Key Topics:

• Veronika's path from media strategy and an AI startup to LightSpeed Voice

• How LightSpeed Voice builds products by staying close to agents

• How LightSpeed Voice's in-house infrastructure translates to faster fixes and fewer outages

• LightSpeed Solutions: the MSP and cybersecurity arm rooted in LightSpeed Voice's origins

• Nova Pro: more agency control over workflows, data capture, and team measurement

• Call Queries: up to 20 preset fields that auto-extract from every call transcript

• Jason's real-world AI voice agent test during the ERIE cyber attack and why it backfired

• Why outbound AI voice is riskier and voice delineation is still too costly for most agencies

• Veronika's take: AI dominates calls short-term, but human interaction becomes novel again long-term

• Why agencies should restructure around four workflow stages instead of relying on AI receptionists

Reach out to:

• Veronika Perkowski,

• Jason Cass

Visit Website:

• LightSpeed Voice

• LightSpeed Solutions

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• How Drake and Ryan grew ITC Agents into a premier event for independent agents

• Why ITC Agents and IndieTech offer an unbiased, association-free tech experience

• The Download Day and BrainShare format, and how IndieTech adapted it

• Ryan's AFib diagnosis and the life reset that followed

• Easy Mode: his upcoming book through a Simon & Schuster imprint

• The human-optimized business model behind Rogue Risk

• Finding employees' easy mode: the Sam the contractor case study

• Why LinkedIn's AI conversation is dangerously behind X

• The AI slop-shaming trend and why it's the wrong advice

• How an autonomous AI agent landed Ryan a book deal in roughly 30 minutes of actual work

Reach out to:

• Ryan Hanley

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Patrick's decade at Progressive and pitching VoIP technology to corporate

• The USAA phone call that pushed Patrick to go independent

• Growing a $5 million agency on $260 in total ad spend through Facebook

• Why introducing clients to custom GPTs is still an uphill battle

• AEO and GEO: how AI searchability differs from traditional SEO

• Backlink networks and AI-searchable directories as a ranking strategy

• Using AI to build SOPs as the smartest entry point for most agents

• Why SOPs directly affect agency valuation and exit readiness

• Targeting the military PCS market and expanding to 25 states

• Patrick's book The Human Advantage and building the trust stack alongside the tech stack

Reach out to:

• Patrick Murakami

• Jason Cass

Visit Website:

• NexAgency

• Claude AI

• Obsidian Note-taking App

• Agency Intelligence Manual

• Agency Intelligence

Produced by PodSquad.fm

From the rebrand of NowCerts into Momentum AMP to the growing need for a truly connected ecosystem, the conversation explores how vendors, data providers, and agencies are coming together to build the next generation of insurance technology.

If you want to understand where agency tech is going and how IndieTech is driving that change, this episode is for you.

Key Topics:

• How Momentum AMP evolved from a certificate system to a full agency management platform

• Why calling it a "platform" instead of a "system" changes everything for independent agents

• Michael giving out his personal cell phone number for direct customer support

• Momentum AMP’s growth to 1,800-plus agencies managing over $10 billion in premium

• The open API philosophy and why Momentum welcomes competitors to integrate

• Momentum AMP becoming the presenting sponsor of IndieTech 2026 in Fort Lauderdale

• Jason announcing his agency is switching from AMS 360 to Momentum AMP

• AMS truth or lie: is the AMS as a SaaS dying, or evolving into something bigger

• Why 95 out of 100 agents raised their hands for AI but weren't actually using it in their workflows

• Momentum AMP's mission to future-proof AI for independent agents and remove the anxiety of missing out on tech

• White-labeled versions of Momentum AMP and what true open customization looks like

• Peter's vision for running an agency without being locked into any closed system

• Chris Voss of the Black Swan Group announced as keynote speaker for IndieTech

Reach out to:

• Michael Lebor

• Peter Germanov

• Jason Cass

Visit Website:

• Momentum AMP

• IndieTech

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• The Evolution of Telecommunications and AI

• The Future of Communication: AI and Transcription

• AI's Role in Customer Interaction and Sentiment Analysis

• The Importance of AI in Business Reputation

• Innovations in Call Technology and Features

• The Future of Voicemail and Communication

• Security Concerns in Data and Voice Technology

• Voice Prints and Authentication

• The Future of Human Interaction in Business Calls

• Lightning Round: Quickfire Questions on AI and Communication

Reach out to:

• Joel Poythress

• Jason Cass

Visit Website:

• Lightspeed Voice

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Andy’s Journey in Insurance and Lead Generation

• Homebot: Bridging Real Estate and Insurance

• The Importance of Homeowner Engagement

• Leveraging Data for Insurance Agents

• Understanding MLS and Its Value

• Automation and Connecting Professionals

• Final Thoughts on Collaboration and Success

• Leveraging Homebot for Real Estate Connections

• Engagement Strategies for Insurance Agents

• The Dance Floor: A Lighthearted Interlude

• Navigating the Challenges of Lead Generation

• Building Relationships with Referral Partners

• Event Planning: The Trials and Tribulations

Reach out to:

• Andy Mathisen

• Jason Cass

Visit Website:

• Homebot

• Agency Intelligence

Produced by PodSquad.fm

The conversation delves into the significance of accurate financial reporting and the common pitfalls that insurance agents encounter, such as not knowing their numbers and the challenges of scaling their businesses. Both guests stress the importance of leveraging technology, including AI, to enhance efficiency and accuracy in accounting processes. As they prepare for the upcoming Indy Tech event, they express excitement about connecting with independent agencies and sharing their expertise in solving the industry's accounting challenges.

Key Topics:

• The Journey to Founding an Insurance Accounting Company

• Understanding the Unique Needs of Insurance Accounting

• The Importance of Technology in Accounting

• Common Mistakes Made by Insurance Agents

• Transitioning from Captive to Independent Insurance

• Leveraging AI in Insurance Accounting

• Key Financial Metrics for Agency Success

• Final Thoughts and Looking Ahead to IndieTech

Reach out to:

• Daniel Garzella

• Jason Massey

• Jason Cass

Visit Website:

• Insurance Accountants

• Darkhorse Insurance Brokers 

• Garzella Group

• Agency Intelligence

Produced by PodSquad.fm

Jason Cass and Roger Sitkins reflect on Walt's life, his contributions to the industry, and the personal memories they shared with him. They discuss his leadership style, his commitment to community service, and the high standards he set for the industry. The conversation highlights the importance of relationships in business and the lasting impact Walt had on those around him.

Key Topics:

• Walt Gdowski was a pivotal figure in the insurance industry.

• He modernized Rough Notes, making it a trusted resource.

• Walt was known for his generosity and mentorship.

• He believed in the power of relationships in business.

• Walt's leadership style combined authority with influence.

• He launched the Rough Notes Community Service Award in 2000.

• Walt was an avid golfer and a licensed pilot.

• He had a significant impact on independent agents and brokers.

• Walt's legacy is a high standard for the industry.

• He was a gregarious and fun-loving individual who cared deeply about others.

Reach out to:

• Roger Sitkins

• Jason Cass

Visit Website:

• The Rough Notes Company

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• The evolution of Bridge and the launch of Magellan

• Why phone systems are an untapped intelligence source

• Using call transcription to surface meaningful insights

• Measuring customer satisfaction through real conversations

• Evaluating employee performance with service standards

• Real time alerts for negative customer experiences

• Connecting phone data to revenue and premium impact

• Contrarian perspectives on AI in insurance agencies

Reach out to:

• Winston Smith

• Jason Cass

Visit Website:

• Bridge Insure

• Magellan Insure

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• AI phone agents purpose-built for insurance operations

• Improving call latency, clarity, and conversational flow

• Differences in inbound versus outbound AI call performance

• Workflow design that reduces repetitive staff tasks

• Routing logic tied to AMS data and team roles

• Increasing task capacity through automated call handling

• Adoption hurdles and the tension between personal touch and AI

• Future impact of agentic systems on agency productivity

• How AI reshapes efficiency, staffing, and client communication

Reach out to:

• Francisco Lopes

• Jason Cass

Visit Website:

• Sonant AI

• Agency Intelligence

Produced by PodSquad.fm

Jason Cass explores that shift with Jackson Fregeau, Co-Founder and CEO of Quandri, as they break down how a renewal intelligence platform can analyze policies, trigger quoting based on premium changes, and create contextual client communication automatically. Their discussion highlights how these capabilities free up staff to spend more time with clients while opening the door to new levels of retention and operational scale.

Key Topics:

• Evolution from RPA to AI-driven capabilities

• Building a renewal intelligence platform for agencies

• Policy analysis across key coverage variables

• Automated quoting triggered by premium change thresholds

• Personalized communication for retention and cross-sell

• Shifts from personal lines to small commercial automation

• Differences in margin and complexity across business segments

• Trust, accuracy, and model limits in production workflows

• AI adoption timing, economic cycles, and industry expectations

Reach out to:

• Jackson Fregeau

• Jason Cass

Visit Website:

• Quandri

• Agency Intelligence

Produced by PodSquad.fm

Jason Cass sits down with Doug McElhaney, Chief Strategy Officer at Applied Systems, for an Executive Sessions discussion at the Applied Conference, where Doug breaks down how strategic clarity guides agencies through rapid technological change. Drawing from his years at McKinsey and his work at Applied Systems, he shares the decisions, mentors, and personal experiences that continue to influence his approach to leadership and industry impact.

Key Topics:

• Understanding strategy through hard-to-reverse decisions

• Top-down thinking and identifying value-producing objectives

• Overcoming analysis paralysis in agency decision-making

• Mentorship philosophies and leadership growth

• Mindsets that shape personal and professional confidence

• People-driven execution of technology and data

• Navigating industry transformation and accelerating change

• Insurance access, protection gaps, and real-world impact

• Bold thinking and envisioning long-term industry progress

Reach out to:

• Doug McElhaney

• Jason Cass

Visit Website:

• Applied Systems

• Agency Intelligence

Produced by PodSquad.fm

Jason Cass sits down with Ashim Khurana, COO of Cogneesol, for an Executive Sessions conversation that explores how a 25-year industry leader balances instinct, data, technology, and people. Drawing from work across global operations, insurance services, and Cogneesol’s transition into IT-enabled solutions, Ashim breaks down the mindset required to lead teams, solve problems, and build systems that stand up to change.

Key Topics:

• Early influences and lessons from past mentors

• Transition from instinct-driven work to data-informed decision-making

• Evolution from BPM services into technology-led solutions

• Strategic thinking versus operational execution

• AI use cases and why processes must be fixed first

• Supporting agents, carriers, MGAs, and legal service clients

• Leadership strengths, weaknesses, and personal growth

• The role of global operations and continuous adaptation

• Travel, culture, and perspective gained across markets

Reach out to:

• Ashim Khurana

• Jason Cass

Visit Website:

• Cogneesol

• Agency Intelligence

Produced by PodSquad.fm

Jason Cass sits down with Peter Van Aartrijk, Senior Vice President at Aartrijk, for an Executive Session recorded live at Applied Net in Las Vegas. From his early years as a journalist to building a respected insurance branding firm, Peter shares the mentors, moments, and lessons that shaped his leadership. Together, Jason and Peter explore the evolution of insurance communication, the meaning of servant leadership, and how authenticity keeps brands relevant through decades of change.

Key Topics:

• Mentorship and lessons that shaped a lifetime in communication

• Building Aartrijk and defining leadership through service

• The human side of executives and agency culture

• Staying creative and relevant through 26 years of change

• The written word and the craft of storytelling in modern marketing

• Navigating technology, branding, and the pace of transformation

• AI’s role in communication, authenticity, and content creation

• Mindset shifts from hard work to meaningful impact

• Purpose, humility, and human connection in leadership

Reach out to:

• Peter Van Aartrijk

• Jason Cass

Visit Website:

• Aartrijk

• Agency Intelligence

Produced by PodSquad.fm

Jason Cass sits down with David Carothers, Founder of Florida Risk Partners and Creator of The Protégé, for a conversation that dives into what it really takes to evolve. David shares how his agency found explosive growth in personal lines, why transparency is the new superpower in carrier relationships, and how mentorship, leadership, and technology are shaping the next era of independent agencies.

Key Topics:

• Rebuilding agency operations from the inside out

• Expanding into personal lines with purpose and systems

• Lessons learned through automation, lead flow, and scalability

• How transparency drives better carrier relationships and appointments

• Training the next generation through The Protégé

• Creating diversity and representation across the industry

• Building Producers in Paradise into a signature event

• Balancing leadership, family, and long-term agency vision

• Why mentorship and innovation remain the foundation of growth

Reach out to:

• David Carothers

• Jason Cass

Visit Website:

• Florida Risk Partners

• Killing Commercial

• The Protégé

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Transitioning agency ownership and leadership to the next generation

• Mentoring younger leaders through patience, trust, and restraint

• Lessons from building UWIB across multiple states and generations

• The importance of allowing others to learn through mistakes and challenges

• Balancing family, faith, and professional growth through leadership change

• The evolving role of mentorship in shaping agency culture and vision

• How resilience and lived experience create lasting impact in leadership

• Maintaining a lifelong learning mindset through every stage of a career

• Humanizing executives and preserving authenticity in leadership transitions

Reach out to:

• Dana Coates

• Jason Cass

Visit Website:

• UWIB Risk & Insurance Solutions

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Daniel shares his 25-year journey in insurance technology and rise to CTO.

• The difference between a CIO and CTO and why smaller firms often merge the roles.

• Why even small agencies will soon need dedicated tech leadership or managed service partners.

• How insurance technology has shifted from stagnant to fast-paced innovation.

• The growing challenge of evaluating which InsurTech solutions will last.

• Daniel’s perspective on AI as a force that will reshape, not replace, the insurance workforce.

• Jason and Daniel discuss how automation will let humans focus on connection and creativity.

• Leadership lessons from mentors who taught Daniel the value of openness and courage to fail.

• How Symphony Risk Solutions is integrating AI partnerships while fostering team-driven innovation.

Reach out to:

• Daniel Hom

• Jason Cass

Visit Website:

• Symphony Risk Solutions

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• The insurance industry’s “inside baseball” pace and why it only feels slow from the stands.

• How community, collaboration, and consensus have fueled decades of industry progress.

• Mentorship and servant leadership lessons from Mike Stein and other early influences.

• Building success by putting others first and leading with purpose.

• From green screens to AI and Keith’s early days implementing technology in the late 1980s.

• The evolution of transactional filing and how it shaped modern agency efficiency.

• Predictions for 2030, including responsible AI adoption, data analytics, and rethinking the modern workplace.

• Keith’s OPA (Operations, Payroll, Acquisition) model for building profitable agency structures.

• Why success in the next decade depends on smarter data, collaboration, and mindset.

Reach out to:

• Keith Savino

• Jason Cass

Visit Website:

• Trucordia

• Agency Intelligence

Produced by PodSquad.fm

Executive Sessions are all about humanizing the C-suite, and this one does just that. Jason sits down with Ryan Westerman, President at AndDone, to talk about his path from physics major to payments innovator, the lessons that shaped his leadership, and how AndDone is changing the way agents get paid. What starts as a career story unfolds into an honest look at communication, responsibility, and the human side of leading a growing company.

