100 episodes

Agency intelligence podcast, is your top insurance podcast with three unique series that let you hear from and learn from both agency owners and industry influencers.

The Agent's Influence series, hosted by Jason Cass, is your weekly guide to the latest and greatest thought leaders the industry has to offer.

The Agency Intelligence series, hosted by Jason Cass, covers real data from real agents in real agencies.

The Insurance in Your Words series, hosted by Joey Giangola, hears from the agents living and breathing insurance every day.

Agency Intelligence Grow Program

    • Management
    • 4.9, 31 Ratings

Agency intelligence podcast, is your top insurance podcast with three unique series that let you hear from and learn from both agency owners and industry influencers.

The Agent's Influence series, hosted by Jason Cass, is your weekly guide to the latest and greatest thought leaders the industry has to offer.

The Agency Intelligence series, hosted by Jason Cass, covers real data from real agents in real agencies.

The Insurance in Your Words series, hosted by Joey Giangola, hears from the agents living and breathing insurance every day.

    Book 1, Episode 7: Chapter 15 & The Great Separator. What did the Modern Customer Experience look like in 2015 and what does The Great Separator mean for 2020 & beyond?

    Book 1, Episode 7: Chapter 15 & The Great Separator. What did the Modern Customer Experience look like in 2015 and what does The Great Separator mean for 2020 & beyond?

    In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. In the final episode of Book 1, Customer Service is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition, Josh and Jason finish the book and talk about what is next.  How did things change in the last 5 years and how will things change in the next 5-10 years?
     
    Episode Highlights:
     
    Is Jason an Android or an iPhone user? (1:53) What was the last app that Jason downloaded? (2:49) What was the last book that Jason has read? (4:12) Jason says Fanatical Prospecting is the best prospecting book in the world. (6:30) What does Jason attribute to his success, skill, or luck? (6:58) Does Jason love to win or hate to lose? (9:10) Joshua talks about the eight step process of how you recommend building the modern customer experience for an agency in 2015. (17:47) Jason explains why step six is powerful which is to establish your brand and USP. (20:20) Jason says that elevator speech is not what you say, it’s about what everybody is saying about you. (21:00) Jason talks about the great separator. (25:20) Jason explains the two ways to be able to tell the future. (29:40) Jason discusses the three pillars of the great separator. (30:53) Jason explains why we need to have a holistic approach. (32:44) Jason mentions that Agency Intelligence is a technology-driven practice for utilizing data, people, and processes that allows insurance professionals to create a customer experience. (33:56) Jason shares how he met Seth Zaremba and his background. (36:33) Does Jason think that one of the three pillars is more significant than the others? (39:48) Jason shares why he believes that process is vital for any organization. (40:51) Jason mentions that with data, you’re going to know your people and it’s going to help you build stronger cultures. (47:40) Jason explains what Munich Re does. (1:00:38) In Jason’s opinion, the automated agency is not created yet. (1:03:02) How would Jason classify his agency? (1:06:05) Jason talks about the automated agency he tried with Nicholas Ayers, Christopher Cook, Travis Etheridge, and McBilly Sy. (1:13:48)


    Key Quotes:
    “I was given unbelievable skills by God.” - Jason Cass “CSRS in the future will not be paid based on how well they know insurance, they will be paid based on how well they can mine data.” - Jason Cass “Life is so awesome that the first two people on neon are Seth and Jason.” - Jason Cass  
    Resources Mentioned:
    Agency Intelligence  Reach out to Jason Cass  LinkedIn - Joshua Lipstone  Lipstone Insurance Group  Book title- Customer Service Is Just For Foreplay: The Modern Customer Experience Will Separate You From Your Competition   
    Advertisers:
     
    Podium Agency Va Veruna

    • 1 hr 32 min
    Book 1, Episode 6: Chapters 12 - 14. The Infographic That Changed It All Part 2

    Book 1, Episode 6: Chapters 12 - 14. The Infographic That Changed It All Part 2

    In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason talk about the second half of the Infographic from the book.  They discuss how to propose, not quote, the sale through technology and automation.  How to onboard and service your new clients with welcome packets, self-service options, mobile app, email, and social media and what to do to cross sell and refer more business to your agency.
    Episode Highlights:
     
