Finding Peak [Formerly The Ryan Hanley Show]

Became a Master of the Close: https://masteroftheclose.comDarrin Schenck, VP of Sales and Marketing for TriageNow joins the podcast for a deep dive into nurse triage services. We learn what nurse triage services are, how they work, and why nurse triage is a necessary value-added service for all commercial independent insurance agents.Episode Highlights: Darrin mentions he's been with TriageNow since day one and has witnessed the company grow from an idea written on the back of a napkin to one of the top providers of telephonic nurse triage services in the nation. (5:56) Darrin explains that telephonic nurse triage services bridge the gap between businesses that can afford to have a doctor or nurse on-site and those that must send everyone to the clinic down the street. (7:14) Ryan shares that they utilize TriageNow for a few of their clients and that it was recommended to them by the Workers Comp Renegade, Mike McDonough. (9:10) Darrin explains how TriageNow functions when someone is injured. (14:12) Darrin believes that their total client base, regardless of industry, has a self-care rate of 42%. (23:35) Darrin mentions that some triage services provide programs that are ideal for smaller clients with 50 or fewer injuries per year. (31:49) Darrin explains that there is always a liability piece to the problem that must be considered and outsourcing that liability to a telephonic nurse triage service adds layers of protection between the employer and the problem if things go wrong. (35:15) Darrin mentions that anytime they can keep people in the workforce productive, that's better for everybody. (38:08) Darrin encourages anybody interested in TriageNow to visit their website. (42:07) Key Quotes: “We're a triage service, but we provide the information to the people who can be judge and jury and that allows them to determine compatibility.” - Darrin Schenck “In a work comp world, anybody that's employing people that do anything remotely physical, a triage service is definitely worth exploring.” - Darrin Schenck “I love the fact that I can tell a prospective client that I know personally the nurses that will be talking to your injured employees because I helped hire them and add them to our team.” - Darrin Schenck Resources Mentioned: Darrin Schenck LinkedIn TriageNow Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Mark McClure, CEO, and founder of CommercialInsurance.net joins the podcast to talk about how warm phone call transfer commercial insurance leads can be a game-changer for growing independent agencies.Episode Highlights: Mark discusses his background and how he got started in commercial insurance. (6:38) Mark mentions that having lead generations in their DNA made them unique, as well as running a Virtual Insurance Agency for eight years and realizing that not all leads are excellent leads for everyone. (15:44) Ryan believes that there is always a great opportunity in trucking; the industry attracts a lot of drivers because they see what folks do with Commercial Auto, but the industry lacks the in-house knowledge to be a trucking firm. (20:48) Mark discusses the difficulties they had trying to get their original appointments while they were still an insurance firm. (22:46) Mark mentions that what keeps him awake at night is dreaming about selling insurance online without speaking with a customer and managing loss ratios, and ensuring that they are accurately classified. (24:23) Mark discusses his predictions for what will happen next in the digital space. (31:14) Mark mentions that one of the things he disliked about being an entrepreneur was when he first started and everyone encouraged him not to be a generalist. (39:01) Key Quotes: “Throughout the journey, we developed a skill at generating online leads and introducing them to companies no matter what industry they were in.” - Mark McClure “We will see commercial insurance online explode into more of you know, the hockey stick that I was hoping we would see in 2012. It’s taking a lot longer and it's because it's a difficult product.” - Mark McClure “What the future looks like, you know, my hope is eventually we get to a point where we can ask the customer do they want to talk to an agent that I think that's not going away, not during my working career. Or do they want to purchase online? If they want to purchase online, most likely to protect customer experience will take them down that route for those that have that ability and others we might obviously steer through the call of change. That's a network that we built today” - Mark McClure Resources Mentioned: Mark McClure LinkedIn CommercialInsurance.net Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comAlan Ringvald is the CEO of Relativity6, a best in class insurtech company solving the very specific problem of business classification. In this episode of The Ryan Hanley Show, Alan explains that Relativity6 uses a proprietary process to create a new datapoint for determining the NAICS code for a given business. Industry misclassification is a HUGE problem in the insurance industry. Don’t miss this episode…Episode Highlights: Alan explains that Relativity 6 focuses only on one kind of data point for determining the NAICS code for a business. (6:53) Alan shares the key differences that they have, which separate them from other InsurTech companies. (11:17) Alan shares his background story and how he ended up in this the InsurTech industry. (14:46) Alan shares something they are working on that will assess a building for the last 10 years called "address only". (19:37) Alan admits that their