Key Topics:

• Ryan’s journey from physics and public administration to leading a fintech company in insurance

• How a Pepsi bottling job sparked his entry into payment facilitation and technology innovation

• The birth of AndDone and its mission to simplify premium collection for agents

• Why Ryan believes technology and business models must evolve together

• Lessons from early mentors on communication, clarity, and explaining ideas that inspire buy-in

• The human side of executive leadership and carrying the weight of others’ livelihoods

• What’s next for payments, AI, and data in the insurance ecosystem

Reach out to:

• Ryan Westerman

• Jason Cass

Visit Website:

• AndDone

• IPFS

• Agency Intelligence
  

Produced by PodSquad.fm

Key Topics:

• Jason’s rise from the mailroom to COO at IPFS and what he learned at every level

• The creation of IPFS’s Leadership Development Program and its impact on culture

• Why clarity and transparency are essential traits of great leadership

• How mentorship shaped his philosophy that “clarity is kindness”

• The role of rhythm, discipline, and family in sustaining leadership energy

• Giving back through community service and serving on the Children’s Mercy Hospital board

• The vision for a more agile, future-ready IPFS that’s more than just premium finance

Reach out to:

• Jason Sanders

• Jason Cass

Visit Website:

• IPFS

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Early career mistakes that shaped Frank’s leadership style

• The mentors who stood behind him during pivotal moments

• Lessons from decades at Deloitte and a global COO role

• The pace of technology change, from the dot-com bubble to AI

• How IPFS and AndDone are innovating payments and financing

• Why consolidation and automation will define the next decade

• Frank’s perspective on AI’s impact on jobs and efficiency

• The books and history that inspire Frank’s worldview

• A defining 9/11 experience that reshaped Frank’s perspective on unity

Reach out to:

• Frank Friedman

• Jason Cass

Visit Website:

• IPFS

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Austin’s leap from State Farm to automation and his “lightbulb moment” with Keap

• Growing from a side project into 350+ virtual assistants powering $2B in premium

• Balancing hard work, family, and redefining success in the agency tech space

• Why AI hype feels like past industrial shifts and what it really means for agencies

• How LAVA approaches SOC 2 certification and data security in the AI era

• Turbo Dial’s customizable VoIP and HubSpot’s growing role in larger agencies

• Why lead generation remains the great separator for top-performing agencies

• Optimizing websites for ChatGPT and AI-driven search, not just Google

• Fear, valuations, and why relationships still anchor the future of independent agents

Reach out to:

• Austin Moorhead

• Jason Cass

Visit Website:

• Lava Automation

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Navigating the seasons of leadership and evolving roles as businesses grow.

• Why shedding your ego is essential to leveling up as an entrepreneur.

• How diverse career experiences create unmatched perspective and adaptability.

• The three human roles that remain in an AI-driven insurance future.

• Linqura’s mission is to make every agent a specialist with real-time insights and data.

• How parenting challenges mirror leadership—building resilience through real talk.

• What true culture building looks like (and what it doesn’t).

Reach out to:

•  Ryan Hanley

• Jason Cass

Visit Website:

• Linqura

• Agency Intelligence

Produced by PodSquad.fm

Jason sits down with Rushang Shah, Chief Marketing Officer at HawkSoft, for an Executive Session about trust-driven marketing, lessons from the early tech world, and how a purple cow became the company’s most recognizable symbol.

Key Topics:

• Why HawkSoft views marketing as building trust, not promotion

• The family story behind HawkSoft’s 30-year growth journey

• How Rushang’s tech background shaped his approach to insurance

• The origins of HawkSoft’s “Purple Cow” and what it represents

• Why HawkSoft focuses on bleeding efficiency instead of bleeding edge

• Helping agencies balance tradition with new technology demands

• Marketing as education: why HubSpot inspired HawkSoft’s strategy

Reach out to:

• Rushang Shah

• Jason Cass

Visit Website:

• HawkSoft

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Toby shares 1Fort’s vision as an all-in-one AI solution for commercial agencies

• Automating submissions and proposals with AI to save time and money

• Why productivity and efficiency are two sides of the same strategy

• Lessons on leadership, mentorship, and building with servant values

• The insurance talent shortage and what younger generations want from work

• How agencies can make insurance a career path for Gen Z and Millennials

• The role of culture, impact, and balance in retaining and growing great teams

Reach out to:

• Toby Hung

• Jason Cass

Visit Website:

• 1Fort

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Sean’s early programming roots and the origins of HawkSoft with his dad

• Why InsurTech “shiny objects” sometimes become core system features

• Balancing thousands of agency requests without losing product focus

• The importance of data ownership and HawkSoft’s people-first philosophy

• Security challenges with users, vendors, and virtual employees

• How Sean blends product leadership with being a developer at heart

• Life outside of work: woodworking, pickup basketball, and raising five kids

Reach out to:

• Sean Hawkins

• Jason Cass

Visit Website:

• HawkSoft

Key Topics:

• Why HawkSoft hires 80% on culture and 20% on skill

• The role of family and faith in shaping HawkSoft’s leadership style

• Paul’s journey from dairy farm to software founder

• Technology shifts that moved from “peripheral” to core in agencies

• How AI and system integration are reshaping agency workflows

• Lessons on servant leadership and building other leaders

• Advice Paul would (and wouldn’t) give his younger self

• The story of HawkSoft’s Purple Cow movement

• Why people, not products, define a company’s success

• Building a workplace culture that wins awards year after year

Reach out to:

• Paul Hawkins

• Jason Cass

Visit Website:

• HawkSoft

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Ryan’s journey with Finding Peak and what it’s really about

• The human-optimized business model and where people still matter most

• Jason and Ryan’s debate on how much agency work can be automated

• Why efficiency without reallocation will kill agencies

• The role of margins, data quality, and retention in the next five years

• Shifting service roles into sales and upsell opportunities

• Why defining your agency vision makes tech decisions much easier

• ITC’s evolution into an agent-focused event and the rise of mic drop sessions

• The importance of community, connection, and cutting through the hype

Reach out to:

•  Ryan Hanley

• Jason Cass

Visit Website:

• Linqura

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Carrier pullbacks and the struggle for new appointments

• Why agents are being pushed toward clusters and aggregators

• The role of rate increases vs. true agency growth

• How COVID accelerated technology adoption in insurance

• The impact of AI and automation on agency operations

• Why convenience and speed matter more than price in personal lines

• Agents selling earlier in their careers and what’s driving it

• The balance between efficiency, productivity, and quality of life

• Why customer expectations are all about speed and ease

• What Chris will be sharing live at IndieTech

Reach out to:

• Chris Paradiso

• Jason Cass

Visit Website:

• Paradiso Insurance Services

• IndieTech

• Agency Intelligence

Produced by PodSquad.fm

Key Takeaways

• Acquiring an agency means retraining both staff and clients

• The “Engine” manual sparked an agency-wide restructuring

• Joel empowered his team by giving everyone access to ChatGPT Team

• VAs are using AI to communicate more clearly and professionally with clients

• Weekly AI discussions drive innovation and team adoption

• AI helped save $30K on a challenging renewal using underwriter logic

• Job losses are about skill shifts, not doom, AI is simply a tool

Want to level up your agency operations? Download the AI2030 Future-Ready Manual: agencyintelligencemanual.comRegistration opens on August 5th for IndieTech 2026: aiindietech.com with only 400 seats available.

Reach out to:

• Joel Dunham

• Jason Cass

Visit Website:

• Ovation Insurance

• Agency Intelligence

  
  

  
  

  Produced by PodSquad.fm
  

Key Topics:

• Using ChatGPT to analyze multi-year loss runs and policy data

• How AI can level the playing field with carrier actuaries

• Constructing email and PDF rebuttals with AI assistance

• Turning a 26% renewal increase into a negotiating opportunity

• Why thoroughness and specificity matter in renewal disputes

• Building agency-wide AI systems via the Logic Routing Engine

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Understanding and overcoming comprehension debt in leadership

• Transforming technical manuals into powerful stories

• The evolution of agency operations with AI-driven frameworks

• Why internalizing knowledge matters more than memorizing it

• Building a community of AI champions through shared learning

• Turning stuck moments into strategic transformation

• Creating impact by teaching through your own evolving story

Reach out to:

Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• AI is a tool to enhance—not replace—relationships in insurance.

• The biggest mistake agents make is staying siloed instead of connecting with others.

• Agencies need to stop chasing what's changing and double down on what stays the same.

• Efficiency gains from AI can be redeployed into productivity, but that window won’t last forever.

• Licensing staff numbers will shrink as bots and VEs take over repetitive tasks.

• ChatGPT isn’t a shiny object—it's a foundational business tool if used right.

• Agency success will hinge on vision, implementation, and customer focus, not fear of new tech.

Reach out to:

• Shawn Fitzgerald

• Stephen Turnbull

• Jason Cass

Visit Website:

• Scratch Agency podcast

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Why agency life feels broken—and how we got here.

• The rise of “IndieTech” and agents building their own tools.

• AI as an accelerator, not a replacement, for human intelligence.

• Lessons learned from 70+ hours building a manual, book, and audio blueprint.

• The power of emotional clarity and shared leadership in agency innovation.

• Giving as a leadership philosophy, inspired by Andrew Carnegie.

• Why 2030 starts now: building toward the agency of the future.

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Why Landry compares AI’s future role in agencies to Iron Man’s Jarvis.

• The rapid shift from automation to AI delegation—and what it means for staff roles.

• How Zapier’s new AI agents hint at the rise of autonomous operations.

• The myth of security concerns and the real blockers to AI adoption.

• Why Google Gemini and Microsoft Copilot will soon be agency essentials.

• The path from generative AI to agentive AI—and why it’s coming fast.

• How agencies can slash costs and outperform competitors using AI-driven models.

Reach out to:

• Landry Fields

• Jason Cass

Visit Website:

• Nova Insurance

• Agency Intelligence

  
  

  
  

Produced by PodSquad.fm

Key Topics:

• Understanding how Google works today—and why that’s about to change.

• How AI interprets intent, not just keywords, to deliver smarter answers.

• Why traditional SEO is losing ground to AI-first content discovery.

• Tactical tips to write AI-optimized content that actually works.

• Practical website upgrades every agent should implement right now.

• The rise of AI-first search and its impact on Gen Z and insurance markets.

• A vision of the near future: integrated AI systems managing your entire business life.

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Why increasing efficiency is the only path to sustainable productivity

• The Swing Efficiency Score (SES): what it is and how it transforms agency operations

• When and why to bring on VEs or automation instead of more staff

• The difference between doing more with less vs. doing less to get more

• Redefining team metrics: revenue per human layer vs. headcount

• The mindset shift from tasks and departments to job types and roles

• Introduction to the AI 2030 Manual and what it means for the future of insurance agencies

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Rebuilding GAIL to handle explosive growth: from 3,000 to 150,000 calls per hour.

• Introducing GAIL GPT: an insurance-specific alternative to ChatGPT.

• AI compliance and legal accuracy: citing statutes, correcting errors, and risk mitigation.

• Custom personas: AI as a compliance officer, claims adjuster, or finance VP.

• Real-time insights from calls and predictive integration with raters and AMS.

• Redefining agency productivity: doing more with fewer people, without sacrificing service.

• The future of insurance AI: automation, vertical integration, and domain-specific models.

  
  

Reach out to:

• Matthew Vega-Sanz

• Jason Cass

  
  

Visit Website:

• GAIL

• Agency Intelligence

  
  

• Produced by PodSquad.fm

Key Topics:

• Why agencies must prioritize transformation over simple change

• Understanding the real versus artificial intelligence in the insurance industry.

• Breaking down the future labor model: licensed staff, VEs, managed bots, and autonomous bots

• How AI is closing the gap between small agencies and enterprise-level capabilities

• The upcoming "Agency Intelligence Efficiency Score" and what it means for your agency

• Predictions on universal income and how automation will impact societal structure

• The battle for agents' time and money — and how to win it by 2030

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• What the agency of 2030 will look like

• Redefining productivity with Revenue Per Human Layer

• Why transformation beats change in agency growth

• The Law of the Lid: Leadership Limits Effectiveness

• Scaling with Virtual Intelligence and smart hiring

• Agency consolidation and generational shifts

• Early access to the AI adoption manual

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Delegating like a CEO: Jason's approach to hiring smart and letting go

• Building an executive team to scale across multiple ventures

• Why Parkinson’s Law is central to Jason's calendar and productivity

• Secrets to starting the day at 4 AM without burning out

• How Jason blocks his week for strategic deep work and leadership

• Leveraging AI, automation, and executive assistants to reclaim time

• The compound effect of preparing the night before

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Ryan also opens up about parenting, culture, and what it really takes to grow.

Key Topics:

• Navigating the seasons of leadership and evolving roles as businesses grow.

• Why shedding your ego is essential to leveling up as an entrepreneur.

• How diverse career experiences create unmatched perspective and adaptability.

• The three human roles that remain in an AI-driven insurance future.

• Linqura’s mission is to make every agent a specialist with real-time insights and data.

• How parenting challenges mirror leadership—building resilience through real talk.

• What true culture building looks like (and what it doesn’t).

Reach out to:

•  Ryan Hanley

• Jason Cass

Visit Website:

• Linqura

• Agency Intelligence

Produced by PodSquad.fm

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

Plus, get the details on the upcoming InsureTech NY 2025 Spring Conference and how to save 35% with the code “AI2025CODE”.

Key Topics:

• Tony Lew shares InsurTech NY’s mission to connect the insurance ecosystem.
• InsurTech’s evolution from disrupting to enhancing agents.
• Accelerators and venture funds supporting industry innovation.
• Digital distribution tools improving efficiency for agents.
• AI and RPA’s potential to create “digital super agents.”
• Highlights of the upcoming InsureTech NY Spring Conference

Reach out to:

• Tony Lew
• Jason Cass

Visit Website:

• InsureTech NY 2025 Spring Conference - use “AI2025CODE” for 35% off
• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Jason’s vision for AI tools as digital assistants
• Using AI to automate tasks like blog writing and video creation
• AI as the brain and RPA as the hands of agency operations
• Benefits of ChatGPT’s paid version for privacy and customization
• Predictions on licensed AI agents in the insurance industry
• Real-life examples of AI improving productivity and creativity
• Encouragement to start leveraging AI tools today

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Want to participate in meetings like these twice a month? Join Agency Intelligence Mastermind to connect with other insurance agency owners, share insights, ask questions, and grow together. 

Key Topics:

• Tackling technology challenges with shared services.
• Using AI and RPA to streamline agency operations.
• Predictions on market trends, softening rates, and acquisitions.
• Data-driven approaches to improve agency-carrier relationships.
• The importance of proactive leadership and strong partnerships.
• Preparing for shifts with customer-focused innovations.
• Highlights of Brainshare and IndieTech 2025 events.

Reach out to:

• Jason Cass

Visit Website:

• Join Agency Intelligence Mastermind
• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Joel’s 30-year telecom experience and role in Lightspeed Voice’s growth.
• Lightspeed Voice’s focus on in-house development and white-glove customer service.
• Nova AI’s capabilities: call summaries, sentiment analysis, and transcriptions.
• Lightspeed Solutions’ IT services complementing VoIP for a full tech stack.
• The future of AI-powered phone systems automating quotes and workflows.
• Enhancing work-life balance through productivity improvements and tech.
• Real-world AI applications transforming agency operations.

