Agency Freedom

In this episode, James talks with Abe Gibson, Co Founder of Cover Your SaaS.To learn more about Cover Your SaaS, visit https://coveryoursaas.io/.Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.Episode Highlights: Abe shares the story of how Cover Your SaaS got started. (3:55) Abe explains that they are leading in cyber because they sell the cyber risk report and also build trust by providing a complete package of what the client needs. (7:46) Abe shares how he was able to choose David, Ciara, and Chris to partner with him. (11:18) Abe mentions that they will be launching their own podcast soon, on which they will interview SaaS founders and CEOs. (20:17) Abe explains that the biggest challenge they are currently facing, is the number of expectations with their prospects. (27:14) Abe discusses the company's current focus as a retail agency, but envisions an MGA or wholesale approach in the future. (32:13) Abe explains that he is confident in marketing and sales because of his background in selling. (37:27) Abe shares the process of how he pitches potential clients. (41:11) Abe explains that the market and the space are complicated because venture capital and private equity are pulling the levers. (51:13) Abe advises listeners to make that jump to independence, as there is a lot of potential in the independent agency space. (55:28)  Key Quotes: "I kind of just had this epiphany that I've sold software to insurance agencies, why not sell insurance to software companies?" - Abe Gibson "We're really primarily just talking about cyber. And when we have that conversation from a risk management perspective, we're not really talking much about insurance. We're building enough trust. Because we're leading with that cyber risk report in that consultative risk management approach, that we can just present to them a complete package that includes all the lines of business that they need." - Abe Gibson "I feel blessed to have the background that I do, I kind of knew the big players and who I need to talk to you. But, it was still extremely challenging. So I empathize a lot with people that are starting to scratch agencies, because it's very confusing and very cumbersome." - Abe Gibson

In this episode, James talks with Jacob Neighbors, President of The Simmons Insurance Group.To learn more about The Simmons Insurance Group, visit https://www.simmons-insurance.com/.Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.Episode Highlights: Jacob shares his backstory and what he is doing now at The Simmons Insurance Group. (2:31) Jacob talks about his relationships with his father-in-law and how he and his brother-in-law came to take over the family business. (6:32) Jacob explains that it took them several approaches, including organic production, partner networks, and agency acquisitions, to grow the business from $3 million to $10 million. (10:47) Jacob believes that it is important for the agency owner to be the production leader in the first $2 million of revenue but after that, the owner should move out of selling to allow for more growth, (16:43) Jacob explains that certain things happen along a business's lifecycle that empowers its growth. (22:24) Jacob elaborates on how to maximize the value of your business by bringing something special to the table, like market segments. (27:30) Jacob explains that your finances are the score that is kept on your performance, which is what people recruit for. (34:18) Jacob shares that he is passionate about family businesses and that more content and supports for family businesses in the insurance industry especially. (35:58) Jacob mentions what he has planned for his keynote for Innovation22. (40:25) Jacob explains that valuing the business that you're going to acquire correctly and understanding the drivers that other people may be looking at is an important step toward acquiring a business. (43:40) Key Quotes: “In my mind, it's that that $2 million revenue hump is the first major hump to get over, and getting out of selling is really the kind of the most tactical way to move your business to the next level." - Jacob Neighbors "As every business grows and becomes successful, there are certain things that happen along the lifecycle of a business that continues to empower its growth." - Jacob Neighbors "Valuing your business appropriately is really critical for scaling it. Because if you're going to eventually push out stock options and bonuses to key staff and employees, or potentially new partners, I think it's just really important that you value it correctly so that you have a really good handle of what you have." - Jacob Neighbors