technology still has limitations, like not being able to find a holding company. (24:00) Alan explains the changes that have occurred in the tech industry over the past 5 years in terms of privacy and security. (29:00) Alan shares that there is no tech company, not even Relativity6, that can replace everything or fully solve any problem. (38:09) Alan explains that data information in insurance if used correctly, is a strategic advantage. (45:56) Ryan mentions that there is a substantial population of agents that unconsciously have no intention of growing. (49:10) Key Quotes: "The whole concept was, can we bring context to the table, and make it make more sense, which is why we call ourselves Relativity, which is obviously hard to say and spell." - Alan Ringvald "I will never say that, Relavity6, or any other type of company is fully solving any kind of problem, it's like a crazy, not real thing to say. I don't ever see that being the case." - Alan Ringvald "We're not here to replace the way humans think. We're just trying to automate the process that could take you forever to do and help you do that better and incrementally improve." - Alan Ringvald Resources Mentioned: Alan Ringvald LinkedIn Relativity6 Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Ryan Hanley, interviews Chris Greene, the Flood Insurance Guru. Chris joins the podcast for a master's level conversation on content marketing and how properly using your CRM can create an undeniable competitive advantage in your business. Don’t miss this episode…Episode Highlights: Chris discusses how insurance is not the problem but the risk is, and how he is working on this data to solve the issue. (4:13) Chris explains how their flood risk analysis provides a huge value to their referral partners to grow their business. (8:29) Chris mentions that videos used for education and advice are still considered streamlining. (14:31) Chris shares how he uses automation to follow up with his clients. (22:32) Ryan explains that this is the moment where HubSpot tools, like video cards, give you a true competitive advantage. (25:35) Chris explains that conversations like why they weren't closing more business can be seen at HubSpot as one of its features. (36:34) Ryan shares that the industry needs a company that offers Accord form integration and creation at a price that the industry can afford. (44:09) Chris talks about Hubspot being better than any AMS, and shares how they are currently using it in their interview process. (51:14) Chris shares that what he likes about Ryan's content creation is that it is very neutral and does never put out any misinformation. (55:53)   Chris shares three different books he requires people to read before they come on board. (59:50) Key Quotes: "We just need one company that offers Accord form integration and creation and mapping easily at a price the industry could afford and they would absolutely friggin dominate." - Ryan Hanley "It's not about us. It's about the customers, you know? So, it sticks in my head and everything I do now." - Chris Greene Resources Mentioned: Chris Greene LinkedIn Flood Insurance Guru Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Sarah Muniz, producer at Home Team Insurance and author of Undiscovered Voices: Unlocking the Potential of Women in Insurance. She joins the podcast to talk about why women need to play a larger role in the future of insurance. This is a tremendous episode of the podcast that you don’t want to miss…Episode Highlights: Sarah discusses the origin story of her book, which is based on her and other women’s struggles to move into a leadership position as women in the industry. (4:16) Sarah explains that the major problem that she wants to solve is showing that we have more than enough talent in the industry. (12:25) Ryan discusses the idea of how many women in the 61% have truly wanted to be in a leadership position. (14:43) Sarah talks about different types of barriers she thinks will affect the percentage of women in leadership roles. (17:00) Sarah compares the profits of a diverse firm to those of a company that is not diverse. (23:37) Ryan explains that he is willing to take anyone regardless of their situation as long as they are willing to show up and work hard and play in our culture. (26:37) Sarah shares that if women get more opportunities, it also creates opportunities for minority groups. (30:24) Sarah elaborates that the only factor that should come into play when hiring is if the person is going to fit into the team. (38:03) Ryan explains that he thinks that there is a major gap in quality leadership in the industry. (43:02) Sarah shares that the key to being at a higher level is to support yourself for more opportunities. (48:42) Ryan explains that everyone should control their personal brand in order to control their career. (52:01) Key Quotes: "If someone is talented and willing to work hard and fit in your culture, they should absolutely have the option to come work for you or with you." - Sarah Muniz "The other problem that I have seen is that a lot of times women are hired into service positions, whereas men are hired right into producer positions." - Sarah Muniz "I do believe that you should make a name for yourself and have your own personal brand, outside of your employer to where you're making a name for yourself. I do 100% agree that you should do that. The part that is hard, and it's happened with me, is having your own personal belief system and brand can actually gets you in trouble with whoever you're employed by." - Sarah Muniz Resources Mentioned: Sarah Muniz LinkedIn Home Team Insurance