Reach out to:

• Joel Poythress
• Jason Cass

Visit Website:

•  Lightspeed Voice
• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Impact of content sharing and fact-checking on social media
• Censorship trends across political lines
• Lessons on personal branding from Curtis Goldberg’s creative content
• Importance of gradual improvement in content creation
• Imitation as a tool for success and cross-industry inspiration
• Market shifts toward rate reductions, urging focus on renewals
• Ryan’s ITC role, enhancing agent engagement and event inclusivity

Reach out to:

• Ryan Hanley
• Jason Cass

Visit Website:

• Linqura
• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Successful implementation of a four-day workweek, improving productivity and employee satisfaction
• Use of AI tools like ChatGPT to streamline tasks and increase efficiency
• Shift in work structure to promote better work-life balance and retention
• Strategies for team scheduling to ensure coverage on off-days
• Leadership's role in embracing and managing change
• Tracking tools reveal that fewer work hours can still maintain high productivity
• Encouraging leaders to align present actions with future goals

Reach out to:

• Michael Cruz
• Jason Cass

Visit Website:

• Virtual Intelligence
• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Mitch Gibson highlights IndieTech's growth and strong vendor-attendee engagement
• Breakout sessions featured live demos and collaborative presentations
• How the team quickly adapted to Hurricane Helene with effective replacement speakers
• Focus on creating inclusive spaces for agents, vendors, and tech collaboration.
• Preview of future plans includes tech challenges and deeper automation insights.
• Special thanks to contributors like James Jenkins for enhancing the event with his voice and video production skills
• Exciting plans for IndieTech 2026 in Fort Lauderdale aim to create a dynamic experience blending technology, sales, and leadership

Reach out to:

• Mitch Gibson
• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Discusses "Skill or Luck" in achieving success and encourages self-reflection
• Shares "Tuxedo Moments" to illustrate the power of standing out
• Advises new producers on creating their own "Tuxedo Moments."
• Explores "Behavior Modification" and how rewards can drive outcomes
• Highlights non-monetary rewards like time off for motivating employees
• Stresses the need to align KPIs with compensation to encourage desired behaviors

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

To learn more about the Agency Performance Partner’s Strategic Planner to build, execute, and stick with your agency’s annual plan visit: https://www.agencyperformancepartners.com/insurance-agency-strategic-planning/

Get 20% off until 12/31/24 with code: Agency Intelligence

Key Topics:

• Exiting the hard market in 2025 requires proactive growth plans as rate increases will no longer drive growth
• Prioritizing client retention through proactive renewal reviews to avoid losing clients as market conditions stabilize
• Addressing staffing issues by filling skill gaps and leveraging virtual assistants to ease workloads
• Agency owners must lead decisively, creating clear plans without relying too much on staff opinions
• Analyzing agency operations, including revenue per team member, to improve efficiency and optimize growth
• Improving agency management systems and ensuring accurate metrics to drive better decision-making
• Long-term planning: Set clear goals for the next 10 years to avoid reactive management and achieve sustained success

Reach out to:

• Kelly Donahue-Piro
• Jason Cass

Visit Website:

• Annual Strategic Planning Workbook (Get 20% off until 12/31/24 with code: Agency Intelligence)
• Post Speaking Session Link to Get More Info
• Agency Performance Partners
• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• Jason navigates driving a U-Haul through Georgia, recording the podcast under unique circumstances.
• Jason reflects on a year of significant business highs and lows, underscoring his responsibility towards his employees during growth periods.
• The episode explores key leadership qualities, such as prioritizing team well-being over business metrics.
• Jason recounts the complex and emotional process of legally aiding his Cuban friend’s family in emigrating to the U.S.
• A personal decision to relocate back to Illinois from Florida highlights the interplay between personal life and professional decisions.
• Encouragement for listeners to pursue passions and face challenges, drawing from Jason's experiences of overcoming hurdles.

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by PodSquad.fm

Key Topics:

• The significant impact of AI on insurance practices, especially in risk assessment
• Insights on the importance of cultural integration and team dynamics post-acquisition
• Broad potential and future applications of AI within the insurance industry
• Advancements and future vision of Ivans under Reid's leadership
• Seamless integration of technology in improving business efficiencies and client relationships

Reach out to:

• Reid Holzworth
• Jason Cass

Visit Website:

• Ivans Insurance Solutions
• Agency Intelligence

Produced by: PodSquad.fm

Key Topics:

• The convenience and capabilities of Gail in automating responses and handling client interactions
• The integration of Gail with other systems like Agency Zoom for enhanced functionality
• Jason's observations on the efficiency and effectiveness of Gail compared to human operators
• Detailed examples of Gail managing client requests and inquiries
• The broader impact of AI on the insurance industry and predictions for future developments

Reach out to:

• Jason Cass

Visit Website:

• Gail
• IndieTech 2024
• Agency Intelligence

Produced by: PodSquad.fm

Key Topics:

• Understanding the broad applications of AI in insurance agencies
• The distinction between licensed and unlicensed tasks in agency operations
• Implementing AI and RPA to enhance operational efficiency
• Case studies on the financial impact of AI integration in agencies
• Future predictions for AI and automation in the insurance industry
• Practical tips for agencies to adopt and adapt AI technologies
• Overview of upcoming IndieTech and resources for further learning about AI in insurance

Reach out to:

• Jason Cass

Visit Website:

• IndieTech 2024
• Agency Intelligence

Produced by: PodSquad.fm

Key Topics:

• The critical role of company culture in employee satisfaction
• Employees' core needs: culture, opportunity, and money
• Benefits of a three-day off week for work-life balance
• Necessity of technology in modernizing insurance agencies
• Challenges in flexible work schedule implementation
• Understanding Generation Z's unique work ethic
• Effective strategies for building a supportive work environment

Reach out to:

• Jason Cass

Visit Website:

• IndieTech 2024
• Agency Intelligence

Produced by: PodSquad.fm

Key Topics:

• Introduction to Whitney Ricci and her unique approach to insurance
• The journey of scaling Ricci Insurance Group from scratch
• The strategic decision to over-hire and the benefits of having a “bench”
• Importance of data-driven decisions in refining business operations
• The transformative impact of selective client engagement and saying "no"
• Whitney’s advice on leadership and cultivating a growth-oriented team environment

Reach out to:

• Whitney Ricci
• Jason Cass

Visit Website:

• Ricci Insurance Group
• Agency Intelligence

Produced by: PodSquad.fm

Key Topics:

• Impact of Apple Podcast's algorithm changes on listener numbers
• Transition to a consultative selling model at Elliot’s firm
• Importance of effective prospecting in sales
• Building and maintaining Centers of Influence (COI)
• Structured referral process introduction
• Utilizing technology to enhance human interactions in business
• Embracing continuous adaptation and learning to leverage technology

Reach out to:

• Elliot Bassett
• Jason Cass

Visit Website:

• Ellerbrock-Norris
• Agency Intelligence
• LAUNCH
• Getting Past the Premium Podcast

Produced by: PodSquad.fm

Co-Founder & CEO of Quandri.

Key Topics:

• Background of Jackson Fregeau and the inception of Quandri.
• The evolution and potential of RPA in financial services.
• Challenges and solutions in deploying automation in the insurance industry.
• Quandri's specific automation solutions for insurance agencies.
• The role of RPA in reducing manual tasks and increasing operational efficiency.
• Future prospects for RPA technology in various sectors.
• Discussion on industry adaptation and the integration of new technologies.

Reach out to:

• Jackson Fregeau
• Jason Cass

Visit Website:

• Quandri
• Agency Intelligence

Produced by: PodSquad.fm

Key Topics:

• Reflection on podcast history and listener loyalty since 2013
• The impact of personal life events on professional paths
• Discussion on generational differences in career expectations and values
• Insights into agency growth and personal anecdotes from industry colleagues
• Introduction of the new podcast series, "The Front Cover"
• Overview of upcoming industry events and the importance of specific tech for independent agents
• Personal updates and future plans in both professional and personal realms

Reach out to:

• Jason Cass

Visit Website:

• Agency Intelligence

Produced by: PodSquad.fm

Episode Highlights:

• Brad shares his background, what Archway Computer does for independent insurance companies, and the Insurance Hacks webinar's goal. (1:11)
• Jason Cass and Travis Etheridge discuss how they got into the insurance industry. (5:40)
• Jason explains why they decided to form a Virtual Employee (VE) firm and how they plan to influence the independent agent's thinking in the future. (8:00)
• Jason explains why he is prepared to pay more and treat his company’s VE’s better. (10:32)
• Jason and Travis talk about how fantastic their company's VE relationship and culture are. (14:05)
• Jason discusses what made him realize that he didn’t need licensed employees doing unlicensed tasks. (19:38)
• Jason mentions that InsurTechs aided the insurance industry in sales, prospecting, and CRMs. However, Indietech 2.0 will assist insurance professionals from the time the policy is sold until they cross sell. (22:29)
• Jason explains that their VE's know how to read a contract, how to look at it, and how to prepare it for the Senior Account Manager to review. (24:41)
• Jason explains that Indietech 2023 will be different, with a trade show, four stages on each side, and demos every 30 minutes. (28:21)
• Jason explains why they don't have onshore virtual or multilingual employees. (29:57)
• Jason and Travis explain why agents who want to be treated as professionals should begin acting as such. (30:56)
• Jason describes the Virtual Intelligence training procedure with its employees to ensure they can manage the tasks efficiently when placed in an agency. (37:56)

Key Quotes:

• “If we can educate the independent agent on the questions they should ask, they're going to start making better decisions. And these people who are taking advantage of independent agents are going to be put out of business and that's a good thing.” - Jason Cass
• “If you need help in your office, stop thinking of licensed people. Get your people together and say, what are 25% of the jobs that you do every day that you hate doing and you don't need to be licensed to do? Then write them down. And you now know what you need a VE to do. And now your staff is freed up and you're actually paying half the cost to get the person who's going to do a better job.” - Jason Cass 

Resources Mentioned:

• Brad Ruben LinkedIn
• MyArchway 
• Travis Etheridge LinkedIn
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Garrett mentions that they have worthy rivals in their company with whom they share information and learn and that anyone can learn if their ears are open. (5:41) 
• Garrett shares his background story and how he got to where he is today in the insurance industry. (6:58)
• Garrett mentions that he used to run a global broker network called Tech Usher, which specializes in technology-related insurance. (8:26)
• Garrett mentions that everything he learned in the insurance industry was from other people and probably some of the competitors or people he thought were better than him in some way. (10:38) 
• Garrett explains how he and Ryan Hanley had the same idea on how Twitter is going to be the future of business. (15:33)
• Garrett mentioned how Bezos and Elon are different kinds of geniuses. (20:59)
• Garret discusses his theory that man will never reach a point when all cars on the road are smart enough to have a truly autonomous experience on highways. (23:28)
• Garrett explains the difference between when the internet and online chat room first came out. (29:18)
• Garrett mentions that you shouldn't be afraid to share your best stuff with people as you might learn a thing or two. (31:52)

Key Quotes:

• "We have worthy rivals in this industry. We share information with them, they share information with us. You can learn things from anybody if your ears are open. You can't learn anything if you think you do everything well." - Garrett Droege
• "Once we perfect the technology, there's more competition." - Garrett Droege
• "Don't be afraid to share your best stuff with other people. You might learn a thing or two." - Garrett Droege

Resources Mentioned:

• Garrett Droege LinkedIn
• IMA Financial Group, Inc.
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Erik shares what inspired him to interview Felix Garcia and Ebens Jean, both of whom immigrated to America, not speaking the language, and ended up in the insurance industry. (1:47)
• Ebens shares his experience of immigrating to America from Haiti and the challenges of not speaking the language and adjusting to a new culture and climate. (5:04)
• Felix shares about his childhood in Cuba and his journey as a teenager from Cuba to Spain and ultimately to New Orleans, and the difficulties and discomfort of being a foreigner in a new country. (10:38)
• Felix and Ebens recall what it was like going to school as immigrants who spoke with an accent and did not know the language well. (17:51)
• Ebens shares the story of getting his first paycheck in America and how that felt. (22:48)
• Felix shares the trajectory of his career and what led him to the insurance business. (29:08)
• Felix explains that the desire to succeed is ingrained in immigrants. (39:08)
• Ebens shares why his company looks for and hires people with an entrepreneurial-driven mindset. (44:46)
• Ebens shares that he is currently reading "The Power of Broke" by Daymond John. (49:55)
• Felix reads an excerpt from the book he wrote, “Ingredients of Success”, about what success really means to him. (50:26)

Key Quotes:

• "When I first arrived in the United States, I was afraid. The wind that I was breathing wasn’t mine, the language barrier, new people in a new country. I didn't feel right about walking in the street, because I just felt like I was a foreigner and I didn't believe belonged here. And those were my feelings at the very beginning." - Felix Garcia
• "If you're willing to put in that work, and the sky's the limit, especially in this industry, you could make as much as you want, but it depends on you." - Ebens Jean
• "Some people think that success is driving an expensive automobile, buying a big house, being successful in business. Success is more than that. Success to me, is the way you walk the path of life each day. It is the things you do and the things you say." - Felix Garcia

Resources Mentioned:

• Ebens Jean LinkedIn
• Felix Garcia LinkedIn
• Erik Garcia LinkedIn
• American National Insurance
• One Way Insurance Group  
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Brenden shares that he is an iPhone user and the last application he downloaded is about the NFL playoffs. (3:00)
• Brenden explains that he loves to win more than he hates to lose because he is competitive. (6:16)
• Brenden shares that he believes that luck got him to his position but his skills got him to understand the responsibilities of his position. (7:22)
• Brenden talks about the history of Loss Run Pro, how it was built, and its success in the industry. (14:46)
• Brenden elaborates on how Loss Run Pro was able to get the help they needed to build the system from betas and focus groups. (17:05)
• Brenden explains that having the ability to get direct loss runs from the carriers is the next step and the next direction of growth for them. (20:45)
• Brenden shares that they are redoing workflows to incorporate Loss Run Pro on a larger scale. (22:20)
• Brenden shares that he is currently reading a book about moods and how it affects our leadership ability. (25:14)

Key Quotes:

• "We spent all of 2020 in betas and focus groups, but our focus groups and betas were with Graham Heffernan, you know, Conner Strong, the Partners Group, like all like some big hitters in the industry. And they helped build out the interface." - Brenden Corr
• "Having the ability to get direct loss runs from these carriers. You know, that's the next step. That's kind of the next 12-month roadmap for Loss Run Pro." - Brenden Corr
• "We don't need to do anything special. The platform is fantastic. So as you said, it's an agency platform. It's built around getting loss runs for new business." - Brenden Corr

Resources Mentioned:

• Brenden Corr LinkedIn
• Loss Run Pro
• Reach out to Jason Cass
• Agency Intelligence

• 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

Episode Highlights:

• Olivia shares that she is an iPhone user, and Jonnie is an android user, and both have recently downloaded the Hi-Hello and Stash applications. (3:28)
• Olivia explains that she has always loved to win, but it is okay to lose sometimes. (5:21)
• Jonnie shares that skill has been a bigger factor in her life, while Olivia shares that it is luck. (6:31)
• Jonnie and Olivia share their backgrounds and how they both started in the insurance industry. (7:32)
• Olivia and Jonnie explain that they are the total opposites of each other, but their differences are a big factor in their success. (14:12)
• Olivia shares that you need to admit to yourself what you are passionate about as well as the things that exhaust you. (17:13)
• Jonnie discusses how they do 95.5% more commercial personal lines to bring in the business. (23:35)
• Olivia shares how she was able to build her network, starting with a friend in the real estate industry. (25:03)
• Jonnie explains that they are very proud that they are a female-owned and operated agency. (29:40)
• Jonnie shares that as owners, they collaborate with their team, and they have an open-door policy in the company. (31:16)
• Jonnie and Olivia share that they are currently waiting for the audible book "Atomic Habits". (35:59)

Key Quotes: 

• "I think you have to admit to yourself what you're passionate about, and what exhausts you because being 50-50, you never want to think, why don't I contribute that to our agency?" - Olivia Hein
• "I turned the no’s into yes’s by just by being really annoying and consistent, and at some point, they needed me to save the day, whether it's a Sunday night and just slowly build up my reputation, kind of one person at a time." - Olivia Hein
• "We're extremely proud that we are female-owned and operated. We never started our agency thinking, this is like a girl power agency, no boys allowed. But we haven't recruited a single person that's on our team...it’s just been word of mouth and it feels really good" - Jonnie Anderson

Resources Mentioned:

• Jonnie Anderson LinkedIn
• Olivia Hein LinkedIn
• Legacy Insurance Partners
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Kim shares her perspective on winning and losing. (5:50)
• Kim elaborates on how her skills have helped her get to where she is today. (7:05)
• Kim discusses her background and how she came to work in the insurance industry. (8:09)
• Kim explains that their mission at InsureWomen is to serve women that are not being served and create a network that cares about women in buying process. (13:49)
• Kim expands on the events that led her to believe that women in the insurance business need to be empowered. (15:57)
• Kim shares that she created the network to help both women insurance buyers and women insurance sellers. (19:22)
• Kim discusses that the insurance business is a great business for women as there is a lot of opportunity for them. (22:39)
• Kim shares that she is currently reading Daring Greatly by Brene Brown. (26:49)

