The Insura-Preneur Podcast

Chris Burand – President of Burand & Associates

Insurance futurist declares ‘Fork in the road ahead’ – which direction is your agency headed?

Chris Burand—one of the industry’s most respected thought leaders, analysts, valuation and acquisition specialists—has seen enough of the future to give agents a clear-eyed heads-up. Chris has led more than 350 seminars and workshops. He’s been published over 400 times. He writes a monthly column for the Insurance Journal, and you’ve probably seen him in Rough Notes, National Underwriter, AM Best… and many, many more publications.

In this podcast interview with Michael, Chris shares insights that could change your agency forever:

• As carriers cut costs (AKA 'commissions’) and build alternate distribution models, Chris paints a path to success for the modern agent.
• Will you be a ‘Professional’... or a ‘peddler’? (Find out what today’s consumer really wants – and which ones will reward you most richly).
• A safer world. New technologies. Faster pace of change. Emerging competitors. Chris outlines the actions today’s agency principals should take to be successful in today’s insurance landscape.

Please don’t miss this conversation with one of the insurance industry’s most respected observers and advocates! You’ll be thinking differently about your agency within the first 15 minutes!

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 industry’s leading figures.

Matt Masiello – CEO of SIAA and President & CEO of SAN Group

The surprising evolution of the independent insurance agent

Matt was recently honored with the Business America ‘Hot 100’ Award which recognizes leaders who are shaping the future of insurance – and there’s no wonder why when you realize SIAA has 13% of all independent agencies in their alliance, has created 4,487 new agencies since 1995, and saw $690 million in premium growth in 2018 alone. One way or another, Matt is influencing your agency.

This brief hour with Matt will clarify your own thinking about how to succeed in the Modern Age of Insurance. Listen to this discussion to learn about:

• Millennials: the secret to making them happy in the workplace… and ‘being the agency’ millennials want to do business with.
• Should your agency consider outsourcing to a service center? (Matt’s perspective may make this choice easier for you).
• The Battle for the Customer – Matt’s unique insight on how the exclusive and independent channels are fighting for the future of the personal lines and small commercial lines customer.

Some people can see the future… and some people shape it – listen to this conversation and you’ll see why Matt Masiello, CEO of SIAA and the SAN Group, can do both.

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 industry’s leading figures.

Chris Jarvis – Best-selling Author, Insurance Expert, and Entrepreneurial Strategist

Life insurance in a P&C agency… why the big controversy?

Why do so many P&C agencies struggle with the ‘life sale’? Chris Jarvis—best-selling author of 15 books, million-dollar producer, and former P&C actuary—digs deep into the challenges and opportunities facing P&C principals:

• How to avoid the biggest and most common mistakes selling life insurance in your agency.
• The dramatic impact the life sale has on client retention. (You’ll want to do the math on what this means for your agency!)
• Why you want your agency to be their life agent… before someone else is.

If you’re looking for ways to increase income, boost retention, and bypass the threats of reducing commissions and emerging competitors – listen to what this million-dollar producer shares about ‘life success’ in the P&C agency.

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 industry’s leading figures.

Christopher Cook – Owner & President of Alliance Insurance Services

Agency hires marketer… hits 34% growth: lessons learned

If you’re seeking growth and have time for one conversation, this is exactly what you’re looking for. Christopher Cook, Owner & President of Alliance Insurance Services shares what he did to hit 34% year-over-year growth – and what he’s learned along the way.

• A recent survey by Safeco revealed that 56% of agencies surveyed had some form of ‘marketer’ on staff. This very new industry role has transformed the way agencies grow. Chris shares what he’s learned about this ‘revolutionary’ new position.
• Specifics! Chris generously reveals the projects and assignments that his marketer works on for his agency, and why.
• Video, email, social, web, marketing automation, and more… find out which technologies Chris is getting the most benefit from.

Please don’t miss this conversation with one of the insurance industry’s most respected marketers, and most successful SEO experts. Listen today and get ideas you’ll put into practice tomorrow!

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 industry’s leading figures.

What Does Marketing Mean in 2019?

In this brave new world, technology has brought scale to the classic principles

What happens when you bring together 4 of the sharpest marketing minds in the insurance industry? You get a conversation loaded with so much great information that it bears revisiting… more than once.

Michael DeLaGrange, Brent Sheppard, Robert Knop, and Tyler McConvill gathered last week to help you define what marketing means in 2019. And together they concluded that while a lot of the core principles remain the same, the way the game is played is completely different.

Listen to this discussion to discover:

• Step-by-step advice on how to know if your marketing experiments are successful... or if it’s time to leave them behind.
• How social media can be used to amplify your involvement in the community, presence at events, and more – all while bringing hot leads to your doorstep.
• The shockingly common pitfalls that render good marketing efforts as useless as if they never happened! (If you’re not following up on the right activity, you’re leaving money on the table!)

Whether or not you caught it live, this discussion is worth listening to… over and over again! Don’t miss a detail from this information loaded discussion!

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 industry’s leading figures.

Joseph D'Souza – Founder & CEO of ProNavigator

Startup founder shows ‘here’s how insurtech can be the agent’s friend.’

How do your customers feel when they call for service – and they’re put on hold? By you or their carrier. Joseph D’Souza tells the story of what happened when an insurance provider put him on hold. And he waited... And waited... And waited... Before he said, ‘Enough is enough!’

