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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  • Power Producers: Throwback: The Riches are in the Niches with Bob Klinger

    Power Producers: Throwback: The Riches are in the Niches with Bob Klinger
    Jun 22 2022
    In today’s throwback episode of The Power Producers Podcast, host David Carothers and co-host Kyle Houck, interviews Bob Klinger, President and CEO of Klinger Insurance Group located in Germantown, Maryland. Bob discusses his military background, what brought him into the insurance industry, marketing strategy, his staff, and giving back.    Episode Highlights:  How did Bob Klinger get into the insurance industry? (2:49) Why did Bob Klinger decide to start a dry cleaning business? (5:37) Bob explains the importance of working in various roles to understand the pieces and parts of what made their operations tick. (8:36) Why does Bob take his staff on field trips? (13:23) Bob shares how his Ranger mentality impacted his managing style and how he has evolved. (15:26) Everyone that holds a desk at Klinger Insurance Group has to hit numbers, daily/weekly goals, and incentives. (17:26) Hiring and probationary periods. (18:24)  Prioritizing your daily routines. (26:41) Using your CRM and tracking outbound calls. (28:46)  Why is it important to execute a defined process? (30:58) Marketing, advertising, and giving back to the community. (39:01)   Tweetable Quotes:  “I think that if anything gives me chills, it’s giving back. You know, I grew up pretty easy, I grew up pretty poor, and so being in this industry has given me a blessing and a standard of living to give back.” - Bob Klinger “No matter who you are, you have to execute the process that has been defined, that has been proven to be successful to perfection.” - David Carothers  “I just realize that not everybody's going to think like you; in some cases, that's good.” - Bob Klinger   Resources Mentioned: David Carothers LinkedIn Kyle Houck LinkedIn Bob Klinger LinkedIn Klinger Insurance Group
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  • The MVP Podcast: The Fabulous GloveBox Gurus

    The MVP Podcast: The Fabulous GloveBox Gurus
    May 11 2022
    In this episode of The MVP Podcast, Mitch Gibson is joined by THE Fabulous GloveBox Gurus (Danielle Driscoll, Nicole Mirich, Chelsea Stewart, and Natasha Hansen) to talk about their stories and the paths they took that led them to our amazing friends at GloveBox! After meeting the Gurus in Denver in January, I knew I had to get them on the show and learn more about them. These ladies are so passionate about this industry and truly believe in making a difference in our industry. Episode Highlights: Danielle, Nicole, Chelsea, and Natasha introduce themselves. (2:18) Danielle, Nicole, Chelsea, and Natasha share why they chose the insurance industry and why they chose to work at Glovebox. (8:03) Natasha shares that social media has become a necessary piece of the marketing toolkit that is also easy to use. (20:28) Danielle explains that they are creating their content and that each of them is unique in different ways. (23:33) Chelsea shares that GloveBox is a CXP, a Customer Experience Platform, and it's a platform that creates something new for clients. (27:03) Natasha shares that when she started, she did not know much about the insurance industry, but people are always willing to help and educate. (34:53) Chelsea explains that one pain point that has always been an issue in the mortgage industry is connecting to third-party vendors. (38:16) Nicole talks about the release of their pre-verified accounts, which was done with the help of using AMS. (42:20) Danielle, Nicole, Chelsea, and Natasha talk about the founders of GloveBox. (46:12) Danielle, Nicole, Chelsea, and Natasha share their favorite colors, favorite flavor of ice cream, favorite places to visit, and who they would like to hang out with if given the chance. (49:04) Key Quotes:  "We got into this because we saw that it was cool, that was innovative. And that's what people want these days. They want something cool. They want something innovative." - Chelsea Stewart "So, the biggest value add is even if you're scared of growth, you can kind of think of Glovebox is your first hire, because we are hitting that front end sales process and that post bind service process all in one." - Nicole Mirich "Instead of looking at people to compare yourself or as competition, look at the things that they're doing and look at those things as opportunities." - Natasha Hansen "If there's something that you want, go for it. I like to encourage people to try anything that they are envisioning or anything that they're passionate about. You never know if you don't try." - Danielle Driscoll Resources Mentioned: Danielle Driscoll LinkedIn Nicole Mirich LinkedIn Chelsea Stewart LinkedIn Natasha Hansen LinkedIn Glovebox Reach out to Mitch Gibson
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  • Power Women In Insurance: Throwback: LeTesha Wheeler: Listening To Understand; LeTesha's Mission For Connecting and Making An Impact