Key Quotes:

• "I want to help women insurance buyers and women insurance sellers basically I'm going to create that network. I'm not looking to become a big agency." - Kim Beach
• "I mean, this business, is a great business for a woman, you know, it's a great business, I mean, better than real estate, because guess what, you end up with an asset at the end." - Kim Beach
• "This whole platform gives women something that men kind of can't have unless you want to be an InsureWoman." - Kim Beach

Resources Mentioned:

• Kim Beach LinkedIn
• InsureWomen
• Book: Daring Greatly
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• What has contributed to Andy’s success, skill or luck? (8:17)
• Andy mentions the last book he read. (8:32)
• Andy shares his background. (13:03)
• Andy shares how GloveBox was created. (17:52)
• Andy mentions how they work on the API. (22:00)
• Andy explains the main reasons why policyholders don't start an account with their carrier. (25:50)
• Andy shares what their web app does. (27:53)
• Andy explains what a “learned experience” is. (31:25)

Key Quotes:

• “We're trying to bring everyone together, huddle everyone up... say, look, this is benefiting the distribution channel of the independent agent, and it's helping them service their book of business, and it's helping the policyholder have a better relationship with their insurance, which ultimately helps everybody: the agency and the carrier.” - Andy Mathisen
• “The best part about GloveBox as a user is that you don't have to remember a username and password. You enter your phone number, you get a pin number. Thank goodness. The day of username and passwords are gone, let’s get rid of that.” - Andy Mathisen
• “You're only thinking of your insurance once or twice a year. But, if we can have them learn to come and use this more frequently, you're going to see a better client out of it, and their retention is going to go up.” - Andy Mathisen

Resources Mentioned:

• Andy Mathisen LinkedIn
• GloveBox
• Reach out to Jason Cass
• Agency Intelligence

Key Topics:

• Winston Smith's background and his transition to running Bridge Insure
• The evolution of Bridge Insure under Winston's leadership
• Bridge Insure’s role as a comprehensive customer communication management platform
• The significance of technology and systems in the growth of insurance agencies
• Winston's perspective on the resilience and future of independent agents
• The strategic approach behind acquiring and scaling Bridge
• Insights into Bridge's unique offerings, including substitutes for popular tools like RingCentral, HubSpot, DocuSign, and others
• The importance of self-awareness and strategic thinking in business success

Reach out to:

• Winston Smith
• Jason Cass

Visit Website:

• Bridge Insure
• Agency Intelligence

Reach out to:

• Reid Holzworth
• Jason Cass

Visit Website:

• Ivans Insurance Solutions
• Agency Intelligence

Key Topics:

• Introduction of Peter MacDonald and the creation of Wunderwrite.
• Discussion on the independent agent landscape and the IndieTech event.
• Insights from CEOs of major industry players on the rate of industry change.
• Exploration of the customer journey in insurance and its impact on agency operations.
• The challenge of integrating technology and maintaining relevancy in a rapidly evolving industry.
• The role of Open API in advancing industry connectivity.
• Perspectives on investment in technology by insurance agencies.

Reach out to:

• Peter MacDonald
• Jason Cass

Visit Website:

• Wunderite
• Agency Intelligence

Episode Highlights:

• Chuck shares his journey from entrepreneur to writing his own book. (3:27)
• Chuck mentions that Liberty and Safeco allowed him to establish his own department with a dozen people dedicated just to helping independent agents grow. (5:29)
• Chuck discusses the post-retirement realizations that inspired him to write his book, The Remarkable Insurance Agency. (11:43)
• Chuck shares that multiple companies were willing to be interviewed to share their stories, results, and marketing examples for his book. (14:04)
• Chuck discusses some of the challenges he encountered when publishing his book in a different format, and that he hasn't started the e-book or the audiobook yet, but expects to do so eventually. (19:45)
• Chuck shares several of the strategies from his book that he says will significantly increase your referrals. (23:07)
• Chuck believes that becoming unique in how you communicate, how you support your community, and becoming vulnerable in sharing more about who you are will be your ultimate differentiator. (27:16)
• Chuck mentions that 62% of high-growth agencies have marketing on staff, not simply a marketer with whom they work outside, but someone who is part of the team and with whom they can communicate. (30:33)
• Chuck shares that his vision for the future is all about retaking market share and giving businesses the freedom they deserve. (33:16)

Key Quotes:

• “I sent out notices to multiple agencies. I had 11 that responded that were willing to be interviewed to share their story, and to share their results and their marketing examples all within the book.” - Chuck Blondino
• “My vision is we retake market share, and everybody is growing and starting to have the freedom they deserve rather than feeling like their business is a straight jacket.” - Chuck Blondino
• “Get vulnerable, sharing more about who you are because that's the one thing that cannot be copied. That is your ultimate differentiator, is your story of you and who you are.” - Chuck Blondino

Resources Mentioned:

• Chuck Blondino LinkedIn
• Book: The Remarkable Insurance Agency
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Reghan shares her background, including being raised by entrepreneurial parents and launching a premium finance company and Loss Run Pro in 2020. (3:03)
• Regan mentions that the current hard market conditions have made it crucial to have accurate data and a full submission to gain traction and solve the pain points in the industry. (8:57)
• Reghan explains that insurance agents who prioritize doing the right things and investing in technology and good people will continue to thrive and generate significant revenue in the changing market. (10:40)
• Reghan discusses the challenges she faced as a female founder in a male-dominated industry, including having to create a fake male persona to gain trust and recognition, but now believes that women deserve a seat at the table and that the perception is slowly changing. (17:21)
• Reghan mentions that it is important for individuals to assess their own needs and find the technology tools that will provide the most efficiency and return on investment for their specific tasks and responsibilities. (23:23)
• Reghan discusses how using a feature that allows for automated reminders and follow-ups can greatly improve productivity and ensure important tasks are not forgotten. (27:09)

Key Quotes:

• “I always have looked out for my agents. And so there is a loyalty with me, because I'm going to treat them right, I'm going to create tools for them, I'm going to try to find them market opportunities.” - Reghan Brandt
• “Women need to also look out for other women and make sure that they're also trying to make opportunities to bring them to the table or better their careers, because that's what brings me a lot of joy.” - Reghan Brandt

Resources Mentioned:

• Reghan Brandt LinkedIn
• Loss Run Pro
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Joe shares his journey from law enforcement, to accident reconstruction, to insurance fraud investigations, and his current role as the Director of Digital Intelligence at INTERTEL. (2:29)
• Joe discusses how easy it is to gather personal information about someone through technology, such as LinkedIn profiles, and how this can be used for fraudulent purposes. (8:51)
• Joe shares that insurance agents are often the first to notice suspicious activity, such as uncharacteristic emails or requests for additional information, which could indicate fraud or identity theft. (11:18)
• Joe emphasizes that investing in software protection is crucial to prevent fraud and protect against cyber threats, even if it seems expensive, as one security breach can have significant consequences. (18:17)
• Joe discusses the importance of understanding technology before implementing it, including asking about cloud services, security measures, data usage, and client protection against breaches, to avoid making costly mistakes and ensure the right technology choices. (23:06)
• Joe explains that the potential data leakage from using chat models like GPT is a concern that users should consider before jumping on board. (24:22)

Key Quote:

• “We really have to start investing in our budgets into technology and people who understand the technology because this is the only way we're going to protect ourselves against it.” - Joe Stephenson

Resources Mentioned:

• Joe Stephenson LinkedIn
• INTERTEL, an Ontellus Company
• Reach out to Jason Cass
• Agency Intelligence

Resources Mentioned:

• Ebens Jean LinkedIn
• Margeaux Giles LinkedIn
• CJ Hutsenpiller LinkedIn
• Michael Lebor LinkedIn
• Mitch Gibson LinkedIn
• One Way Insurance Group
• Irys
• Hutsenpiller Insurance
• InsuranceGIG
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Andrew shares his experience in the telematics industry, starting with cellular one and Nextel, and how he got into the industry through tracking devices. (3:37)
• Andrew mentions that utilizing scorecards and clean driving data can help brokers provide value to their clients and improve their chances of securing insurance coverage in the current hard market. (6:14)
• Andrew discusses how using smartphone apps like E-driving can provide positive reinforcement and improve driving behavior. (11:09)
• Andrew explains how utilizing telematics and driver behavior data is crucial for insurance brokers to effectively manage risk and provide better policies for their clients. (12:46)
• Andrew mentions that brokers need to encourage their clients to share their data and utilize technology to improve driver safety and reduce accidents and claims. (19:02)

Key Quotes:

• “There's a couple of different ways that they can provide value to their clients, is by using companies like our company, or any company that can provide a resource to educate your clients on these scorecards, and how they can use those scorecards to make themselves look attractive.” - Andrew Chermark
• “We're actually doing positive reinforcement, to improve scorecards and to really get them to get engaged, and drive safer.” - Andrew Chermark
• “Just be conscious when you get behind the wheel. If you have a fight or you get a phone call or something happens personally in your life, pull over to the side of the room, take a couple of deep breaths.” - Andrew Chermark

Resources Mentioned:

• Andrew Chermark LinkedIn
• Ensure Analytics
• Reach out to Jason Cass 
• Agency Intelligence

Resources Mentioned:

• Reid Holzworth LinkedIn
• Ivans Insurance Solutions
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Steve discusses his “Insurance Industry Index” platform, an all-in-one source for insurance professionals that covers technology, coaching, podcasts, jobs, and events (5:46)
• Steve mentions that his initial goal was to help the independent agency channel, but he has also realized that service providers in the industry need just as much help, especially with hiring and training new staff. (9:17)
• Steve shares that the Insurance Industry Index’s website is evolving to offer a more advanced search feature, allowing users to find service providers that integrate with specific technologies, making it easier to target the right options. (11:17)
• Steve expresses his excitement about the opportunity to bring together different vendors and create a unified effort, despite the challenges and busy schedules of those involved. (16:57)
• Steve explains that navigating the challenges of building a personal brand alone while juggling social media and other responsibilities has been overwhelming. (19:59)

Key Quotes:

• “The deal is really meant to be that all-in-one resource for everything insurance. And you know, whether it's technology, coaches, podcasts, jobs, events, all these different things really coming together in one spot. ” - Steve Mohr
• “My main goal coming out of the gate was to help the independent agency channel. I think it's like the most badass group of people in the world. It's such a simple industry, it's such a difficult job. I have all the respect in the world for independent agents. And the goal was really to help them out. ” - Steve Mohr

Resources Mentioned:

• Steve Mohr LinkedIn
• Insurance Industry Index
• Reach out to Jason Cass 
• Agency Intelligence
• 
  

Resources Mentioned:

• Jeff Roy LinkedIn
• Mitch Gibson LinkedIn
• Excalibur Insurance Group
• Virtual Intelligence
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Jason started his show by discussing what balance is. (1:20)
• Travis shares that he is an iPhone user. (4:22)
• Travis says that the last application he downloaded was Pos Bean. (4:33) 
• Travis answers the question of whether he loves to win or he hates to lose. (5:34)
• Travis chooses luck over skill as the bigger factor in his career. (6:34)
• Travis shares his background story, how he started, and where he is at this point. (7:34)
•  Travis talks about his father and his achievements. (12:13)
•  Travis shares the reason that made him write his book, Achieving Balance. (18:03)
•  Travis shares what we can do to achieve more balance in our life. (25:54)
•  Travis explains the difference between owning a business and running a business. (35:15) 
•  Travis shares the books that he is currently reading. (40:00)

Key Quotes:

• “Time is our greatest asset. What are you doing with it? What will you be known for because of how you’ve used it?" - Travis Parry
• “Whenever it's hard and challenging upfront. That's when you're going to have the best podcast.” - Travis Parry
• “We are perfectionists to a fault. We focus on perfection as the goal instead of becoming perfected.” - Travis Parry

Resources Mentioned:

• Travis Parry LinkedIn
• Travis Parry
• Achieving Balance
• Reach out to Jason Cass
• Agency Intelligence

This guy gets insurance agents, and he brings a new perspective to the things that we do. Not to mention he is a professional athlete and you know how athletes dominate insurance.

Episode Highlights:

• Zach shares his background. (5:14)
• What has attributed to Zach’s success, skill or luck? (10:03)
• Zach shares some of the strategies he uses to be successful. (13:52)
• Zach mentions his biggest learning curve. (18:28)
• Does Zach have any niches? (21:05)
• Zach shares the full package, plus work comp that they offer. (22:43)
• Zach shares his thoughts about having the right relationship. (35:12)
• Zach mentions what he’s currently doing in the agency. (39:26)

Key Quotes:

• “I think in this industry, any sales position, you have to be willing to just kind of throw yourself in the fire.” - Zach Simmonds
• “I think people genuinely, for the most part, do want to help younger people in their career. When you show that you're willing to put the work in, I think not only the people you work with, but the people that are clients want to help out.” - Zach Simmonds
• “There’s a lot of things that I think sometimes you can assume a business owner understands it, because you see business owners that do...but, there's business owners that really don't want to get in the weeds with what we do, and you’ve got to help them see how it impacts them.” - Zach Simmonds

Resources Mentioned:

• Zach Simmonds LinkedIn
• Eber & Associates Insurance Services
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Ebens shares that he just recently switched to an iPhone and the last application he downloaded was YouTube Kids. (3:43)
• Ebens explains that he loves to win because he gets the feeling of success every time he wins something. (5:30)
• Ebens discusses that he had to learn a lot of things growing up, making him believe skill over luck has had a greater impact on his success. (7:11)
• Ebens shares his inspiring background story and how he was able to get to where he is today. (8:07)
• Ebens shares that he got into the insurance industry because of his work that dealt with B2B sales. (13:01)
• Ebens shares how he was able to go from personal lines to commercial lines. (17:31)
• Ebens discusses how the community has been a big part of the success of his business. (22:03)
• Ebens explains that when they help a community, they do not ask for anything in return. (24:26)
• Ebens shares his story of returning to Haiti in 2009 to give back to his people. (26:14)
• Ebens explains that if you have a dream, you must also know and accept the risk. (30:56)
• Ebens shares that he is currently reading the book called "The Acts You Answer." (33:59)

Key Quotes:

• "All the stuff I had to learn, how to talk to people, how to approach people, how to build relationships with people, it's all become a skill for me like to work to get where I'm at now." - Ebens Jean
• "We are big on our community, man. Like without the community, we wouldn’t be here today." - Ebens Jean
• "We want to continue to bless others like, not in return like we build relationships with people in the community. If they want to do business with us, that's great. If they don't want to do business with us, that's fine." - Ebens Jean

Resources Mentioned:

• Ebens Jean LinkedIn
• One Way Insurance Group
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Torey mentions that AI has evolved and improved significantly, leading to the rebranding of their AI as Circle AI, which has allowed for greater efficiency and better results using new and advanced models. (3:26)
• Torey explains that automating the customer journey requires defining clear goals for each stage and using specific actions to move customers closer to conversion. (5:40)
• Torey shares that Circle AI combines their AI product with other large language models like Chat GPT, specifically utilizing the fine-tuning turbo 3.5 model to achieve better results. (7:59) 
• Torey expresses a desire to integrate with other technologies and encourages listeners to take a second look at their newest offerings. (10:43)
• Torey believes that agents often shoot themselves in the foot by thinking they know the best way to do something, but data shows that sometimes the simplest solution works best. (11:41)
• Torey mentions that the key to success is mastering the fundamentals before getting caught up in shiny distractions and trying to do too much. (12:22)

Key Quotes:

• “Get your fundamentals down, right? Once you have that, then you can really start to tweak but don't have that shiny objects syndrome and try and do too much when you don't have the fundamentals down. And so, that's what we're trying to do is we're very opinionated on how we communicate, but it's based on the fundamentals.” - Torey Maerz
• “AI tools have exploded like they have gotten so much better…I mean, it's just, it's so much easier to be more efficient and get better results with these new models, these big massive models that are out there it's amazing what can happen.” - Torey Maerz

Resources Mentioned:

• Torey Maerz LinkedIn
• ClientCircle
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Scott shares his background in the industry and the development of a tool called Loss Scan to extract data from loss runs for analysis. (2:31)
• Scott explains that Loss Scan is a one-click tool that imports and extracts detailed information from loss runs, streamlining data analysis and eliminating manual processes, with future features including claim comparison, customization, and organized data export for client presentations. (5:44)
• Scott mentions that Loss Scan is an algorithm that aims to solve problems by thinking outside the box and enhancing human capabilities, with potential applications beyond the insurance industry. (10:36)
• Scott discusses how Loss Scan is revolutionizing the industry by providing quick and easy analysis of loss runs, saving time for carriers and underwriters, and improving the underwriting process. (13:37)
• Scott believes that understanding the needs of clients and getting in their shoes is crucial for success in the insurance industry, and providing a product that helps facilitate those conversations is key. (19:52)
• Scott expresses his desire to attend the IndieTech2023 to collaborate with other Insurtechs and have meaningful conversations about connecting products and exploring new ideas. (23:58)

Key Quotes:

• “It's not that we want to replace humans from doing this process, we want to improve their capabilities, we want to enhance what they're doing. And so that's what Loss Scan is about.” - Scott Knowles
• “I can tell you, what we're doing and what's coming is phenomenal. I mean, it's just we've tapped into something that is so much better than what we've done before. ” - Scott Knowles
• “The best technology that you can get out there is technology that comes from people who are in the industry, understand the industry.” - Scott Knowles

Resources Mentioned:

• Scott Knowles LinkedIn
• Loss Scan
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Andy shares his journey of struggling in sales for 10 years, reinventing his career, and finding success by adopting innovative marketing strategies, now helping others in the industry through his coaching and training business. (5:07)
• Andy mentions that marketing in the insurance industry needs to shift from talking about yourself to focusing on the prospects' story, which can lead to significant changes and success for agencies and producers. (10:55)
• Andy explains that the best marketing is simple and straightforward because if people don't understand what you're talking about, none of it matters. (13:47)
• Andy believes that the key to success in sales is clear expectations and storytelling that resonates with the psychographics of ideal prospects. (15:47)
• Andy mentions Complete Game Consulting does workshops and one-on-one coaching, and plans to launch a new online coaching platform called Complete Game University on January 1, 2024. (19:35)
• Andy explains the importance of input and storytelling in attracting the right prospects and not getting complacent in the insurance industry, especially for former athletes. (26:07)

Key Quotes:

• “I realized if we could help producers and the agencies they work for build better marketing messages directed at the right people, everything would change. And we've seen the fruits of that from our clients.” - Andy Neary
• “The best marketing is the most simple, clearest marketing. And people don't like hearing that, because they love their fancy words, and they love the catchy phrases they use. But if people don't understand what you're talking about, none of it matters.” - Andy Neary
• “I urge any agency, any producer who has reached that point to go, what are you going to do to double your book of business without all the effort that you had to put in to get to the first million or first five, whatever that number is? Brand recognition is the name of the game.” - Andy Neary

Resources Mentioned:

• Andy Neary LinkedIn
• Complete Game Consulting
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Erik shares that aside from hosting the Stuff About Money They Didn't Teach You In School podcast, he also spends 90% of his time on financial planning and investment management, with 50% of that time working directly with insurance agency owners and related professionals. (2:54)
• Erik discusses two ways agency owners make money - through dividends/profit distributions and through capital appreciation, while also paying themselves based on their role in the agency. (7:21)
• Erik explains the importance of having mentorship relationships in various aspects of life, as exemplified by the biblical characters Paul, Timothy, and Barnabas. (15:02)
• Erik mentions that aligning company culture with core values and ensuring that the desired culture is manifested within the organization is important. (18:32)
• Erik shares that he discovered his company's values by asking his staff through a questionnaire, and based on the responses, he developed core values centered around professionalism, knowledge, empathy, and creating a family-like atmosphere. (21:03)

Key Quotes:

• “As agency owners, there are two ways we make money in this space... Number one is through dividends or distributions of profit, right? If I'm an owner, and whatever I own is profitable and there's money to distribute, I take money, right? The second way we make money as owners is through capital appreciation.” - Erik Garcia, CFP®
• “As owners, we should pay ourselves for the work that we do. And then we should be motivated to be profitable” - Erik Garcia, CFP®
• “We're a family and people sense that when they meet us and do business with us. They sense that we're family, they sense it when they come in, they feel that we're family. Our culture of family is a way that we can create a better memory for them a better experience for them. This is powerful stuff. This is my staff telling me, this is not me sitting in a room telling them what our values are. This is them telling me.” - Erik Garcia, CFP®

Resources Mentioned:

• Erik Garcia, CFP® LinkedIn
• Garcia Insurance Services
• Garcia Financial Group
• Podcast: Stuff About Money They Didn't Teach You In School
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Ted believes that IndieTech has created a supportive and collaborative environment where agents and entrepreneurs selflessly help each other succeed, making it a unique and inspiring industry to be a part of. (3:17)
• Ted mentions that NBS is focused on giving agents confidence and helping them understand market trends and carrier reactions to better protect their client's assets, particularly for local agents in the sub $4 million revenue range. (8:51)
• Ted explains that the high net-worth insurance market is facing challenges as fewer carriers are willing to provide coverage, leading to potential loss of business to other carriers and a lack of specialized coverage options for high-value assets. (13:29)
• Ted discusses how the current crisis is causing agencies to reevaluate their strategies and relationships with carriers, as they consider the potential risks and impacts of relying on a limited number of partners. (23:51)
• Ted mentions that NBS is focused on the evolving middle market, offering a range of products including specialty lines and ancillary products, and providing support to local agents throughout their lifecycle. (29:44)

Key Quotes:

• “The thing that I keep reminding my folks who are having, you know, probably similar reactions as your producers, is the market’s not discriminating, right? The reality of what any individual producer is going through is the exact same reality as any individual wholesale broker.” - Ted Stuckey
• “If you think about NBS, and why we exist, what we do, it's, it's giving that local agent competence and meeting them where they are. Uniquely, we will broker a monoline work comp policy for a minimum premium.” - Ted Stuckey

Resources Mentioned:

• Ted Stuckey LinkedIn
• Nationwide Brokerage Solutions
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Stacey shares that Florida has a severe insurance crisis, with 76% of lawsuits against insurance providers for homeowners claims filed in the state, causing a negative economic impact and 71% of the money going to attorneys instead of consumers. (3:46)
• Stacey explains that insurance companies are raising premiums to cover increasing costs of roofing materials and labor, and are working to change laws to reduce lawsuits and outlaw assignment of benefits by third-party contractors. (11:47)
• Stacey mentions that insurance companies should better explain that regular homeowners insurance policies don't cover flood damage to avoid Better Business Bureau complaints. (16:07)
• Stacey discusses the tort reform laws that Florida recently implemented which limit the ability of individuals to collect damages in liability cases if they are more than 50% responsible for the incident, aiming to make the system fairer and discourage unnecessary lawsuits. (18:47)
• Stacey discusses the importance of good underwriting and building codes in minimizing the impact of a tragedy. (24:35)

Key Quotes:

• “The market in Florida if you're a Florida agent is going to be absolutely phenomenally good over the next 36 months, even to 60 months. I believe it's going to be absolutely amazing.” - Stacey Giulianti
• “To our underwriting people who took good policies, if you want to get a good rate, make sure that you have a good roof and an upgraded home. You’ve got to put some money into it and then you're going to have a safer home. And over the long run, it's less expensive from an insurance perspective.” - Stacey Giulianti

Resources Mentioned:

• Stacey Giulianti LinkedIn
• Florida Peninsula Insurance Company
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Jason discusses how they use a risk advisor tool and an AI language model to quickly enter and process information for insurance quotes, reducing the time it takes from an hour and a half to less than five minutes. (3:01)
• Jason explains that Robotic Processing Automation allows robots to perform routine tasks in agencies, such as checking claims reports, monitoring changes in notes, and handling cancellations. (8:00)
• Jason emphasizes the cost-saving benefits of using virtual employees and investing in technology for agencies, and the significant gap between those who adopt these practices and those who don't. (10:40)
• Jason mentions that he created IndieTech 2023 for independent insurance agents to learn about and experience the latest technology in the industry, including education classes on data management, automation, and digital tools, as well as a CEO panel. (13:44)
• Jason announces that if people use the code: “IPFS300” when purchasing a ticket for IndieTech 2023, they will get $300 off the regular price. (17:08)
• Steve believes that the best way for agents to understand what's happening is by being exposed to others who are doing it, even if it may be mind-blowing and lead to some deciding to sell, it's important for leaders to support and allow those in their organization who see the potential to take action. (17:27)

Key Quotes:

• “In the middle of the heartland in Indianapolis, Indiana for independent insurance agents, I am creating a technology show that is for tech and for agents. And it's going to be fantastic.” - Jason Cass
• “All indietech is insurertech. But not all insurtech is indietech.” - Jason Cass
• “For agents, the best way to figure out what's going on is to be exposed to other people that are doing it. And this is a way to do that.” - Steve Anderson

Resources Mentioned:

• Steve Anderson LinkedIn
• Catalyit
• IndieTech 2023
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• What’s Kelly’s opinion about the role of Jason Cass with his partner Travis? (10:32)
• Kelly advises Jason on whether he should hire someone to manage his company. (12:05)
• Kelly recommends that agency owners establish a vision of where they want to go in 10 years. (15:38)
• Kelly believes that there is a lack of execution rather than a shortage of solutions to the hiring problem. (16:37)
• What are the benefits of the great resignation for insurance agents? (17:16)
• Kelly thinks that every agency must fight for what it needs and also be intentional and strategic. (19:59)
• Kelly discusses their online school and the process pack that can be purchased on their website. (21:18)
• Kelly talks about their next course, Plan and Execute: Creating Your Agency Success Blueprint, which will be available in October. (23:38)
• Kelly explains how they can help agencies with their metrics. (28:32)
• Kelly discusses the agency with whom they worked during the pandemic. (32:49)
• What does Kelly watch to unwind? (34:31)
• What book is Kelly currently reading? (35:45)

Key Quotes: 

• “If you find the good people, and you can make it work, because that's your culture, you also have to have fairness and equality between everybody.” - Kelly Donahue-Piro
• “You have to figure out your vision, like what do you want to be in 10 years and be every year working 10% closer to that, because that's the right thing, right?” - Kelly Donahue-Piro
• “There is no shortage of solutions. What there is, is a shortage of execution.” - Kelly Donahue-Piro

Resources Mentioned:

• Kelly Donahue-Piro LinkedIn
• Agency Performance Partners
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Scott mentions what he really appreciates about Jason. (4:04)
• Does Scott listen to a lot of podcasts? (6:26)
• What has attributed to Scott’s success, skill or luck? (16:29)
• Scott shares his professional background. (24:27)
• How did Scott become institutionalized? (34:47)
• Scott shares the story of how he met Bradley Flowers. (37:38)
• What’s something that Scott learned in his business, that he didn't know in the past? (42:42)
• Scott explains why communication is so important. (43:41)

Key Quotes:

• “I would say I love to win. I don't think much about losing, I just keep going every day, putting one foot in front of the other. I've always said that insurance is a lot like working out.” - Scott Howell
• “I think it's good to hear what everybody's doing. And, no matter which podcast you listen to, no matter who the host of the podcast is, as long as it's within the insurance sphere, okay. You can always learn something from every single podcast.” - Scott Howell
• “I think that you have to communicate with your spouse, and let them know how much time, energy, and dedication that starting an insurance agency from scratch or less than scratch is going to take.” - Scott Howell

Resources Mentioned:

• Scott Howell LinkedIn
• The Insurance Guys Podcast
• iProtect Insurance & Financial Services
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• What has attributed to Jeff’s success; skill or luck? (10:37)
• Jeff shares his background in science and how he found his way into business. (11:55)
• Jeff shares good business owner practices. (16:35)
• What has been different about what Jeff does today, versus 10 years ago? (21:27)
• Jeff mentions how the law of attraction has helped him. (27:41)
• Jeff shares a story about Mike Stromsoe’s event that he attended. (30:48)
• Jeff shares details on a concept he’s currently working on. (33:39)
• What's the number one way that Jeff gets business into his agency? (35:42)
• Jeff discusses lead quality in the age of Covid. (38:00)
• Jeff shares how he collects data with his marketing team. (44:34)

Key Quotes:

• “I hate to lose. Basically, you learn everything by losing. All through sports growing up, you know, that's where I learned everything. The feeling of losing motivates you to become better, pick yourself up and be a better version of yourself.” - Jeff Roy
• “Skill makes luck. If you're doing enough things out there, eventually, you're going to get some luck because you're doing enough items. So, I'd say they're joined at the hip.” - Jeff Roy
• “We've got a mind that it's okay to make mistakes. My mantra is launch, fail, learn, fix. We try new things. We do things most people wouldn't do. We take the path less traveled...But, we try and make it work. We're not scared to spend money and learn from it.” - Jeff Roy

Resources Mentioned:

• Jeff Roy LinkedIn
• Excalibur Insurance Group
• Agency Intelligence
• Reach out to Jason Cass

Episode Highlights:

• Jason shares his personal interpretation of what success means. (2:56)
• Jeremy discusses the five freedoms that form the foundation of everyone's vision for success: money, time, location, relationships, and health. (5:43)
• Jeremy explains how active income and passive income differ, and suggests ways for agency owners to increase their passive income using their existing business. (12:05)
• Jason and Jeremy discuss the strategy of recruiting revenue-generating team members as a means to grow an agency, even when the owner isn't actively working. (14:24)
• Jeremy mentions the importance of cultivating a supportive culture and team within the insurance agency industry as a basis for growth. (21:01)
• Jeremy explains that by delegating tasks, we can attain success and realize our five freedoms, even if this process takes some time. (24:38)
• Jeremy expresses his belief that although we sometimes fall into negative personas, having positive intentions can help us achieve the life we desire. (28:43)

Key Quotes:

• “The autopilot bus button is where the mentality changes for agency owners. And you really start thinking about the fact that the business you are self-employed inside of, if you can learn how to hit autopilot, that business can make you passive income that you're not working on.” - Jeremy Goodrich
• “One of the things I've learned is as soon as you delegate something, you never want to do it again. It's a step back.” - Jeremy Goodrich
• “Sometimes we get caught up in like the persona of an insurance agent. And underneath that veil is just the life that you want, the life that your intentions will provide for you, you can put things together to make that happen.” - Jeremy Goodrich

Resources Mentioned:

• Jeremy Goodrich LinkedIn
• Shine Insurance Agency
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Jason shares the perspective that technology when maximized, can enhance internal camaraderie and allow employees to devote more time to the agency. (12:12)
• Austin explains how custom reports can display data related to the successes and failures of campaigns, assisting in long-term campaign modifications. (16:01)
• Austin shares his experiences attending various spring conferences, including BrainShare in New Orleans. (25:37)
• Jason makes a comparison between two insurance conferences, Applied and Netview, discussing their respective energy and excitement levels. (27:24)
• Austin discusses the significance of employing a CRM and maintaining community engagement but also cautions against the distraction of the latest technology trends. (31:44)

Key Quotes:

• “I would love to welcome more people to do what we do. I think that there is such a burden in the P&C, but maybe even life and health but definitely the P&C vertical of unserved customers that don't know how to organize their CRM, in an effective way and they just kind of struggle with it.” - Austin Moorhead
• “Having the type of data that tells you where you're succeeding and where you're failing, you know, from a macro level is really good when you're trying to make changes in your campaigns long term.” - Austin Moorhead

