Agency Freedom

In this episode, James talks with Oliver Connor, Board Member of NetVU.To learn more about NetVU, visit https://www.netvu.org/web.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: Oliver explains the unique dynamic between Vertafore and NetVU, and how the Accelerate conference is a collaboration between the two organizations to ensure their members get the best experience possible. (6:13) Oliver discusses the year-long planning process for the Accelerate 2024 conference. (8:58) Oliver explains the relationship between Vertafore and NetVU, and how being part of the NetVU family means being part of a larger community of users. (17:53) Oliver shares how NetVU is combating conference fatigue and delivering a compelling conference experience. (20:18) Oliver emphasizes the importance of building relationships and communicating with others in the industry, and how NetVU provides a platform for users to connect with each other and with carriers. (24:03) Key Quotes: “It's very much a year-long commitment to the members, as a joint effort between Vertafore and NetVU, to make sure that everybody's got a place. And all of these things can happen simultaneously in different rooms in different buildings. It's almost overwhelming. But I think that's what sets it apart is that it's a collaboration.” - Oliver Connor “The NetVU family is users, was users, will be users, right? And we're all in it together. We're just trying to find the best solution.” - Oliver Connor

In this episode, James talks with Mark Breading, Partner at ReSource Pro.To learn more about ReSource Pro, visit https://www.resourcepro.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: Mark mentions that what's really powerful about ReSource Pro and the direction they've chosen is the ability to work with retail agencies, MGAs, wholesalers, carriers, and program administrators. (1:51) Mark explains that the core business process management that ReSource Pro provides is helping in the development of strategy and making plans and when clients reach the execution phase, they can assist in making things real and maintaining long-term relationships with a variety of different entities. (3:51) Mark shares that he had the great privilege and pleasure of working with insurance entities all around the world to help them think through strategy, how they could better use technology, and what sort of capabilities they needed to put in place to be competitive and grow. (5:43) Mark discusses the two types of services they offer: advisory and project-based consulting. (8:08) Mark discusses how he sees distribution trends developing in the future. (14:45) Mark believes that as long as agencies continue to play a trusted adviser role and expand their tech capability, they will still be a very strong part of the market. (19:02) Mark explains that parametric insurance makes sense for earthquakes because it covers incidentals rather than structural damage. (21:32) Mark discusses how people may improve the use of data that we currently have, as well as the relationships with other stakeholders. (31:54) Mark explains that companies in the insurance industry purchase back their own data every day. (39:36) Key Quotes: “What's really powerful about ReSource Pro, and the direction they've taken is that it will work with retail agencies and MGAs and wholesalers and carriers and program administrators, you name it. We think we're one of the only ones that really have that kind of end-to-end insight and are supporting and helping everybody in the whole ecosystem.” - Mark Breading “I had the great privilege and pleasure to work with insurance entities around the world, because, for most of the time, I had a global role helping them think through strategy, how they could leverage technology better, and what kind of capabilities they needed to put in place to be competitive and to grow.” - Mark Breading “Our Growth Solutions team has a huge impact on the retail agencies that work with them…just helping them to be more productive, to understand how to serve their policyholder clients better, how to work better with their carrier partners.” - Mark Breading

In this episode, James and guest co-host Peter MacDonald talk with Aviad Pinkovezky, President of First Connect Insurance.To learn more about First Connect Insurance, visit https://www.firstconnectinsurance.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: Aviad shares that he served in Israeli Military Intelligence for 10 years, working with super smart people to solve problems using technology and resourcefulness. (4:06) Aviad explains that everybody has their own risk tolerance and financial needs, so it is important to consider other factors before taking a risk. (11:54) Aviad mentions that it is now easier than ever to set up an agency from scratch, with very few hurdles and the friction is much less than it used to be. (16:37) Aviad discusses how First Connect helps small to medium-sized agencies compete with direct consumers. (17:54) Aviad mentions that providing access to markets is one big pillar of First Connect’s strategy and execution, as well as the technology solutions. (19:49) Aviad mentions that First Connect has reached the exciting milestone of 70 different carriers and MGA solutions, comprised of both traditional and InsurTech startups. (36:34) Aviad explains that they launched a consumer-grade experience to create a slick, intuitive experience for agents to explore and find new opportunities, and saw an increase of 160% in appointment requests. (41:05) Aviad discusses the huge difference between an agency that attracts high net worth, policyholders and one that attracts non-standard driving non-standard auto drivers, which requires different metrics, design, office space, and marketing. (43:27) Aviad mentions that agents are starving for an easy and intuitive consumer-grade experience, which is what First Connect is here to offer. (52:02) Key Quotes: “We are in the business of leveling the playing field, between small to medium insurance agencies, independent insurance agencies, against the loud direct to consumer, the ones that has like their own resource technology, and so on. ” - Aviad Pinkovezky “Providing access to markets is one big pillar of our strategy and execution. But at the same time, it's not the only one. We believe that also by providing different technology solutions and tools that allow agents to run their agency in a more efficient way, and to have online presence…those are another levers you can pull in order to create better settings for different small to medium agencies where they can compete with larger organizations that have their own technology, engineering resources and so on.” - Aviad Pinkovezky