In this special episode, James talks with Matt Sutika, Chief Insurance Officer at Obie Insurance.As a listener to AFP, you get priority access to an appointment with Obie for your office. There are no production requirements to maintain a relationship with Obie.CLICK HERE TO REQUEST AN APPOINTMENT WITH OBIE: https://www.riskwell.com/obie-interest--Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode, James talks with William Jones, Editor-In-Chief of Independent Agent Magazine. To learn more about IA Magazine and subscribe to receive your copies, visit https://www.iamagazine.com/Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.Episode Highlights: William shares his background and what led him to his current position as Editor-in-Chief of Independent Agent magazine. (2:56) William mentions that he is from the UK originally and explains that Queen Elizabeth has been a great true leader and deserves a lot of credit. (8:12) William shares that being an influential journalist takes a lot of responsibility, but it is where success comes from. (12:56) William discusses how he writes and edits articles, and how he ensures that he writes something new that hasn't been written before. (17:38) James explains that he decided to write a book because he didn't want to keep brilliant ideas to himself. (25:34) William shares that no one gets rich by being a writer, and the only goal of writing is to share great ideas and mentorship with others. (29:22) William discusses the setup he had with his sales staff during COVID, and how he was able to produce great magazine material despite the challenges. (37:35) William believes that being a member of the BIG I has many advantages, including employee benefits programs and independent agency coverage. (41:40) William mentions that the BIG I works towards ensuring that independent agents are protected by national laws and state laws. (46:33) Key Quotes: "We write a lot about the community involvement of independent agents, both on a local level, with schools and churches, or whatever that might be. Independent agents are giving people." - William Jones "I'd have worked really hard to actually be paid to write and to edit. So, you know, when the opportunity presented itself, I did see it as a chance for myself to make all that hard work pay off." - William Jones "I think the need to bring in young talent and to keep basically the overall talent pipeline moving is going to continue to be something." - William Jones

In this episode of Agency Freedom Podcast, James talks with second generation agency principal, Matt Davis.Episode Highlights: Matt shares his background story and how he got into the industry as a second-generation agency owner. (2:57) Matt explains that seeing his team succeed both professionally and with their personal goals is very fulfilling. (6:37) Matt shares that GDI insurance is still focused on and specializes in residential construction. (11:13) Matt mentions that he will be in Nashville at Innovation22 to discuss acquiring agencies and books of business. (12:42) Matt explains that the sellers who will benefit the most from the private equity proposals are those that have a tightly run ship. (17:06) Matt discusses some strategies for building relationships with prospects. (21:55) Matt explains that one of the best things you can do is to become known for being fair and making sure that both parties always win the deal. (24:11) Matt believes that a seller who refuses to provide financial records is a red flag. (26:41) Matt explains that GDI Insurance has been working hard to rebuild the entire agency from scratch. (28:18) Matt expresses his gratitude to his team for their dedication and shares how much enjoys watching their personal and professional growth. (29:25) Key Quotes: "If you become known for being fair, and making sure that both parties always win the deal. That's one of the best things you can do." - Matthew Davis "If somebody's afraid, or hesitant to show you their financial records, these are red flags. So don't fall in love with a deal until you've seen everything and it's already closed." - Matthew Davis "The sellers that are really going to make out well in this private equity offers are those that have a very tightly run ship. And it's going to be hard for anybody using traditional bank debt financing to compete on that multiple" - Matthew Davis Resources Mentioned:Learn more about GDI Insurance Agency here: https://gdiinsurance.com/Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.com Connect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedom Email us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Dawnyel Smink, Founder, and CEO of CLI Select Agencies, an alliance of independent agencies.Episode Highlights: Dawnyel shares her background and discusses her transition from being an elementary school teacher to owning her own business. (3:32) Dawnyel explains that CLI Select Agencies is there to be of service to agencies and take care of agencies and one way of doing that is making sure they are a good fit. (9:19) Dawnyel shares that part of what they do at CLI Select Agencies is discussing how agency owners can teach their team not to lie about leadership and what it really means to be a leader. (11:57)   James mentions that leadership is apologizing quickly when a wrong is pointed out to you, as humility speeds up reconciliation and recovery. (14:49) Dawnyel explains that communicating clearly with people means being able to take accountability on both sides. (19:12) Dawnyel shares that there is no perfect leader, and we have all made mistakes at some point in our careers. (21:59) Dawnyel explains that when she is about to say something that she might regret, she creates a moment for herself to think and figure things out. (26:52) Key Quotes: "There is sometimes a disconnect between what we think we should do as a leader, and what we should say as a leader, and really how to be honest with ourselves." - Dawnyel