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  • Resumen

  • AI Podcast Network is your top insurance podcast network with many unique series that let you hear from both agency owners and industry influencers. Learn from real agents in real agencies, get the latest and greatest that thought leaders the industry have to offer, and more!
    2020 Agency Intelligence
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Episodios
  • Commercial Lines Secrets And Things To Do To Close The Sale

    Commercial Lines Secrets And Things To Do To Close The Sale
    Aug 2 2022
    In this episode of Agents Influence podcast, host Jason Cass sits down with Heath Shearon, Sales Coach at Agency Performance Partners. Jason and Heath discuss the secrets of closing a sale, not just for new insurance agents but also for those who have transitioned from personal to commercial lines. Episode Highlights: Heath discusses how his commercial course is jam-packed with information ranging from prospecting to closing deals to building niches. (5:13) Jason shares that the number one secret he has discovered to be true is that no matter how good a salesperson you are, if you are a better prospector, you will make it. (7:14) Heath believes that since he is fearless, he is good at prospecting and cold calling. (8:27) Jason shares how he came to the realization that nearly everything the more experienced people in the insurance industry had told him was true. (13:17) Heath explains why finding a niche is still important despite being overused. (14:08) Heath discusses a time when he started taking pictures while prospecting in the optimism that the images would help his underwriter close a deal. (17:48) Jason believes that the word "closure" is incorrect since it implies that we are doing anything towards the end. (21:09) Heath mentions that there are several closing techniques, and insurance professionals must determine which one works best for them. (22:38) Heath emphasizes the significance of developing a connection or relationship with the underwriter. (28:42) Jason discusses how insurance agents can generate more money per account. (34:38) Key Quotes: “You should always be closing from the jump, from the moment I step into that building, or I'm on that phone call, I'm assuming the sale all the way through and making sure that they think of me already as their agent.” - Heath Shearon “There are different closing techniques that Hans and I talked about in the course and I even highlight four or five of them, but at the same time, I'm like, you gotta figure out what works for you.” - Heath Shearon “Working with the underwriter is so huge in commercial insurance. I have a whole section devoted to this because I think we've overlooked that a lot.” - Heath Shearon Resources Mentioned: Heath Shearon LinkedIn Agency Performance Partner Reach out to Jason Cass Agency Intelligence
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  • Agency Freedom: Special: Sometimes Producer Is Better Than Principal

    Agency Freedom: Special: Sometimes Producer Is Better Than Principal
    Aug 2 2022
    In this solo episode of Agency Freedom Podcast, James talks about the possible benefits of being a producer instead of an agency principal. For many people, the producer career track may yield greater happiness, satisfaction, and personal wealth than the agency principal track. Episode Highlights: James explains that for some, depending on one's goal, and how they are wired to be in the industry, being a producer is better than an agency principal. (0:53) James shares that some benefits of being a producer are that there is no overhead and you are not paying any payroll because all you have is revenue. (02:53) James explains that as a producer, you don't worry about vendors, tech stack, and administrative things. (03:33) James shares why being a producer simply means having no distractions. (04:13) James shares that, as a producer, you can increase your personal revenue with ease and your proximity to your client is a huge advantage. (05:15) James shares that another advantage of being a producer is that you can easily define success. (07:23) James explains that the challenge of being a principal is the struggle to balance growth and cash flow. (08:04) James explains that another challenge of being a principal is the feeling of not having enough time. (09:04) James shares that, as a principal, it is your responsibility to manage interpersonal challenges. (12:00) James explains what shiny stuff syndrome is, and how it is a challenge for a principal. (13:57) James explains that his point is that sometimes,  being a producer is better than being a principal. (18:45) Key Quotes:  "As the principal. It's your responsibility to come to the office and create the work that needs to be done by other people on your team." - James Jenkins "If you don't have that roster of the up-and-coming talent, if you don't know who the next person is, who's going to win on your team, you are already at a deficit and your growth is going to be stunted." - James Jenkins  "If everybody is a boss, then there's no one to do the actual work. There's no one to handle the client relationships. There's no one to close the deal." - James Jenkins
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  • Millionaire Insurance: Throwback: How to Write Larger Revenue-Generating Accounts

    Millionaire Insurance: Throwback: How to Write Larger Revenue-Generating Accounts
    Jul 21 2022
    Writing small accounts may help you pay the bills, but, you'll never achieve wealth writing small accounts. In today’s throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you how to determine what size account you should prospect and how to be more successful at building a Book of Business. Writing small accounts may help you pay the bills but, you'll never achieve wealth writing small accounts. Episode Highlights: Charles shares a story about his conversation with an insurance agent, who has been very successful over the last 5 years getting lots of new clients. (2:06) Charles explains why producers should stop going after small accounts. (5:26) Charles mentions what the agency principle should not allow their producers to do. (12:53) Charles shares what could happen if you allow your producers to go after small accounts. (13:44) Charles teaches you how to set prospecting goals with your producers. (14:34) Charles explains what could happen if producers go after bigger accounts. (15:20) Charles shares the advice he normally gives to his agents, regarding new accounts. (18:50) Charles lays out the basic questions that you have to answer. (26:09) Charles shares his takeaway from today’s episode. (27:21) Key Quotes: “There's a lot of things that I can say to insurance agents that help them become more successful. But, there are not too many things that I can do to help anyone be successful if they're just going to continue to play small, period.” - Charles Specht “You don't have to go out for small accounts. You just have to make a decision that you're not going to be going after small accounts. You're going to go after bigger accounts. You have to actually come to a decision in your own mind about what is the size of the account that you're going to go after.” - Charles Specht “If you stop going small and start going after the size of the account that you want to go after, you will make more money, you will likely have more joy in your business, and you will have more fun in what you do in your career.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
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