    Power Women In Insurance: Throwback: LeTesha Wheeler: Listening To Understand; LeTesha's Mission For Connecting and Making An Impact
    Apr 27 2022
    LeTesha Wheeler is the senior territory manager at Liberty Mutual where she helps insurance agencies across the country to build their book and be more impactful with their clients. She is also an influencer, speaker, and author who is passionate about motivating others to walk in the fullness of their lives. In this throwback episode of Power Women In Insurance, Teresa Kitchens speaks with LeTesha as she shares about her insurance journey that started with an internship when she failed to get into law school. She describes her journey as a mother, wife, and career woman who wanted to climb the corporate ladder. Listen in to learn the importance of exercising love and unity in the society while embracing our differences respectfully. You will also how to build relationships in the insurance industry without biases. “You have to listen to people’s life experiences to understand how to help them live a better life.” LeTesha [38:03] Top Takeaways:  How the insurance industry has changed over the years to become more inclusive.  The importance of unity and love in society despite our differences.  How to look at situations in a positive light with love instead of forming negative stereotypical notions. What you will learn:  [3:06] LeTesha describes her journey in insurance which started as an internship and 20 years later she’s still with Safeco insurance having served in different roles.  [11:51] She talks about her journey as a working woman, wife, and mother and how she has seen the insurance industry change in the last several years.  [16:38] The importance of carriers in insurance companies and the collaborative and innovation factors they bring on board.  [19:13] LeTesha talks about her childhood as a mixed child and why she wrote her book ‘Half Breed’ as a way to unite people.  [25:45] How to build relationships and mentorships in your career versus staying in society’s biases.  [31:58] Learning to respect each other even as we disagree to create the ability to communicate harmoniously.  [37:46] The importance of understanding people’s experiences in the insurance industry in order to help them. Relevant Links: Website: https://www.leteshawheeler.com/ Instagram: https://www.instagram.com/leteshawheeler/ Book: Half Breed: Finding Unity in A Divided World Connect With Teresa! Sterling Insurance Group's Website: https://www.sterlinginsnow.com Teresa's Facebook: https://www.facebook.com/teresa.comerkitchens Sterling Insurance Facebook: https://www.facebook.com/sterlinginsurancegrouptx/ LinkedIn: https://www.linkedin.com/in/sterlinginsurancegroup/ Instagram: https://www.instagram.com/sterlinginsurancetx
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  • Millionaire Insurance Producer: Throwback: 7 Steps to a Million-Dollar Book of Business

    Millionaire Insurance Producer: Throwback: 7 Steps to a Million-Dollar Book of Business
    Apr 21 2022
    In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down what those seven steps are and how you can do it, too! Episode Highlights: Charles mentions his book called, The Millionaire Producer. (1:49) Charles shares the first step: collect signatures and serve happiness. (3:00) What’s one of the most important and most expensive pieces of paper in the insurance business? (4:44) Charles walks us through the second step. (7:28) Charles details the third step: think bigger. (12:38) Charles shares the crucial fourth step in building your book of business. (15:17) Charles explains the fifth step: riches are in the micro-niches. (17:16) Charles mentions the sixth step. (21:17) Charles shares the final step, which is accountability. (26:40) Key Quotes: “Our clients need to be happy. They want to be joyful, they want to be satisfied, they would like to stay loyal, they want to be happy that they chose you. And so, we have to provide services that provide solutions to the bigger problems that they have. You do that…your client will remain happy.” - Charles Specht “You're not necessarily a salesperson, you are a persuader. You need to work on your persuasion. As you work on your persuasion, your tact, your delivery, how you actually message things, you're gonna see your book of business actually increase significantly.” - Charles Specht “That's what an insurance agent does...collect signatures, serve happiness. Stop offering quotes to people who have not yet given you their permission to represent you in the marketplace. That's not what pros do.” - Charles Specht Resources Mentioned: Reach out to Charles Specht Permission Network Insurance Agency, Inc.
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  • Nyasha Gutsa: A Story Of Skill And Luck, A Story Like No Other

    Nyasha Gutsa: A Story Of Skill And Luck, A Story Like No Other
    Mar 15 2022
    In this episode of Agents Influence podcast, host Jason Cass interviews Nyasha Gutsa, CEO at Billy. Jason and Nyasha discuss: Nyasha’s journey from Zimbabwe to the United States and how it all started with a penpal. Nyasha’s experience in private aviation as a pilot.  The inspiration behind Billy, the end-to-end insurance platform for construction. Nyasha’s thoughts on what’s ahead for Billy and for the industry as a whole. Key Quotes: "I think the analogy to that is, sometimes the things that, you know, seem laughable might be the biggest opportunities ever." - Nyasha Gutsa "I was really lucky that I came to this country to learn how to fly in, you know, the United States remains the cheapest place, in my opinion, to learn how to fly and many countries, you know, ship their pilots to learn how to fly here." - Nyasha Gutsa "That's what we're really trying to do, which is just remove those insurance headaches, so the contractors can just focus on what they do best, and make insurance work for them instead." - Nyasha Gutsa Resources Mentioned: Nyasha Gutsa LinkedIn Billy Book: When things fall apart Reach out to Jason Cass Agency Intelligence
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