Agency Intelligence

In this episode of Agency Intelligence podcast, host Jason Cass interviews Landry Fields, Agency Owner at Nova Insurance about the rise of agentic AI, how it's different from bots, and what it means for staffing, tech, and the future of independent agencies. Key Topics: What sets AI agents apart from basic automation tools How a new MCP-based internet could power future automation Agentic AI is here and doesn't need human supervision Licensed roles may be the first to disappear in leaner agencies Every agency will need a CTO to manage tech and automation Automation can cut task costs from $7.50 to just 17 cents Agencies that adapt quickly will outperform larger competitors Reach out to: Landry Fields Jason Cass Visit Website: Nova Insurance Agency Intelligence Produced by PodSquad.fm

In this episode of the Stuff About Money They Didn’t Teach You in School podcast, certified financial planner Erik Garcia speaks directly to those regularly investing in a 401(k), 403(b), or IRA. With the market constantly shifting, it can be tempting to pause contributions and wait for “better” times. But that move might cost you more than you think. Erik explains why dollar cost averaging—investing consistently regardless of market conditions—is actually your retirement plan’s greatest superpower. You’ll hear about three powerful benefits of dollar cost averaging, along with two real challenges that make it tough to stick with. This episode is all about helping you stay confident and committed to your long-term plan—even when the headlines say otherwise. If you're wondering whether to keep investing through market noise, this one’s for you. Episode Highlights: Erik explains the concept of dollar cost averaging and why it's a hidden 401(k) superpower. (01:01) Erik outlines how volatility can be an oppo

MIND SET. You're either strong in the area of confidence and mindset, or you're a weak little puppy. Which one is it? Insurance agents who lack confidence tend to write fewer new accounts each year, they write smaller accounts, and they don't win many (any?) signed Broker of Record Letters. The opposite is also 100% true: Insurance producers who are confident and in the right frame of mind set more appointments and write more accounts, they write larger revenue accounts, and they win significantly more clients through signed Broker of Record Letter. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will not only tell you why MINDSET is so important for an insurance producer but he'll tell you the basic things you need to do -- today! -- in order to start dominating and winning! ---------- PS: Remember, the "PERMISSION PRODUCER SCHOOL" is launching on October 14, 2024. It will give you the blueprint for sales success which, in turn, gives you a strong mindset in o

You get out what you put in. You win championships when you do the good work. You reap what you sow. These are the realities of what happens to people (and teams) who do the right things over and over again. Success comes to those who do the right work and stay consistent. Last time I checked, none of your insurance carriers pay any "consolation commission" when you come in 2nd place. It's all or nothing, baby! If you sow inactivity, you will reap the wind. If you sow inactivity for long periods of time, you'll reap the whirlwind. If you don't do the proper prospecting work, you won't schedule any new business appointments or win any signed BOR's or secure any deposit checks. The choice is yours. In this podcast episode, host Charles Specht reminds, motivates, and guides you on what and why you need to reconsider what you're doing in order to get the results you actually want. Key Topics: Why being busy doesn’t mean being productive The real reason you’re not getting appointments or BORs How second place

Cold Calling is never much fun, but it can become your pot of gold at the end of a rainbow if you can figure out the proper Script and get your delivery of the Script down pat with both enthusiasm and confidence. Most insurance agents have a lame, tired, and worn-out Script that makes them sound like every other agent out there. Don't be that agent! In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht will give you actual examples of what your C3 (Cold Call Carrot) and Script should be in order to be more successful when cold calling. Then, Charles will walk you through how to overcome the two main Objections you will hear: 1) We're happy with our agent, and 2) Now is not a good time. These will help you set more new business appointments with less time prospecting. PS: The "Permission Producer School" is getting ready to launch on October 14th, 2024. Are you signed up yet? Charles Specht created (and will teach) the Permission Producer School as an intensive 3-week t

In this episode of Stuff About Money They Didn't Teach You in School, I (Erik Garcia, CFP®, ChFC®, BFA™) take a solo journey back to 2019—pre-COVID, pre-pandemic stimulus, pre-whatever the heck this current economy is. It's wild to think how much has changed… and how much has stayed the same. This episode opens with a confusing encounter with a Polish website and a German iPhone—setting the stage for how disorienting the financial world can feel when recession fears start swirling. And lately? With inflation still lingering, market volatility, and general unease—it's giving déjà vu all over again. Though recorded years ago, the financial wisdom in this episode remains rock solid. I unpack five economic realities that hold true no matter the cycle, explain key market terms you’re probably hearing more of, and walk through a 4-step plan that works at any income level. Whether you're nervous about what's next or just want to make smarter money moves, this episode is a reminder that fear doesn’t have to drive yo

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Matt Simon, President of CoverLink Insurance, the agency featured on the April 2024 front cover of Rough Notes Magazine.  Key Topics: CoverLink Insurance’s rebrand after 100 years to unify multiple agencies The meaning behind "CoverLink" and its mission to protect clients Hiring based on attitude and work ethic over experience Why culture is the key to hiring and retaining top talent How CoverLink attracts young professionals into the insurance industry The role of technology and adaptability in agency growth Leadership lessons from Matt’s father and agency ownership transition Reach out to: Matt Simon Jason Cass Visit Website: CoverLink Insurance Rough Notes Magazine Produced by PodSquad.fm

We all think having more money will make us happier, but what if the way we instinctively spend it isn’t actually the key to lasting happiness? In this episode of Stuff About Money, Erik Garcia, CFP®, dives into five ways we can use money, and why the thing we want to do with it—buying more stuff—won’t bring us the deep, fulfilling happiness we hope for. Instead, he explores the four things that actually do create happiness: investing in experiences, buying back time, giving generously, and saving for the future. From reflecting on a family trip to Disney World to the conversation we all love to have—“What would you do if you won the lottery?”—this episode challenges the way we think about money and what it can (and can’t) buy. Erik breaks down why spending money on experiences creates memories that last, why buying time back only works if you actually use it wisely, and how generosity is one of the most unexpected happiness boosters. Plus, he explains why saving money isn’t just about financial security—it’

You know, if a producer doesn't get to $100,000 of commission in a reasonable amount of time, they often either get fired or they find a new job outside of insurance. So, we not only need to help them get to $100,000 of commission but I think -- more importantly -- we need to get them to a $250,000 commission Book of Business as soon as humanly possible. Why? Because, once a producer gets to $250,000 in annual gross commission, they are usually not going to get fired, they're in the insurance business for life, and they're typically making six-figures in annual take home pay themselves. Therefore, that's why I am launching the PERMISSION PRODUCER SCHOOL, which is a 3-week intensive new producer sales training school to help new producers write $250,000 of commission in 1.5-2 years. (Go to www.permissiongroup.com to learn more) Key Topics: The importance of hitting the $100,000 gross commission milestone for job security. The challenge of transitioning from learning to producing quickly in the insurance in

I have a confession to make: I firmly believe insurance agents are prospecting all wrong. And, it is not only costing them thousands of dollars every year in new business commission, but they are losing literal weeks (months?) of their lives in the process. But, I also have some good news as well. The good news is that you can be happier as a producer, more successful, get more hours of your life back, and win more frequently. It all boils down to prospecting the low-hanging fruit. In this throwback episode, I (Charles Specht) will tell you what the low-hanging fruit is and also how you can win it! Key Topics: Introduction of "low-hanging fruit" in insurance sales Analogy of picking ripe figs to explain targeting easy opportunities Importance of using the Broker of Record (BOR) letter in acquiring new clients Techniques for identifying and capitalizing on straightforward sales opportunities Discussion on the mindset needed for low-effort, high-return sales approaches Insights into streamlining the sale

How do you earn the right for a prospect's time? How do you set yourself apart from the agency down the street? And how are you being creative with your follow-up? David Sliman, CEO of Sales Proformance Consulting, has led sales teams across multiple industries, including insurance and risk management. He joins us today to discuss his four principles of selling – and it starts with speaking the language of your ideal client. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Sales Proformance Consulting: https://www.salesproformance.com/sales-coaching LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 David Sliman: https://www.linkedin.com/in/davidslimansalespro This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price.

Debt. Some people hate it. Some people tolerate it. And when it comes to a mortgage, the debate gets even more interesting. In this episode of Stuff About Money They Didn’t Teach You in School, Erik Garcia unpacks the question that’s been on the minds of several clients this week: Should I pay off my mortgage early? With four unique client scenarios—ranging from low-interest-rate borrowers with excess cash flow to high-rate homeowners debating a refinance—Erik highlights why there’s no one-size-fits-all answer. Along the way, he shares his personal philosophy on debt (hint: not all debt is created equal) and why blindly following financial advice can sometimes backfire. As the episode unfolds, Erik explores the key factors to consider when making this decision—your interest rate, cash flow, investment potential, and, most importantly, your comfort level with risk. Sure, being mortgage-free sounds appealing, but what if paying it off means leaving yourself cash-poor? Trading your liquidity for a paid-off home

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Mike Hotchkiss, CEO of Hotchkiss Insurance Agency, the agency featured on the March 2025 front cover of Rough Notes Magazine.  Key Topics: The honor of being featured on Rough Notes and its significance. Hotchkiss Insurance’s 50-year journey and industry evolution. The impact of mentorship on leadership and growth. Building a strong company culture through people and purpose. Hotchkiss Helps: Giving back to the community in a big way. Mike shares his approach to leadership and work-life balance. Reach out to: Mike Hotchkiss Jason Cass Visit Website: Hotchkiss Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Have you ever been rejected when doing your prospecting? Of course you have. Probably thousands of times in your life so far. It comes with the territory. But putting in the work helps you find your people. Getting hundreds of "No's" helps you find the dozens who say, "Yes!"  In this episode of the Millionaire Insurance Producer podcast host Charles Specht explains how to embrace the rejecting haters when prospecting in order to find the people who want to do business with you and say, "Yes!" ALSO... the next cohort of "PERMISSION PRODUCER SCHOOL" starts on March 3rd - 7th (2025). You don't want to miss out. Learn more and get registered at: www.PermissionProducerSchool.com Key Topics: Embracing rejection as part of the sales process Filtering prospects to find the right clients Prospecting is a numbers game; selling is about relationships Success stories of producers landing high-value accounts Choosing between quantity or quality in your book of business Persistence and strategic messaging lead to mo

"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sales Manager and Risk Advisor at Oswald Companies, he practices what he preaches. Brokering is about selling a product. Advice is about expanding how you think and how you serve your clients. Casey also dives into marketing and content creation, creating "warm calls" as opposed to cold calls, and driving value with your clients over sales. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Oswald Companies: https://www.oswaldcompanies.com LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515 Casey Schrader: https://www.linkedin.com/in/casey-schrader-clcs-bb7a3229 This episode is sponsored by LAUNCH. In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the

In this episode of the Stuff About Money podcast, Erik and Xavier kick off this episode with a slightly humorous conversation about the unique way people from New Orleans speak—because if nothing else, in The Big Easy, they have their own way of doing things. But that same tendency to do things our way extends beyond language—it also applies to how we handle money. More specifically, how we don’t handle it. That’s right, this episode dives into the all-too-common habit of financial procrastination and why we keep telling ourselves, “I’ll take care of it tomorrow.” Why do we put off saving for retirement, getting life insurance, or investing for the future? It turns out, human nature makes it easy to prioritize today’s wants over tomorrow’s needs. Erik and Xavier explore the psychology behind why we delay crucial financial decisions, touching on everything from marshmallow experiments to why our future selves feel like total strangers. They also break down practical ways to stop stalling and start acting—from

There are THREE things that if insurance producers did, they would have far more success at prospecting and selling insurance. What are these THREE things you might ask? Well, that's what podcast host Charles Specht will teach you in today's episode on building a $1,000,000 or more Book of Business. Also... The next cohort of PERMISSION PRODUCER SCHOOL starts on March 3, 2025 and goes through to March 7, 2025. It's a virtual sales training program for commercial P&C and EB producers. The sessions last for 2.5 hours daily. If you're interested in learning more, go to: www.PermissionProducerSchool.com Get registered at: www.PermissionProducerSchool.com WHEN IT TAKES PLACE: March 3rd - 7th Key Topics: The power of micro-niching to attract and convert ideal clients Winning BORs with a 12-month service plan Lowering premiums through strategic pre-renewal planning Follow-up cadence is the key to consistent prospecting Keeping prospects engaged without overwhelming them Maximizing outreach efficiency for

Going for the BOR is always the better option, but sometimes you just have to quote. If you go through a normal quoting process, be sure to get these three (3) things from the prospect. Once you do this, your quote-to-win ratio will increase so much that you could see your new business revenue increase by some 50% annually. That's a lot of commission. It's YOUR new business commission! But only if you get these three buy-in's from your prospect. So, listen and implement. PS: Download a free copy of The Millionaire Producer at: https://permissiongroup.com/the-millionaire-producer/ Key Topics: Understand the significance of the quoting process in the insurance industry The importance of the Broker of Record (BOR) letter Three essential steps to secure more clients and increase commission The importance of exclusive access to key insurance carriers Ensuring guaranteed business through clear agreements on price savings Preventing competitors from getting a last look at quotes Strategies to remind clients

In this episode of Power Women In Insurance, Teresa Kitchens sits down with Aurora Mullett, Managing Partner at Sky Insurance Brokers. Teresa and Aurora talk about how insurance agents can learn about their state's fair plan, how they can help be an advocate for change and assist their communities. Key Topics: The growing role of FAIR Plans in wildfire-prone areas Why many agents struggle to properly write FAIR Plan policies How State Farm’s exit from California reshaped the market The need for stronger agent education and policy training Legislative efforts to improve FAIR Plans and insurance accessibility The nationwide ripple effect of insurance carrier withdrawals Steps agents can take to influence policy and advocate for change Connect with: Aurora Mullett Teresa Kitchens Visit Websites: Sky Insurance Brokers Sterling Insurance Group Produced by PodSquad.fm

We all want the best talent. Recruiting can be pain, but even beyond finding good people, developing them can be equally difficult. Brett Young, President & CEO at Erb and Young, is taking a unique approach to training and development: Erb and Young University. From weekly trainings to onboarding to its "Masterclass" series, finding a way to focus on helping your team learn and improve is vital to scalable success. Brett walks us through how they're using technology to scale their training processes, where they are seeing results, and the confidence it's built among the producers on the team. 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 Brett Young: https://www.linkedin.com/in/brettins This episode is sponsored by LAUNCH. In the world