Resources Mentioned:

• Austin Moorhead LinkedIn
• Lava Automation
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• James shares his insight about the state of the insurance industry, including carriers, vendors, agents, and technology. (8:35)
• James discusses the affordability crisis in homeowner's insurance and the need for carriers and agents to respond to it by raising deductibles and segmenting coverage, while also disclosing to clients what they are doing. (13:36)
• James mentions that the affordability crisis is a common issue, and addressing it is crucial for the industry’s success. (16:38)
• James believes that generative AI, a combination of AI and robotic process automation, has gained mainstream interest in the insurance industry due to its ability to generate new content and data, potentially revolutionizing the insurance industry. (24:40)
• Jason discusses the importance of margins for agencies and how AI can help agencies reduce payroll expenses and gain a competitive advantage. (32:35)
• James explains the comparison of the compounding effect of investing in a 401k to the compounding advantage of using technology in an agency, and how it can lead to a significant advantage over competitors. (39:20)
• James discusses his upcoming book, "Leaving Captivity," which provides a blueprint for launching a successful scratch agency and how it can help agents avoid mistakes. (43:15)

Key Quotes:

• “There's an affordability crisis almost uniformly across the country. And if we don't respond to it as an industry, then we will have an availability crisis very soon thereafter.” - James Jenkins
• “The reality is, it's generative AI behind the scenes that is taking data from all these places and doing something with it, which is what we haven't ever seen before.” - James Jenkins
• “We finished up the book, it is called Leaving Captivity. It is a blueprint that is designed to help someone launch a successful scratch agency.” - James Jenkins

Resources Mentioned:

• James Jenkins LinkedIn
• RiskWell
• Book: Leaving Captivity
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Nick discusses the importance of building a Broker of Record (BOR) system and how it allowed him to produce differently, with pride and confidence. (3:12)
• Nick explains how his system, Producer Systems, customizes processes for each agency and producer to define their own process. (17:13)
• Nick shares his preference for cold calling and how he built his book of business through it. He explains why he finds it efficient and how he has adjusted his approach over time. (22:00)
• Nick discusses how insurance agents can package loss control, risk management, and other services to solve the client's premium problem. (27:59)
• Nick invites listeners to join Producer Systems Live, a weekly mastermind group where producers discuss how to win clients with good coverage and experience mod. (31:17)

Key Quote:

• “Prospecting is such an easy way to create confidence, but also it's the best way to get new business. You want to write more new business, spend more time prospecting. ” - Nick Aube

Resources Mentioned:

• Nick Aube LinkedIn
• Producer Systems
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Davie discusses the benefits of using IPFS to enhance the efficiency of payment and finance transactions for agents, allowing them more time to concentrate on sales, account management, and business development. (8:03)
• Davie explains the mechanics of premium finance interest rates and provides strategies for agents to effectively market and position these to clients. (12:25)
• Davie shares his method of consuming podcasts and other content to refine his business strategies, and his efforts to engage with a variety of perspectives and opinions for both personal and professional growth. (15:09)
• Davie mentions the significance of having a diverse range of perspectives in business, familial, and spiritual aspects of life. (18:21)
• Jason and Davie engage in a conversation about the confluence of different political beliefs and the vital role of diversity and immigration. (20:59)
• Davie invites listeners who seek advice on enhancing their processes and increasing sales via payments or financial transactions to contact him on LinkedIn. (29:36)

Key Quotes:

• “If you want to spend your time doing administrative work and putting out fires, by all means, we'll fund you direct, and you can collect the down payments, and you can do everything yourself. If you want to sell more and you want time back, that's what we're here for to help you.” - Davie Holt

Resources Mentioned:

• Davie Holt LinkedIn
• Imperial PFS
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Mark discusses the importance of digital payments and financing in the insurance industry, and ePayPolicy's mission to make payment collection and reconciliation as frictionless as possible for their agency customers. (5:26)
• Mark shares the development of ePayPolicy's Finance Connect product, which serves as a middleware to exchange data between premium finance companies and agencies, making the financing process as simple as possible for all parties involved. (7:09)
• Mark explains the practical use cases of AI in ePayPolicy's products, such as Checkmate and Payables Connect, to make them more efficient and improve customer service. (12:31)
• Mark discusses the potential use cases for blockchain in insurance, but expresses skepticism about the widespread use of crypto for payments. (20:44)
• Mark explains ePayPolicy's financing options for premium payments, including the ability to electronically sign premium finance agreements and set up auto payments. (23:33)

Key Quotes:

• “I think as an industry, we're really just in the early innings of starting to transform into the new digital economy, that most other industries or at least kind of a decade down the road, a little bit further on. And so, you know, that's nothing but you know, a massive opportunity for our business and helping our customers transform and take that journey together.” - Mark Engels
• “Our take on this is to enable it to be easier for all parties in the ecosystem so both our premium finance customers and the agencies to make the financing process as simple as possible.” - Mark Engels
• “One of the huge benefits that we've got to being in business as long as we have is, you know, we work with over 6,500 agencies today. Agencies, brokers, MGAs. And then we also work with some of the biggest premium finance companies in the US as well.” - Mark Engels

Resources Mentioned:

• Mark Engels LinkedIn
• ePayPolicy
• Finance Connect
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Jeremy mentions that he and his wife established Shine Insurance Agency in 2013, aiming to transform people's perception of insurance. (1:36)
• Jeremy advises new agency owners to start writing down their processes from the beginning to create efficient systems. (6:48)
• Jeremy discusses his experience in discovering a commercial real estate niche and his strategy for managing clients' risks. (9:00)
• Jeremy mentions that the fundamental elements of building a business are the three E's: Education, Experience, and an Entourage. (11:24)
• Jeremy explains the concept of charging additional fees for app access, noting that it would only be successful if the value offered by the agency justified the cost. (23:31)
• Jeremy shares insights on the significance of transforming an agency into a passive income source, and provides examples of his accomplishments in this area. (26:07)

Key Quotes:

• “One of the first things I always advise someone who's a new agency owner, maybe they haven't written their first million dollars in premium yet, is even from the beginning, start writing down your processes.” - Jeremy Goodrich
• “If you're going to find success in a business, you first have to have education, you second have to have experience. And then the third one is…you have to have an entourage.” - Jeremy Goodrich

Resources Mentioned:

• Jeremy Goodrich LinkedIn
• Shine Insurance Agency
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Adam shares his daily routine as a venture investor, including spending time talking to new insurtech companies, advising current portfolio companies, and staying up to date with the latest developments in the insurance industry. (5:19)
• Adam discusses the potential of Chat GPT and generative AI in the insurance industry, including the use cases and entry points for this technology. (10:27)
• Adam and Jason discuss the value of relationships in the insurance industry and how they can provide more detailed conversations compared to non-strategic funds. (15:08)
• Adam explains the different stages of venture investing, from friends and family to series A and beyond. (25:20)
• Adam defines a unicorn as a company with a valuation of a billion dollars and discusses the challenges of achieving this status in the insurance industry. (27:48)
• Adam offers to help independent agents interested in hearing from early-stage companies and shares his experience in working with brokers. (29:49)

Key Quotes:

• “I am very conscious and very aware of the fact that I don't want to become that investor that I kind of laugh at… And so for that reason, to your original point, I spend 25% of my time making sure that I'm staying up to date, latest and greatest in terms of what's actually happening on the ground floor through this industry.” - Adam Blumencranz
• “One of the reasons why some of the unsophisticated insurance investors have left the market and some understandably so, others not so much. The reality is, I'm not sure there are going to be that many billion dollar unicorn type exits in a short amount of time within our industry anytime soon.” - Adam Blumencranz
• “I'm here. I've seen it all, I don't know it all. But I know I know a lot related to the companies that are out there and I'm happy to help. I'm happy to meet new people and having to get more involved, more ingrained than I already am.” - Adam Blumencranz

Resources Mentioned:

• Adam Blumencranz LinkedIn
• Distributed Ventures
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Kimi discusses her podcast, Metal Health, which focuses on mental health and heavy metal music. (0:34)
• Kimi mentions that she is an Agency Success Manager for Openly as well as a heavy metal musician. (3:45)
• Kimi discusses her transition from Agency Owner to Openly. (6:14)
• Kimi explains that Openly is an insurance tech company founded by insurance professionals who understand the needs of the insurance industry. (8:50)
• Kimi shares her experience running her "Everything Insurance" agency and the importance of finding a niche. (10:32)
• Kimi discusses the significance of setting expectations and providing feedback in a business partnership, and the challenges of implementing it. (17:48)
• Kimi believes that having hard conversations in both personal and professional relationships is essential. (20:19)
• Kimi discusses the advantages of role-playing and providing effective feedback. (21:55)

Key Quotes:

• “The cool part about Openly and I can actually attest to this because I work for them. It was built by insurance people. You know, there's a lot of InsurTech companies that are technology getting into the insurance space and Openly is quite the opposite. It's insurance people getting into the tech space.” - Kimi Donahue
• “Learning to have hard conversations, both at work and in your personal lives, whether it's a romantic relationship or with friends, is huge.” - Kimi Donahue
• “I could talk about roleplay all day long. But my favorite thing about it is it teaches you other perspectives, you know, you think you've got a great script, and then you hear someone say, even if you just walk away with one golden nugget, you're like, Oh, that was worth it.” - Kimi Donahue

Resources Mentioned:

• Kimi Donahue LinkedIn
• Openly
• Metal Health Podcast
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Jim discusses disruption and the impact of disruptive technologies on traditional industries. (2:05)
• Jim mentions that the pandemic forced organizations to think differently and question their traditional working methods, which can lead to positive changes. (6:12)
• Jim discusses the potential of ChatGPT, and how it can be used to improve various industries. (10:59)
• Jim explains that AI technologies are not meant to replace humans, but rather enhance their productivity, making companies that use them more competitive than those that don't. (16:06)
• Jim explains that lean thinking is about making existing processes more efficient, whereas innovation is about creating new things. (18:01)
• Jim shares his method of forcing ChatGPT to cite sources and the years of studies that were published to determine the credibility of the information. (21:32)
• Jim discusses the need for upskilling and adapting to change in the face of innovation. (28:05)
• Jim explains the importance of innovation and technology in fighting inflation and increasing productivity in today's rapidly changing environment. (32:25)

Key Quotes:

• “Innovation is about creating things that don't exist.” - Jim Harris
• “Look at the hugely deflationary impact of technology and innovation. We have to use technology, we have to be innovative in order to fight inflation in these high inflationary times. It gives a company the ability to either lower its prices, or raise its margin in a competitive market. And so, technology and innovation are absolutely essential today, especially for independent insurance brokers and agents.” - Jim Harris

Resources Mentioned:

• Jim Harris LinkedIn
• Strategic Advantage
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Brad shares his journey from a challenging past to becoming the UK's top motivational business speaker, bestselling author, and founder of a large business network. (3:19)
• Brad discusses the significance of conscious decision-making, and learning from mistakes, and shares a 24-second, 24-minute, and 24-hour decision-making strategy to enhance success in life and business. (8:41)
• Brad encourages people to let go of the past and negative experiences that weigh them down to make a mindful decision. (11:31)
• Brad explains how to embrace the present moment by using a 9-word tic-tac-toe grid exercise to reflect on personal growth and focusing on self-improvement. (16:01)
• Brad shares how he started his business 19 years ago and had to juggle various aspects of his life, including finances, emotions, and relationships. (19:03)
• Brad mentions that success is being happy with where you are. (23:15)
• Brad discusses how people often measure success by comparing themselves to others, rather than focusing on their progress and achievements. (24:52)
• Brad discusses the significance of finding satisfaction in one's own life and staying authentic, rather than pursuing material wealth or measuring oneself against others' flawless lives on social media. (26:11)

Key Quotes:

• “Here's how I've kind of trained my brain…I make decisions. If it's the wrong one, it moves me one step towards being an expert. If it's the right one, it moves me one step towards success. ” - Brad Burton 
• “The only way that you can become the person that you need to become is by letting go of the person who you once were.” - Brad Burton 
• “Success, I believe, is being happy and content with where you are.” - Brad Burton 

Resources Mentioned:

• Brad Burton LinkedIn
• Brad Burton LTD
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Cameron explains how he came across Jason and the Agency Intelligence Mastermind group. (3:45)
• Cameron mentions that he's a partner and owner of a small agency that was established in 2000 by a group of agents who shared expenses and he is working to perpetuate and move the agency forward. (5:58)
• Jason explains how and why the Agency Intelligence Mastermind was created. (7:31)
• Cameron explains how focusing on a specific niche within their agency, cultivating relationships, and diversifying into multiple pillars has enabled them to scale their revenue and dominate the transportation industry. (10:30)
• Cameron mentions that he has created a separate division for trucking insurance with its own brand and his agency focuses its marketing and branding efforts on the trucking industry while also hosting a podcast to give back to the community and invest in the transportation industry. (16:16)
• Jason discusses why more people don’t want to decide based on price. (19:28)
• Cameron explains the importance of education, finding passion in the insurance industry, and helping people genuinely rather than just chasing money. (24:38)
• Cameron mentions that insurance agents are often cheap when selling something valuable. (28:13)

Key Quotes:

• “Educate yourself, be passionate about what you want to do. Truly come from a place of wanting to educate and help people, right? And that should be your whole mission and brand and image. And then don't say you're an expert in something when you aren’t.” - Cameron Pechia
• “I was born in the struggle, like born in a recession, like cool. It's only up from here. I didn't know that. But, what I did learn though, is all of a sudden your expertise, your language, your communication styles, your influence, dive into that niche, or that group of people, your tribe, so to speak, like you said, our community. So now I'm one of them.” - Cameron Pechia
• “Education is huge for us. And so, I would say, find what you like to do find what you're passionate about…like, go do something you want to do, that you want to help people and not just make some money. I learned that a long time ago, don't look at people or chase money.” - Cameron Pechia

Resources Mentioned:

• Cameron Pechia LinkedIn
• Get A Load Of This Trucking Podcast
• Valley Trucking Insurance
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Aubie explains that The Independent Insurance Agents of North Carolina is an insurer tech accelerator that helps independent insurance agents have a voice in the development of new technology to strengthen the distribution system. (2:19)
• Aubie shares that he is part of an organization called "101 Weston Labs" which aims to support insurance innovation and independent agents in the next generation. (8:30)
• Pat discusses the 101 Weston Labs program which provides mentorship, coaching, access to technology for independent insurance agents, and aims to enable agents to become involved in the technology that will be in their future and put good technology into their hands to create a better customer experience, have better processes and be more efficient. (10:39)
• Aubie mentions that several unknown companies are creating tech products to solve problems in the independent agency system, many of which originated from agents who built solutions for their own agencies. (14:21)
• Aubie shares that they encourage entrepreneurial and inspiring problem solvers to develop products to benefit other agencies. (15:18)
• Aubie discusses the challenge of identifying and understanding the purpose of the many new insurtech companies emerging. (18:31)
• Aubie explains the pitch day for their investment accelerator program, where entrepreneurs present their slide deck and every company accepted into the program will receive investment. (21:50)
• Pat discusses the formalized process of their investment accelerator program. They typically have five to eight companies coming through at a time and hope that the process will be a win for both sides. (23:48)
• Aubie explains how "IndieTech" or technology made specifically for independent agents makes up a significant portion of the tech stack used by independent agents in the insurance industry. (27:03)

Key Quotes:

• “We believe that the distribution system in the future will continue to thrive and be as healthy as the technology that they developed, or the technology that they implement in order to improve efficiencies and enhance the customer experience.” - Aubie Knight
• “We want agents to be involved in the technology that will be in their future.” - Pat Cline
• “Ideally, that's what we hope happens to all the companies that come through our program, that they end up building a very viable product that makes agents lives easier, and helps them thrive.” - Aubie Knight

Resources Mentioned:

• Aubie Knight LinkedIn
• Pat Cline LinkedIn
• 101 Weston Labs program
• Independent Insurance Agents of North Carolina
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Jake shares that he is an iPhone user, and as a young producer, he loves to win. (3:08)
• Jake explains why skill has been a bigger factor in his life and where he is today. (4:32)
• Jason shares how he met Jake and how he was recruited to work at The Insurance Alliance. (5:06)
• Jake shares his backstory, from being at school to landing a job and being granted an opportunity in the industry. (7:13) 
• Jake explains why, despite having very little knowledge about the industry, he took the opportunity to be part of it. (10:06)
• Jake shares that he is currently trying to figure out a niche that would genuinely work for him and that he could bring value to (14:01)
• Jake recalls the days when he worked at Abstract during COVID and how it was related to bringing up great people in the team. (19:23)
• Jason explains why Jake has a great perspective on life and how they hired Jake's friend to join the team. (23:03)
• Jake shares about his side-gig, which is a self-owned clothing brand company. (24:40)  

Key Quotes:

• "What my current situation is I'm trying to figure out a niche that works for me, but I'm trying to find a niche that I can truly bring value to." - Jake Jines
• "I know, underwriters are who write my paycheck, so I need to make sure that I'm doing my best to present them with the best and most profitable business." - Jake Jines
• "I was coming into the industry with very little knowledge of anything. But to me, what got me hooked was just the opportunity alone in the insurance industry. So, I knew that I may not learn it right away. But I know what the six-month time span, I would start learning it more and more, and eventually, I would figure it out." - Jake Jines

Resources Mentioned:

• Jake Jines LinkedIn
• The Insurance Alliance
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Jacob explains that Robotic Process Automation (RPA) software automates manual processes like data input, client updates, and email management, freeing up time for more productive work. (4:16)
• Jacob mentions that insurance agencies can save time by automating operations like claim screening and report organization using bots. (6:45)
• Jacob explains that Adapt API provides solutions to minimize missed notifications and other issues. (9:50)
• Jacob explains that Adapt API’s service costs depend on the agency's performance, and the return on investment is normally $4-10 dollars for every dollar spent. (12:17) 
• Jacob shares how their platform can quickly and effectively connect with an agency's workflow, enabling fast access to data with no continuing setup or training in 30 minutes and through email or Zapier. (15:16)
• Jacob offers loyal listeners 10 free hours (600 minutes) of their agency's time by signing up for their product before the end of March. (17:00)

Key Quotes:

• “If every day you're saying, hey, every morning I wake up and go to my email and then have to like open this folder and then drag something into it, well, you can actually have a software do that for you and then you can go and do better things with your time.” - Jacob Simon 
• “We basically just charge you for the work that we do on your behalf, right? So you know, if the agency is smaller midsize, you're going to pay less. And for a much larger agency, you're going to pay more, but it's always going to be equal to the amount of work that we're doing for you.” - Jacob Simon 
• “Implementing new technology can sometimes be weeks long, months long, just like a huge investment. And things fall apart in that time, right? And so, there's a little bit of aversion to trying something new, because you think, hey, it's not gonna get off the ground. But as you mentioned, you know, it's really quick and painless.” - Jacob Simon

Resources Mentioned:

• Jacob Simon LinkedIn
• Adapt API
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Jon discusses the current state of the insurance industry in California. (3:06)
• Jon mentions that the biggest change in the insurance industry in the last 14 years has been in technology and the fact that agents no longer have to meet with clients face to face. (4:47)
• John explains that with the technology resources available in the insurance industry, insurance professionals can get to the personality traits and customer service work much quicker, leaving more time for the insurance agent to prospect. (8:10)
• Jon discusses what happened in the insurance industry when Proposition 103 was implemented, and how it connects to what is happening currently in the insurance industry in California. (12:34)
• Jon discusses the BIG Independent Group's Convention, including some of the speakers, and how the convention and tradeshow have grown from previous years. (14:37)
• Jon mentions that the first-ever National BIG Independent Group convention and tradeshow will be held in Las Vegas from May 1st to May 4th, 2023. (17:15)
• Jon expresses his love for the insurance industry and his desire to keep working in it in the future. (19:01)
• Jon mentions that the most growth in the insurance industry happens when there is the most disruption. (22:12)

Key Quotes:

• “The more that this technology comes on, the more that we're able to integrate it, the more that we're able to get the customer service work done. That's actually the more time that we have to go out and prospect.” - Jon Spaugy
• “We've been a BIG Independent group for like the last 13 years. So as soon as we moved it out of California and went national, I think we did a real good job of getting the word out and promoting it. So we're actually going to be changing our name to Agents Brokers United. You know, that's been my whole theme the whole time, how to unite the industry.” - Jon Spaugy
• “You guys need to stay positive in this industry. And remember, a lot of times, the most growth you're going to get in the industry is when there's the most disruption. And, I think we have a lot of disruption right now. I think there are a ton of opportunities, don't give up, stick with it. We'll make it out of this and we'll be bigger than ever.” - Jon Spaugy

Resources Mentioned:

• Jon Spaugy LinkedIn
• Agents Brokers United
• National BIG Independent Group convention and tradeshow
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Lindsay explains how she got into the insurance industry. (2:55)
• Lindsay mentions that it was eye-opening to see that companies are developing technologies specifically for independent insurance agents. (9:13)
• Lindsay believes that the most important aspect that IndieTech will take over is the relationship aspect since that is what differentiates independent agents from national companies. (11:36)
• Lindsay mentions that it will be really interesting to watch how the ChatGPT technology develops. (16:04)
• Lindsay explains that she finds marketing fascinating since it covers so many different aspects and there is a lot to learn about it. (18:06)
• Lindsay discusses her favorite three social sites and how she utilizes them. (20:04)
• Jason and Lindsay discuss the benefits of using AI over Google. (24:35)
• Lindsay mentions that she and her mom co-host The Insurance Refocused Podcast, where they interview people in the insurance industry and discuss what they're doing to stay up with the changing times. (27:05)

Key Quotes:

• “I'm really enjoying working for the industry and not in the industry. And that's a distinction that I made pretty early on. Like, I'm not an agent, right? I'm not licensed and so I work for the industry, I bring value to people who are working in the industry. And I think I really enjoy that. And I think that that's something I want to keep pursuing.” - Lindsay Wallace
• “The important part that IndieTech is going to take over is going to be the relationship part. It's going to support the independent insurance relationship, because that's really what makes independent agents special from those national companies.” - Lindsay Wallace
• “I find marketing absolutely fascinating because it's such a mix of so many different things. And there's so much to learn about it.” - Lindsay Wallace

Resources Mentioned:

• Lindsay Wallace LinkedIn
• Independent Insurance Agents of North Carolina
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Dale shares his background and his present career. (16:02)
• How did Dale shift his career from working in the prison system to the insurance industry? (24:03)
• What does Dale’s agency look like today and how many employees does he have? (29:16)
• Dale mentions the main goal that he wanted for his agency. (29:25)
• Dale shares where his second office is located. (29:39)
• What was the main change that Dale made? (32:37)
• Dale shares the most significant leading factor in his agency. (38:22)
• Dale mentions a piece of good advice from Michael Hyatt. (40:23)
• Dale shares why he wanted to get to a salesforce-based platform. (46:59)
• Dale mentions Michael Hyatt’s book entitled, Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals. (58:20)

Key Quotes:

• “If we're going to focus on the negative, it just takes the legs out from under us to be able to move forward and have that positive momentum to win. I truly love to win more than I hate to lose because I know we're going to lose sometime. Just keep getting out there and winning.” - Dale Langehennig
• “If I've got to have a disclaimer on every single thing we do, I'm gonna find a better way. There's got to be something better than this.” - Dale Langehennig
• “When that obstacle is in front of you, don't go to the right or the left, or stop. Go straight through it and you will find the lesson that obstacle is teaching you. When you lose staff or that one major account or maybe things are happening in your family, you learn from that to do better.” - Dale Langehennig

Resources Mentioned:

• Agency Intelligence
• Reach out to Jason Cass
• Dale Langehennig LinkedIn
• Texas Preferred Insurance
• Your Best Year Ever: A 5-Step Plan for Achieving Your Most Important Goals

Episode Highlights:

• Elijah discusses Goodman Family Insurance and how he gets leads by posting videos and other content on TikTok and social media. (3:46)
• Elijah explains how he came up with the concept for his first TikTok video, which is about cold calling. (5:57)
• Elijah recommends those who wish to post on TikTok or Instagram to include a quote sheet or an intake form in each video so that viewers can contact them for a quote since you never know which video could go viral. (10:11)
• Elijah mentions the need for making the video interesting from the start in order to attract people's attention. (12:12)
• Elijah explains why it is important to ride the wave of a video that goes viral. (14:41)
• Elijah mentions that you should not be too concerned with how a video performs, some will perform well and others will not. (17:24)
• Elijah explains how gaining more leads from his videos influenced his agency’s workflow and what they do to ensure they can handle those leads. (20:08)
• Elijah shares the mechanics of his giveaways on social media. (24:14)

Key Quotes:

• “If you have a video that goes up and does really well, I would just try to ride that wave as much as possible. So whatever kind of the video is, just keep going off that until you lose momentum with it. Because that's what I had a lot of success with at the beginning” - Elijah Goodman
• “I used to be like this too. Getting too worked up about how a video does or how many views it gets, how many likes it gets, comments it gets. On the day you posted a video and it totally flops, and in two weeks or a month, no one is going to remember you posted a video. It doesn't matter.” - Elijah Goodman

Resources Mentioned:

• Elijah Goodman LinkedIn
• TikTok: Big E the Insurance Guy
• Goodman Family Insurance
• Reach out to Jason Cass
• Agency Intelligence

Ryan, for about the next 20 to 30 minutes, lays out exactly how he processes 3 to 400 leads a month. And when I say that, he lays it down step by step. I encourage you to listen to this and by the end of it, you're gonna want to send it to other people in your staff and your team, specifically those who are dealing with inbound leads.

It is a jewel. This is an hour-long meeting, but we're just giving you the juice, the meat, the succulent flavor. Enjoy!

Episode Highlights:

• What has attributed to Michele and Michelle’s success, skill or luck? (7:28)
• Michelle and Michele share their career background. (10:31)
• Michelle mentions one of her goals when she opened her agency. (16:50)
• What’s the main niche of Michele’s agency? (20:37)
• Do Michele and Michelle agree that the amount of competition is based on the number of prospects? (24:40)
• Michelle mentions her biggest challenge, at present. (30:22)
• What’s something that’s been significantly helpful to Michelle when doing business? (33:26)
• Michelle and Michele give a piece of advice to the loyal listeners. (40:45)

Key Quotes:

• “I think that insurance is still such a relationship business, that there will be a point that the not talking doesn't work anymore. There's going to be a stage in this process that there has to be relationship building, and it’s harder to do digitally.” - Michele Horwitz
• “It's okay to take time for yourself and not every client is a good client. But, the ones that are good understand when you need to take time for yourself.” - Michelle Mosher
• “There are a lot of helpful hints out there. But, there's also a lot of noise and you just have to figure out what you're good at, what your path is, and move from there.” - Michele Horwitz

Resources Mentioned:

• Michelle Mosher LinkedIn
• Southshore Insurance Professionals
• Michele Horwitz LinkedIn
• Bay Area Insurance Shop, Inc.
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Brenden shares that he is an iPhone user and the last application he downloaded is about the NFL playoffs. (3:00)
• Brenden explains that he loves to win more than he hates to lose because he is competitive. (6:16)
• Brenden shares that he believes that luck got him to his position but his skills got him to understand the responsibilities of his position. (7:22)
• Brenden talks about the history of Loss Run Pro, how it was built, and its success in the industry. (14:46)
• Brenden elaborates on how Loss Run Pro was able to get the help they needed to build the system from betas and focus groups. (17:05)
• Brenden explains that having the ability to get direct loss runs from the carriers is the next step and the next direction of growth for them. (20:45)
• Brenden shares that they are redoing workflows to incorporate Loss Run Pro on a larger scale. (22:20)
• Brenden shares that he is currently reading a book about moods and how it affects our leadership ability. (25:14)

Key Quotes:

• "We spent all of 2020 in betas and focus groups, but our focus groups and betas were with Graham Heffernan, you know, Conner Strong, the Partners Group, like all like some big hitters in the industry. And they helped build out the interface." - Brenden Corr
• "Having the ability to get direct loss runs from these carriers. You know, that's the next step. That's kind of the next 12-month roadmap for Loss Run Pro." - Brenden Corr
• "We don't need to do anything special. The platform is fantastic. So as you said, it's an agency platform. It's built around getting loss runs for new business." - Brenden Corr

Resources Mentioned:

• WEBINAR: MARCH 29th 2:30-3:30MST (Join here)
• Brenden Corr LinkedIn
• Loss Run Pro
• Reach out to Jason Cass
• Agency Intelligence

Resources Mentioned:

• Ryan Hanley
• Rogue Risk
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Peter mentions that he will speak about sales automation at the Agents Leadership conference in Niagara Falls in September. (6:59)
• Peter explains that Wunderite's main function is to simplify insurance applications, supplementals, and accords. (9:12)
• Peter mentions that Wunderite’s goal is to make data collecting simple and straightforward so that insurance agents could win transactions, earn a lot of money, and have a great career. (13:00)
• Peter recalls meeting his Co-Founder, Joe, on the first day of their business class in Boston in 2017. (15:22)
• Peter expresses his gratitude for the remarkable things Jason Cass has done for the industry. (21:00)
• Jason explains why insurance is the best industry ever created and why he loves what he does for it. (21:53)
• According to Peter, if you do a better job, people will love you. (26:09)
• Jason and Peter discuss the key takeaways from Malcolm Gladwell's book “Outliers”. (26:36)
• Peter believes that if insurance is good enough for Tom Brady, it's good enough for everybody. (28:04)
• Jason explains what is a pledge of performance (30:51)
• Peter explains why insurance professionals should not use insurance terminology, but instead terminology from the industry that you working with. (36:58)
• Peter believes that being on the ground will teach you a lot if you're new to the business. (36:55)
• Peter expresses his desire to connect with agents n order to learn from them. (38:14)

Key Quotes:

• “The main thing that Wunderite does is we make insurance applications, supplementals, and accords easier.” - Peter MacDonald
• “Do your job, do it better, and people will love you for it.” - Peter MacDonald
• “Know the lingo, don't use insurance words, use the words like from the business that you're working with.” - Peter MacDonald

Resources Mentioned:

• Peter MacDonald LinkedIn
• Wunderite
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Dwight discusses his roles as the Manager of Digital Strategy, what Guild Insurance does, and how they utilize robotic processing automation. (5:47)
• Dwight explains that after doing a thorough cost analysis, they discovered that it takes the brokers 5 minutes to complete the pre-renewal procedure, but the bot they built with Quandri just takes 30 to 40 seconds. (8:03)
• Dwight explains how they conduct their full cost analysis and identify the process's pain points. (11:39)
• Dwight explains that their next step is in Epic, which will pull up both policies in electronic data format, and the bot will compare the old and current policies and then bring back that information and put it in an activity for the broker. (14:18)
• Dwight mentions that his next goal with Quandri is to analyze their whole book of personal lines policies ahead of time. (16:58)
• Dwight explains the importance of brokers having accurate data or background information while working with clients. (21:38)
• Dwight shares that in the personal lines market, they have 12,000 policies for homeowners that they are working on. (25:08)
• Dwight believes that robotics improve people's capacity to handle a bigger volume of business. (32:22)

Key Quotes:

• “My next goal, and it's something you know, I've talked to Quandri about, and it's definitely possible, it probably takes a little bit from their back end, is to do that analysis on our full book of personal lines policies beforehand.” - Dwight Heppner
• “We might get to a point where innovation is starting to help us with the size and what we're doing with our clients. I think that that's a huge piece to all of this, for sure. ” - Dwight Heppner
• “I've talked to a lot of people in the last little while, and they're like, “How do I start?”, “What do I do?” And it's, get your data cleaned up, right? Try and make sure you have good data, because when you move it in Epic, that doesn't mean it's clean, right? Your opportunity is now to do that.” - Dwight Heppner

