Agency Intelligence

In this episode, host Josh Lipstone of The Explain This Book To Me podcast sits down with David Carothers, the author of the book, The Extra 2 Minutes: How spending an extra 2 minutes on nearly anything in your sales career will take you from good to “best in class.” to discuss David's favorite client, how selling fruit at school gets you in trouble with the principal, how his sales process has followed him from the hollers of West Virginia to the beaches of Florida, and much more. This first episode sets the stage for the upcoming ones and this is a book that will be on your shelves for life.   Episode Highlights:   Josh introduces David Carothers. (1:09) Does David’s toilet paper go over or under? (1:37) What was the last book that David read? (2:16) What made David the person he is today, nature or nurture? (2:49) David shares his childhood background and his career. (3:53) David shares a pretty humorous story about the Maxwell book signing. (4:43) David mentions Malcolm Gladwell’s book entitl

Chris Langille, founder of Advisor Evolved, ripped off an amazing Twitter storm a few days ago breaking down exactly what he would do if he were to start an insurance agency today. This fast-paced breakdown of agency life is going to push some boundaries of what we expect independent insurance agencies to look like but rings true for what's to come. Get more: https://ryanhanley.com

In this episode of Agents Influence podcast, host Jason Cass interviews Seth Preus, founder of Mivation. Seth talks about the SaaS model and how they are using it to create software that provides sophisticated compensation models. Seth also talks about the significance of learning and unlearning and how using extrinsic and intrinsic rewards helps in motivating people.   Episode Highlights:   Is Seth an Android or an iPhone user? (2:40)  What was the last app that Seth downloaded? (3:22) Does Seth love to win or hate to lose? (7:57) What does Seth attribute to his success, skill, or luck? (11:49) Seth shares his story and his family background. (13:16) Seth says that he has moved to 10 different states in his life. (17:39) Seth shares why moving to Colorado Springs is really a good change for him.  (18:13) Seth shares what made him listen to motivational speakers like Tony Robbins and Zig Ziglar. (19:01) Seth shares how he learned the fundamentals of sales. (19:37) Is there anything Seth can

Tracy Cotton, one of my favorite people in the insurance industry, joins the podcast for a deep discussion on the producer vs agency owner relationship and how producers can maximize their value over the long-term. Get more: https://ryanhanley.com

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. In the final episode of Book 1, Customer Service is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition, Josh and Jason finish the book and talk about what is next. How did things change in the last 5 years and how will things change in the next 5-10 years?   Episode Highlights:   Is Jason an Android or an iPhone user? (1:53) What was the last app that Jason downloaded? (2:49) What was the last book that Jason has read? (4:12) Jason says Fanatical Prospecting is the best prospecting book in the world. (6:30) What does Jason attribute to his success, skill, or luck? (6:58) Does Jason love to win or hate to lose? (9:10) Joshua talks about the eight step process of how you recommend building the modern customer experience for an agency in

Yes, it seems like everyone these days is talking about virtual assistants. But why not get your information from the Godfather of insurance virtual assistants, the guy whose literally creating the de facto program for VAs throughout our industry? That's right, we got Wessly Anderson on the show today, co-founder of Agency VA to answer all your virtual assistant questions. Get more: https://ryanhanley.com

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason talk about the second half of the Infographic from the book. They discuss how to propose, not quote, the sale through technology and automation. How to onboard and service your new clients with welcome packets, self-service options, mobile app, email, and social media and what to do to cross sell and refer more business to your agency. Episode Highlights:   What is the one thing from the book that people agree with Jason about, and what is the one thing about the book that people disagree with him about? (1:44) Jason says that he writes blogs whenever he goes camping. (2:45) Jason mentions that he’s writing about API versus RPA. (2:53) Jason believes that RPA will turn into a robotic process. (3:17)  Jason thinks that many people get upset because they pride

Jason Liu, CEO of Zywave, stops by the podcast to talk about the future of Zywave and enterprise technology. We dive deep into the future of Zywave and why now is the time for small and middle-market agencies to take a deep look into their package of tools and resources. Get more: https://ryanhanley.com

In this episode of Agents Influence podcast, host Jason Cass interviews Brian Ahearn CPCU, CTM, CPT, CMCT, Chief Influence Officer at Influence People, and international speaker, coach, consultant, and author. Brian talks about being one of only 20 people in the world certified by Robert Cialdini to teach his methodology when it comes to influence. Brian also talks about his passion for teaching how to communicate differently, understanding what psychology says about our minds, and how we can ethically influence people to do things.   Episode Highlights:   Jason introduces Brian Ahearn. (1:01) Is Brian an Android or an iPhone user? (4:18) What was the last app that Brian downloaded? (4:36) Does Brian love to win or hate to lose?  (5:57) What does Brian attribute to his success, skill, or luck? (7:01) Where does Brian reside now? (8:11) Brian takes us back to his college life and brings us forward to where he’s at now. (8:34) Jason shares why Brian’s LinkedIn profile is very unique. (10:22) Br

