Shows
Insurance in your WordsWhat Happens When You Don't Own the Relationship?It just means you have more time to make sure you eventually do. It's also possible your job could get a lot easier if you delegate that initial ownership to someone else. Of course, that's likely a risky proposition you might be unwilling to take. If you are, then it might be time to get serious about helping your employees get better at what they're doing. That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he wants to start segmenting his staff.2019-09-0515 minInsurance in your WordsHave You Found a Community That Encourages the Best?If you have then you know how powerful it can be to see something done first. Then you know exactly what to do to get started and how to follow the path to success. Of course, this path will not only show you where to go it will have people to help along the way. That's when you'll have a chance to figure out exactly what your strengths are and how to take advantage of them. That's what I talk to Brian Blakely, of Stonebridge Insurance, about how he's been following...2019-09-0314 minInsurance in your WordsCan You Effectively Document in the Most Authentic Way?It's easy to dismiss the idea of constantly capturing your expertise for future distribution. However, if you can find the dedication, you'll create a process that produces endless authentic interactions. If applied and distributed properly should allow you the opportunity to reach people far beyond your previous or traditional methods. Because it's far more efficient to capture what is already happening than trying to recreate it from scratch. That's what I talk to Alex Salmon, of The Salmon Agency, about as he struggles with the concept potentially diminishing creativity.2019-08-2915 minInsurance in your WordsHow Stable Does Your Mindset Shift Have To Be?There's definitely an argument to be made for constantly trying to stabilize every big change you make. If you don't, you could end up moving on to the next thing before your first big change was strong enough to stand on its own. But make no mistake about it, finding that first shift is hard to do and should be the only thing you're focused on if it hasn't happened yet. Because when it does, the changes will feel like they are coming fast and possibly furious but will still take longer than...2019-08-2715 minInsurance in your WordsHow to Be the Only Thing People Talk About (Part II)Starts by committing to something on a level that most would consider too risky or downright impossible. However, that's what it takes most of the time to get people's attention and motivate them to participate in real-world activities. Event marketing has far more to offer than free pens and stress balls to really show people what your agency is all about. Sometimes all it takes is looking around to see what's possible right next door. That's what I talk to Shannon Strobel, of Shermann Insurance, about the untapped potential that sharing...2019-08-2215 minInsurance in your WordsWill Your Content Help Make More Family Time?It definitely should if you can figure out a way to make sure everyone has a chance to see it before they talk to you. That might seem like the craziest homework assignment you've ever heard of, but it's certainly one of the most effective ways to scale your information. Think about all the time you would save if you stopped having the same conversation over and over again. Even if you were able to cut those conversations in half you'd take your family flexibility to a whole new level. That's...2019-08-2017 minInsurance in your WordsHow to Prevent Successful Producers From EscapingMight start with a conversation about expectations and how far your agency is willing to go to match them. Outside of that, there are a ton of challenges when it comes to recruiting and retaining good young insurance talent. Even when you do find someone interested in the industry, there's a good chance their initial expectations are misaligned with reality. If that happens you certainly won't have to worry about them leaving for a bigger better company. That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he...2019-08-1516 minInsurance in your WordsDo You Have Enough Patience For Your Crazy Ideas?If you're committed to playing the long game sometimes you need to wait a few years before something will work. It's possible that in those early days it barely scratches the surface of generating any useful business. However, if you're able to stay the course and keep your head above water the whole time, things could take off in a big way. That becomes substantially easier if you're able to find a place that doesn't make you feel crazy for wanting to try something different. That's what I talk to Kim...2019-08-1313 minInsurance in your WordsWhen You Figure Out You Need More VideosBecause at the end of the day that might be the only thing you need for people to find you. Until you start creating playlists on your YouTube channel it's hard to see what your real focus has been. At that point, the numbers don't lie and there's no hiding from your real video marketing passion. The only question you need to ask then is if it's something you should continue doing. That's what I talk to Allen Drew, of Allen Drew Insurance Agency, about the videos he's made the most.2019-08-0816 minInsurance in your WordsDo You Need to Pay For Your Website Every Month?That depends on what's included in the total package. If it's not a highly useful set of tools that's when things get questionable. Because simply paying for the possibility of future updates is a tough ask. It's even harder when you realize going with a local option rarely offers the latest and greatest. That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about his overall approach.2019-08-0613 minInsurance in your WordsWhy You Need to Appreciate All Your PiecesIt doesn't matter how many you have, every single one represents a massive achievement. That's hard to fully appreciate on a small scale when the weight of each one feels too light to notice. However, when you approach your agency with the mentality of a master builder, you'll probably know where everything needs to go. The problems start when you refuse to think beyond what you can do (or sell) by yourself. That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about the assembly he's looking forward to.2019-08-0115 minInsurance in your WordsDo You Need to Be Selective With Your Partnerships?It certainly improves your chances the more intentional you are about the people close to your agency. Because it's great to be able to toss a wide insurance net, but it's also just as effective to shoot one that's specific. No matter how long you've been in the insurance game, it's always interesting to talk about the best place your business could go. Not to mention what could happen if you expand your mind and consider creating more serious partnerships with complementary people. That's what I talk to Brian Blakely, of...2019-07-3013 minInsurance in your WordsHow to Accept Your Permission to Create AttentionThings get really interesting when you realize you had it the whole time. It was just up to you to do something about it in a consistent and effective way. That can start by simply putting existing components together in a unique way to