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What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

February 7, 2018

Paul Hawkins – President & CEO of HawkSoft

Now hear this! Industry leader, Paul Hawkins shares insights on agency success – from over 25 years of building one of the industry’s premier technology companies.

22 years ago, Paul Hawkins launched the HawkSoft agency management system – when the idea was almost a novelty. Now recognized as one of the leaders in helping insurance agencies manage and grow, Paul shares his insights on agency success:

  • The ‘one word’ that agents should live and breathe if they want to thrive.
  • How to handle the rapid pace of change in the industry – without losing a clear and reliable sense of direction.
  • From among the many thousands of customers that Paul and his company have served, he shares the unique behaviors of the ‘best of the best’ – and what they do differently.

Please don’t miss this conversation with one of the industry’s most respected thought leaders. Paul’s rich history in the insurance and his incessant leadership provide insight the entire industry can benefit from.

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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January 31, 2018

2018 State of the Industry Report with Michael Jans (Part 2 of 2)

‘I’m worried my agency is not keeping up with today’s consumer.’ In a recent survey, 96% of agents agreed with that statement. When the world changes fast, how do you stay on top? And how do you thrive?

Our podcast host, Michael Jans, delivers the second part of his acclaimed State of the Industry report for 2018. In this section, Michael shares his insights on:

  • How serious agents can capture the huge and growing insurance business of the millennial generation. (Hint: this is a case of ‘what used to work doesn’t work anymore!’ Michael shares insights on precisely what millennials look for in an insurance relationship.)
  • Six strategies to ‘get faster,’ stay on top of change – and shoot ahead of your competition.
  • How private equity is changing the independent agency sector. (And, what’s missing in the private equity strategy that agents should be aware of.)
  • Why agents should not give up on personal lines…and the one thing they must do to thrive in that business. (And why so-called analysts are completely wrong when they say P/L is a lost cause.)

Please don’t miss this conversation with one of the industry’s most respected thought leaders. Michael is a leading advocate for insurance agents, as he has been for 25 years – but he doesn’t mince words. He believes that agents must take action forcefully in 2018 – and that the year will not be kind to the complacent, confused or overly-cautious. 2018 is a year for action.

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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January 24, 2018

2018 State of the Industry Report with Michael Jans

Is 2018 the watershed year for insurance agents? Michael Jans reviews forces too powerful to ignore…

Our podcast host, Michael Jans, has delivered a highly consumed ‘State of the Industry’ report to the insurance industry for years. In this podcast, Michael shares ‘Part One’ of his analysis of the forces that are too big to ignore. With his usual obsession for making it practical, he also shares his insights on the ‘big so what’ – what agents should do to position themselves for success in 2018.

  • Why ‘go digital or die’ is a meaningless slogan – unless you’ve got clear direction, clear strategy and alignment around what matters most.
  • Competitive channels aren’t going away…but most agents have taken a wrong turn by competing against them on their terms! Why Michael says that competing on price is a great strategy for other channels…and the wrong strategy for agents.
  • Beware the marketing guru who flashes the shiny new thing, and says ‘follow me.’ Michael shares his insight on how to pick and choose what to do – in a way that makes you smarter than the gurus with a secret agenda.

Please don’t miss this conversation with one of the industry’s most respected thought leaders. Michael is a leading advocate for insurance agents, as he has been for 25 years – but he doesn’t mince words. He believes that agents must take action forcefully in 2018 – and that the year will not be kind to the complacent, confused or overly-cautious. 2018 is a year for action.

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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January 17, 2018

Marty Agather – Senior Vice President of Strategic Partnerships at TrustedChoice.com

This is how agents & brokers can stand out and capture new business

Our podcast has ‘done it all’ – from family agency to insurance software executive to one of the industry’s most respected thought leaders. Marty’s high energy, no-holds-barred passion for independent agents & brokers practically jumps out of the speakers in this discussion! If you’re interested in where our industry is headed – and how to prepare, this conversation is one you don’t want to miss!

  • What’s driving the massive change in insurance today?
  • Where are the immediate impacts?
  • What does this mean to the agency owner now?
  • What exactly should agents be doing today to capture more business?

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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January 10, 2018

Kirk Faulkner – Marketing Strategist at FMG Suite

This is how agencies stand out (and win!)

Is insurance a commodity? Not if you don’t want it to be. But…how do you convince your market that your agency is different? Content marketing professional, Kirk Faulkner reveals:

  • How to stand out, when consumers think ‘you’re all the same!’
  • A 4-Step Process to creating marketing that people love (and getting them to consume it –and engage with you about it!)
  • The most important elements of your agency brand

If you never want to sell on price…but DO want your customers to feel undying loyalty, don’t miss this important podcast!

