Agency Intelligence

At our August Mastermind meeting of Champions, we had the one and only Benjamin Dennehy, the UK’s Most Hated Sales Trainer on to talk about prospecting and sales. It was so good that we had to turn it into a podcast. We hope you enjoy this throwback episode!

There are a lot of male, pale, and stale insurance agents out there who think winning a new client by anything other than with a handshake and a "napkin deal" is unethical. Well, I kindly disagree.  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains why the BOR is an ETHICAL instrument used by the policyholder to ensure great service. And, also, how you can use it to win new clients. Episode Highlights: Charles shares a story about his neighbor Fred, who was so focused on keeping his lawn in perfect condition that he ruined relationships with his neighbors, and compares that to many insurance agents who are set in their ways. (1:55) Charles mentions that the history of the insurance industry was constructed on the shoulders of many outstanding individuals over many decades but it is largely dominated by white older males. (4:20) Charles discusses what a Broker of Record (BOR) letter is and what purpose it serves. (7:18) Charles explains that the BOR letter is

Facility is known as the “last resort” for customers who don’t fit into a regular carrier’s appetite. It’s also becoming a significant source of frustration and unnecessary expense for brokers. In this episode, the guys don their hip waders and dive into the murky waters of FA. This special episode covers a number of FA-related topics including: Are payments of 10% of GWP for processing, 12% of GEP for claims and a 6% service charge enough compensation for a decent client experience? Why is Intact taking the experience back in time by requiring paper and snail mail? Why can brokers no longer order UW reports at the point of sale? This makes it close to impossible to quote accurately. The extended (and unmet) service standards will cause more client billing difficulties and further exacerbate broker processing costs Luckily, this episode isn’t just a “whine” and cheese affair, the guys also get down to targeted solutions and what can/should be done to turn the situation around. Resources: Tom Reid Jeff

In this solo episode, James shares ideas and concerns that you should be aware of before launching a podcast of your own. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: James explains that there are two types of podcasts: those that are focused on the industry, and those that are focused on the local community. (2:26) James explains that starting a podcast is fun if you have the right personality. (5:45) James mentions that podcasting is a great way to meet interesting and successful individuals. (7:08) James explains that female hosts have a wide-open lane in the podcasting business. (10:46) James discusses the importance of developing a niche for one's

Most insurance brokers don't have a "Plan of Attack" when it comes to representing their prospects/clients in the marketplace.  In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht explains that the producers who get the most signed BOR's are those brokers who can effectively explain, to the insured, how they will handle the renewal process with each of the carriers and, specifically, how they will be a fierce negotiator on their behalf to ensure the best T&C's and the lowest premiums possible. Episode Highlights: Charles recalls what he has discussed in his previous episodes. (1:03) Charles shares the reasons why insurance buyers, predominantly construction companies, hire him to manage the insurance renewal process on their behalf. (7:05) Charles explains why getting broker record letters and winning has become difficult. (8:53) Charles describes the super producers who have a million-dollar book of business. (11:34) Charles explains why you need to do diffe

In this throwback episode of The Ryan Hanley Show, Ryan Hanley interviews Gordon Coyle, founder, and president of The Coyle Group. Gordon is a risk management and insurance services firm specializing in liability products. He joins the podcast and explains how he's using video to create inbound leads in specialty liability insurance. This is an episode you do not want to miss... Episode Highlights: Gordon shares his background story with Ryan. (13:00) Gordon explains that his natural curiosity and motivation from Ryan led him to take it to the next level in the technological aspect of the business. (18:31) Gordon talks about consistency and discipline being the keys to everything that you do. (21:07) Gordon shares how he was able to assist someone who had seen his videos and asked for his help. (26:23) Gordon shares that he gets his leads from people that are searching for answers on insurance on YouTube. (33:51) Gordon explains that one of the hardest things for him to do is to repurpose content

In this throwback episode of The MVP Podcast, Mitch Gibson sits down with Luis Leal from Leal Insurance Services. Luis joins the show to discuss the different types of marketing habits he has created, along with building a 1500 member Facebook "Dad's Group" that is a great lead generator for his business. Luis also discusses what his agency does the best at and they stick with being great at those tactics. Episode Highlights: Luis Leal shares how he first learned about the Independent Agents Owners Alliance (IAOA). (2:47) Luis explains what he does on his Facebook and in the community to let people know more about him. (7:01)  Luis shares the common personal things he posts on his Facebook group. (11:50)  Luis provides us with marketing and media strategies he uses to work well with his producers. (16:04)  Luis gives his current insights into implementing the use of the Glovebox app for his clients. (21:42) Luis shares the traits he thinks separate him from other competitors. (25:58) Luis states th

In this throwback episode of The Power Women in Insurance, Teresa speaks with Colleen as she shares her insurance journey from hair styling to falling in love with being a health insurance broker. She talks about the mindset shift she made which led to her starting the Try and Stop Me Podcast. Listen in to learn the importance of having relatable conversations with your clients to earn their trust and create connections with them faster and effectively.  “What you say out loud is the way your life is going to be…the more you speak it into existence, the more it actually happens.”- Colleen [33:22] Top Takeaways: Learning how to be personable when relating with clients to gain their trust. The importance of letting go of a negative mindset and adopting a positive one where you speak existence into your life. Taking the responsibility of actively make the change to be different for yourself.  Key Moments: [1:54] Colleen shares her insurance journey from a hairstylist to when she fell in love with being a

In this throwback episode of Agency Intelligence podcast, host Jason Cass discusses how he got involved in the Virtual Employee industry with Virtual Intelligence, how VE’s help the insurance industry in particular, and how to know that you are getting the right VE’s. Episode Highlights: Jason explains that a VA is a Virtual Assistant and VE is a Virtual Employee and mentions the key difference between them. (3:08) Jason shares how what the agricultural business went through in the past is similar to what is happening in the industry today. (4:40) Jason mentions two things people should think about when it comes to their agency and process, which are licensed and unlicensed tasks. (9:20) Jason shares about some of the great virtual companies that are available like Cover Desk, Savvital, and Lava Automation. (13:19) Jason shares what led him and his business partner, Travis Etheridge, to start Virtual Intelligence. (16:31) Jason explains that it is the people, process, and protection that are the k

The biggest problem insurance agents struggle with is not market access or even a lack of services provided by their agency. The biggest problem is a lack of trust from your prospects. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht breaks down ten of the main reasons why insurance buyers don't trust you -- and then gives you the answer of how to overcome the first one!  Episode Highlights: Charles discusses why the insurance business lacks trust. (3:35) Charles discusses why he started a consulting company called "Constructive Risk". (6:32) Charles expresses his hope to see the insurance business improve. (11:28) Charles discusses the main reasons why your prospect shouldn't trust you. (12:15) Charles mentions that most insurance customers are surprised when they discover how much insurance agents are paid vs how little assistance they actually receive. (15:04) Charles explains why inexperienced brokers pursuing quotes from the incorrect market access

He may be a huge Bowie fan, but we’re going with a Beatles song title for this one. Sorry, Colin! As CEO of the Insurance Brokers Association of Ontario (IBAO), Colin knows a thing or two about the importance of bringing people together to create alignment, drive change, and build a better future for everyone. In this episode, Colin chats with Tom, Jeff, Steve, and Adam about the importance of brokers working together to create a collective voice and figure out where we need to go as an industry. With more than 38,000 brokers across Canada, this is not an easy task, but Colin says he’s definitely up for the challenge of trying to figure out how to make it happen.  He also discusses technology, different IBAO initiatives including the Going Paperless project, and a whole bunch more. Check out the podcast to hear everything he has to say! Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

In this solo episode, James shares some important lessons learned from losing two accounts that total more than $50,000 in annual revenue. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: James shares the story of how he lost two large accounts for his agency. (2:20) James discusses the backstory of the hotel account they had at Riskwell as well as the issues they had with the account. (4:17) James mentions that one of the issues they faced after writing all of the regulations was that they didn't ask all of the proper questions during discovery. (11:18) James explains that you get what you allow; if you allow bad behavior from an insured, they will continue

Lies, lies, and more lies. So very often that's all we hear from our prospects. It happens to you and it happens to your competitors. But, there is definitely something you can do to make it happen much less often and--even--use it to win more signed Broker of Record Letters. In this episode of the Millionaire Insurance Producer podcast, host Charles Specht teaches you about why prospects are lying to you and then provides a few tips (tactics) about how to overcome these roadblocks and get the prospect to finally tell you the truth about what you have to do to win their business. Episode Highlights: Charles discusses why some insurance industry prospects are liars. (2:07) Charles shares a quick story about when he was relatively new in the insurance industry and discovered that the insured was lying to him. (3:18) Charles explains that just because you make an appointment doesn't imply you're meeting with someone who will really give you a chance. (5:48) Charles mentions that he simply cannot be some

You MUST answer only one question in 2023 to maximize your success. Are you building a lifestyle or growth agency? There is no right or wrong answer. The only mistake is not taking the question seriously. In this special episode of The Ryan Hanley Show, we break down why this question is so important and how your answer creates a filter for all decisions you make about your agency. Don't miss this one...

In this episode of Power Women In Insurance, Teresa Kitchens discusses what underearning is and why it is so important to see the signs of it so we can fully achieve our goals. Episode Highlights: Teresa mentions that, in her opinion, Overcoming Underearning is about becoming entirely who she wants to be, not simply about money, finances, or treating herself well. (4:54) Teresa reminds everyone that being an underearner does not mean that people are unhappy with their current situation; rather, it indicates that they are earning less than they could or should be earning. (6:13) Teresa shares that she loves the second portion of the book because it truly talks to us about how stating the truth is the beginning of saying “I want more”. (8:10) Teresa explains that we must also consider what we want to include in our financial future. (15:57) Teresa discusses the part of the book that touches on the importance of writing down every fear we have in our heads. (21:56) Teresa mentions that the only thing

In this throwback episode of Agency Intelligence, host Jason Cass offers up a solo podcast episode to address the four main goals that people want to align your business. He also shares the poll results of this question, the importance of merging your company’s sales culture and service culture to create a better customer experience. 

You may or may not be an unethical insurance agent, but your prospects don't know how to tell the difference. In this throwback episode of the Millionaire Insurance Producer podcast, host Charles Specht hopes you won't "break up with him" as he bullet points a number of reasons both your prospects and your clients don't trust insurance agents, and what you can do to change it. Episode Highlights: Charles explains why insurance buyers, most of whom were construction corporations, recruited him as an independent consultant. (5:45) Charles discusses the first reason which is: insurance agents show up with quotes that have inflated premiums. (7:38) Charles believes that the average insurance buyer out in the United States is paying about 15% more for their insurance than they really need to. (9:20) Charles mentions that, on average, whenever he works with insurance buyers, he usually reduces their costs between 11%-17%. (9:55) Charles talks about hidden broker fees as well as other hidden fees. (10:49)

Reid Holzworth joins the DIPP crew for multiple drinks from the coolest garage we’ve seen on the podcast yet. A self-described serial entrepreneur and a highly regarded figure in the InsurTech space with significant experience in both broker and insurer distribution environments, Reid was the founder and CEO of TechCanary and is currently the CEO at IVANS Insurance. He talks about the work being done at IVANS and the opportunities we as an industry have to change the way insurance is transacted and insurance technology is connecting in general. He thinks that once we fix the connectivity issue it’s going to really open things up and allow people “to build some really cool shit.” As an added bonus, Reid gives the DIPP crew a breakdown of all toys filling his massive garage. For any car enthusiasts out there, we strongly recommend keeping a cloth nearby to wipe up all the drool! Resources: Tom Reid Jeff Roy Steve Earle Adam Mitchell Digital Insurance Pint Podcast

In this episode, James talks with Mike Richardson and Erin Richardson, Co-Owners of Richardson Insurance. To learn more about Richardson Insurance, visit https://www.insurewithrichardson.com/. Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe. Episode Highlights: Mike shares that he is the fourth generation in their family agency and after reviving the agency, they consider themselves a 90-year-old startup. (3:30) Erin shares that she just celebrated her 20th year in the insurance industry, and that before joining Mike at the agency, she worked on the carrier side in claims and underwriting. (4:07) Mike shares his difficulties in moving from the stone age of genuine file cabinets to

None of the insurance carriers pay you a commission for coming in 2nd place. 1st Place is King. 2nd Place is for losers. Literally, not figuratively. The incumbent wants you to lose. The other competing agents want you to lose. Most of the time even your prospect wants you to lose. Therefore ... SALES IS WAR!  In this episode of the Millionaire Insurance Producer podcast, host Charles Specht explains how to prepare a New Business Prospecting Strategy for 2023 that will help you to dominate and write up to 50% more commission in the year than you would have otherwise. *** And, he talks about the "DOMINATE 2023 WEBINAR" he's conducting on 12/16/22.  Be sure to register at: www.permissiongroup.com/2023. Episode Highlights: Charles explains that none of your insurance carriers pay commission for second place, only the incumbent agent gets paid. Everyone else loses because sales is war. (1:53) Charles mentions that insurance agency owners can't have producers who don't produce. (3:42) Charles believes that