create something new. It's during that assembly process that you'll discover a new idea people can't stop talking about. That's what I talk to Alex Salmon, of The Salmon Agency, about how he creating things in his agency.2019-07-2515 minInsurance in your WordsA Landing Page Should Never Be The ProblemBecause you should spend most of your time and effort on other things. Things like crafting a compelling message that makes people take action on what you want. That is something that can easily happen when you're able to create pages for their specific needs. It also helps if you can ask for the information you need to decide how serious they are and do something about it. That's what I talk to James Castle, of Castle Insurance, about the changes his agency is making.2019-07-2312 minInsurance in your WordsWhat Happens When You Bring Kindness to the Community?You're able to start a conversation based on something much more than just insurance. If approached with enough dedication, it has the potential to resonate for an extended period of time. The biggest challenge beyond that dedication will be your proficiency to execute it effectively. Because it has to come from a pretty deep place of authenticity to actually work. That's what I talk to John Stuart, of Bill Quickel's Insurance Plus Agencies, about the revolution they're starting.2019-07-1817 minInsurance in your WordsAre You Confident Enough in What You Do?If not, you could miss a solid opportunity to put your competition out of business. Regardless of how aggressive you get, there's something to be said for knowing your numbers. It's this information that makes sure you're making the most of every policy you sell. It's also the best way to know if and when you're wasting your time on that new policy. That's what I talk Alex Dopazo, of Dapozo Insurance, about how his agency knows theirs.2019-07-1614 minInsurance in your WordsThe Truth About Video Proposals (Part IV)Might need to become something you do no matter what for it to really take hold in your agency. The most interesting part about the whole thing is it will only be the start of the one-off pieces of content you create. That means you should get comfortable with the idea because it's an easy way to do something people don't expect. If you really want to go all in on the idea, it might have be a skill you hire for out of the gate. That's what I talk to...2019-07-1114 minInsurance in your WordsIs Your Website Focused On the First Impression?If it does, then you make it a lot easier for people who want to do business with you. Because no matter what, they will Google your agency and will find what you've decided to provide them. It's also important to have the right mindset and understand the reality of your current situation. There's no way you'll instantly start generating hundreds of leads a month (without paying), instead it will slowly build over time. That's what I talk to Kim Wood, of Toby & Merrill Insurance, about how she's trying to focus...2019-07-0912 minInsurance in your WordsHow Safe is it to Expand Your Wheelhouse?It all depends on where you want to go and how long of a trip you're willing to take to get there? There's nothing wrong with living in that wheelhouse, in fact, most agents have a hard time staying long enough. It's important to talk about what you know really well, but there are no rules about what you need to know before you talk about something else. It's starting as simple as you can and taking everyone on the journey with you. That's what I talk to Allen Drew, of...2019-07-0416 minInsurance in your WordsYou Steal Time When You Encourage OpportunityThat opportunity comes in the form of allowing clients to self-serve as much of the insurance experience as they want. Those experiences could be as simple as ID card requests, or simply getting started with the quoting process. The biggest challenge usually comes in deciding what parts of the process will be mandatory. Because there's an infinite see of time waiting to be saved when you stop doing everything for them. That's what I talk to Nick Thalhammer, of Cincinatus Insurance, about the process he wants for his clients.2019-07-0215 minInsurance in your WordsHow to Make Your Referral Partner Experience BetterIt starts by figuring out a way to bring consistent value to them in a way that makes their life easier. Of course, that can happen in many different ways, but you'd be surprised at how a little education can go a long way. Most of the time your referral partners are savvy enough insurance consumers to know which policy provides the best value. All you need to do is help them understand that in the easiest way possible, hopefully in an automated fashion. That's what I talk to Sean Mooney...2019-06-2713 minInsurance in your WordsWill That Commercial Niche Solve Your Problems?The real answer is going to depend if you're interested enough to find one that will. Because it's easy to get restless with the thing you're good at and get distracted by something you're not. That something is twice as dangerous when there isn't enough premium to go around. The scariest liability is allowing it significantly distract from the business you know how to sell. That's what I talk to Brian Blakely, of Stonebridge Insurance, about the niche he's eyeballing.2019-06-2513 minInsurance in your WordsHow To Create Easy Conversations With Creativity?Because insurance isn't always the first thing someone wants to come and talk to you about. That's why it's insanely beneficial if/when you can provide them countless conversation entry points. Not only will it be much easier to start those conversations, but it will also give you more stable (common) ground to stand on. Most of the time, the more you know about someone the more comfortable you end up feeling around them. That's what I talk to Alex Salmon, of The Salmon Agency, about how he recently figured out...2019-06-2014 minInsurance in your WordsDo You Need to Build the Relationship Forever?There are certainly different opinions on what works best, the trick is figuring it out for your agency. What might be more important than building that consistent relationship is properly setting communication expectations. That's what really has a good chance to destroy any relationship your agency has regardless of how long you've had it. The same is also true cross-selling other lines and properly managing the possibilities and limitations each offer. That's what I talk to James Castell, of Castell Insurance, about how long his agency holds on to their relationships.2019-06-1815 minInsurance in your WordsThe Most Important Test Your SEO Needs to PassBecause if it doesn't, there's a good chance you just got lucky and haven't taken full advantage of its power. That luck generally leads to an endless stream of wasted opportunities that never received proper consideration. Of course, there are a couple of easy things you can do to prevent it from happening. However, they generally involve a few tough decisions most agencies don't want to make. That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about the ones he's facing.2019-06-1316 minInsurance in your WordsThis Is How To Know if You're the Right AgentThere's a good chance it will be very obvious from the start because things will be more difficult than nessacary. At least