The Insura-Preneur Podcast

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 9th 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. 

Jerry Jones – CEO of Jerry Jones Direct

Leading Small Business Marketing Guru Reveals ‘This Is What’s Working’ in the Modern Age
Marketers share a common observation: ‘The next Big Breakthrough for the industry will come from…OUTSIDE the industry.’ Why? That’s one reason that marketers and innovators from different industries often ‘master-mind’ with each other, read books from outside the usual off and online trade magazines and so forth.
And, that’s why Michael chose marketing guru, Jerry Jones, to be the guest on this week’s podcast interview. Jerry reveals a handful of ‘cross-industry’ tactics that are too big to ignore:
The big EASY WIN that every small business must do to get more traffic, sky-high better SEO and more pre-persuaded visitors.
Why GIRAFFES always win in the marketing jungle (because they can see farther!) And, how to make sure your agency doesn’t get gobbled up because it’s ‘hiding’ in past practices.
Why you simply cannot ignore the wisdom in the old saw: ‘Work ON your business, not just IN it!)
Please don’t miss this conversation with one of North America’s most respected marketers. Listen now.
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. 

Peter van Aartrijk – Co-founder & Principal at Chromium and CEO of Aartrijk

How re-branding can boost your agency in the marketplace… and just how to do it right!
Fresh on the release of his new book on branding, insurance marketing expert, Peter van Aartrijk, lays out a clear message for these times.
After you listen to this conversation, you’ll probably be thinking, ‘It’s time. Time to take a very close look at how the marketplace views us. And, it’s time for us to take complete control over it.’
Peter has a 30 year ‘love affair’ with the independent insurance channel. But, he doesn’t hold back from honest criticism. Agents who have embraced that criticism have thrived – as they benefit from marketplace clarity, differentiation and a culture of fast-growth.
The common mistakes agents make with their brand. (Hint: branding is not just refreshing your name, colors, logo, or tagline. Dive deeper…and the rest comes easy!)
Why most agents underestimate how powerful branding is because they only look at the surface of their brand. (A powerful brand delivers experience, stories, human connections and more. Peter shares his insights on how to make that happen.)
Why NOW is most likely the time for you to inspect your brand. (Millennials have different expectations… and, here’s a FACT for you: millennials will be the largest generation in North America in 2019. That’s like tomorrow.)
A note from Michael Jans: Peter, of course, is one of the more recognized names in the insurance marketing landscape. It’s rare for us to find 30 year veterans who are still energized, insightful and full of energy. Peter lays it all on the table in this interview. He left me with two pages of my own notes – and, as always, made me think about my own brand and how it plays in the marketplace. Please join me in this podcast conversation. It’s an important one for this modern age.

Marc Petersen – President of American Advantage: Petersen Group

The New Content Marketing for Insurance Agents – Why and How!
Here’s what’s different about insurance marketing today: do it right and you’ll never make a cold call and never, ever sell on price again. Need proof? Listen to Michael’s conversation with Marc Petersen, CIC, President, American Advantage Insurance:
Learn about the lead magnet that brought $80,000 in new income this year – and is on pace to exceed the agency’s $150,000 goal.
Get crystal clear on the psychology behind the new content marketing (and understand why Marc’s new clients thank him for the agency’s marketing!)
Discover how to get started on the new content marketing – so that it’s easy, effective and lucrative.
Today’s consumer has changed. This conversation – between Michael Jans and Marc Petersen – reveals precisely how to reach today’s consumer on their terms… and get them to call you before you call them. This is the future of insurance marketing in action. Please do not miss this important conversation.
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 Alexander Jr. – President of ABM Insurance and Benefit Services, Inc.

This agent’s marketing machine reliably clips along at 20% annual growth
Mike Alexander bought a 500 policy agency around the turn of the century. This year, he’s hitting $3,000,000 agency – and gives credit to the marketing machine that consistently brings business, week after week after week. Discover:
How Mike manages an ‘integrated marketing system’ that predictably makes this phones ring. (You may be surprised that Mike – a savvy direct marketer – still unleashes direct mail on certain niches. Most impressive: he knows how many leads he’ll get before he hits the mailbox!)
The simple way that Mike changed his ‘job’ at the agency – and why that triggered an onslaught of new business. (Every agent can start this immediately.)
The powerful method Mike uses to nurture his customer base (hint: NO LESS than 12 nurturing touches a year) and how his customers respond by buying more.
Mike doesn’t hold anything back in this inside view of his winning insurance marketing strategy.
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.