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 Explain This Book To Me series, hosted by Josh Lipstone, lets you hear from authors, thought leaders, and visionaries as they explain their books to you.
Jason Cass: Building An Agency Today - Part 3
In this episode of Agency Intelligence podcast, host Jason Cass continues the third part of his solo miniseries, Building An Agency. Jason talks about prospecting and servicing and the reasons to be in AI Mastermind.
“Everything in prospecting and servicing from a high level comes down to two things...proactive and reactive” - Jason Cass “We can do the process that we always talk about, that I just laid out. Or what we can do is we can focus on the clients that we have, create a customer experience, knowing who they are allowing and giving them that technology, understanding the type of service and communication they want, servicing and communicating that way with them.” - Jason Cass “When you start seeing the success that comes now, it's easier to find other producers because you discovered who you are, you've gotten the markets that make you successful, you've attracted the people that are in that need, you've built authority with them.” - Jason Cass “I fell in love with the saying a long time ago that insurance is fun. And when we make it fun, we make it fun for our clients, we attract those people who like it to be fun.” - Jason Cass “I think that we focus way too much on prospecting, when we should be focused on servicing that will then help our prospecting.” - Jason Cass “No matter what anybody tells you don't sell on price” - Jason Cass “I want you to keep in mind you don't need a lot of markets, you don't need a lot of prospects, you just need the right ones.” - Jason Cass Resources Mentioned:
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Jason Cass: Building An Agency Today - Part 2
In this episode of Agency Intelligence podcast, host Jason Cass continues the second part of his solo miniseries, Building An Agency. He also shares the good, the bad, and the ugly of getting markets.
How many agents and how many other business owners that you’re taking advice from have started their books from scratch? (6:25) Jason mentions that he started three books from scratch before he built his agency. (6:53) Jason thinks that it’s vital to realize what carriers we're going to need, to write business. (8:05) Jason shares that the aggregators benefit because they take advantage of your ignorance and also, take advantage of the fact that you're in a position that you’re dissatisfied with and you need markets. (8:37) Jason creates a scenario on how to get markets. (9:00) Jason mentions one of the things he never would have done to get an aggregator. (9:13) Jason realized that he wasn’t writing a lot of business through the aggregator. (11:05) Jason shares that one of the incentives to growing is that you grow, you write profit, and when the company profits, you should get a piece of that. (12:20) Jason shares a couple of his ideas on what we can do to get markets. (12:38) Jason mentions that most of the brokers used to all be the same. But now, the brokers realize that they have to niche, as well. (13:40) Jason shares that there are MGA’s that’s focused on personal lines and have good direct markets, and other MGA’s that’s focused on commercial insurance and specialty. (13:53) Jason shares that choosing the client and then finding the markets that serve them, could lead to more efficiency and more productivity. (14:40) Jason thinks that the aggregators and other groups are legitimate, but there are points that you need to know and understand that there are other avenues. (25:05) Jason explains the difference between clusters, and the aggregators or groups. (26:09) Jason mentions that clusters have all the contracts themselves. (27:08) Jason shares that most of the carriers should understand that the independent insurance industry system is getting young because they left them out with the training and the way that they pay. (27:55) Jason shares that the reason why he gets upset with clusters and other groups is because they don't do what they say and they only want your book of business. (31:02) Key Quotes:
“You have to keep in mind, I didn't talk about getting markets and then discovering who you were. We talked about discovering who you were and then getting markets. See? That makes a difference.” - Jason Cass “If you're a rockstar agent, they'll give you your direct contracts after being on your own for six months, a year, year and a half, to two years. Why couldn't you do that six months before? Right? It's just the way our industry is.” - Jason Cass “Now, go out on your own to be profitable. If you're going to be an agency owner and you're going to be an entrepreneur, go out there and do what you're supposed to do. Write good business, discover who you are, and get the right markets.” - Jason Cass Resources Mentioned:
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Book 3, Episode 1: Foreword. Professional Success And Personal Happiness. Why Influence Is All About PEOPLE.
In the first episode of Book 3 of the Explain This Book To Me podcast, host Josh Lipstone begins his discussion with the author of the book Influence People: Powerful Everyday Opportunities to Persuade that are Lasting and Ethical, Brian Ahearn. They discuss why Brian wrote the book, what the Loyal Readers will learn by the end of the series, and what the word PEOPLE actually means. And there's a chance a popular Marvel character will make a surprise appearance at some point.