that's ussually what happens when we run into clients we should run the other way from. Because somewhere along the way we'll talk ourselves into the idea of wanting to do business with them. In reality, we should have listened to our instinct by drawing a line in the sand. That's what I talk to Alex Dopazo, of Dopazo & Associates, about a few of the things he looks for.2019-06-1113 minInsurance in your WordsThe Truth About Video Proposals (Part III)You might have to lead by example at first for the rest of the agency to see how impactful they can be. That means providing a solid example of what a good one looks like and help encourage and coach the rest of the staff to give it a try. Of course, sometimes there aren't enough examples or encouraging words in the english language to compel some people to get in front of the camera. Then you might be faced with the difficult choice of leaving the individual agent behind to push the...2019-06-0614 minInsurance in your WordsWhat Should You Promote On Your Website?That depends if you want to stick with your bread and butter or try to find something new. This is as good of a time as any to take a chance and try to sell insurance in a way you never have before. When you do that it's important to remember it's not a race to what generates more leads, but instead more revenue. That's really when you know if your promoting the right thing on your website, even if it's different than what you've always done. That's what I talk...2019-06-0415 minInsurance in your WordsWhat Happens When You Don't Talk About Price?You introduce a level of frustration into the buying process that could and should be easily avoided. The only thing you have to do is take the time to explain the number of ways the answer depends. In reality, you now have the opportunity to describe what your perfect client looks like to maximize profitability. You just have to be dedicated to figuring out the way to provide the most impactful answers to the most important questions. That's what I talk to Allen Drew, of Allen Drew Insurance Agency, about what...2019-05-3015 minInsurance in your WordsWhat Your Website Should Always Be the Best AtSometimes it's easy to get sucked into the hype and overlook the two areas your website needs to excel. Because if you refuse to focus on these people, you'll make it much harder on your digital marketing efforts. That's when you really need to decide if you know enough to be dangerous, or if your limited knowledge can become a hazard. What has the potential to cause the most harm is thinking your knowledge is more dangerous than it is. That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about...2019-05-2819 minInsurance in your WordsWhat Happens When You Execute on One Thing?You'll dramatically increase your chance of making substantial progress to match your recent motivation. It might sound easier said than done, but sometimes things don't need to be overcomplicated. Coming home with pages of notes and lengthy lists from any conference or event is great. However, almost always you're going to try to bite off more than you can chew and end up not finishing anything. That's what I talk to Sean Mooney, of Mooney Insurance Brokers, about how he's only locked in on one thing.2019-05-2316 minInsurance in your WordsThis is How to Always Win a Content FightIt's vital to realize how strong you need to be to reach your desired destination. Maybe you never looked far enough ahead to give yourself adequate time at each stop. Either way, your dramatically increasing your chances of sidetracking your efforts or canceling the trip altogether. The easiest way to avoid all of it is to work your way backward from where you're trying to go. That's what I talk to Brian Blakely, of Stonebridge Insurance, about a recent detore he unexpectedly took.2019-05-2116 minInsurance in your WordsHow Full Does Your Service Need to Be?It all depends on how able and willing your agency is to do different things. Because if you can do something most people can't that will be easy for people to see. The biggest challenge is realizing that thing is likely not as difficult as you thought it would be. It just becomes a matter of if you enjoy it the most out of all your insurance options. That's what I talk to James Castle, of Castle Insurance, about as he explains what makes his agency different.2019-05-1612 minInsurance in your WordsAre You Inspired To Make People Know You?The only thing you have to do is lower your expectations and take a chance on being somewhere important. It might sound easier said than done, but if you do you'll increase your chances for a successful introduction to inspiration. Which will allow you the opportunity to execute on ideas that have the potential for people you've never meet to feel like they know you. That makes your job a lot easier when you actually have the opportunity to get to know them for real. That's what I talk to Alex...2019-05-1414 minInsurance in your WordsAre You Sending Attention to the Right Place?There's nothing worse than when you sell something short of what it can ultimately become. The part that's really not fun is it's pretty easy to do and really hard to recognize. However, if you're willing to commit to the process and make sure you know where you're going, the results could be surprising. The biggest challenge will be finding enough dedication to last long enough to find out. That's what I talk to John Stuart, of Bill Quickel's Insurance Plus, about where his attention should be going.2019-05-0916 minInsurance in your WordsWhere Have You Drawn Your Line in the Sand?If you haven't then there's no stopping the number of times your clients will try to cross it. Sometimes it's impossible to avoid unnecessarily or excessively going back to a client to deliver different information. It's these repeated deliveries that over time slightly splinter their confidence in your insurance ability. We should know what to expect, but often we're dealt the unexpected, it's just a question of how often a client should see it. That's what I talk to Alex Dopazo, of Dopazo and Associates, about how he tries to stop...2019-05-0715 minInsurance in your WordsDoes Your Agency Have Access to the Right Help?It's definitely hard to learn how to be really good at more than one thing at a time. However, that's exactully what happens to a lot of new young producers trying to master digital marketing and general insurance skills. It takes a long time to learn each on their own, that's why it's so important to take advantage of every little bit of help you can get. That way you start to take the tiny tasks off your plate in order to make room for the things you should have access to accomplish.2019-05-0214 minInsurance in your WordsWhat Happens When You Demand More Information Than Give?First, things get interesting when you realize one has a limit and the other doesn't. Second, It gets even crazy if/when you admit you've always pushed the limit on the wrong end. The only type of information that's too much is what you ask prospects for. However, it's going to take much longer for them to get tired of hearing you say smart things about insurance. That's what I talk to Kim Wood, of Toby & Merril Insurance, about as tries to balance hers.2019-04-3017 minInsurance in your WordsHow to Write More