Agency Freedom

In this special on-location episode of Agency Freedom Podcast, James shares a series of brief conversations with attendees at the Better Conference in Phoenix, Arizona on April 8-9.This is part 2 of a two-part episode. Make sure to catch the first half that was dropped a couple of days ago on our episode feed.

In this special on-location episode of Agency Freedom Podcast, James shares a series of brief conversations with attendees at the Better Conference in Phoenix, Arizona on April 8-9.This is part 1 of a two-part episode. Make sure to catch the second half that will be dropping a couple of days after this episode.

In this episode of Agency Freedom Podcast, James talks with Aaron Gordon of the Gordon Companies.Episode Highlights: Aaron shares that he is the second generation to work for their family-owned and operated independent agency. (4:53) Aaron mentions that some of the customers they have now were names he heard at the dinner table with his family while he was growing up. (7:27) Aaron mentions how fortunate he was to start with a book of business in front of him, which enabled him to try a few new things. (10:58) Aaron explains how he got his start at their family-owned business. (15:23) Aaron believes that many individuals who work in insurance lose sight of its history. (20:09) Aaron discusses why it is important for the second and subsequent generations to value and respect what came before them. (23:05) Aaron shares his experiences with one analog and one digital system. (28:40) Aaron mentions that they do not now take Bitcoin payments, but that they would in the near future. (33:10) Aaron explains that he produces or develops 20 pieces of content every week in order to get five pieces of content. (52:22) Key Quotes: “I think that a lot of people get into our industry lose sight of the history.” - Aaron Gordon  “If you're authentic and you do you, it'll come through, you just have to be super consistent.” - Aaron Gordon “I think that there's something envious about looking at a business and building your structure, your operations, your processes, your tech, forming your ideal client, by the way, based on solely your vision. For me, a lot of the things that I do are clouded for lack of a better term by our already ideal client, already existing client.” - Aaron Gordon Resources Mentioned: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@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Brian Fritton, CEO of Havoc Shield, a cybersecurity-focused consulting firm.Episode Highlights: Brian explains that the reason they have built the business is that they care about keeping people in their jobs. (6:33) Brian shares how Havoc Shield was created and what they do as a cyber security company. (8:34) Brian discusses that they are transparent about their company and is aware that there is still much to learn as to what they can offer. (14:35) Brian shares that one of their products that helps clients counter-check the requirements is called the "Cyber Fitness Assessment". (19:26) Brian explains that they have an annual fee, but that it comes along with recurring benefits, as well as collateral and quarterly updates. (25:11) Brian shares that he thinks people who take advantage of this technology are more likely to demand better pricing. (30:33) Brian shares that one of their services is to help reduce the scope of an attack by isolating all the computers. (34:32) Brian talks about their reseller program that has tiered pricing. (39:33) Brian explains that they have built an impact calculator, to help tailor-fit any premium clients' preferences. (43:00) Brian shares with us that we should remember to put two-factor authentication on everything, keep our computers updated, and train our people. (46:35) Key Quotes: "We are decidedly transparent about where we are on things. And we know that we have as much to learn when we enter a new space as a value we have to offer. And so we like to do it carefully and in fast iterations." - Brian Fritton "I think to that extent, the folks who use something like this are going to be able to demand better pricing from the carriers, they're going to be able to write more through the carriers, which is going to mean better pricing." - Brian Fritton "A couple impactful things to save your skin…two factors on everything, keep your computers updated, and train your people. Those three things are almost free." - Brian Fritton Resources Mentioned:You can learn more about Havoc Shield's programs and how they can benefit your insureds here: https://bit.ly/36w7WoSVisit 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@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Will Shaw, CEO of Better Agency on a variety of nuanced topics in the agency accounting and cashflow side of our industry headspace.Episode Highlights: Will shares that Better Agency focuses on the CBO and they are an agency success platform. (8:48) Will elaborates on how to define what an expense is and what revenue is in terms of cash flow and accrual basis. (12:01) Will discusses how the data they get comes directly from the carrier commission report. (21:21) Will explains why Better Agency is often labeled as a CRM and as an AMS type of company. (23:57) Will shares the reason why accounting has been really interesting for him. (28:30) Will elaborates on the usefulness of Quickbooks for accounting and keeping books in order. (41:14) Will shares that moving accounting platforms is as easy as plugging whatever accounting system you have