Smink "I think the biggest message and takeaway that you would get from coming in to hear me talk about leadership and the lies that we tell ourselves and the truths that we need to embrace are really that we all do it. We've all done it, someplace in time, there is no leader that is perfect." - Dawnyel Smink "Don't be too quick to rush to judgement. Because once something comes out of your mouth, it's impossible to put it back in. Like, words put out into the universe never come back. They always have some kind of impact." - James Jenkins Resources Mentioned:Learn more about CLI Select Agencies here: https://www.canyonlandsinsurance.com/Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James gets into some open ended shop talk with Guest Co-Host, Tamron Manning.Episode Highlights: Tamron shares that James has been a huge help to him in coming into the independent space. (2:52)  Tamron explains why the environment plays a big role in insurance when it comes to being a sports athlete. (7:02) Tamron discusses that the main reason he wanted to switch to the independence side is because of the ability to create your own brand. (14:58) Tamron advises the listeners to put their blinders on, control what they can, and focus. (21:44) James shares his experience starting his company and how he got help to pull it off. (32:43) James explains that a really great virtual team member can be a good asset for a start-up company. (38:14) James shares his strategy for being able to achieve sustainable cash flow and growth with a start-up. (43:20) James shares that, in his opinion, it is very important to prioritize your time over money, because if not, then you are making a tactical error. (46:53) James explains that as long as you take good care of your clients and your team, you are going to have freedom and flexibility. (53:47) Tamron mentions the importance of having a good culture in your agency and being a coach that your team wants to follow. (57:53) Tamron shares that his goal is to be a lifelong learner. (59:25) Key Quotes: "If you're working on a skill, you're not going to see an immediate return on what you worked on the next day, it's going to be something that you see gradually." - Tamron Manning "The moment your time becomes more valuable than your money, you have to prioritize time over money. Because if you don't, you're making a tactical error in my opinion." - James Jenkins "Attract the right people, invite them to come on a mission with you. And then equip them the way that they need to be equipped to give them the resources that they need. And then get out of their way and cut them loose. And then see what happens." - James Jenkins Resources Mentioned:Learn more about Tamron's agency at his website: https://integrityinsgrp.com/Connect with Tamron on LinkedIn here: https://www.linkedin.com/in/tamron-manning-73b849181/Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Ted Stuckey, President of Nationwide Brokerage Solutions, a wholly owned subsidiary of Nationwide Insurance.Episode Highlights: Ted shares what Nationwide Brokerage Solutions (NBS) are all about, and what they do to help the industry. (5:34) Ted explains that NBS focuses on areas where agents are struggling, and aims to zero out these challenges. (11:03) James shares that he is fascinated by how NBS is participating with so many carriers to serve a wide variety of niches. (20:01) Ted explains why they currently are not participating in the transportation side of the niche. (21:12) Ted shares how they ensure that clients are getting placed with the right coverages and carriers. (28:00) Ted discusses that there will always be a blindspot in an agency, and shares an example of theirs, which is the high-touch service. (32:13) Ted explains that the reason why they have a great relationship with underwriters and carriers is that they do the heavy lifting, and know when they are not a good fit. (40:55) Ted shares about their program called "Cadillac" and how they have been partnering up with Allianz. (46:16) Ted explains that if people are not intentionally focused on choosing a quote, they might end up being at risk in the end. (52:19) Ted shares that it is easy to grow a career quickly, but it is almost impossible to grow and do it profitably. (55:38) Ted recalls the greatest experience and knowledge he obtained with the previous companies he has been part of, including PNC and First Comp. (1:02:08) Ted advises listeners to always tap into what is currently happening in other markets around the globe. (1:09:21) Ted elaborates on the importance of finding the right partners for agents that are just getting started in the industry. (1:11:18) Key Quotes: "I learned early in my career, that it's pretty darn easy to grow a carrier really quickly. And it's next to impossible to grow quickly and do it profitably." - Ted Stuckey "Don't be a hero, it's not worth it, you find those partners link up arm and arm and grow alongside them. And the best partners are the ones that will let you go once you get to a certain size." - Ted Stuckey “We’ve all got to do our part to move the industry forward. And the more that we can not only meet the customer's expectations but then exceed them, the more we can get out of this sort of proverbial laughingstock of an analog world that we find ourselves in