Informative HeadlinesIt starts with your interest in attracting more business in the states you can actually sell a policy. That seems crazy, but otherwise, you're putting your content at a much greater risk to waste more leads then you can use. While it might be a "flashy" success story it will actually end up being your greatest marketing failure if you're unable to adjust. The easiest way to make sure none of it happens in the first place is to always make sure Google knows your location. That's what I talk to...2019-04-2518 minInsurance in your WordsAre You Surrounded with People You Need to Know?It's easy to underrate the outcome of congregating in the right place even for short periods of time. This dismissive attitude is usually a result of underwhelming expectations based on disappointing previous encounters. However, every now and then your curiosity is rewarded and you find yourself surrounded by a group of people in the industry you didn't think existed. It's those moments when your insurance sword gets sharpened to dangerous levels and provide a newfound level of confidence. That's what I talk to Nick Thalhammer, of Cinncinnatus Insurance, about as he...2019-04-2315 minInsurance in your WordsHow Should You Invite People to Your Office?It all starts by making sure you give them something to easily recognize and offer them a seat at your new kitchen table. This is probably the simplest video marketing tip that you can follow to liberate yourself from paralyzing overcomplication. That liberation starts by establishing the most important character of your videos, besides you, which is your one goto camera angle. That simple angle allows you to properly invite people into your office on a consistent basis with zero hesitation. That's what I talked to Jared Bellmund, of AllChoice Insurance...2019-04-1816 minInsurance in your WordsWhen You Need More Than Just MotivationBecause sometimes specifically organized brass tacks are hard to find just laying around. Sometimes it takes a little extra work and creativity to connect the dots to the most useful and relevant information. On the other hand, there's plenty of sound bite spouting, headline readers who struggle to dive below the surface. Then it becomes a matter of making sure you surround yourself with enough of the right thing to keep your head above water. That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about how many floatation devices...2019-04-1618 minInsurance in your WordsHow to Be the Only Thing People Talk About?It usually starts with letting your passion and personality lead the way out into the real world. Because it's out there where people are looking for it the most and can't wait to pay attention when they find it. Real life event marketing has limitless potential beyond free pens and brochures to captivate and inspire what your agency is all about. If not, everything else is just a wasted opportunity to stand out against everyone else too afraid to bring something interesting to the table. That's what I talk to Michele...2019-04-1115 minInsurance in your WordsWho Should Control Compensation in the Future?It's hard to think of an industry that has the best and worst compensation model all at the same time. The power and beauty of renewal income is a huge draw for plenty of journeyman sales professionals to the insurance industry. It's this same payment structure that has gotten the best of plenty of agents who couldn't figure out a way to play the game on a bigger scale. As nice as that renewal income is, having zero authority determining the value we bring is challenging at best. That's what I...2019-04-0915 minInsurance in your WordsWhy You Need to Be More Specific About Home and AutoStarts simply with your ability to find your absolute best clients a lot easier. If you try and talk to everyone, you'll end up talking to no one. Of course, that's the last thing you want to happen in your agency and why it's nessacary to get more specific. It doesn't matter if it's when the policy needs to be purchased, how old the person buying it is or even where it's all happening. That's what I talk to John Stuart, of Bill Quickel's Insurance Plus Agencies, about the specific direction...2019-04-0419 minInsurance in your WordsDo You Have Enough Confidence to Encourage other Quotes?If you don't then you'll make it a lot harder to find the holes in your insurance game. Of course, you want to do everything you can to improve your chances to close a sale. However, sometimes encouraging competition forces you to get a lot stronger much faster. It's developing this confidence that builds your insurance strength both internally and externally in your agency. That's what I talk to Alex Dopazo, of Dopazo and Associates, about as he shares what it's done for him.2019-04-0216 minInsurance in your WordsHow Long Does Your Content Need to Be?It just needs to be long enough to solve the whole problem so people can decide if they want you to help them. Of course, that might be an oversimplification of a slightly more complex problem, however, remains the majority of the solution. The length of your content isn't worth obsessing and over thinking, because the only thing that will come from that is not doing anything. That's why you have permission to start hitting publish anytime and build up to whatever number you're currently not hitting. That's what I talk...2019-03-2816 minInsurance in your WordsAn Honest Look at What Your Website Has to DoIt starts by making sure it can afford the most current table stakes customers set. Even then, most of the time we find ourselves struggling to pay an overdue with more piling up every day. It could be something as simple of understanding what SEO work actually needs to be done and how valuable it is. Then it becomes a matter of making one small bet after another and the next thing you know you're pushing the limits of the site instead. That's what I talk to Kim Wood, of Toby...2019-03-2617 minInsurance in your WordsThe Most Important Position You Are MissingStarts and stops with the titles of your content, because without good ones there's very little chance anyone will be able to find you. It's always the first and easiest thing to mess up when starting your content journey. There needs to be the same if not more attention paid to that handful of words as is to the entire piece. Almost always it starts by dramatically underestimating just how specific you need to get for people to find you. That's what I talk to Allen Drew, of the Allen Drew...2019-03-2118 minInsurance in your WordsWhat Do You Need to Get Better At?The truth is, it doesn't really matter, the hardest part is pulling the trigger on how it's going to get done. Because if it's truly important to the success of the agency and you're not getting it done, it's your job to find someone who will. Of course, most of that is easier said than done, but no matter what your first step should be to break the minimum knowledge threshold. That simply means learning enough to know if you're the guy for the job or what you need to expect from someone...2019-03-1916 minInsurance in your WordsYou Don't Want to Be in the Same Place For Five YearsIt's easy to do if you don't think about the type of business you need to write to be somewhere else. Growing your book to reach a different destination