Does Brian prefer to read a physical book or an Ebook? (1:40) What is Brian’s favorite book? (2:43) Brian mentions that he wrote a blog post called “Five books that impacted my life.” (2:54) Would Brian say it’s nature or nurture that made him the person that he is today? (4:42) Josh talks about Kobe Bryant’s quote that he has read which is “I was blessed with talent, but worked as if I had none.” (6:06) Josh and Brian discuss a story from a book written by Dave Lakhani. (6:40) Brian talks about the fear of rejection. (9:11) Brian explains why there are no chapters in his book. (11:59) Brian says that if you find yourself in a situation where the technique doesn't work, you're dead in the water, But if you understand the philosophy and the psychology behind it, then you can pivot. (14:30) Brian defines what social psychology and behavioral economics are. (15:40) Brian says that people will learn throughout the book that small changes can make a big difference in people’s willingness to say yes and do what you want them to do. (17:22) Brian mentions that his goal is to take what people are learning through research and help individuals and organizations put it into practice. (18:49) What advice can Brian give to Josh to get over the hump and be able to promote himself? (20:59) Brian talks about the bio on his website. (21:53) Brians talks about the acronym he came up for the word PEOPLE (Powerful, Everyday Opportunities to Persuade that are Lasting and Ethical). (24:37) How much could Brian deadlift, bench, or squat back when he was doing competitive bodybuilding? (26:03) Should the loyal readers try to emulate their heroes that may have certain gifts that they are not blessed with? And if not who should they try to emulate? (27:56) Brian mentions that he encourages people to understand what research says about how humans think and behave. (30:02) Brian gives an example of what non-sales selling is. (32:45) Brain shares that he always emphasizes professional success and personal happiness. (35:14) Brian talks about the TED talk he was supposed to do. (38:11) Should people focus only on what comes naturally to them or should they focus on what they have a passion for or drive to perfect that principle? (49:34) Does Brian have any advice on how loyal readers can discern between someone who is trying to use ethical persuasion versus using manipulation? (56:35) Brian explains why political ads work, And why people continue to use them. (1:00:18) Brian says that he wants people to understand that psychology is neither good nor bad (1:06:08) Key Quotes:
“If you find yourself in a situation where the technique doesn't work, you're dead in the water. But if you understand the philosophy and the psychology behind it, then you can pivot because you have many more options at that point.” - Brian Ahearn CPCU, CTM, CPT, CMCT “Small changes can make a big difference in people's willingness to say yes and do what you want them to do.” - Brian Ahearn CPCU, CTM, CPT, CMCT “My goals are not to do research or anything, but it's to take what people are learning through research and help individuals and organizations put it into practice.” - Brian Ahearn CPCU, CTM, CPT, CMCT “I always emphasize professional success and personal happiness.” - Brian Ahearn CPCU, CTM, CPT, CMCT Resources Mentioned:
Jason Cass: Building An Agency Today - Part 1
In this episode of Agency Intelligence podcast, host Jason Cass talks about getting markets, discovering who you are, prospecting, and servicing, as he explains it from a new agent’s perspective and an established agent perspective.