Insurance Nerds: Undiscovered Voices Amazon: Undiscovered Voices Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Michael Lebor, founder and CEO of InsuranceGiG. Michael joins the podcast for a deep dive into how we use data to create better outcomes for our business. Michael is solving big problems with InsuranceGiG, and we’re honored to have him share his insights and expertise. Don’t miss this episode. Episode Highlights: Michael explains what InsuranceGiG is and how it is beneficial to the industry. (8:14) Michael shares that if you are in insurance technology, data is either a weapon or a liability. (11:53) Michael explains that they get their foot in the door with their pricing model and organic platform. (18:02) Michael shares that they recently went live with HawkSoft AMS and explains why it is a game changer. (21:26)  Ryan explains that he sees the tool as very useful in saving time, as the system can do all the work on the same platform. (30:44)  Michael explains that their main drive is not to replace the core policy system but to make things as easy as possible as well as cheap and fast. (34:18) Michael shares that InsuranceGiG has categories like data, operational workflows, and submissions. (40:17) Michael talks about their company and system being able to demonstrate visibility into the flow of data across the entire supply chain. (52:15) Michael explains that InsuranceGig has the beauty of having incredible vendors, like Record Linker. (58:13)  Key Quotes: "If you look at yourself as a company, or somebody in the insurance technology, business data is either one of two things to you, it's either a weapon, or it's a liability." - Michael Lebor "We're not replacing the core policy system. But we really think that we're going to be this really valuable, a creative, secondary layer on top of them." - Michael Lebor " I'm just going out to the best vendors that are out there and saying just connect to me, become part of our data fabric." - Michael Lebor Resources Mentioned: Michael Lebor LinkedIn InsuranceGiG Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Bradley Flowers, founder, and president of Portal Insurance and the co-host of the Insurance Guys Podcast sits down with Ryan Hanley in Cleveland, Ohio in front of an audience of over 150 people for a live recording of the podcast. In this conversation, they dive deep into culture, hiring, and the marketing strategies producing exponential results in 2022. Don’t miss this one-of-a-kind conversation.Episode Highlights: Ryan introduces this special live episode with guest, Bradley Flowers. (1:35) Bradley shares that looking for opportunities not only within your agency but outside of your agency is a way to stand out. (11:13) Bradley shares that they have an unlimited time off policy in the company so long as they are able to deliver results. (18:13) Bradley explains that culture is not something you accomplish, it's a living, breathing thing that you're constantly working on. (20:37) Bradley explains how managing people can be changed by understanding the average millennial. (26:56) Bradley shares the story of the first employee he had to fire and what he learned from it. (29:57) Bradley talks about having a great working relationship with your VA’s. (36:05) Bradley talks about the opportunity that they have with cross-selling at the moment. (38:06) Bradley explains that every single client goes through the same process, through automated texts and emails. (43:13) Bradley shares what their emails and text messages are composed of and how it subliminally tells people the purpose of their message. (45:25) Bradley explains why text messages are still important in communication nowadays. (47:23) Key Quotes: "It's harder now than when I started. There definitely were some things that were hard when we were scratching that are not hard now. But there are some things that were easy when we started that are hard now." - Bradley Flowers "We are not perfect at culture. That's like the first thing out of my mouth. And it's not something you accomplish. It's a living, breathing thing that you're constantly working on." - Bradley Flowers "Combined with the average employee now staying at a job for four years and eight months, the average millennial stays at a job for three years and six months, and Gen Z is like two years and eight months. I think of your approach managing people with those few things in mind, it kind of changes the way that you manage." - Bradley Flowers Resources Mentioned: Bradley Flowers LinkedIn Portal Insurance Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Ryan Hanley interviews Gordon Coyle, founder, and president of The Coyle Group. Gordon is a risk management and insurance services firm specializing in liability products. He joins the podcast and explains how he's using video to create inbound leads in specialty liability insurance.This is an episode you do not want to miss...Episode Highlights: Gordon shares his background story with Ryan. (13:00) Gordon explains that his natural curiosity and motivation from Ryan led him to take it to the next level in the technological aspect of the business. (18:31) Gordon talks about consistency and discipline being the keys to everything that you do. (21:07) Gordon shares how he was able to assist someone who had seen his videos and asked for his help. (26:23) Gordon shares that he gets his leads from people that are searching for answers on insurance on YouTube. (33:51) Gordon explains that one of the hardest things for him to do is to repurpose content. (40:31) Gordon shares that every sales job is all about getting