Resources Mentioned:

• Dwight Heppner LinkedIn
• Guild Insurance Group
• Reach out to Jason Cass
• Agency Intelligence

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 key components of Virtual Intelligence that make them a great VE company. (21:10)
• Jason explains why people are doing a disservice to both themselves and to the ones they hire when they hire directly instead of using a service. (25:37)

Key Quotes:

• "That's why you get VE’s who don't just listen to what you say. They're actually able to take something and continue on if they run into an obstacle, able to think for themselves, able to hear the problem that a client has and able to offer a solution without being told everything to do. These people cost money." - Jason Cass
• "Right now we're not selling on how great our VE's are. People are buying from us because they're buying in the trust of Jason Cass and the fact that I'm going to deliver a good product to them." - Jason Cass
• "As I've said before, it's the greatest industry God ever created because it's allowed me to meet people that I never thought that I'd meet. I've gone places that I never thought that I would go. And I've given my family the life that I never thought that I could give them." - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Virtual Intelligence
• Cover Desk
• Savvital
• Lava Automation
• Agency Intelligence

Episode Highlights:

• Stephen shares his background and what led him to the insurance sector. (2:35)
• Jason believes that when it comes to branding, the name of the business is very important. (8:12)
• Stephen discusses how he met Kelly Donahue-Piro and how they began working together at Agency Performance Partners. (9:18)
• Stephen mentions that he is currently working with several clients on compensation and incentive plans. (13:19)
• Stephen emphasizes the importance of having replicable processes because having inefficient processes or unclear operations can be stressful to our staff. (19:51)
• Stephen explains that during their annual review processes, they have a checklist of 20 discounts to review to determine those the customers currently have and those they may still be able to get. (21:50)
• Stephen shares how he ensures that the customers are a good match for their agency culture. (23:57)
• Stephen explains that Agency Performance Partners is always expanding and they are now doing final interviews with a few candidates to bring on another coach. (27:03)
• Stephen explains that developing a team and culture takes time, but they believe that in the end, it is a wonderful thing to grow and create. (29:28)

Key Quotes:

• “With horrible processes or not clear operations, we waste a lot of time and we stress our staff. So, I think we really need to make sure that we're doing everything in a replicable way where people understand what the process is.” - Stephen Harrington-Descoteaux
• “A lot of us are worried about saving an account and we shop out of our own pocket. So, you know, if I'm price sensitive as a CSR or as an Account Manager, I'm assuming the client's price sensitive.” - Stephen Harrington-Descoteaux
• “We're helping with the operations. We're getting everything ready. We're building the team and the culture, and then we're out, right? I mean, we know what the process is, and it's a long-term commitment, but we know at the end, it's going to be a well-oiled machine that is a beautiful thing to grow and create.” - Stephen Harrington-Descoteaux

Resources Mentioned:

• Stephen Harrington-Descoteaux, CIC - LinkedIn
• Agency Performance Partners
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Chuck shares his journey from entrepreneur to writing his own book. (3:27)
• Chuck mentions that Liberty and Safeco allowed him to establish his own department with a dozen people dedicated just to helping independent agents grow. (5:29)
• Chuck discusses the post-retirement realizations that inspired him to write his book, The Remarkable Insurance Agency. (11:43)
• Chuck shares that multiple companies were willing to be interviewed to share their stories, results, and marketing examples for his book. (14:04)
• Chuck discusses some of the challenges he encountered when publishing his book in a different format, and that he hasn't started the e-book or the audiobook yet, but expects to do so eventually. (19:45)
• Chuck shares several of the strategies from his book that he says will significantly increase your referrals. (23:07)
• Chuck believes that becoming unique in how you communicate, how you support your community, and becoming vulnerable in sharing more about who you are will be your ultimate differentiator. (27:16)
• Chuck mentions that 62% of high-growth agencies have marketing on staff, not simply a marketer with whom they work outside, but someone who is part of the team and with whom they can communicate. (30:33)
• Chuck shares that his vision for the future is all about retaking market share and giving businesses the freedom they deserve. (33:16)

Key Quotes:

• “I sent out notices to multiple agencies. I had 11 that responded that were willing to be interviewed to share their story, and to share their results and their marketing examples all within the book.” - Chuck Blondino
• “My vision is we retake market share, and everybody is growing and starting to have the freedom they deserve rather than feeling like their business is a straight jacket.” - Chuck Blondino
• “Get vulnerable, sharing more about who you are because that's the one thing that cannot be copied. That is your ultimate differentiator, is your story of you and who you are.” - Chuck Blondino

Resources Mentioned:

• Chuck Blondino LinkedIn
• Book: The Remarkable Insurance Agency
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Garrett mentions that they have worthy rivals in their company with whom they share information and learn and that anyone can learn if their ears are open. (5:41) 
• Garrett shares his background story and how he got to where he is today in the insurance industry. (6:58)
• Garrett mentions that he used to run a global broker network called Tech Usher, which specializes in technology-related insurance. (8:26)
• Garrett mentions that everything he learned in the insurance industry was from other people and probably some of the competitors or people he thought were better than him in some way. (10:38) 
• Garrett explains how he and Ryan Hanley had the same idea on how Twitter is going to be the future of business. (15:33)
• Garrett mentioned how Bezos and Elon are different kinds of geniuses. (20:59)
• Garret discusses his theory that man will never reach a point when all cars on the road are smart enough to have a truly autonomous experience on highways. (23:28)
• Garrett explains the difference between when the internet and online chat room first came out. (29:18)
• Garrett mentions that you shouldn't be afraid to share your best stuff with people as you might learn a thing or two. (31:52)

Key Quotes:

• "We have worthy rivals in this industry. We share information with them, they share information with us. You can learn things from anybody if your ears are open. You can't learn anything if you think you do everything well." - Garrett Droege
• "Once we perfect the technology, there's more competition." - Garrett Droege
• "Don't be afraid to share your best stuff with other people. You might learn a thing or two." - Garrett Droege

Resources Mentioned:

• Garrett Droege LinkedIn
• IMA Financial Group, Inc.
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Kelsie introduces herself and shares her background. (2:02)
• Kelsie discusses the TRICOR learning management system as well as its importance to create and deliver consistent content that allows transparency. (6:05)
• Kelsie shares that the reason they are not leaning towards virtual employees is that they are currently focused on maintaining and managing internal hires. (8:21)
• Kelsie mentions the importance of having a clear trajectory in order to understand and provide immediate value toward your goal. (12:51)
• Kelsie explains that failure should be treated as a learning opportunity to build culture and psychological safety for those new to the industry. (14:43)
• Kelsie shares that one of the things they are working on is emphasizing the culture of learning in the company. (17:30)
• Kelsie elaborates on how important it is to build strong relationships and connections with your employees. (21:43)

Key Quotes:

• "The things that I remember most distinctly when I was new to the industry, are the times that I royally screwed something up because it was an out-of-the-box situation." - Kelsie Hoehne
• "The culture is what keeps people, right? I think our greatest tool in the toolbox in terms of retention is building connection and a culture that they don't want to quit." - Kelsie Hoehne
• "I think empathy is a cornerstone, not only in, like our claims process and just our day-to-day interactions with clients. It's a critical piece when we're talking about maintaining the humanity of the workplace" - Kelsie Hoehne

Resources Mentioned:

• Kelsie Hoehne LinkedIn
• TRICOR Insurance LLC
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Jason shares that InsureTech Connect was created in 2017 to expose the insurance industry to the use of technology but did not include the independent insurance agent. (4:20)
• Jason discusses that what he saw in InsureTech Connect is what is going to happen in the insurance industry in 5 to 10 years. (6:13) 
• Jason explains the difference between technology for the independent insurance agent and technology for a vendor. (10:33)
• Jason explains why 2023 is going to the year for IndieTech, which will be for independent insurance agents and brokers so that they can unleash their independence. (12:17)
• Jason elaborates on what will happen on the first day of IndieTech, which will include keynotes as well as the tech show. (14:22)
• Jason shares that IndieTech will be all about showcasing talents and proving that we are in the greatest type of industry ever created. (18:20)

Key Quotes:

• "It's time that we quit being frustrated by the technology stack we have because maybe you have the wrong technology stack and you need to find the right technology stack. This is it. Maybe you have the right technology stack, but you don't necessarily know how to work it and how it all goes together." - Jason Cass
• "We're going to showcase this talent so that we make sure that we keep people involved in technology who understand that we not only are the best distribution system, but we are the greatest industry God ever created." - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Brad shares his background, what Archway Computer does for independent insurance companies, and the Insurance Hacks webinar's goal. (1:11)
• Jason Cass and Travis Etheridge discuss how they got into the insurance industry. (5:40)
• Jason explains why they decided to form a Virtual Employee (VE) firm and how they plan to influence the independent agent's thinking in the future. (8:00)
• Jason explains why he is prepared to pay more and treat his company’s VE’s better. (10:32)
• Jason and Travis talk about how fantastic their company's VE relationship and culture are. (14:05)
• Jason discusses what made him realize that he didn’t need licensed employees doing unlicensed tasks. (19:38)
• Jason mentions that InsurTechs aided the insurance industry in sales, prospecting, and CRMs. However, Indietech 2.0 will assist insurance professionals from the time the policy is sold until they cross sell. (22:29)
• Jason explains that their VE's know how to read a contract, how to look at it, and how to prepare it for the Senior Account Manager to review. (24:41)
• Jason explains that Indietech 2023 will be different, with a trade show, four stages on each side, and demos every 30 minutes. (28:21)
• Jason explains why they don't have onshore virtual or multilingual employees. (29:57)
• Jason and Travis explain why agents who want to be treated as professionals should begin acting as such. (30:56)
• Jason describes the Virtual Intelligence training procedure with its employees to ensure they can manage the tasks efficiently when placed in an agency. (37:56)

Key Quotes:

• “If we can educate the independent agent on the questions they should ask, they're going to start making better decisions. And these people who are taking advantage of independent agents are going to be put out of business and that's a good thing.” - Jason Cass
• “If you need help in your office, stop thinking of licensed people. Get your people together and say, what are 25% of the jobs that you do every day that you hate doing and you don't need to be licensed to do? Then write them down. And you now know what you need a VE to do. And now your staff is freed up and you're actually paying half the cost to get the person who's going to do a better job.” - Jason Cass 

Resources Mentioned:

• Brad Ruben LinkedIn
• MyArchway 
• Travis Etheridge LinkedIn
• Reach out to Jason Cass
• Agency Intelligence

Episode Highlights:

• Brett explains that the fundamentals are very important for agents and the good news is that the basics are all the same. (4:25)
• Brett explains that to think that we understand sales and think we're done is misguided as mastery is a lifelong process. (9:16)  
• Brett mentions that life and people are a series of patterns and the more we study the patterns, the more we are able to be successful in our business. (14:36)
• Brett shares about Erb and Young, how it started, and what is coming up next for the agency. (15:42)
• Brett discusses how they were able to build a great team and the things they have to put into consideration to build a big agency. (18:23)
• Brett explains that as far as a hierarchy in the business, the company is equally divided between him and his partners. (19:59)
• Brett mentions that the biggest gift you can give to your team is clarity, as lack of clarity creates uneasiness. (24:36)
• Brett shares that the advice he would give to people that have only started in the business for less than a year is to give it 5 years more and then you will see that it's worth it. (27:53)

Key Quotes:

• "Even though we can learn these things ourselves and think that we go to a conference, or go to an event, or attend a webinar, or sit with somebody for an hour, and they teach us something that we have it, that's not mastery, and mastery is a lifelong process." - Brett Young
• "Life is just a series of patterns… People, it's just a series of patterns. And if you study patterns, you start to notice the same things over and over again. And you start to notice the same things over and over again, we can't predict what comes next." - Brett Young
• "I think one of the biggest gifts you can give your team is clarity. Yeah, there's uncertainty and a lack of clarity creates uneasiness." - Brett Young

Resources Mentioned:

• Brett Young LinkedIn
• Erb and Young
• Reach out to Jason Cass
• Agency Intelligence

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 key components of Virtual Intelligence that make them a great VE company. (21:10)
• Jason explains why people are doing a disservice to both themselves and to the ones they hire when they hire directly instead of using a service. (25:37)

Key Quotes:

• "That's why you get VE’s who don't just listen to what you say. They're actually able to take something and continue on if they run into an obstacle, able to think for themselves, able to hear the problem that a client has and able to offer a solution without being told everything to do. These people cost money." - Jason Cass
• "Right now we're not selling on how great our VE's are. People are buying from us because they're buying in the trust of Jason Cass and the fact that I'm going to deliver a good product to them." - Jason Cass
• "As I've said before, it's the greatest industry God ever created because it's allowed me to meet people that I never thought that I'd meet. I've gone places that I never thought that I would go. And I've given my family the life that I never thought that I could give them." - Jason Cass

Resources Mentioned:

• Reach out to Jason Cass
• Virtual Intelligence
• Cover Desk
• Savvital
• Lava Automation
• Agency Intelligence

Episode Highlights:

• Jason mentions that his 2015 book discussed the potential of a platform for providing a superior customer experience, which is very similar to what GloveBox is currently developing right now. (2:34)
• Ryan discusses that the root of most of the problems for agents is data paths and that when you have a system that can accommodate that up and downstream data flow, you can start plugging in workflow components that you use. (6:05)
• Ryan explains that GloveBox wants to work with the carriers who understand the opportunity that exists when the door is opened for that up and downstream data pass. (7:45)
• Ryan shares that many agents have so much gold in their current book of business, that they don't need to go get more new business when it comes to traditional marketing aspects and they can leverage what they have to scale and build wealth. (11:24)
• Ryan discusses that they feel like the Glovebox can be synonymous with the client experience because it's the new way that you engage with your insurance. (15:15)
• Ryan explains that it's an interesting time right now across the board with agents because they're either so for technology or they're so against it. (20:01)
• Ryan mentions that Glovebox has a new document upload option coming out in a couple of weeks. (22:43)
• Ryan shares that GloveBox is building some really cool things right now, and he cannot wait to get it into people's hands. (26:12)

Key Quotes:

• "The mobile app is just a component of your policyholders' experience. It's everything on the back end and it's the web version and it's the way they operate with workflows within your agency. And it's really so much more than just looking at a mobile app." - Ryan Mathisen
• "There is a world where you can marry specific technologies together and create better workflows for the carriers that are open to that type of experience." - Ryan Mathisen
• "We are in a very weird space right now across the board with agents. You know, they're either so for technology or they're so against it". - Ryan Mathisen

Resources Mentioned:

• Ryan Mathisen LinkedIn
• Glovebox
• Reach out to Jason Cass 
• Agency Intelligence

Episode Highlights:

• Todd shares that the reason why he founded Mod Advisor is that he wanted to have a better, easier way to communicate with prospects and clients about the impact of the cost of claims on their workers’ compensation premiums. (3:25)
• Todd explains that if you don't have the tools and resources your competitors have, it automatically disqualifies you from the competition. (8:18)
• Todd explains that he has been in every position in the company, from bathroom cleaner to producer, and that it has been a fantastic experience that has taught him so much about the industry. (10:56)
• Todd shares that he has a team of nine developers on the backend that is working for him from overseas full time in terms of marketing, as well as part-time people and outsourced people that they work with on a daily basis. (14:59) 
• Todd shares that they run an optical character recognition system that allows users to drag and drop files into their system that turns the data into a table format. This system saves money and time. (17:59)
• Todd explains that Direct Work Comp specializes in wholesaling agents across the country and has plans to convert data into a format that everyone can understand. (22:23)
• Todd mentions that there is technology available out there that will make people way more productive and help them win more new business, although many are apprehensive about adopting it. (24:24)

Key Quotes: