The Insura-Preneur Podcast

Jeff Roy – President & CEO of Excalibur Insurance Group

Jeff Roy, Award Winning Broker: ‘The ones at the top aren’t in the insurance business first. They’re in the experience business first.’

How can you know what’s really working today in insurance marketing? One way is to listen to agents and brokers whose marketing is doing just that: working.

Jeff Roy, President & CEO of the Excalibur Insurance Group in Canada delivers a plateful of ‘real beef’ in this podcast conversation with Michael Jans. You’ll discover why he was awarded Aviva Canada’s first Broker’s Hackathon, a contest designed to encourage groundbreaking ideas on how technology can enhance the industry:

• Be prepared to take notes when Jeff describes the different technologies he uses to communicate with his customers and marketplace. (And ‘take note’ when he explains that ‘technology is not’).
• Get Jeff’s take on the agency of today… and which ones are not prepared for the industry of tomorrow.
• See how Jeff’s agency connects with customers at the deepest possible levels… with content the customer actually wants!

Please don’t miss this conversation with one of the industry industry’s most respected insurance brokers. 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 industries leading figures.

Bruce Dickhoff – President & CEO of the North American Software Associates

Long-time insurance software executive warns, ‘pay attention to the changes. Know what’s happening!’

Bruce Dickhoff was a coder, crashing through barriers of ‘old school’ insurance agencies 32 years ago. And, he never stopped. As CEO of North American Software Associates – commonly known as NASA – Bruce has been delivering solutions to insurance agencies for decades. (Little known secret: The Home Shopping Network had an insurance agency – once upon a time – and Bruce provided their agency management system.) In this interview with Michael, Bruce shares his insights on:

• What the future may look like for today’s agents… including their use of software solutions, ‘getting modern’, and emerging competition.
• The mindset shift agents must make about technology. (Not-too-subtle hint: make it your friend, not your enemy!)
• Why and how agents must become ‘lifelong learners’ to survive in a turbulent, fast-moving marketplace.

Please don’t miss this conversation with one of the industry industry’s most respected providers of agency management systems – and a long-time industry observer and thought leader.

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. 

Mike Reddy – President of the Benefits Division, and Senior Vice President of Field Operations at Keystone Insurers Group

Why agents must change their ways... or their days will be numbered.

Almost a third of a century ‘in the biz’ – and still on the cutting edge. Long-time benefit wizard, Mike Reddy, serves as President, Employee Benefits Division at the Keystone Insurance Group, as well as SVP of Field Operations. From this unusually powerful perch, Mike shares his observations of an industry in transition:

• The ‘different’ behaviors that separate the winners from the losers. (In his role as SVP of Field Operations at Keystone, Mike gets the ‘birds-eye’ on hundreds of agencies. As he said, ‘There will be clear disruption. And, clear winners and clear losers.’ He shared what he thinks will determine which way agencies will go.)
• The future of benefits in the P&C agency. (Whether you have a full-fledged benefit division – or you write it when you can – Mike shares his crystal ball with the industry right here.)
• Strategy vs. tactics (and planning vs. chaos!). Mike shares his insight on what happens to agencies when they really plan…and thoughts on how to go about it… the right way.

Please don’t miss this conversation with one of the industry industry’s most respected benefit and planning leaders – and one of the industry’s tireless advocates for the independent agent. 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 industries leading figures. 

Dave Ellis – Founder of Ellis Marketing

Facebook magic! How to get a steady stream of hot leads with Facebook… Now that the rules have changed for everyone!

Dave Ellis is one of the Top Facebook Advertising Experts in the nation. You’ll soon see why, as he unravels the mysteries of how huge internet marketers make millions – starting with one simple (but perfect!) Facebook ad.

If you're an agency principal who knows you’re responsible for revenue, and you want to make certain your agency has the most effective, high volume marketing engine possible... then you need to listen to this discussion.

If you're an agency marketer who wants to deliver real results, and not just more clever postings about ‘auto safety’ or your ‘super-fun’ Halloween party... then you need to listen to this discussion.

