Sometimes an insurance niche finds you. Other times, you pave your way based on your passion. On today’s edition of Agency Nation Radio Podcast host Toni Jones, Senior Vice President of Transportation Marketing, at Palomar Insurance Corporation, talks with three independent agents about curating a niche business. Our guests include Ryan Teubner, Producer with Rich & Cartmill, Crystal Fox, Founder and Creator of Beauty Queen Insurance and Lydia Ramos, Account Manager, and Regional Brand Coordinator McGriff highlight how personal passion and industry knowledge play a critical role in defining a successful niche. “Can I marry my passion that I’m used to, that I love, in the beauty industry with insurance?" says Crystal Fox. This episode is a must-listen for anyone curious about the interplay of personal interests and professional opportunities in insurance. Tune in to hear more about their unique stories and practical tips for navigating and succeeding in niche markets. “If you’re going to niche, niche. Whether it's personalized, whether it's construction, whether it's transportation, whether it's beauty, whatever that niche is, immerse yourself in that industry,” says Ryan Teubner, “Understand the forms, endorsements, what you're insuring, but niche. Don't kind of niche.”  Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts.

On this edition of Agency Nation Radio, we hear from Kevin Ownby, owner of Ownby Insurance Services, Inc. from Sevierville, Tennessee. Ownby has been a Big “I" member for as long as he's been an independent agent. However, it wasn't until the Affordable Care Act was proposed and ultimately passed into law that he became more aware of the importance of the association's government advocacy on a state and national level.  “If we’re not advocating for what we do as an industry and educating legislators we don’t have a seat at the table,” says Ownby. “And if we don’t have a seat at the table that means that we’re on the menu for dinner.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. This episode is sponsored by the Insurance Marketing and Communications Association (IMCA) and you’re invited to Ignite, IMCA’s annual conference, June 24-26, 2024 - Orlando, Florida.

On this special Women’s History Month edition of Agency Nation, host Avery Moore, President ECI Insurance in Edmonton, Oklahoma, and a member the Big “I” national Young Agents Committee, leads a discussion with remarkable leaders who’ve carved their own paths in the independent agency system. Joining the conversation are Michelle Middleton, president of Berkley Mid-Atlantic Insurance Group; Patience Noah, Principal/Owner of Patience Noah Insurance in Framingham, Massachusetts; and Jamie Bowden, personal lines agency growth coach at Agents United and chair of Utah Insurance Agents’ Women in Insurance Committee. Together, they share their origin stories, challenges and the lessons learned along the way. From starting agencies right out of college to navigating leadership roles in established companies, these women reveal the grit and grace it takes to succeed in a male-dominated industry. Dive into candid conversations about the complexities of agency ownership, the importance of mentorship, and the unfiltered realities of work-life balance. Hear firsthand how these leaders embrace vulnerability, face their fears and find empowerment in taking bold, sometimes uncomfortable steps toward growth. "Success is easy—it's the fear of failure that gets really hard," says Middleton. “It keeps you from trying. And that's where we've got to be able to feel more confident to just jump off and know that you're going to work really hard.” “And if we start to fail, you're going to pivot and change something, embodying a lot of courage to do something different,” she adds. Whether you're a seasoned professional or aspiring to step into leadership, tune in for insights, inspiration and a sense of community for women aiming to make their mark in the insurance industry and beyond. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts.

On this episode of Agency nation Radio, Sarah Cooke, director of personal lines at WalkerHughes Insurance in Indianapolis, Indiana, shares how the agency took technology into their own hands to overcome challenges in the hard market. Named as the Outstanding Large Agency in the 2023 Liberty Mutual and Safeco Agent for the Future Awards, WalkerHughes began developing “Violet,” a proprietary software that acts as the agency’s personal lines management system, in 2016. “We have so many pressures now, especially with the kind of market that we’re in, and we want our employees to be able to function efficiently on a daily basis,” Cooke says. “By building what others won’t from a technology perspective, we feel uniquely positioned to best support our growing team in the future.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. This episode is sponsored by the Wholesale & Specialty Insurance Association (WSIA). Some decisions are too precarious to take on alone. Sometimes you need a partner who can help you create the right solution for your client’s risk, while minimizing yours. In fact, it’s so cost-effective that a recent analysis by Conning, Inc. concludes that wholesale distribution does not increase the cost to the insured. That’s a good decision. Manage risk. Choose a WSIA member. Go to wsia.com to learn more. Sarah Cooke https://www.linkedin.com/in/sarah-cooke-a74a67126/