    What is the one thing from the book that people agree with Jason about, and what is the one thing about the book that people disagree with him about? (1:44) Jason says that he writes blogs whenever he goes camping. (2:45) Jason mentions that he’s writing about API versus RPA. (2:53) Jason believes that RPA will turn into a robotic process. (3:17)  Jason thinks that many people get upset because they pride their whole life on customer service, and society has changed it to customer experience. (4:17) Jason says that the main pushback he’s getting is that people don't want to change. (5:53) Jason says that customer experience is a huge part of the great separator. (6:48)  Josh says that when he read the statement of the CEO about independent agents, he felt betrayed. (7:26) Jason shares his opinion about the CEO’s statement. (7:46) Are agents moving in the direction of being able to replace insurance companies with any form of mechanism or will there always be insurance companies around, but fewer insurance companies? (10:02) Jason says the people have figured out that in certain industries a middleman is not necessary, but sometimes it is. (12:09) Jason believes that agents will eliminate each other, and employees will eliminate you quicker than your outside competition will. (13:30) Josh shares that we should eliminate the word quote or quoting from our vocabulary. Instead, we use the word proposal or proposing because quoting is when you give someone a price, and as independent insurance agents need to do is propose. (14:07)  How has the process changed and how should that process be changing, for our loyal listeners? (16:35) Jason says that most agents don’t do a process, it means that they don't do the DocuSign or the video. (23:01) Jason talks about the futuristic show that he used to watch. (24:10) Jason shares that the best people he’s ever seen are the Hawksoft users, because of their incredible reports. (26:53)  Does Jason believe that an agency should find the best insurance for a prospect regardless of how it impacts the agency? (28:09) Jason says that the biggest incentives to write business are the ones that are costing you the most on service. (31:07) Jason mentions the rule of his agency, “Everything has to be even before we think about us.”. (32:26) Jason says that in hyper niche-focused commercial lines, he learned that you can control almost all of the service card. (43:34) Josh says that technology should not replace relationships, instead it should enhance relationships. (48:45) Jason shares that those who are using automation are much more profitable, but sometimes they use automation to be profitable. (49:18) Jason explains the four models. (49:45) Josh talks about Claudia McLean and the longevity of her success. (50:33) Josh mentions that AMS is the lifeblood of the agency. (51:13) Does Jason want the AMS to do it all or does he want it to work with other things too? (52:48) What is a referral, do agents receive referrals? (1:05:27) Jason explains the significance of balance sheets. (1:13:58) Jason explains how NPS is applied to agencies. (1:19:08) Jason says that reputation score is more effective than a credit score. (1:19:26) What is Jason’s opinion on people who use the phrase

    • 1 hr 28 min
    It's About Influence Not Manipulation

    It's About Influence Not Manipulation

    In this episode of Agents Influence podcast, host Jason Cass interviews Brian Ahearn CPCU, CTM, CPT, CMCT, Chief Influence Officer at Influence People, and international speaker, coach, consultant, and author. Brian talks about being one of only 20 people in the world certified by Robert Cialdini to teach his methodology when it comes to influence. Brian also talks about his passion for teaching how to communicate differently, understanding what psychology says about our minds, and how we can ethically influence people to do things.
     
    Episode Highlights:
     
    Jason introduces Brian Ahearn. (1:01) Is Brian an Android or an iPhone user?  (4:18) What was the last app that Brian downloaded? (4:36) Does Brian love to win or hate to lose?  (5:57) What does Brian attribute to his success, skill, or luck? (7:01) Where does Brian reside now? (8:11) Brian takes us back to his college life and brings us forward to where he’s at now. (8:34) Jason shares why Brian’s LinkedIn profile is very unique. (10:22) Brian explains who Robert Cialdini is in his methodology. (11:57) Brian says that Robert Cialdini wrote a book called “Influence: Science and Practice” which has sold three and a half million copies. (12:18) Brian explains what is so special about Robert Cialdini’s teachings. (13:26) Brian says Robert Cialdini is practicing what he preaches. (13:39) Brian says we need to recognize that humans are most likely to respond to loss as opposed to gain. (15:49) As an ethical persuader, Brian is putting out what he knows is in your best interest as a potential customer. (16:22) Brian gives an example of what creates a scarcity mentality. (22:30) Jason believes that our podcast is the best because we take these listeners down roads that people don’t normally go. (23:01) Brain explains the scarcity mentality. (25:30) Brian tells his story about running across Robert Cialdini’s materials. (27:15) Brian explains what reciprocity is. (43:40) Brian talks about a meme of Eminem that circulated on Facebook a few years ago. What is Brian reading right now? (44:34) Brian Ahearn shares what he does for the insurance industry. (47:24)  
    Key Quotes:
     
    “Give what you want. Give respect, love consideration, whatever you want from somebody else, be the first to give it and you'll be pleasantly surprised at how many people reciprocated.” - Brian Ahearn “If I had an abundance, that's a wonderful thing. But if I don't have enough, that could be life and death.”  - Brian Ahearn  “I want people to enjoy more success at the office and happiness at home. And I believe that I can help them do that by teaching them how to communicate differently, how to understand what psychology says about our minds, and how we can ethically influence people to do things.” - Brian Ahearn  
    Resources Mentioned :
    Agency Intelligence Reach out to Jason Cass Influence PEOPLE: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical  
    Advertisers:
    Lightspeed Voice Tarmika Agency Va

    • 53 min
    Book 1, Episode 5: Chapters 9 - 11. The Infographic That Changed It All Part 1

    Book 1, Episode 5: Chapters 9 - 11. The Infographic That Changed It All Part 1

    In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss the first half of the Infographic from the book.  They discuss how your branding, USP, and niche dictate your sales funnel, how you can drive leads to your agency through organic and paid leads that drives the business you want and how to convert those leads by utilizing social media, content creation, email marketing, and your website. 
     
