The Insura-Preneur Podcast

COO Describes How Agency Skyrocketed Growth

Whitney Norcup, COO, Columbia Insurance & Wealth Management

 

Whitney Norcup, COO of Columbia Insurance & Wealth Management tells the “before and after” story of her company. How they went from a small, stagnant agency trying to figure out the modern insurance landscape to a fast-growth agency with deeper customer relationships and a bright new future. When Whitney joined her family-run agency, she brought experience from outside the industry with her and was able to see different ways of doing business. 

 

In this podcast Whitney readily shares secrets to her agency’s success:

 

• What the agency did to boost retention by 6 points, premium per customer by 143%, and policy per customer count by 60%
• How the agency changed everything after they embraced new technologies
• The biggest obstacles she sees standing in the way of rapid growth for most agencies

 

Listen to this episode to learn how a real-world agency moved from their past and created a new future for themselves, their team, and their customers. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides bi-weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

How to Never Sell on Price Again

You might think your customer only wants the lowest price—but that isn’t the case for independent insurance agencies. Selling on price kills profits and brings bad customers. But when today’s customer hears about saving money on insurance all day long, how do you avoid selling on price?

 

On this episode we have one of the nation’s top pricing experts, Reed Holden, Founder and Coach at Holden Advisors and author of Pricing with Confidence: Ten Ways to Stop Leaving Money on the Table. With articles published by Harvard Business Review, The Journal of Business Strategy, and many more, Reed delivers clear answers to the common pricing problems facing today’s independent insurance agents. 

 

On today’s episode, Reed and podcast host Michael discuss:

 

• What to do about the hidden profit killer in your existing book of business
• The simple but powerful formula to overcome the price issue
• How your team should respond when someone calls for a quote

 

If you want maximum growth in 2021, make this episode a priority this week.

 

Presented by Agency Revolution, the Connected Insurance Podcast provides bi-weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

Lending Tree Enters Insurance. Here’s What They See.

Jeff Hogue, Director - Insurance, Agent Sales, QuoteWizard 

 

When the loan giant, Lending Tree, entered the insurance industry by acquiring QuoteWizard, they gained powerful data about how people shop for insurance. Last month, they received 1,000,000 online quotes, 50,000 inbound phone calls, and thousands of conversations with insurance agents. 

 

Jeff Hogue, Director of Insurance and Agent Sales at QuoteWizard shares his unique perspective on:

 

• The turbulence in the captive agency market, and what that means to the independent channel
• How the industry turned pain points from the pandemic into a benefit
• How independent agencies can compete with online ads without spending over $100 a click

 

If you want to keep your finger on the pulse of change in the insurance industry, don’t miss this eye-opening conversation with a major player. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

What 60 Million Policyholders Taught Us About Customer Relationship

Anurag Shah, CEO, Co-Founder, Aureus Analytics

 

Anurag Shah, CEO and Co-Founder of Aureus Analytics has been studying how customers feel about their insurance providers. First with carriers around the globe, and most recently with independent insurance agencies. After processing management systems and interaction data across more than 60 million policyholders, Anurag has crafted a way to measure customer loyalty en masse and down to the individual level. 

 

In this eye-opening podcast, Anurag shares his perspective on:

 

• How agency-customer relationships degrade over time—and how to fix it 
• Why you need to dig past traditional customer surveys to measure loyalty
• How to deliver what the modern insurance consumer really wants

 

If richer, deeper, longer customer relationships are important to you, make this podcast a priority this week. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

J.D. Power Reveals What Insurance Consumers Want

Tom Super, Head of P&C Insurance, J.D. Power

 

Tom Super, Head of P&C Insurance at J.D. Power, returns to the podcast with the latest research and insights on the modern insurance consumer. The pandemic pushed already changing consumer expectations farther and faster than ever. Don’t let your agency fall behind the curve. 