into your bank account. (45:32) Will explains why you don't need to be a specialist for your agency, and how not to complicate things in your company. (50:31) Will shares that as the CEO of the company, your goals should be to set the vision, hire correctly, and not run out of money. (52:39) Will shares that they are planning to create a fundraiser to be able to help build up the insurance industry's success. (57:07) Key Quotes: "What's been interesting to me is how many people want to use specific platforms versus using like a QuickBooks Online." - Will Shaw "At the end of the day, we want to help agencies sell more premium, sell more insurance, and be great at what they do." - Will Shaw "I think that's my point is that you don't need to be the specialist for your agency because it's unique to insurance, it is not, this is very common, we deal with it, like as a software company. This is across the industry." - Will Shaw Resources Mentioned:Learn more about Better Agency and request your demo here: https://www.betteragency.ioVisit 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 Mike Creamer. Mike is an Executive Underwriter and the 2021 winner of the Small Business Underwriter of the Year award from Chubb.Episode Highlights: Mike shares his journey to becoming the Small Business Underwriter of Chubb. (9:25) Mike elaborates on the practice of underwriting, how they analyze business, and what constitutes good judgement in terms of underwriting. (14:58) Mike explains some unique traits that he would consider using to determine if an account is a great one. (22:48) Mike shares that the “Internet of Things” is one of the current trends that may have a positive or negative impact on the industry. (27:18) Mike explains how underwriters and commercial insurance as a whole have been affected by COVID. (29:55) Mike shares that not having a correct understanding of what your prospect should be insured with is one thing he sees as a common mistake of retail agents. (32:02) Mike discusses a couple of points about how the relationship between a great agent and an underwriter should be. (37:30) Mike shares that wholesalers are one of the classes of business that most underwriters would like to write for. (40:07) Mike mentions that one of the things he likes about working at Chubbs is that it is one of the largest pollution writers and defence-based writers. (49:57) Key Quotes: "This is a fiercely competitive business. We're all out there both, you know, competing against our peers, but also, we're invested in success." - Mike Creamer "The partnership is only as good and as open as the partners are. And, you know, we're all here to do the same thing, ultimately is to hopefully toss a couple of extra nickels in the bucket at the end of the day and have that effort pay off." - Mike Creamer "The only surefire way as an underwriter to never pay a claim is to never write any business. You have to find that line of, how likely is my bad day to come? And, when my bad day comes on this account, how many zeros are on that check?" - Mike Creamer Resources Mentioned:Learn more about Chubb Insurance here: https://www.chubb.com/us-en/business-insurance/small-commercial.htmlVisit 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@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Tyler Asher, President of IA Distribution for Liberty Mutual and Safeco Insurance. Tyler oversees billions of dollars in written premium and is a critically important player in the IA insurance game.Episode Highlights: Tyler discusses his role as the President of Independent Distribution for Liberty Mutual and Safeco Insurance. (6:31) Tyler explains how he got to where he is today. (7:12) Tyler explains what Liberty Safeco's unique strategic advantage is. (9:00) Tyler mentions that the IA system is still lagging behind some of the major direct writers and consumer digital use which is a gap that they are actively working to fill by ensuring that agents have the technologies they need to succeed. (17:43) Tyler mentions that, from a character aspect, they are constantly trying to associate with agencies that have a handful of key characteristics. (22:57) Tyler shares his thoughts on what comes next for Liberty and how it will react to the InsureTech sector. (29:04) Tyler offers advice to anybody who is starting a new agency and wants to see immediate success. (36:48) Tyler mentions that they have a consistent product and market across the country for every one of their agencies. (40:39) Tyler expresses their gratitude for the opportunity to work with the 24,000 retail agents around the nation who have found a way forward. (51:09) Tyler discusses the book, The Infinite Game by Simon Sinik, which has been influential to him from a management perspective. (55:03) Key Quotes: “My role is as president of independent distribution means I wake up every day with my team, and we're solely focused on how do we help agents win in the market today, and prepare to win tomorrow.” - Tyler Asher “Everything starts as a partnership, right? So it's really understanding what both sides need, where an agency is headed for its overall business, where is the carrier headed, and just making sure that that communication is in lockstep.” - Tyler Asher “A huge thing is just realizing that being independent, doesn't mean going in alone. And so, for any new agency, scratch agency, first time in the independent agency system, there's a lot to learn.” - Tyler Asher Resources Mentioned:Follow and connect with Tyler on his LinkedIn here: https://www.linkedin.com/in/tyler-asher-283a457/If you're interested in becoming appointed with Liberty Mutual, click here: https://business.libertymutualgroup.com/business-insurance/contact/agency-appointment-requestIf you're interested in becoming appointed with Safeco, click here:https://www.safeco.com/agent-resources/become-independent-agent---Visit our website to join our email list, sign up to be a potential guest on the show 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@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Erik Sjolie, the agency principal of Sky Insurance Brokers in Sacramento, CA.Episode Highlights: James encourages listeners to join the Live Coaching Calls every Wednesday at 11:00 a.m. CST. (2:27) Erik discusses his background and what led to his decision to leave the corporate world. (17:15) Erik believes that failing is the best trainer in the world. (19:58) Erik discusses the thought process behind making the shift from Life & Health to Personal & Commercial. (22:34) Erik shares what he went through when made the jump to being independent. (27:51) Erik offers advice to anyone establishing their own agency. (36:48) Erik explains how he resists the desire to specialize. (41:37) Erik discusses the importance of company culture, which is often overlooked when starting a business. (54:59) Erik advises anyone beginning a company to read Phil Knight's book Shoe Dog and pay attention to the overtones of perseverance. (1:02:31) Key Quotes: “I knew what I wanted to build, I was laser focused on it. And I was willing to make every sacrifice to achieve my goal.” - Erik Sjolie “I love working with people that are new to the industry or making that transition because it's good to share some of my experiences just to try to save them, or just educate them a little bit.” - Erik Sjolie “In this industry, especially nowadays with the technology where it is and where the industry is going, it's going to take a lot of that level of focus and willingness to take on obstacles to succeed and get where a lot of people want to go.” - Erik Sjolie Resources Mentioned:Learn more about Erik's office here: https://www.skyinsurancebrokers.comVisit 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@riskwell.com with ideas, questions, complaints, or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Miles Merwin, Agency Principal of Advisors Insurance Agency in Greenville, SC and founder of the Producers to Principals coaching program. Episode Highlights: Miles mentions the first time he met James and shares a little bit about his background. (9:05) Miles discusses a few of his hobbies, including musical instruments, kayaks, classic cars, and golf. (11:33) Miles shares why he always retrains himself to stay focused on the things that created success in the first place. (16:22) Miles explains that working with and helping agency owners excites him and is what led to the creation of his Producers to Principals coaching program.  Miles discusses how he figures out how to attract top talent and retain top talent in his insurance agency. (22:20) Miles explains something that he learned from the 80/20 principle and how he was able to apply the principle. (30:00) Miles shares his insights about flashy stuff and tech decks that are out there. (37:24) Miles mentions that as agency owners, it's your job to challenge your team and be a coach. (43:38)  Miles shares how he has created such a well-documented and well-processed agency. (50:57) Miles shares his new project which is a new service page that will be available on their website. (57:26) Miles gives his advice to all agency owners that want to grow successfully. (1:04:38) Key Quotes: "It's not our responsibility to be on the court actually playing the game and taking the shots. Right? Our job is to stand beside the court and coach the game that's happening in front of us." - Miles Merwin "Instead of my product being insurance policies, it was people. My product was the successful people in our organization. And that's what I was going to focus my time on. And so I 100% separated myself from sales." - Miles Merwin "The biggest thing that helped me cross barriers was changing my network. If you're at half a million dollars in revenue, then you should be talking to agency owners who are in your network that are three times your size." - Miles Merwin Resources Mentioned:Learn more about Advisors Insurance Agency at their website: https://www.advisorsinsuranceagency.com/Miles is also the founder of the Producers to Principals coaching program. Learn more and schedule your no-cost Discovery Call at https://www.producerstoprincipals.com/.Visit our website to join our email list, sign up to be a potential guest on the show 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@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.

In this episode of Agency Freedom Podcast, James talks with Scott Elliott, former City Councilman of McKinney, Texas, and the Executive Director of One Heart McKinney. OHM is a non-profit organization designed to coordinate and direct traffic for a variety of services to the community.Learn more at https://www.oneheartmckinney.com/Learn more about the Save A Suit organization, championed by Rob Bowen, Chris Paradiso, and others at: https://www.saveasuit.org/get-involved/---Visit our website to join our email list, sign up to be a potential guest on the show, 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@riskwell.com with ideas, questions, complaints or your favorite grilling recipe.