Jason thinks that the best way to get better is to get some training, and that’s what he and many other agents have done, watch others, and figure out what they're doing with the successes and what they're doing with their failures. (2:02) Jason shares when he and Mike Beard started their agency in 2002. (4:37) Jason mentions that Mike Beard was his number one mentor. (4:56) Jason shares that the reason he left Mike was that he could get a job four blocks down the road, from his house. (5:09) Jason mentions that after three years, he joined another agency called The Insurance Partnership. (5:22) Jason shares that he wants loyal listeners to know that Tom Simpson is a real person, a person who trusted him, a person that he trusts, and they did business and he owes him and the team at The Insurance Partnership a lot because they taught him everything that he knows today. (7:03) Jason mentions that he decided over Thanksgiving in 2009, that he was planning to start his agency. (7:30) Jason mentions that 95% of the world’s problems are caused by a lack of communication or miscommunication. (9:36) Jason shares that discovering who you are, building your brand, and creating your culture, is vital nowadays in how you will be successful, plays a substantial part in the great separator. (11:12) Jason mentions that we need to know the audience we are going to attract so that we can build the authority. (12:35) Jason mentions that at The Insurance Alliance, they are an agency that writes commercial insurance. (12:54) Jason shares that he wants his team to spend their time on servicing their clients, and he believes that servicing their clients creates better sales. (13:44) Jason mentions that you shouldn’t reach out to an aggregator because there are better options out there. (20:14) Jason shares that one of the reasons why others start their independent insurance agency is because they’re tired of representing just one company exclusive. (20:38) Jason mentions that the things that other people are telling you can, and can't work, they telling you the truth and lies because everything can truly work. (21:47) Jason explains the significance of knowing who we are. (22:36) Jason shares that you don’t have to provide the solution, as long as you can lead them to the solution. (25:57) Jason mentions that discovering who you are, is vital and a game-changer. (27:01) Jason explains the three mediums and those are, blogging, video, and podcasting. (28:53) Key Quotes:
“It was great because the wisdom they gave me was beautiful, and the contacts they helped me establish were just unbelievable. I still have some of those contacts and those accounts to this day.” - Jason Cass “If you've been working in an agency and you now are taking over that agency, you should know that about yourself and you have an edge up because you not only know who you are, you know who the agency is.” - Jason Cass “When you started a business, you wanted a business that was going to be successful, that was going to be profitable, that was going to be something in the community that was going to be admired…That was your dream, this is where you build it.” - Jason Cass “Listen, not more sales, better sales. I'll take better sales over more sales, any day. Almost everything in the world you would take quality over quantity, every day.” -Jason Cass “The things that we used to do in the past, the things we're doing now to write these big whales used to be done at the big broker level.” - Jason Cass “I've said it before. You can do the wrong thing. If you do it consistently enough, it
Cold Calling Success Is About Having Plan B's In Place
In this episode of Agents Influence podcast, host Jason Cass interviews Jennifer Hasan, Sales Trainer and Consultant at Prospecting Works. Jennifer talks about proper prospecting and communication. She also shares her knowledge and expertise in cold calling and the significance of having the right mindset to be a successful salesperson.
Jason introduces Jennifer Hasan. (1:01) Jason shares that discipline is needed when you're trying to prospect and even the best prospectors have to rely on discipline. (3:22) How long has Jennifer been an Android user? (3:40) What was the last app that Jennifer downloaded? (5:33) Jennifer shares that she’s always on the quest for difficult logic puzzles and it helps your brain to think in different ways. (5:42) Does Jennifer love to win or hate to lose? (6:33) What does Jennifer attribute to her success, skill or luck? (8:36) Jennifer shares that a huge percentage of top athletes came from homes where they were raised by single mothers, and came from really difficult places yet they achieved insane success. (9:44) Jennifer shares her background. (10:33) Jennifer shares that one of those freelance gigs she had, turned into a great job that led to her position as a Director of Business Development, for a marketing communication and design firm. (11:23) Jason mentions that when we're talking about business, we talk about finding the client and selling the client. (13:11) Why do people not like to cold call? (14:11) Is having a script one of the main things that you have to do to be successful? (16:10) Jennifer shares that when she writes scripts for her clients, she writes it with the client mind, she’s using words that make the client feel comfortable with them because you have to be authentic. (16:22) Jennifer mentions that it all goes back to being careful about who you're calling, what you're saying, and resisting the urge to call thousands of people. (19:55) Jennifer mentions that if you want a dream client list, then only call companies that would qualify for that dream client list. (20:52) Jason mentions that we can get better business by being proactive in our prospecting, rather than being reactive. (22:07) Who taught Jennifer how to cold call? (23:19) What's going on in somebody's head who's not