Then, he did something about it. Joseph created a ‘chat assistant’ – a bot that delivers customer service for independent insurance agencies. (And, it’s probably talking to someone’s insurance customer right now).

Join this fascinating conversation between Michael Jans and the founder of ProNavigator. An agent-friendly insurtech that promises a predictably great customer experience. Every time.

Joseph shares his insights on:

• The dramatic shift in the balance of power… so the customer ‘has it all.’ Joseph shares his insights on what agents need to do to stay relevant in this Modern Age of Insurance.
• The surprising way that bots help deepen relationships, not the other way around.
• How the emergence of new technologies—including artificial intelligence—is completely changing the game for the Modern Insurance Agency.

Please don’t miss this conversation with one of the insurance industry’s leading innovators.

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 industry’s leading figures.

Marc Maselli – Founder & Managing Director of Morgan Partners

An investment banker explains why the next three years matter to the independent agent

Who can best predict the future? Maybe it’s the people who fund it. Our guest, Marc Maselli, is the Founder & Managing Director of Morgan Partners, one of the premier boutique investment banks that focuses on financial technology. As an MIT engineering graduate, he has an uncanny insight on how technology evolves – and, he’s been behind some of the most transformative deals in insurance.

Because Morgan Partners works with enablers and replacers, Marc delivers a balanced perspective on what an agent needs to do to thrive in today’s modern insurance era including:

• Watching Insurtech enablers and displacers, the forces and trends that can help you navigate the near-term future.
• Understanding the surprising impact reliable growth has on your agency’s valuation… and how to move your agency in the right direction.
• Making strategic decisions. Unless you’re getting ready to sell now, Marc has suggestions on ‘the big decisions’ you’ll need to make in the very near future.

Please don’t miss this conversation with one of the insurance industry’s genuine transformers. Whether we’re getting ready for the future or not, this week’s guest is helping to make that future happen.

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 industry’s leading figures.

Michael Jans – The 5 Levels of the Modern Insurance Agency

Michael Jans on ‘The 5 Levels of the Modern Insurance Agency’ – Where do you stand?

Are you ready for the Modern Insurance Age? It’s not coming. It’s here. In this special 100^th episode of the Connected Insurance Podcast, Agency Revolution Founder, Michael Jans reveals:

• The 5 big domains of change that will drive the industry in the next three years.
• The 5 Levels of the Modern Agency… designed to reveal both how prepared your agency is to dominate the market of your choice – and, show how to get to the next level up.
• The dangers of addressing change in the wrong way (like chasing the ‘Guru with a gimmick’ or the next shiny new thing the marketing world tosses your direction.)

Wondering how prepared your agency is for tomorrow’s marketplace? (Or, today’s?!) If you’re a serious professional, don’t miss this chance to get a clear sense of direction – in an era that demands clarity, confidence and control.

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.

Ken Crerar – President & CEO of The Council of Insurance Agents & Brokers

“It’s the speed of change that’s really changing.”

Ken was recently named one of the industry’s ‘Top 100 Game Changers’. In this podcast, you’re about to discover why.

Under Ken’s leadership, The Council—as its often called—had grown six-fold and solidified its unique position as the association for the largest commercial insurance firms in the world.

Ken shares his insights on a wide-range of topics affecting today’s retail agent, including:

• How today’s leader faces the unique challenges of guiding the future of a 3-generation workforce
• Ken’s keys to success. He paints a clear picture on how the best of the best get that way. With changes in behavior. In attitude. In the way they treat others. And, in the way they treat themselves.
• How the industry deals with change. (You may be surprised at his answer. Most people think the industry resists change. Or tries to sleep through it. Not Ken.)

If you’ve got time to invest one podcast in your own business and career, make it this one. Ken is both insightful… and delightful.

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.

Keith Savino – Managing Partner at Broadfield Insurance Group

Chairman of PIA National & Father of the ‘Insurance Buy-Button’ declares, ‘This is still a relationship business. But, relationships are different!’

Keith Savino has probably attended more meetings, led more industry organizations, logged more volunteer hours, and led more industry organizations than a thousand agents. Keith brings a long resume of advocacy and activism for the independent agency channel to this conversation.

He currently serves as the volunteer President of PIA National. Keith has served as State Director of the New Jersey PIA, President of the New Jersey PIA, Chairman of NetVU (the Vertafore Users Group), Chair of Industry Relations for Agents Council for Technology (ACT), the CPIA Society, board member for AUGIE and much more.

Of course, he’s also an agency principal at the highly successful Warwick Resource Group, LLC/ Broadfield Group a national insurance agency/brokerage with roots dating back to the 1800's.

What hasn’t Keith done? Well, he’s never been on the Connected Insurance Podcast... Until now! In this episode discover Keith’s insights about:

• How agents & brokers need to get involved with the insurance community so they can really prepare for the future.
• The reason the agent-broker channel is in a great position today (and why the ‘efficiency’ of direct sales isn’t the colossal threat many believe it is).
• Keith’s ‘Insurance Buy-Button’ philosophy to building a great experience for both the customer and the agent.

What does the future of insurance look like for retail agents? No one else has the unique perspective, connections, and experience as this agency owner. If you have time to listen to one agent, please make this conversation a priority!

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.