In this episode, James talks with Matt Masiello, CEO of SIAA.To learn more about SIAA, visit https://www.siaa.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: James begins Episode 100 of the Agency Freedom podcast by reflecting on the last two years of podcasting and thanking the listeners for their support. (4:12) Matt mentions that he is a multi-generation insurance person who has been in the business for 30 years, started on the retail side, moved into the network side, and has been CEO of SIAA since 2008. (5:15) Matt explains that he has the best job ever because he gets to work with independent agencies with some of the biggest companies in the country, bridging the gap and bringing them together. (8:32) Matt mentions that the true entrepreneur finds opportunity in the middle of difficulties. (17:46) Matt explains that SIAA provides its membership and ecosystem with market access, compensation, and agency development services. (21:23) Matt believes that SIAA has greater data access than other organizations in the industry. (25:03) According to Matt, SIAA added 700 new agencies last year, with 200 of them coming from network acquisitions. and of the 500 new agencies they hired, roughly two-thirds are startups. (28:51) Matt explains that in order to build successful careers and businesses, they invest in long-term relationships with agencies. (33:51) Matt discusses the importance of having a contract. (42:06) Matt explains that when they decided to transcend the family-owned business, they considered their people, not just the SIAA employees, but the 450 people who work across all the master agencies and the member agencies that rely on them. (50:33) Key Quotes: “I always tell everybody, I have the greatest job ever because I get to spend time on Main Street and working with independent agencies. But then I get to spend time on Wall Street and work with some of the largest companies in the country and bridge that gap and pull those two things together.” - Matt Masiello  “We do three things. For you folks, our membership, and the folks that our ecosystem, is we provide market access, we provide access to some of the best compensation out there, and we provide agency development services. All three of those things also have to know after you block and tackle have to evolve for it as well.” - Matt Masiello  “We are not an organization where we want people to come and go, we want to build long-term relationships with our agencies. We’re able to deliver the services and benefits on the compensation level from the carriers because it's a long-term relationship as well.” - Matt Masiello

In this episode, James talks with Micah Salas, Senior Vice President of Christensen Group Insurance and author of The Business Insurance Playbook.To learn more about Christensen Group Insurance, visit https://www.christensengroup.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: Micah shares that like most others, he got started in insurance, not by choice but for financial reasons. (4:11) Micah mentions that he completed a year-long training program that included everything from policy language to spending time with underwriters to learn about the operational side of things. (7:46) Micah discusses his experiences working at the world's largest insurance brokerage. (12:20) Micah explains how he realized something was lacking in his experience in terms of what he wanted in his profession. (18:49) Micah discusses how the Christensen Group Insurance came to be. (20:21) James shares what his strategy was for rebranding his agency to RiskWell. (34:17) Micah discusses what led him to decide to write a book on the insurance market and shares his writing process. (39:07) Micah mentions that the purpose of the book, The Business Insurance Playbook, is to instill confidence in buyers and make them feel confident that their agents are looking after them. (44:10) Micah discusses his thoughts on utilizing the book as a prop from a sales and marketing standpoint. (45:22) James and Micah discuss their opinions on how ChatGPT plays into the marketing side of insurance. (48:35) Key Quotes: “I started to see some things I didn't know, being what an independent agent could do primarily. I could have a client for life because I could say, you know if your rates are going up with this company I can look around for you, right? I can be that true kind of agent for you.” - Micah Salas “The goal of the book is to instill confidence in buyers and just not to make them experts, but to make them feel confident that their agents are taking care of them, and if they're not, give them tools to find someone who will.” - Micah Salas

This one-off episode details James’ experience with payments vendor Ascend.

In this episode, James talks with Patrick McBride, Agency Owner of The McBride Agency.To learn more about The McBride agency, visit https://themcbrideagency.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: Patrick discusses his background and why he values legacy. (2:29) Patrick believes that being a captive agent was great for him and if he hadn't been captive first, he wouldn't know what he knows now or be who he is for his clients, team, and community. (5:51) Patrick discusses his decision-making process in transitioning from the captive side to the independent side, as well as the training and onboarding he had before starting his own agency. (7:34) Patrick shares his decision to work with an aggregator and bring his whole team along for the journey, which he is very grateful for. (14:33) Patrick discusses their recruiting process and the factors that are important to them in ensuring an adequate match for their agency. (17:36) Patrick discusses the services and vendors used by The McBride Agency, as well as what made them comfortable with the services they use. (25:48) Patrick mentions that The McBride Agency is migrating its data and upgrading to the NowCerts and AgencyZoom combo. (28:55) Patrick explains what they do at The McBride Agency to stay technologically ahead of the game. (38:03) Patrick discusses how they produce content for social media and how they strive to make it more interesting and helpful. (42:28) Key Quotes: “My clients aren't buying insurance, they're not purchasing insurance from me, they're purchasing experience for me.” - Patrick McBride “I think anytime technology progresses, there's an opportunity to run and hide or to grab it and run and move forward with it.” - Patrick McBride “If I go today, I want people to talk good about me. I want them to tell stories to my kids and my grandkids and how great I was and all those pieces. Not how great I am, but the impact I made in their lives.” - Patrick McBride