successful, against somebody who is a successful cold caller? (25:04) Jason shares what he likes about cold calling. (25:49) Jason believes that not every agency should be successful in generating new revenue, by having new clients. (27:59) Does Jennifer also help people outside of cold calling for prospecting? (28:37) Jennifer mentions that she’s a passionate advocate for cold calling. (29:39) Jason mentions that 85% of communication is nonverbal, and that is something they lose. (29:43) Jason thinks that Jennifer is helping him build his profile. (31:19) Jennifer shares that with regards to being a good prospector, you have to believe in what you're calling about, whether it's a service or product. (34:43) Jennifer mentions that she’s on a mission to improve how we prospect. (43:39) Jason mentions that there are two different types of people that are bugging him all the time. (43:55) Jennifer shares that if you figure out a way to make it streamline, and you would be surprised at the number of calls that you get would go down. (45:50) Does Jennifer leave a voicemail or not? (46:21) Jennifer shares that she always sends an email and references both the email and voicemail because the email is the easiest way for her prospect to get back in touch with her. (47:06) Would Jennifer recommend video recording? (47:29) Jennifer mentions that she’s currently working on a book. (49:22) Jason thinks that someone like Jennifer would be good at positioning and it would help the independent insurance industry grow in commercial lines, which is something that they need
Book 2, Episode 6: The Meeting & The Client Experience. Chapters 12 & 13. We Arrive At The Final Meeting To Close The Prospect And Learn The Foundation To Providing A Client Experience Unlike Any Other
In this episode of the Explain This Book To Me podcast, host Josh Lipstone concludes his discussion with David Carothers, the author of the book, The Extra 2 Minutes. They discuss how everything leading up to this moment has prepared us to close the deal and how to provide the client experience that no one has seen before. And David lets us in on a secret about his upcoming book.
How is David feeling with this being the last episode? (00:44) David mentions that he will write another book. (1:08) David shares that he’s had several people reach out to him from just hearing the podcast great (1:28) What has writing this book meant to David? (2:15) David thinks that he underestimated the reach that we have on people and our ability to influence people in changing the way they run their business, or they approach sales. (2:23) In David’s opinion, if the book has made enough impact on people, they'll take the time to go do that. (3:39) Josh shares the reason why he’s doing this podcast. (4:29) David mentions that he’s generous with his time, he likes helping people, and he likes knowing that the advice that he gave helps them win. (5:10) David tells Josh that he has never felt more vulnerable than writing a book and just putting it out to the public. (5:41) Josh mentions that this is making him contemplate writing a book. (6:18) David shares that writing a book is a good exercise and therapeutic. (6:25) David mentions that he’s one of those people where he can't just put something on the schedule that requires some level of creativity and thought into it. (7:20) If David could go back to when he was writing it, what would he have done differently, and what would he keep the same for writing the book? (8:01) Does David have any advice for the loyal readers who would be contemplating writing a book? (9:43) Josh mentions the next section of the book, which is closing the deal and it starts with Chapter 12, The Meeting. (10:03) Could David give us an example of how or what he would say to the prospect in discussing the journey, how he prospects, why he’s a good fit, and why they're a good fit? (11:47) David shares that it’s essential to know the prospects that you're going to be able to make the biggest impact on, and have the best opportunity to drive, and change in their organizations. (12:26) David shares one of the best success stories he ever had. (13:42) Does David ever get to the point and realize that the prospect is not a good fit for him and the agency, and how does he pivot the conversation to not move forward? (17:10) David shares that he doesn’t want to ask people about the insurance-related question because they're automatically associating that with having to physically purchase something, or prematurely make the decision to do business with him. (20:25) David explains the significance of the three questioning processes. (24:37) David thinks that people tend to make the mistake of talking badly about their competition. (27:03) David mentions his biggest concern. (29:44) What if David’s agency isn't appointed with the company, does it matter? (36:20) Josh shares that if you want to download a sample of the termination letter and bullet points, just open up the book, go to the last part of each section, and you will see a website. (38:17) Josh mentions the final section and chapter of the book which is Chapter 13, Onboarding. (38:32) Josh believes that the client’s experience is something that we all need to strive for, regardless of the type of industry or client we are dealing with. (39:02) Josh shares that this chapter consists of essentially six things that Florida risk partners do to provide a truly exceptional client experience. (39:32) David mentions his challenge for everyone. (44:57) Key Quotes:
“If you do your research and you find the hot buttons, and you kno
Customer ReviewsSee All
Jason Cass is 🔥🔥🔥
Great podcast with no nonsense actionable insight and great guests. Cass is a wizard on the microphone 🎤
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!!
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!
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