takes a level on intentionality rarely discussed. Sure, there is certainly a time and a place for selling anything you can, however, the sooner you don't the faster you'll get there. The ultimate test is what happens when you have more business than you know what to do with. That's what I talk to Jared Bellmund, of AllChoice Insurance, about as he...2019-03-1416 minInsurance in your WordsWho Do You Know That Can Make You Better?If you haven't heard by now, you're the average of the five people you spend the most time with. Just imagine how high that average would be if you dedicated a disproportionate amount of time to the people closest to you, physically and philosophically? That's quite possibly one of the most dangerous combinations for personal growth that exist in the known universe. If you don't believe me, try it. It's nearly impossible to not find those people pushing you to reach achievements far beyond anything thing you thought was possible. That's...2019-03-1218 minInsurance in your WordsAre Your Clients at the Center of Everything?When they are it allows you to humanize insurance in a way no one else can. Because it's that intimate knowledge that will give you the advantage of communicating in the most effective way. The best part is you don't need a fancy InsurTech solution, instead, you might just need to pick up the thing that's been there from the start. When you do, you'll be surprised at how much there was still left to learn and the headstart it gives to make people think you're the only insurance game in town. 2019-03-0716 minInsurance in your WordsAre You Maximizing Your Geographical Advantage?When you do you're able to more completely take advantage of what really works for you instead of what everyone else thinks should. It's in this realization that leads to uncovering opportunities that are commonly ignored. Occasionally they're dismissed for good reason, however, without the proper examination you'll never know for sure. It's this localized testing that creates the most unique and possibly unexpected results others didn't have the patience to wait for. That's what I talk to James Castell, of Castell Insurance, about how closely he listens to the people t...2019-03-0515 minInsurance in your WordsHow to Focus Your Website on its Most Important JobStarts by making sure the main goal is to drive new business by attracting people unfamiliar with your agency. If you can do that then you need to make sure you're providing just the right amount of necessary friction along the way. That's an unstoppable combination of highly qualified lead bliss that can dramatically change the agency's complexion. If you lose sight of those objectives along the way allowing your focus to drift beyond its scope you could be preparing its ineffectiveness instead. That's what I talk to John Stuart, of B...2019-02-2816 minInsurance in your WordsHow to Repeat Your Process For an Easy WinSimply starts by not overthinking all the things you think you should be doing that actually never get done. Recreating your creative process every time will leave the most important aspects of your content unattended The truth is a simple template would do the job better and deliver more results. Not only because it lets people know what to expect, but because it makes it easier for you to publish your way to success. That's what I talk to Alex Dopazo, of Dopazo & Associates, about the importance of his process.2019-02-2616 minInsurance in your WordsThis is How to Knock on Unlimited Doors All The TimeStarts by accepting the reality of the most powerfully efficient prospecting tools available today. When that happens you realized the limitless potential you're provided to scale your outreach efforts. It's only then will you start to realize the importance of knowing exactly what needs to be said to make it all happen. If not, you could find yourself on a dangerous journey across bumpy content terrain that never leads to your desired destination. That's what I talk to Taylor Garcia, of Jackson & Jackson Insurance, about as he starts to map his ad...2019-02-2119 minInsurance in your WordsWhat Happens When You Step Outside the Insurance Box?There's a good chance you'll be able to approach things with a fresh perspective few are looking for. On the other hand, just because an idea originated a safe distance away from the industry doesn't mean it's automatically validated. There's certainly a fine line somewhere when it comes to adopting new ideas that can be framed inside a traditional an old box. Of course, the simple act of trying something different at all deserves its own reward and generally leads to people noticing what makes you different. That's what I talk...2019-02-1918 minInsurance in your WordsHow to Take Advantage of Your Referral Privilege?Starts by realizing the marketing freedom your legacy agency has granted you to significantly amplify your message. It's during this amplification process that you'll want to make sure you provide consistent reminders to the people who already know you. In addition to that, you'll also want to quell any fear you might have at letting completely new people hear what you're all about. Because as important as retention and referrals are, there's nothing better than when a highly qualified lead contacts your agency. That's what I talk to Sean Halpin, of...2019-02-1415 minInsurance in your WordsHow to Make People Know You Without Knowing YouReally starts by figuring out how the percentage of insurance talk you think they need from you. There is no right or wrong answer and is really up to you to decide what feels most natural to you. However, it's never a bad idea to have 100 percent insurance talk in the right place and start subtracting from there. Because quickly eliminating questions and doubts about the thing you're supposed to be best at makes every other conversation easier. That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, as he tried...2019-02-1216 minInsurance in your WordsYou Need to Accept Price on Both Sides of the PolicyIf you don't, there's a good chance everyone is going to walk away disappointed in the outcome. This is certainly a common challenge we face in the industry that is somehow rarely discussed. It's also amazing how rare it feels to consider specifically defining the value we need to provide. It's that definition that will lay the groundwork for creating repeatable capabilities that are profitable. That's what I talk to Jared Bellmund, of All Choice Insurance, about as he shares his level of acceptance.2019-02-0718 minInsurance in your WordsWho Do You Need to Figure Out How to Do This?No matter what anyone says, we're all still trying to figure out this insurance thing together. It never stops regardless of how long you've been in the business, the only thing that can change is the people you find to help figure it out. That is by far one of the most powerful things that can happen to your insurance career. You just can't be afraid to take a chance to get out of your comfort zone and physically find those people. That's what I talk to Landon Bentham, of Callahan...2019-02-0518 minInsurance in your WordsHow Valuable Is Your Creative Variable?It really depends on the level of importance you allow it to occupy in your agency. Because it's the one thing that's hard to quantify