Dave takes time from his jammed client calendar to reveal:

• Why (and how) your Facebook ad must be part of a ‘system’ – not just a one-shot ad. (Dave tears apart his 4-part system to show how you can ‘engineer’ the right emotions to get the best prospects—and only the best ones—to move through your funnel!)
• One little surprise tweak that Dave used to get a 400%(!) bump to his advertising results.
• The big changes in the social advertising platforms you must know about: Facebook, LinkedIn, Twitter, Instagram – and where they fit into your marketing plan.

Don't let your agency get stuck making the marketing moves of yesterday. Listen to this conversation with one of the online advertising industry’s most respected experts 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 industries leading figures.

Greg Williams – CEO & President of Acrisure

The change is VAST but SLOW enough that a lot of agents won’t notice.

As President & CEO of Acrisure, Greg Williams operates the 9^th largest agency in the US – and at an eye-popping 80% growth rate, I’m sure he’ll quickly exceed the $1.5 billion in revenue Acrisure can boast today.

But, being large hasn’t made Greg complacent. As you listen to Greg’s insightful comments about the future of the industry, you’ll see why. He plays very close attention to the changes and pressures on the industry – and is committed to meeting those pressures strategically.

• How agents absolutely must distinguish themselves in what many consider to be an increasingly commoditized insurance world (and, why agents who ‘hide their head in the sand’ will be hurt by not acting).
• How insurtech is going to continue to change consumer behavior – and what agents must do to respond. (Pay close attention to Greg’s comments on the ‘compression of the industry value chain.’)
• What the near and mid-term future looks like for the independent agent – and what to pay attention to now.

Please don’t miss this conversation with one of the insurance industry’s most respected leaders and game-changers. This is an important conversation!

Note from Michael: I often talk and write about the ‘big trends & forces’ that are changing the world that agents live and work in. Today’s podcast gives me the chance to ‘interview one of those forces’ – or at least, to interview one of the industry leaders that’s driving one of the forces we all must pay attention to.

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.

Lucas Jans – Vice President of Product at Agency Revolution

Leading insurance technology genius reveals secrets on how agents can get more done and totally transform agencies

Have you been concerned that your agency isn’t keeping up with today’s pace of change? If the answer is ‘YES!,’ you’ll love the ‘Speed Secrets’ of our podcast guest, Lucas Jans. In almost 20 years of designing and delivering technology solutions for insurance agencies, he’s built game-changing solutions that have completely transformed the way agents communicate with and market to their marketplace.

Rather than focus on the software part of his contribution, we explored ways that insurance agencies can adapt some of the rapid-change strategies that software developers have perfected in their fast-changing environment:

• How agencies can apply ‘rapid-execution’ strategies – like ‘sprints’ and ‘lean’ – to exceed today’s rapid pace of change (and how agency principals can quickly create the ‘agency of their dreams!’)
• Simple, proven ways that agencies can attract better talent (and keep talent they already have) using the same strategies that software companies use to attract, manage, and motivate remote workers
• New changes in software that make it easy for agencies to deepen and strengthen their customer relationships to boost policies per customer, retention, and create deeply felt client loyalty

If you’ve ever been frustrated about how much effort and time it takes to make change in your agency, please, do NOT miss this conversation with one of the industry’s most active transformers!

Zack Gould & Matt Naimoli – Co-founders of G&N Insurance

From Scratch Agency to 10,000+ Clients – Masterclass in Modern Marketing, Bonus Edition!

A few weeks ago, we announced a 3-Part ‘Masterclass in Modern Insurance Marketing.’ But, it’s not. Now, it’s a 4-Part Series. After I recorded this interview, I just had to add to this series. As I’ve mentioned, I felt strongly that it was time to swoop down from our 30,000' view of ‘big trends and forces’ and focus on what’s working today. Practical, tactical tips you can put to work this week.