 

In this important discussion, Tom shares research on:

 

• How the pandemic changed insurance shopping, and what’s different after one year
• Market segments and demographics best suited for the independent agency channel
• What insurance consumers expect from their insurance providers

 

Every agent serious about long-term growth needs to understand what really matters to today’s consumers—especially the ones that prefer the agency channel. Make this conversation a priority this week. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

Industry Cybersecurity Expert Exposes New Risks

Brad Ruben, President, Archway Computer

 

You may be surprised by some of the advice delivered by insurance technology and cybersecurity expert Brad Ruben, President of Archway Computer—but you may be more surprised by some of his predictions. Brad delivers practical advice every insurance agency principal and IT support person should listen to immediately. 

 

Listen to this episode to learn:

 

• Real examples of agencies that were struck by ransomware, and which actions would have protected them
• Why phishing attacks went up 600% during the pandemic, and simple steps to protect your agency
• Brad’s “cool tools” to pump up your zoom game, take better notes, provide better protection, and more

 

These days cybersecurity should be part of day-to-day operations. Make this conversation a priority for the safety of your agency, your team, and your customers. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

The Next Wave of Insurtech

When Zenefits ran into one of the largest compliance crises in the industry, they turned to Niji Sabharwal. He learned two important lessons. One—in his own words—brokers aren’t going anywhere. Two, they really need help with compliance. So a new insurtech was born. Rapid traction in the marketplace, $36 million in Series A funding, and 61 employees later, Niji, as CEO of AgentSync, sees a new wave of insurtech heading our direction.

 

Niji and podcast host Michael discuss:

 

• Why agents and brokers aren’t going anywhere, and how they’ll look different in the future
• How the next wave of insurtech will affect the independent agency channel
• The steps agency principals should take when considering new technology

 

If you want a window into the future of the agency world, do not miss the insights from this tech pioneer. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

A Modern Insurance Marketing Strategy

Jeffery Arnold, President, Rightsure Insurance Group

In this podcast, President of Rightsure Insurance Group, Jeffery Arnold delivers practical advice based on real-world experience for a robust conversation that will open your eyes to modern insurance marketing. 

 

Jeff and podcast host Michael discuss:

 

• The three most important technologies to add to your agency
• How the role of agency leadership has changed in recent years
• How to be enabled and forward-thinking about tech without being shackled to it

 

If you’re looking for proven strategies to grow your insurance agency, don’t miss this podcast. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

The Current Property and Commercial Insurance Transition

In some niches, premiums are on the rise. Today’s agency principals and producers need a plan. For this discussion, podcast host Michael Jans turned to someone who spends his time in the midst of this turbulence. Former CEO of Bigfoot Insurance—one of the fastest growing MGA’s in the U.S.—and now a Managing Director for One80 Intermediaries, Martin Burlingame describes today’s insurance pricing as the perfect storm. 

 

In this podcast, Martin pulls back the curtain on: 

 

• How the last four years of natural disasters have changed the way underwriters assess risk
• What drives some consumers to stop buying insurance
• How the most successful agencies are planning for the future

 

If you work in commercial lines or personal property insurance, the future of the product you sell is in transition. Listen to this discussion to learn how to navigate this change and bring your customers on board. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.

 

What the Best Commercial Lines Producers Are Doing Differently

Scott Knowles, CEO, Modgic

Scott Knowles, CEO of Modgic, works with commercial lines producers every day. His warning may be familiar—step up to the modern age of insurance—but his advice is practical and proven in the real world of commercial lines sales. 

 

In this fast-paced podcast, Scott shares his insights on:

 

• What “super-producers” do differently than most commercial lines producers
• How to get your prospects to focus on the long term when they think of your agency
• The simple method great commercial lines producers use to make themselves irreplaceable

 

With new tech, new behaviors, and new consumer expectations, commercial lines is changing fast. If commercial lines insurance is part of your agency, make this conversation a priority. 

 

Presented by Agency Revolution, the Connected Insurance Podcast provides weekly opportunities for listeners to dive deep into the trends affecting insurance agents and brokers today and to gain proven strategies and tactics for agency growth. Our hosts facilitate thoughtful panels and 1:1 conversations with a variety of prominent thought leaders, with a focus on how to streamline and drive operational efficiency for your independent agency through the intelligent use of technology.