and even harder to control. Yet, it's the first thing you demand of someone or something when approaching them about your agency. Expecting a front line vendor or entry-level employee to expertly apply it to the most important parts of your business. That's what I talk to Michele Linca, of Linca Insurance, about how she can put a value on hers.2019-01-3115 minInsurance in your WordsWhat Happens When You Meet Face to Face?It's possible you've put yourself closer to the sale and increase the chance they'll stick around. Because no matter what the internet can do, you still remember and feel different about the people you meet in person. It's also become such a tough thing to successfully pull off, anyone who does will certainly stand out to the people looking. At the end of the day, that's all everyone is trying to do, it's just a matter of finding the right thing. That's what I talk to James Castell, of Castell Insurance...2019-01-2915 minInsurance in your WordsWhat Happens When You Over Plan Your Marketing?There's a good chance you won't end up doing anything because even the simple things will feel hard. That's certainly a very common occurrence when agents are getting started with digital marketing. Of course, you want everything to be perfect because things live forever on the internet. But, you'll never have all the answers or be able to predict how your marketing conversation can change. That's what I talk to Ryan Anderson, of Alliance Insurance, about a few areas he might be thinking too much about.2019-01-2414 minInsurance in your WordsHow Important Should Your Unique Qualification Be?Honestly, it should be as important as you can afford and maybe even a little more. The opportunity that comes from distributing information consistently on the internet is amazing. That opportunity is equally rewarded everytime you provide it with more dedication and resources. Which culminates in a joyful marketing celebration of activities and skills only you are uniquely qualified to do. That's what I talk to Alex Dopazo, of Dopazo & Associates, about his journey and how he plans to get there.2019-01-2217 minInsurance in your WordsHow Hard is it to Make People Care About You?It's not as tricky as you might think, but it will probably take longer than you want and shouldn't be where you start. Because people are always going to care about their problem first and how you can help them solve it. Once you've demonstrated your ability to that multiple times then it becomes more important for them to hold on to something other than insurance. It's this combination that allows you to create an attachment point so strong they won't want to do business with anyone else. That's what I...2019-01-1718 minInsurance in your WordsWhen Your Retention Needs to be More ProactiveIt usually starts when you notice you're not getting chances you never had to worry about before. When that happens it normally means you forgot to refill that clients value bucket at some point. Because the fuller you keep the less you have to worry about anything going wrong. The easiest way to keep if full is by constantly being proactive and maintaining the relationship in the most convenient way possible. That's what I talk to Kim Wood, of Toby & Merril Insurance, about her new mission to stay ahead of everything.2019-01-1519 minInsurance in your WordsHow to Fuel Your Content to Reach Escape VelocityJust takes being crazy enough to hit the right speed and smart enough to find the right angle, the rest will take care of itself. Of course, every word in that sentence is easier said than done and ends of getting the best of most insurance marketing efforts. That's not to say it's impossible, rather help set the proper expectations for the vast array of skills needed to pull off a successful launch. Because even the slightest miscalculation can send your intentions spiraling down to earth no matter how close it gets. 2019-01-1015 minInsurance in your WordsHow Much Access Do Your Markets Need in Your Agency?It might not be bad at all as long as you know exactly what you're getting your agency into. That could be true for literally almost anything in life, but especially true when deciding on/if your agency needs to cluster up some companies. The interesting part about the whole thing is how the insurance companies themselves are the ones giving all the power to That is of course instead of loosening their grip on the appointment process and reduced their accumulated leverage. That's what I talk to Nick Thalhammer, of...2019-01-0818 minInsurance in your WordsHow Big Is Your Insurance Purpose?The only way to know is to try and find enough people who also care about it as much as you do. Then you'll truly be able to gauge the level of impact you can have and if that will translate to the bottom line. If both of those things don't become true statements then that's a good indication your not thinking big enough. Because it's okay to think big as long as you've done the work to fulfill it. That's what I talk to Jared Bellmund, of AllChoice Insurance, about...2019-01-0315 minInsurance in your WordsWho Needs Incentive to Win the Sale?There's a good chance you have plenty, it's the other people involved in the process that could use a little more. It might seem obvious, but it's certainly one of the easiest things to overlook and potentially be unaware of. Because without the proper incentive the only thing you're doing is piling on work that doesn't matter. If you're hoping to scale your agency to the next level that work needs to come with a reason to accomplish it. That's what I talk to Landon Bentham, of Calahan & Rice Insurance, about...2019-01-0117 minInsurance in your WordsCan Your Agency Handle a New Employee?That depends on how often it happens and how much you need them to do something. It's never easy bringing in a new human being into your agency, sometimes it works great, sometimes not so much. A more interesting question to ask might be if they need work on-site or remote? Because it all really comes down to what you need done and understanding the value of their proximity. That's what I talk to Michele Linca, of Linca Insurance, about her need for someone new. P.S. You can...2018-12-2716 minInsurance in your WordsWhy Feedback is the Most Important ThingIf you want to get better faster you're going to want to ask for as much qualified feedback as you can get. When you become fearless of people's opinions of your work, an endless sea of possibilities become available to you. There will also come a point where not every piece of feedback you get will be worth listening to. That will be the first sign you're getting good and are starting to really know your stuff. That's what I talk to Avery Moore, of ECI Insurance, about how her positive...2018-12-2016 minInsurance in your WordsPerfection Is The Death of ImplementationIf it sounds like you've heard this before, it's because there's a very good chance you have. That doesn't stop it from being true and one of the most difficult things to overcome when getting starting with content. It's very natural to want to chase perfection when putting your thoughts, ideas and information on the internet for anyone to see. Because sharing those thoughts creates a level of vulnerability most insurance agents aren't automatically conditioned