In this episode, James talks with Kimi Donahue, Sr. Agency Success Manager at Openly.To learn more about Openly, visit https://openly.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: Kimi discusses what led her to the insurance industry and her experiences along the way. (2:30) Kimi shares how her experience with State Farm has helped her throughout her insurance career. (8:42) Kimi mentions that the best part of her move to American Family Insurance was the chance to start her own agency. (11:15) Kimi explains that if you're leaving the captive world and going independent, it's important to keep your networks and let your referral partners know so they can continue to give you the business because you don't want those lead flows to stop. (15:22) Kimi believes one of the most refreshing aspects about joining Openly is that it does not feel corporate. (19:41) Kimi explains that it was difficult for her to secure direct appointments as a new agent with no experience as an independent agency owner, so she decided to join a cluster, which helped her and gave her network access. (27:47) James discusses that there is a connection between how involved you are with a group and what the daily operating benefits are. (34:55) Kimi advises new agents to handle agency billing by collecting payment from the insured before the policy renews and before binding it. (38:39) James and Kimi discuss the importance of understanding the policies that you are selling. (47:07) Key Quotes: “If you're leaving the captive world and going independent, keep your networks. You want to make sure your referral partners know when you make the move so they know to continue to send you business because you don't want those lead flows to stop. Which was also why having a CRM is really important so that you can start creating your pipeline again.” - Kimi Donahue “I hire a coach for almost everything, you know, even down to a personal trainer, because I'm not going to necessarily push myself to the next level, you know, just by myself. So, I do rely on others to help.” - Kimi Donahue “There's a great tip or advice for new agents. Agency billing, make sure you collect that payment from the insured before it renews, before you bind it, all of the above. Because, agency bill means what they bill you, and they will.” - Kimi Donahue

In this episode, James talks with Stephen Sedlak, President of Workcompology.To learn more about Workcompology, visit https://workcompology.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: Stephen shares his background and how he got into the insurance industry. (2:12) Stephen mentions that at ADP, he learned "the answer is always yes," which has served him well in his career. (7:26) Stephen discusses how he started writing his book "The Work Comp Control Effect" and how he utilizes the book for marketing. (12:32) Stephen mentions that there is no right or wrong way to write a book and that the most important thing is that you're writing something that makes sense to you and the prospect. (19:18) Stephen explains that the purpose of his book was never to sell it, but rather to share the approaches that have worked best for him. (22:50) Stephen explains the benefits of having a workers’ comp program and how it goes far beyond the policy itself. (28:45) Stephen explains the major reason they chose to join Keystone over others and how working with them is a collaborative experience. (34:16) Stephen discusses the benefits of joining Keystone and how it has elevated its members' reputation with certain carriers and brokers. (39:02) Key Quotes: “At the end of the day, you're just writing something that's going to make sense and gonna hopefully make sense to the prospect, if that's your goal.” - Stephen Sedlak “It's a program. It's the work comp program. And that's what we try to get our prospects to understand is that it's no longer a policy, it's a program.” - Stephen Sedlak “The purpose of the book [The Work Comp Control Effect] was never to sell the book…I figured if I ever sold that book for more money, you know, made more money off of selling that than I did writing new business, then I failed as a producer.” - Stephen Sedlak Resources Mentioned:ModAdvisor

In this episode, James talks with Wade Millward, CEO and Founder of Rikor.To learn more about Rikor, visit https://www.protectmyfranchise.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: Wade shares about his past missionary work in the Philippines, how he met his wife, and what led him to the insurance industry. (3:33) Wade explains that he is very interested in innovation and making new technology that gives clients more value. (10:36) Wade discusses what inspired him to start Rikor, the franchise insurance compliance company. (16:48) Wade shares an interesting story of how, with the support of his developer, he was able to build a tech team in China. (30:58) Wade believes that in the last five years, with digital distribution and insurance, as well as most of the InsurTech 1.0 that has come out, many have lost sight of the fact that business is really about trust. (35:22)  Wade explains that they provide a consultancy service to franchisors and assist them in establishing the right insurance needs for the whole brand to protect their brand from reputational damage and unintentional exposure. (36:22) Wade mentions that Rikor provides free software insurance verification because they believe they can monetize it in a different manner. (37:33) Wade shares that he changed all of his company's insurance language because he believes language has power and influence and he didn't want to be a traditional shop. (39:45) Key Quotes: “I was very interested in innovation and creating technology to be able to differentiate ourselves and to provide value to customers.” - Wade Millward “Hard times make strong men and what that requires you to do is to adapt and to innovate.” - Wade Millward “I've changed all the language. I don't use Account Executive, I don't use CSR. I believe language has power and influence. And so, I didn't want to be a traditional shop. I didn't want to be a traditional insurance agency. And so all the language is different.” - Wade Millward