so often." - Ted Stuckey Resources Mentioned:To learn more about NBS, visit their website at https://nbsbrokerage.com/Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with David Carothers about his second book which releases on September 8th, 2022.Episode Highlights: David mentions that he explains the meaning and motivation for the title of his book, The Dirty 130. (2:03) David believes that if he has a skill that distinguishes him from others, it is the ability to create a community around the content. (4:39) David mentions that one of the topics discussed in his book is how to optimize any images you use on your site or in your blog articles for SEO. (6:48) David explains that The Extra Two Minutes is about his sales-producing activity, whereas The Dirty 130 proceeds on a different path. (10:13) David discusses how the other context around The Dirty 130 relates to the same things that they do in their agency, such as telemarketing and marketing drop. (14:31) David discusses the workbook concept for The Dirty 130. (17:08) David mentions that history is the best teacher of what we may expect in the future, which applies to all aspects of life, including sales. (22:05) David discusses how he leverages Lately more than anything else to ensure that his content gets out, and it also provides him the flexibility of not having to worry about making sure the routine is completed. (27:53) David explains that he wrote the book with the purpose of making it helpful to everyone in a sales role. (28:34) David mentions that there is never a reason why you should not be able to generate content. (30:30) David mentions that he wrote the book to help other agents, not to make a profit. (32:57) Key Quotes: “If there's something in my skill set, that's different from what other people have out there, it's the ability to create the community around the content.” - David Carothers “History is the greatest teacher of what we can expect in the future that applies in all things in life. So the sales game should not be any different. ” - David Carothers “Let me be very clear. I don't write a book in an effort to make profit off of it. If I did, it would be the wrong book. So let me I want to be very clear, I don't care where you go. It's pretty much going to be equal. And this is not about me lining my pocket as much as it is me helping other agents down the road.” - David Carothers Resources Mentioned:Learn more about The Dirty 130 and pick up your copy here: https://www.dirty-130.com.Learn more about Lately.AI and schedule your demo here: https://www.lately.aiVisit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Steven Mohr, newly minted VP of Growth at Better Agency. After a three-year stop at Lightspeed Voice, Steven is already having an impact on the current and future customers of Better Agency.Episode Highlights: Steven shares what led him to the InsurTech industry. (6:17) Steven mentions that he had been an agent before meeting Brad Fuller and joining Lightspeed Voice. (09:27) Steven explains how he made the decision to jump back into AMS and CRM by joining Better Agency. (14:40)  Steven shares that Better Agency is always open to feedback and is focused on how they can make things better for their clients. (21:07) Steven mentions that the mission that they are currently focused on is automating agency operations while maintaining the agency's relevance. (25:32) Steven shares that there are a lot of innovations they are currently lining up, one of which is the Accord forms. (31:03) Steven discusses the challenge of being on the road and away from his family and how technology has helped them connect while away. (36:09)  Steven shares his passion for golf and some of the people that he plays with when he has time. (38:18) James shares that the Better Agency is almost an enigma because of the balance between power user functions. (43:28) Steven shares that they are customizing their features to enable new customers to be able to do everything that they want. (47:39) Key Quotes: "I would love everybody to be able to do everything they ever wanted to do in life. That would be great, James could get his version, and then the rest of the world would get theirs. We are in a very specific industry and insurance. Your independent insurance agencies are our bread and butter." - Steven Mohr "Some of the other challenges that we're seeing a lot is around onboarding, you know, data transfers, and they're just complex and we rely on other people's data." - Steven Mohr "I'm an agency guy at the end of the day, I think most people would tell you that about me. You know, I think insurance agents are about the best group of people in the world. I think your jobs are incredibly hard. I tried to do it back in the day, and it's just a grind and I have all the respect in the world for you." - Steven Mohr Resources Mentioned:Learn more about Better Agency and sign up for your demo at www.betteragency.io--Visit our website to join our email list, get the scoop on our LIVE coaching calls and never miss an episode: https://www.agencyfreedom.comConnect with Agency Freedom Podcast on Facebook at the Agency Freedom Podcast group: https://www.facebook.com/groups/agencyfreedomEmail us at podcast@agencyfreedom.com with ideas, questions, complaints or your favorite grilling recipe.