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss the first half of the Infographic from the book. They discuss how your branding, USP, and niche dictate your sales funnel, how you can drive leads to your agency through organic and paid leads that drives the business you want and how to convert those leads by utilizing social media, content creation, email marketing, and your website.    Episode Highlights   Are there any loyal listeners who emailed Jason about an episode he recorded five years ago? (2:03) Jason shares the conversation he had with Daniel Burris a year ago. (2:41) Joshua says that the guidance of Jason’s book was really helpful for him. (3:42) Jason explains the difference between traditional sales funnel and the modern customer experience sales funnel. (5:45) Joshua says that most o

Charles Specht, president of Permission Group LLC, the place where insurance producers can find useful information, resources, and inspiration for building a $1,000,000 Book of Business. Get more: https://ryanhanley.com

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss how having the right technology, app, and payment solutions for your clients provide the Modern Customer Experience and you may be surprised about what is no longer as important in 2020 as it was in 2015.      Episode Highlights: Given the direction that Jason is taking the insurance Alliance now, is it possible for Jason to do it in a 56 square foot office? (2:03) What did Jason benefit from having an office in the basement of his home? (3:45) Jason mentions that he has three office locations. (4:34) Jason talks about his meeting together with Neon and the agency owners. (5:50) Jason shares the saying Wesley Anderson says to him that sticks to his mind. (7:30)  Is working at home good or bad? (7:46) Jason shares that as an agency owner, stress o

Scott Howell, president of iProtect Insurance and co-host of The Insurance Guys podcast stops by the show for one of the most EPIC episodes we've ever released. We talk about insurance industry obstacles, sales, life, transitioning to independent, leadership, and everything in-between. Get more: https://ryanhanley.com/

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss the impact that an AMS has on your agency, and how in the future you may not even have an AMS. They also talk about how your website is your curb appeal to the virtual world with the do’s and don’ts of it. Episode highlights: What made Jason realize that we weren’t like San Antonio and why? (3:49) How was Jason’s transition going on with Veruna? (5:29) Jason shares how he met Seth Zaremba. (6:48) Jason talks about the transformation that he experienced. (7:46) Jason says that Veruna is a reliable and easy-to-use tool for data migration. (10:31) Jason shares that he was in a meeting when they inform him about the other seven main people that will get in with Salesforce. (13:53) What does Jason think will happen if Salesforce goes away? (14:35)

One of the best agency owners in the country, Jack Wingate of ALLCHOICE Insurance joins the podcast for an EPIC breakdown on the insurance industry and how he learned all the secrets. Get more: https://ryanhanley.com

In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss how the independent insurance agent is like a frog in a pot of boiling water, the companies that you need to be successful, and the impact of a phone call with a prospect about the past experiences she had with Geico Insurance.  Episode Highlights: Josh reminds the loyal listeners to remember the story of The Ringling Brothers and what happened to Cirque du Soleil. (2:35) Josh mentions the controversial McKinsey report. (4:04) Does Jason have any thoughts on how to provide a better customer experience? (4:19) Jason talks about his trip to St. Louis. (5:53) Josh shares the excerpt from chapter two of the book, “The Ground Rule”. (7:30) Does Jason think that the frog is about to cook to death, or the frog still has time to jump out of the pot? (8:3

Erik Garcia, a certified financial planner and co-owner of Garcia Insurance Services, joins the podcast for a deep dive into why every independent insurance agency really is a unique snowflake and why understanding that fact early is a key to long-term success. Get more: https://ryanhanley.com/

We’re excited to announce a new podcast series on our AI podcast network! The series is called Explain This Book To Me and it is hosted by Josh Lipstone. In this inaugural episode, Josh talks with Jason Cass, author of the book, Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. It’s been 5 years since the launch of the book and they are going to explore what Jason got right, what Jason got wrong, and the new journey that Josh and Jason will be on together. Episode Highlights: Does Jason use Mac or PC? (2:10) What has writing this book meant to Jason both personally and professionally? (7:33) Why did Jason write his book? (9:29) Jason says that the word he likes to use recently is the transformation. (17:36) What was Jason’s view in 2015, and his view for 2020? (22:05) Jason explains that more people and more companies are going to fail because of their own egos and problems, rather than the outside forces that would make a big business collap

Jeff Shi, founder of Quantum Assurance, joins the podcast to talk about his transition from captive to independent and why his past experience finding rivals inside the captive community has propelled his agency towards world domination. Get more: https://ryanhanley.com/

In this episode of Agency Intelligence podcast, host Jason Cass interviews Michael Overstreet, Owner of Safe Street Insurance. Michael shares how he got into the business of insurance and how his knowledge and passion for gardening led him to his niche.    Episode Highlights:   Jason introduces Michael Overstreet. (1:02) Is Michael an iPhone or an Android user? (5:25)  What was the last app that Michael downloaded? (8:07) Does Michael love to win or hate to lose?  (8:50) What does Michael attribute to his success, skill or luck? (9:11) Michael shares his background story and his key to success. (12:34) Michael says that when he went to the Dominican Republic, he got interested in tropical trees, fruit trees, and gardening. (12:53) Michael confirms that he is still doing videos to build an organic presence for both gardening and insurance. (14:50) Is Michael building authority or actively prospecting a niche? (16:54) Michael says that videos could be a way of building relationships across the