This interview is a delightful mix of high energy, good humor and real world, street-smart insurance marketing. Zack Gould & Matt Naimoli are the co-founders and principals of G&N Insurance in Massachusetts. In this conversation, they reveal:

• The Customer Acquisition System they used to go from a clean-slate, zero-revenue, scratch agency to over 10,000 clients… in eight years. (Hint: start with strategy… then – and only then – move to tactics!)
• Did anyone say TACTICS? Zack and Matt roll out the step-by-steps of what they do, when they do it – and what makes it different than other agencies. (Remember the word ‘system’ as you listen to this part.)
• Solutions to the Social Media Mystery. What they do. What they don’t. (Be prepared to take notes!)

Personal or commercial lines… this interview may cause you to re-think what you do every day. The way you run your agency. And, just how high your goals could be!

Please don’t miss this conversation with two of the insurance industry’s game changers. This is a conversation that will stay on your mind for weeks!

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. 

Grant Botma – Founder of Stewardship (moneywellrooted.com)

Master Class in Modern Marketing, Part 3

Why should the marketplace do business with you – above any and all other options? If you can’t answer that question, all the marketing tricks in the world are just that – TRICKS. This agency principal, Grant Botma, understands that lesson. And, he very generously shares the insights he’s used to accelerate growth for his agency:

• Precisely how he created a Customer Journey that guides people from ‘stranger’ to ‘Raving Fan!’
• How Grant’s agency gets a 90% response (yes, an unheard of 90%!) to his messaging.
• A comprehensive review of the various technologies that Grant’s agency uses – and how they use them to generate more new business and to keep clients longer.

NOTE from Michael Jans: After interviewing so many industry Thought Leaders, I wanted to ‘touch ground’ for our listeners for awhile and deliver solid, tactical and practical tips that you can put to work quickly and easily. I interviewed three ‘marketing masters’ and asked them to share a realistic review of ‘what’s working now’ in their agencies. Please don’t miss this series… and be sure to buckle up. Each of these guests are masters in their own right!

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. 

John Jackson – Digital Marketing Manager at Alliance Insurance Services

Masterclass in modern marketing, Part 2

Do you have a marketer on staff? (56% of agencies do… so it’s important to ask!) Or, are YOU the marketer? However you ‘get marketing done,’ you do NOT want to miss this conversation. After interviewing so many insurance Thought Leaders on the big trends that are turning insurance upside-down, we wanted to deliver some ‘what to do about it’ advice. I interviewed three masters who are controlling their own destiny… with world class marketing.

This week we are joined by John Jackson, the chief marketer at Alliance Insurance Services. He runs the agency’s website, writes their blogs, and creates video content for their YouTube channel and other forms of social media.

• How John manages and organizes the FIVE big responsibilities he has as a marketer (blogging, SEO, video, email marketing, social media) – and what he does to get RESULTS from each one.
• The habits, routines and cadence of activities John uses to get marketing done… and to stay ‘top of mind’ in the marketplace.
• John’s clever and effective secrets for getting the most out of VIDEO.

If you want tips on how to manage, or BE, the best marketer in your marketplace, please do not miss out on this important interview!

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. 

Robert Knop – CEO of Assist You Today

Masterclass in modern marketing, Part 1 of 3

Who can keep up with marketing today? Social media changes. The ‘rules of engagement’ change. The very things that consumers want and expect you to do change, too. Our host, Michael Jans dives into the delicious details of SOCIAL SELLING with one of the country’s leading social marketing experts, the founder & CEO of Assist You Today. In ‘Part One’ of an unofficial 3-part series on practical-tactical marketing for the Modern Insurance Agency, Robert reveals:

• Why insurance consumers expect your agency to follow a few key ‘rules of modern behavior’ in the marketplace. Rob shares what those rules are and how to comply. (And, the dire consequence of online ‘misbehavior.’
• The questions to ask and answer about your behavior before you dive into social posting. (It won’t take long. It may cause you to ‘think deeply’ about what you and your agency are really all about. And, these are simple questions you can’t afford not to think about.)
• How to get the most juice from every social platform you’re thinking about now: Facebook, LinkedIn, Twitter, Instagram. (This is a MASTERCLASS in social, from one of the nation’s leading experts.)

Please don’t miss this conversation with one of the marketing world’s most respected marketers –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 industries leading figures.