for. That's what I talk to Ryan Anderson, of Alliance Insurance, about as he practices being...2018-12-1817 minInsurance in your WordsHow Strong Should Your Content Machine Be?There's a good chance other things in your agency still get in the way of consistently creating content. Don't worry, it happens to everyone, the bigger question is how do you respond to it and make it harder to happen again? That's the most important lesson to learn from any content disruption by allowing it to identify weaknesses in your process. The stronger it gets the more consistent opportunities you'll provide your agency with to attract the right clients online. That's what I talk to Alex Dopazo, of Dopazo and Associates...2018-12-1315 minInsurance in your WordsHow Long Will Your Videos Last in the Future?They'll never last forever, but there are a few key things you can do now to give them a chance. Because the truth is there's nothing worse than watching a video continue to rack up views and look terrible doing it. Especially when a majority of that frustration can be avoided by paying a little attention to the details. It's those details that will make your video setup feel like overkill now but still performing at a high level years from now. That's what I talk to Taylor Garcia, of Jackson...2018-12-1119 minInsurance in your WordsWhat Do You Need to Do to get Remembered?It will forever be a debate what you should say to clients when you don't need to talk about insurance. It's a debate that will never have a right or wrong answer, rather results of many different successful outcomes. The common thread that will likely string them all together is consistency and confidence in the messages that you share. The simple fact of owning the stories you tell instead of feeling obligated to share them will set you apart. That's what I talk to Kim Wood, of Toby & Merrill Insurance, about...2018-12-0615 minInsurance in your WordsAre You Good Enough for People to Miss You?This is actually the best way to understand the difference between an effective Facebook or YouTube video strategy. If you don’t take the time to think about how, when and why someone is coming across your video and what they might want to do when they’re done, now would be a good time to start. It’s those intentions that will help you craft the perfect message to be found at the perfect time for someone to take the perfect action. That’s what I talk to Ryan Sautman, of Just4You Insur...2018-12-0422 minInsurance in your WordsHow to Build Your Powerful Secret WeaponIt’s going to take longer than you think and be riskier than want. Because there's something that got you to where you are right now that's uniquely different than everyone else. If you’re lucky enough to figure it out you’ll have an advantage most won't be able to overcome. However, the hardest part is being patient enough and realize that it's something you won't be able to assemble overnight. That’s what I talked to Jessica Burch, of Bryce Point Insurance, about as she recalls her path to building...2018-11-2915 minInsurance in your WordsWhy You Need to Stop Selling on SavingsAll you’re doing is showing people how little you care about what’s really important. Instead, educate your client to a better experience so they don’t have to worry about taking every last dollar on the table. Understanding the value as it relates to the savings is a service that can be hard to come by. It's also an experience that agents are sometimes strangely afraid to provide. That’s what I talk to Billy Van Jura, of Stissing Insurance, about his discipline to explain value. P.S. Learn...2018-11-2722 minInsurance in your WordsHow to Make Sure Your Niche is Deep EnoughIt all starts by going far beyond the first box or two you tried to check selling it. Instead needs to become a deeper, more specific, understanding of who they are and why they need to buy insurance. That's when you truly start to make decisions based on the group of people you will finally be able to call your niche. Otherwise, you'll end up assuming a sale that might not be coming from a person who only values the one thing you do really well. That's what I talk to...2018-11-2214 minInsurance in your WordsHow to Live the Dream and Not Lose EverythingStarts with having the ability to potentially own your book of business and encourage long-term success. It's a shortsighted problem we bring on ourselves by overvaluing and misjudging the real owner of the relationship. If we're all operating with enough confidence, it shouldn't matter because there'll be enough to go around and send the best possible message. Instead of creating a culture that deters success and scarcely hordes business in spite of abundance. That's what I talk to Nick Thalhammer, of Cincinnatus Insurance, about what it meant to him not losing...2018-11-2015 minInsurance in your WordsDo You Know Where to Focus Your Success?The most important thing you can do is identify as quickly as possible what works best for you. The reason that's so important is that if it's not something specifically tailored to your needs the hard it'll be to achieve. It almost doesn't matter what it is, as long as you can mathematically sell enough of it, to ultimately reach your sales goals. The longer you delay making that identification and commitment, the longer you delay your potential expertise. That's what I talk to Jared Bellmund, of Carolina Living Insurance, about...2018-11-1515 minInsurance in your WordsCan You Reach the Growth You Want?It's going to be a lot harder to do if you don't know what it will take to get there. Which might be an embarrassingly obvious statement, however, a larger number of agents still struggle with. Just because there's a hand full of XYZ businesses around your area doesn't mean they will be the best bet moving forward. Once you figure out who those people are, the faster you can move on to achieving those numbers. That's what I talk to Landon Bentham, of Callahan & Rice Insurance, about his goals and...2018-11-1318 minInsurance in your WordsWhat Happens if You Risk Outsourcing Your Marketing?First, it all starts with realizing you can't do everything and that you don't need to hire the people you think. Getting someone else to handle the majority of the marketing duties is a huge step in the right direction. The more important question should be focused on where they need to be handling them from? Because the more things you need one person to do, the harder it is to find them. That's what I talk to Michele Linca, of Linca Insurance, about her quest in finding such a valuable...2018-11-0816 minInsurance in your WordsWhat Happens When You Decide to Just Do Video?You'll notice that you've just made it a lot easier for people to learn how much you know about insurance. It's definitely a difficult place to get to because just the idea of producing video consistently sounds daunting. However, once you realize that all the power lies in starting instead of perfecting will have you never looking back. The more efficient your process is the more you'll notice getting done, which will ultimately make the phone ring. That's what I talk to Avery Moore, of ECI Insurance, about as she finally...2018-11-0616 minInsurance in your WordsHow to Be In The Right Place at the Right TimeYou have to know who you're meeting first way before you plan anything else. Sure, there's basic tactical knowledge required to properly execute proper marketing communication. However, what makes picking a time and place dramatically easier is having a detailed understanding of the person that should be there. When you do it makes everything else about the message ten times more effective. That's what I talk to Ryan Anderson, of Alliance Insurance Group, about as he starts to figure out where he needs to be. P.S. This might...2018-11-0117 minInsurance in your WordsDo You Know What Happens When You Answer Questions?People will find you, trust you and ultimately want to do business with you over everyone else who isn't. If there is one marketing strategy that is the easiest to deploy and generates the best results, it's this. Constantly and consistently answering questions relative to the type of insurance you want to sell can change the game for your agency. The only thing you have to make sure you do is tell people where you want (can) help them buy said insurance. That's what I talk to Alex Dopazo, of Dopazo...2018-10-3016 minInsurance in your WordsHow to Improve Your Agency With the Right CommunityYour insurance life can be hard if you don't have the right people to talk to. Not because you don't respect their experience and wisdom in the industry, but because they can't see where things are going. Your ability to geek out on camera gear or latest automated workflow will severely limited. It's in these cycles of loneliness that you ambition gets destroyed and ideas That all can change if you find the right community that understands who you are and what you're trying to achieve. That's what I...2018-10-2514 minInsurance in your WordsHow Powerful Do Your Email Tools Need to Be?The truth is they probably don't need to be as strong as you think they need to be at the start. Of course, in a perfect world having the most powerful tools and resources at your fingertips would dramatically improve your ability to deliver results. However, that simply isn't reality and you will almost always have to prove yourself with lesser tools than others might have. With that being said, there will come a time when you will need to invest in a tool that might seem out of control at the time.2018-10-2315 minInsurance in your WordsIs The Industry Ready to Be Compared?I doubt it, but it might not be up to us to decide anymore because today's consumer expects to find it. Deciding not to give it to them, has and will continue to lead to other, less qualified, sources providing it. That's not a great spot to be in because not only are we missing out on a chance for good business, it also puts more people at risk of making bad decisions. That's not even mentioning the idea of possibly discussing other companies you currently don't have in your agency. ...2018-10-1816 minInsurance in your WordsGrowth Secrets That Won't Surprise YouSometimes you need to follow the recipe exactly the way it's written for it to work. There are plenty of tried and true strategies and tactics that have worked for a long time in the industry. Did you ever stop to think why that might be and how strategies and tactics translate for today? It doesn't matter if it's a welcome kit, referral program or the time you spent in the community, they all can work. That's what I talk to Nick Thalhammer, of Cincinatus Insurance, about his recent encounter trying...2018-10-1615 minInsurance in your WordsHow to Win The Big Game For Your Ideal ClientFirst starts by knowing who that client is and everything that might make them need you. Once you know that, then you know the game that you'll need to play to get them. Not only will you need to know that, but you'll also need to know where to play it. if you're always focused on that ideal client give you more room to work with everything else that falls short. That's what I talk to Jared Bellmund, of Carolina Living Insurance, about as he lays out a few of his...2018-10-1116 minInsurance in your WordsCan a Niche Suddenly Solve Your Problems?It's hard to say, but there's a good chance that's not the only thing causing problems. Just because you say you have a niche doesn't mean all your insurance troubles decide to go elsewhere. In fact, it actually just enhances them and exposes all the glaring weakness currently present in your operation. The change will be anything but sudden, however, if committed to can have the potential to change your insurance game forever. That's what I talk to Landon Bentham, of Callahan and Rice Insurance, about as he tries to figure...2018-10-0915 minInsurance in your WordsHow to Easily Find Clients For LifeThe only thing you have to do is figure out a way to help them first without being there. If you're worried about getting stuck where you're at these clients will also make sure that doesn't happen. Because the level of appreciation they develop for you and your agency even before talking to is overwhelming. The better question is how many do you want to find and what do you want to sell. The answer to the questions will go a long way to determine how fast you can get somewhere...2018-10-0414 minInsurance in your WordsWhat Makes You Think You Can Do More With More?It's easy to always be waiting for the next best thing to solve all your insurance problems. Who wouldn't want to blame the current state of their agency on the features of their tools and services? Maybe instead, taking an extra long look at what's in front of you and how it might make the long run easier. The hardest thing to do always waiting for more is voting with your wallet. That's what I talk to Bogus Handzel, of Handzel and Associates, about what makes his life easier. ...2018-10-0214 minInsurance in your WordsWhat Happens When You Ignore What's Stopping YouYou'll realize those imaginary benchmarks only mean something if you get started. Getting started is one of the most important things you can do and usually the hardest thing holding you back. But stopping every time you don't think your doing something right is when everything started to chance. That's what I talk to Ryan Anderson, from Alliance Insurance, as he tried to figure out what's going on. P.S. Get Your Elevate 2019 ticket today.2018-09-2716 min
Profiles in RiskE98: Joey Giangola of Agency Nation on Agencies, Content & The Creative ProcessThis episode is sponsored by IA Path - Unlocking Your Adjusting Superpowers. Go to https://iapath.comAgency Nation is the voice of agents throughout the United States. They are a role model for me in terms of content and message. In this episode, I spoke with Joey Giangola, Managing Editor of Agency Nation. We talked about his personal creative process, the creative process of the team at Agency Nation, how the band got together, and Joey's thoughts on the agency system and the future of it. Someday I will grow up and be able to make cont...2018-07-2653 min
Insurance Happy HourLemonade's Policy 2.0 (with our first guest Joey Giangola!)We discuss Lemonade's Policy 2.0 with our first special guest Joey Giangola. Plus, we talk to Joey more about #Elevate18 and he shares his thoughts on #InsuranceHappyHour.
Lemonade Proposes Open Source Insurance Policy for All to Change, Adopt (https://www.insurancejournal.com/news/national/2018/05/21/489871.htm) Special Guest: Joey Giangola.2018-07-0600 min