noticed, and the best way to do that is through social media. (45:22)  Gordon shares that there are a lot of producers that have stood out and become successful through the use of social media. (48:14) Gordon talks about the difference between paid and organic marketing in social media. (54:23) Gordon advises people to think about the sales process and the closing ratios when talking about inbound and non-inbound businesses. (57:40) Key Quotes: "Consistency and discipline, I think, are key not only for marketing but a lot of things in whatever you do." - Gordon Coyle "Every sales job is all about getting noticed, right? You have to kind of build interest you have to have you have to get your foot in the door, your toe in the door. And, you know, how do you do that? How do you get noticed? And I think that there's a lot of good opportunity to do that with content." - Gordon Coyle "The consistency around video creates an aura of expertise, knowledge, whatever it may be, you become a very believable character." - Gordon Coyle Resources Mentioned: Gordon Coyle LinkedIn The Coyle Group The Coyle Group - YouTube Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Todd Thams, founder of Mod Advisor, Direct Work Comp, and President of Thams Agency, joins the podcast to break down how Mod Advisor is helping independent insurance agents deliver maximum value to their insurance clients.Don't miss this episode...Episode Highlights: Todd discusses the concept of broker-type ventures. (10:51) Todd expresses his excitement about Mod Advisor and all of the exciting things that they will be doing. (13:45) Todd explains that he considers himself to be a builder based on his life experiences. (14:57) Todd mentions the customers and their expectations as the main differences between operating Tham's Agency, a third-generation family company, and working in InsurTech. (16:56) Todd says he attributes his whole path to IAOA. (22:20) Todd explains that the objective at Mod Advisor is to demonstrate and identify the workers’ comp issue in an easy-to-understand style for the customers. (30:42) Todd believes he has control over what goes on in his mind and how he assists his customers. (34:05) Todd discusses his thoughts on insurance fees. (36:11) Todd believes that the national insurance system is dysfunctional and that agents should be permitted to charge whatever they want. (37:29) Todd explains that everything they want to accomplish in the next 12 to 24 months will simplify and streamline the whole process. (47:28) Todd explains that everything he does with Mod Advisor is completely dedicated to the independent agent channel. (49:04) Key Quotes: “If the customer is willing to pay it because they want the level of service, then I don't know why we need the state to regulate and say you can't do that.” - Todd Thams “I hear there's a lot of frustration around duplicate data entry. And I think we intend to solve that problem. And make it super easy for brokerages across the country to get loss information, payroll informatio,n and everything in our system. And do that quick and fast.” - Todd Thams “Everything that I do with Mod Advisor is 100% committed to the independent agent channel.” - Todd Thams Resources Mentioned: Todd Thams LinkedIn Mod Advisor Direct Work Comp Thams Agency Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9

Became a Master of the Close: https://masteroftheclose.comIn this episode of The Ryan Hanley Show, Nick Ayers, Chief Marketing Officer at Better Agency, joins the podcast to talk about insurance marketing, building technology, and putting on rockstar conferences. There's always a tremendous conversation when Nick's on the show.Don't miss this episode.Episode Highlights: Nick shares some ideas to take into consideration before starting a company. (7:06) Nick mentions that the cornerstone of marketing is being able to understand how people feel and being able to articulate the voices already in their heads. (12:36) Nick explains that a lot of companies will soon realize that they need to hire real marketing motions in their company. (19:38) Nick shares that their strategy has been to always commit to being genuine to their brand. (25:12) Nick talks about how the industry has changed and in some ways relaxed in the last few years. (31:05) Nick shares their journey to making their first acquisition and the questions they were asked by most people. (42:10) Nick explains that he believes that independent agents are the best channel for insurance distribution. (45:10) Nick and Ryan discuss the best insurance events. (48:37) Nick explains that they learned lessons from these past conferences which they will apply in their future conferences. (54:06) Key Quotes: "We're going to continue to be who we are, and that's a major part of our overall brand, and that we're going to try to be relentless truth-tellers." - Nick Ayers "We believe that independent agents are the best channel for insurance distribution. There isn't anything stronger or better than when companies work directly with independent agents." - Nick Ayers “If we want to compete with everybody else in the AMS or the CRM, we're going to constantly be playing that comparison game. We want to do something that nobody's done before." - Nick Ayers Resources Mentioned: Nick Ayers LinkedIn Better Agency Reach out to Ryan Hanley Learn more about your ad choices. Visit megaphone.fm/adchoices Episodes You Might Enjoy:From $2 Million Loss to World-Class Entrepreneur: https://lnk.to/delkFrom One Man Shop to $200M in Revenue: https://lnk.to/tommymelloIs Psilocybin the Gateway to Self-Mastery? https://lnk.to/80upZ9