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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January 3, 2018

Jim Keating – Founder, CEO, and Chairman of The Keating Group

0 to $200 million revenue in 12 years…

Jim Keating, founder, CEO and Chairman of The Keating Group has earned the right to talk about maximizing technology. It’s been core to building the fastest growing wholesale brokerage in the US. Every agent who cares about the future of the industry must listen to Jim share his insights on:

  • Why retail agents should feel bewildered or confused about the fast-changing world of technology (and what that means to retail agents)
  • How Jim used technology to leverage hyper-fast growth
  • The cornerstones of success in today’s insurance world (what remains the same…and what’s different forever)
  • What separates the winners from the losers in the insurance world

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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December 20, 2017

Tammy Lesueur – Marketing Director at Bancorp Insurance Agency

500% growth? This agent shows how it’s done.

If you think you’re facing challenges and obstacles as an insurance agent, do not miss this conversation between our host, Michael Jans, and his agency principal guest, Tammy Lesueur. She shares how she and her partner, overcome inherent obstacles to growth – and skyrocketed to 5 to 6 times revenue.

  • The first big change they made to accelerate growth. (Regardless of history, size of culture, any agency can implement this…fast!)
  • The critical structural change they made in staff that guaranteed a decades-long track record of consistent growth. (More and more agencies are doing this now. Tammy started it almost 20 years ago – and has the results to prove its value.)
  • How to get ready for the future (and the next generation). As more agents look to a generational transition, Tammy shares her outlook on what it will take to own the future.

Please don’t miss this conversation with one of the industry’s best agent-marketers. If you want more growth in your agency’s future, learn from Tammy’s experience – and listen to her insights.

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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December 13, 2017

Umberto Fedeli – CEO of the Fedeli Group

The most amazing insurance agent in America?

Umberto Fedeli started knocking on doors for a tiny insurance agency to help pay for college. A little over ten years later, he became a friend and client of Michael Jans – he had bought that agency and already had 125 people working for him. He may own the largest single-owner, privately held agency in America. And, he’s done it by executing some unusual strategies.

Don’t miss this unique conversation, where Umberto shares his remarkable insights on:

  • How to scale your agency, regardless of what size you are now. (Remember, Umberto started out very, very small.)
  • Why he’s hosted over 20,000 people in his home – and what that’s meant to his business. (Yes, it’s a big home, and, yes, he has a ‘trattoria’ inside it. But, this is a strategy anyone can use!)
  • The four cornerstones of Umberto’s success – and how to apply them to your own agency.
  • How never to sell insurance as a ‘commodity’ – and never, ever, ever sell on price!

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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December 6, 2017

Richard Kerr – CEO of MarketScout

Is this the future of retail insurance?

Once a month, agents and carrier execs from throughout the US hungrily devour Richard Kerr’s MarketScout Barometer. It’s easily the most comprehensive analysis of market conditions the industry offers today. Yet, it’s only a side project for Richard, the founder and CEO of MarketScout, an electronic insurance exchange with 35,000 member agencies in its network. In this conversation, Richard shares:

  • Insights on what you can expect in changes to insurance pricing in the next 12 months
  • Observations on the changing forces that affect market conditions for retail agents
  • His own controversial predictions about the future of insurance – and how insurtech will change everyone’s lives – and precisely what retail agents must do now to prepare

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

 

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November 29, 2017

Charles Specht – President of Permission Group Inc.

Million dollar book of commercial business... per producer? Here's how...

How would you know if someone could help a producer build a million dollar commission book? First question: did they do it themselves?

In this case, the answer is a resounding YES. Charles Specht, CEO of The Permission Group delivers detailed instructions (and provocative insights) every producer should know:

  • The unstoppable method to position yourself as the ‘Obvious Choice’ in the marketplace…before you ever make an outbound call.
  • The reason you should never give quotes away…even if that’s the established practice…even if the prospect wants to play it that way…ever, ever, ever. (Listen to the end, where Charles makes this an ethical issue…not just a business issue.)
  • The direct route to Broker of Record letters (instead of competing against the incumbent…and competing for the underwriter’s attention!)
  • Easy ways to deliver an ongoing stream of value to your prospects and customers (and how to present it so they know it!)

If what used to work doesn’t work so well anymore…or, if you just want to boost your production of that of your producers, don’t miss this important podcast conversation with Michael Jans and Charles Specht.

What are other agents & brokers doing to thrive? What are the biggest trends affecting the retail insurance agent & broker? What are the most important strategies and tactics you need to grow faster? Find out here in the Connected Insurance Podcast, where Michael Jans discusses the biggest issues affecting the independent insurance agent and broker with the industries leading figures.

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