of Thams Agency, joined the show today to talk through the innovation and development of Mod Advisor. As a trusted advisor, it's our job to be the hero for our clients. Most businesses are overpaying for workers compensation and the data that is used to calculate their premium is consistently wrong. If we're able to identify the problems our clients face every day, and provide valuable solutions, the rest is simple! Enjoy today's episode.About Mod Advisor:Simplify workers compensation analysis and deliver...
2022-06-2232 min
Getting Past the PremiumAndy Mathisen - Refreshing the Client Experience with Innovative TechnologyAndy Mathisen, CMO & Co-Founder at GloveBox, joined the show today to discuss tech and all things innovation in the insurance industry. Your clients may be tired of the same old process when it comes to buying and managing their insurance. Being an innovative advisor is paramount in the industry today. Andy has shown that thinking outside the (glove)box is vital in the growth of any advisor. Enjoy the episode!About Andy & GloveBox:Along with his brother, Andy was fully ingrained in the insurance industry through the family-owned agency started by his Dad. At...
2022-06-1538 min
Getting Past the PremiumChris Beall - Building Trust and Simplifying SalesChris Beall, CEO at ConnectAndSell, joined the show today to discuss simplifying sales and building trust with clients. Chris has been participating in software start-ups as a founder or at a very early stage for most of the past 30 years. His focus has consistently been on creating and taking to market simple products that can be used successfully the first time they are touched, without taking a course or reading a manual. His belief is that the most powerful part of any software system is the human being that we inappropriately call a “user”, and that the value key in s...
2022-06-0940 min
Getting Past the PremiumRyan Deeds - Utilizing Data to Ennabl Your BusinessRyan Deeds, Product Owner at Ennabl, joined the show today to discuss utilizing data to make decisions and "ennabl" your business. The goal of Ennabl is to free up time for insurance brokers to focus on sourcing, advising and managing clients by enhancing prospect & client data and presenting it for action. How can you use data in your business to grow and cultivate a memorable client experience? Find out on today's episode.About Ennabl:After nearly three decades in the Insurance industry focused on managing data and tools that keep our industry running...
2022-05-0439 min
Getting Past the PremiumBryan Carlson & Erin Dutter - Discovering Your Clients' Pain Points & Providing Strong SolutionsBryan Carlson, CEO at ARYSE, and Erin Dutter, Director of Government Partnerships at ARYSE, joined the podcast today to discuss their journey of client discovery. One of their goals as a company, in partnership with Disruptive Athletic Technologies, is to build a team of individuals that are truly passionate about growing alongside their clients. Their new product, the IFAST, was a direct result of taking their clients' pain points and finding a new, innovative, industry leading solution that helps people. Now, they help prevent injuries all across the world. We can provide this type of service in any industry...
2022-04-2737 min
Getting Past the PremiumRic Stoakes - Evolving Your Business Based on the Needs of Your ClientsRic Stoakes, Executive Vice President and Partner at UNICO, joined the show today to discuss finding solutions for his clients based on their needs. His thoughts on building quality relationships stem from his time growing with UNICO. Solving problems has always been at the base of that growth. So how can we solve problems for our clients and grow exponentially year after year? Find out on today's episode!About UNICO:UNICO Group is a client-focused insurance broker headquartered in Lincoln, Nebraska. Our consultative and relational approach develops customized solutions for clients all around the nation.
2022-04-2040 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 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 min