    Episode Highlights
     
    Are there any loyal listeners who emailed Jason about an episode he recorded five years ago? (2:03) Jason shares the conversation he had with Daniel Burris a year ago. (2:41) Joshua says that the guidance of Jason’s book was really helpful for him. (3:42) Jason explains the difference between traditional sales funnel and the modern customer experience sales funnel. (5:45) Joshua says that most of the information in Jason’s book and the information he may talk about on the podcast are related to commercial lines. (9:08) Joshua says that one of the things that agency owners and agents need to think about is how to target specific classes of business and commercial lines. (9:42) Joshua wants people to remember that time and knowledge are valuable (10:41) Jason explains the two types of commercial sales. (11:27) Jason shares his five-step USP that he uses when calling somebody. (12:01) Joshua shares his favorite stories that Jason tells in this book. (18:13) Jason tells the story about his recent success following the killing commercial method. (18:59)  Joshua says that it is interesting that we have these cycles where things go out of style and come back in, like what we have now. (25:05) What's the first thing to focus on for someone who's starting their own agency? (26:31) Jason talks about his viral post about candles and rose petals. (30:41) Where does Jason think people should focus their attention with regards to social media? (35:33) Jason explains what Sales Navigator does for LinkedIn. (38:52) Joshua talks about paid leads, which in his opinion is potentially the least used in the insurance industry. (46:34) Jason says that YouTube is the future. (47:34) Jason explains that his agency uses Facebook and other social sites as branding tools. (55:16) What would Jason recommend to the loyal listeners on how they should use social media to convert personal, and commercial lines. (58:36) Jason shares that in his opinion, Snapchat is the coolest platform. (1:07:16)  
    Key Quotes:
     
    “You need to be in their life every day so that when that time does come, you now have some kind of authority and that's what you do. Put some stuff out there on your social media. I don't care if it's once a week, I don't care if it's once every two weeks. Make sure you got something going on out there.” - Jason Cass  “Some of the stuff we did still works, and some of the stuff that we did doesn't work but what's amazing is a lot of those things that didn't work, we just tweaked it a little bit and it worked. Why did we tweak it? Because society changed, things change, platforms change.”  “I'm just an insurance agent that believes in helping people.” - Jason Cass “Things that suck in life like Broccoli, they are not as good as candy.” - Jason Cass  
    Resources Mentioned:
     
    Agency Intelligence  Reach out to Jason Cass  LinkedIn - Joshua Lipstone  Lipstone Insurance Group  Book- Customer Service Is Just For Foreplay: The Modern Customer Experience Will Separate You From Your Competition   
    Advertisers:
    Insurance Premium Financing Solutions Lightspeed Voice Agency VA

    • 1 hr 9 min
    Book 1, Episode 4: Chapters 6 - 8. Do You Have The Right Tech, App, And Payment Solutions For Your Clients?

    Book 1, Episode 4: Chapters 6 - 8. Do You Have The Right Tech, App, And Payment Solutions For Your Clients?

    In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss how having the right technology, app, and payment solutions for your clients provide the Modern Customer Experience and you may be surprised about what is no longer as important in 2020 as it was in 2015.     

    Episode Highlights:

    Given the direction that Jason is taking the insurance Alliance now, is it possible for Jason to do it in a 56 square foot office? (2:03) What did Jason benefit from having an office in the basement of his home? (3:45) Jason mentions that he has three office locations. (4:34) Jason talks about his meeting together with Neon and the agency owners. (5:50) Jason shares the saying Wesley Anderson says to him that sticks to his mind. (7:30)  Is working at home good or bad? (7:46) Jason shares that as an agency owner, stress occurs when he tries to figure out the mentality of the staff and if they can deal with issues. (8:06) Jason asks, what could the culture of an agency or business be like if you go from having an office to working from home? (8:40) Jason mentions the significance of Robotics Process Automation. (13:47) Do Jason's clients use self-service for COIs? (18:28) Joshua believes that mobile application is beneficial to his clients. (21:04) Joshua shares that Jason will transfer from QQ to Veruna. (22:11)  How does Jason position the application to his clients, and how does he market it to them? (22:27) Jason mentions how to get commission statements from a website. (22:49) Jason shares that management systems are available on mobile applications. (24:31) Joshua mentions that Ryan Deeds will bring his podcasts on Agency Intelligence in August. (31:24) Jason shares that Kiki Johnson and Matt Aaron are entirely on the leading edge of technology inside the insurance industry. (33:24) Does anyone use a marketing technique to where you sell a policy to someone? (38:51) Jason says that Billy William is a “mastermind member” in the life insurance policy. (40:04)
    Key Quotes:

    “With a good digital ecosystem, that culture can thrive” - Jason Cass “Everything you need to get a qualified quote is in and stored inside of your cell phone.” - Jason Cass “We are now building the fabric inside of our agency and strengthening it.” - Jason Cass
    Resources Mentioned:

    Agency Intelligence Reach out to Jason Cass Joshua Lipstone LinkedIn Lipstone Insurance Group Book - Customer Service Is Just For Foreplay: The Modern Customer Experience Will Separate You From Your Competition
    Advertisers:

    Podium Veruna

    • 48 min
    Book 1, Episode 3: Chapters 4 & 5. What Are You Doing About Your AMS & Website? And Are You Ready To Be The Raymond Reddington Of Your Agency?

    Book 1, Episode 3: Chapters 4 & 5. What Are You Doing About Your AMS & Website? And Are You Ready To Be The Raymond Reddington Of Your Agency?

    In this episode of Explain This Book To Me podcast, host Josh Lipstone continues his conversation with Jason Cass, author of Customer Service Is Just Foreplay: The Modern Customer Experience Will Separate You From Your Competition. Josh and Jason discuss the impact that an AMS has on your agency, and how in the future you may not even have an AMS.  They also talk about how your website is your curb appeal to the virtual world with the do’s and don’ts of it.

    Episode highlights:

    What made Jason realize that we weren’t like San Antonio and why? (3:49) How was Jason’s transition going on with Veruna? (5:29) Jason shares how he met Seth Zaremba. (6:48) Jason talks about the transformation that he experienced. (7:46) Jason says that Veruna is a reliable and easy-to-use tool for data migration. (10:31) Jason shares that he was in a meeting when they inform him about the other seven main people that will get in with Salesforce. (13:53) What does Jason think will happen if Salesforce goes away? (14:35) Jason says that AMS will not go away, but just be transformed. (22:27) When Jason started his agency in a 50 to 56 square foot room, did he actually measure it? (24:39) Why does Jason feel that customers using his payment method isn’t a big deal, what has changed in the last five years? (26:20) Jason never expects that his clients will make the online payments as he just sends them a link through ePayPolicy. (27:39) Jason tells why he is against the agency or the company apps. (29:04) Jason thinks that we should always stay attuned to be someone's animal in the circus and make sure that it’s not us. (30:58) Does Jason feel that providing an actual quote on his website is necessary? Or we have to follow Marcus Sheridan’s method of calculating the cost? (32:06) Why are we comparing ourselves to an insurance company, as independent insurance when we provide something different? (44:20) Jason talks about his blog titled “What Does Super Mario Brothers Have To Do With Direct Writers?” (46:23) Jason shares that visible contact information and an appropriate welcome position call to action are important contents for a website. (49:02)
    Key Quotes:

    “You can either chase the shiny things or you can get rid of the dull things.” - Jason Cass “If we want to be partners, we need to be partners.” - Jason Cass “You'll be able to lead a team and an agency in business and an organization in your family when you know the difference.” - Jason Cass
    Resources Mentioned:

    Agency Intelligence Reach out to Jason Cass Reach out to Josh Lipstone Joshua Lipstone LinkedIn Lipstone Insurance Group Book: Customer Service Is Just For Foreplay: The Modern Customer Experience Will Separate You From Your Competition Article: What Does Super Mario Brothers Have To Do With Direct Writers?
    Advertisers:

    Veruna Advisor Evolved ePay Policy

    • 57 min

Customer Reviews

4.9 out of 5
31 Ratings

31 Ratings

Pretzel! ,

Jason Cass is 🔥🔥🔥

Great podcast with no nonsense actionable insight and great guests. Cass is a wizard on the microphone 🎤

SHEARONH ,

Love this podcast

I love to hear this podcast in particular. Jason knows how to reel ya in and keep ya listening, his guests are so good, he’s a great interviewer and he keeps it real. Not that artificial stuff !! If you want to listen to a real authentic dude who just wants to bring you added value and the truth , check this podcast out!!

Daniel Seong, Great Park Ins ,

ProTips!

Jason Cass does an amazing job bringing the industry together. Forward thinking, entrepreneurial and sincerely cares about helping others succeed. Keep up the great work Jason!

Daniel Seong
Great Park Insurance

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