Members of the Big “I” National Young Agents Committee partners with Trusted Choice to share information about the hard market as part of a special bonus series on Agency Nation radio. Guests Adam Risman, Commercial Risk Advisor at Risman Insurance, and Haley Meisner, SVP of Independent Agency Distribution Strategy at Liberty Mutual, went behind the microphone to talk about the importance of relationships between agencies and carriers. This discussion, moderated by Cassandra Koegel, a member of the National Young Agents Committee, focused on how the hard market has impacted agents and carries across the country. This conversation provided some perspective from the agent-side and carrier-side with today’s current landscape in the marketplace. Discussion centered around changes with submissions, communications with pre-submissions, changes from carrier requirements, and adaptions that have been made to submissions to meet carrier requirements. “Agents rely on carriers for placement. They are the supplier, at the end of the day, the underwriting paper. So, it’s so important that we realize that reliance on one another and we’re partnering together and get out of this successfully. Communication is one thing, but what is in that communication? Education is key right now,” Meisner said. During this session, Risman and Meisner both shared their approaches to handling conversations on different sides of the industry. Risman said, “You have to be in constant contact with your carriers, with your marketing reps, with everyone on that side. I think it’s just so important to have that mutual understanding and be able to make it a seamless process, but without over-communicating, without learning and educating ourselves on both sides, it just won’t happen.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. -------------------------------------------------------------- Cassandra Koegel https://www.linkedin.com/in/cassandra-koegel-cisr-ains-ailp-mlis-b2329390/ Adam Risman https://www.linkedin.com/in/adam-risman-clcs-ba218172/ Haley Meisner https://www.linkedin.com/in/haley-smith-meisner-41535080/

On this episode of Agency Nation Radio, Will Jones, editor-in-chief of Independent Agent magazine, is joined by an expert panel to discuss the intricacies and challenges of hiring at independent insurance agencies, as well as some much-needed winning solutions. As the insurance industry marks Insurance Careers Month, Claudia St. John, president of The Workplace Advisors, an HR consulting and training firm; Nolan Duda, partner and client experience manager at IdealTraits, a recruiting platform built for independent agencies; and Katherine Strate Smith, president and CEO of Strate Insurance in Morristown, Tennessee, offer their unique perspectives on independent insurance agencies’ No. 1 challenge—hiring. Both the insurance landscape and the world of work continue to evolve amidst technological advancements, global economic trends and the lasting effects of the pandemic, the task of attracting, retaining, and developing talent has never been more complicated. Thanks to this specialist panel, this episode provides the foundation for a path forward. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts William Jones, Editor-in-Chief, Independent Agent Magazine https://www.linkedin.com/in/william-j-jones/ Claudia St. John, Founder and CEO of The Workplace Advisors, Keynote Speaker, Author https://www.linkedin.com/in/claudiastjohn/ Nolan Duda, Client Experience Manager at IdealTraits Inc. https://www.linkedin.com/in/nolan-duda100/ Katherine Strate Smith, President and CEO at Strate Insurance Group, Inc. https://www.linkedin.com/in/katherinestrate/

On this episode of Agency Nation Radio, Jarrard “Rod” Powell Sr., agency principal at Encore Insurance Group Chesterfield, Virginia, shares his unique experience in insurance. Powell grew up cutting records and touring as an R&B artist, but by the time he reached his 30s, he was looking for a more stable career. After breaking into insurance through claims and benefits, Powell realized that “insurance was not only something that I could do, but something that I would enjoy,” he says. “And lo and behold, it went from something on the side to a passion to, ultimately, a purpose.” In 2022, Powell and his business partner founded Encore Insurance Group, a mid-Atlantic independent agency that runs the gamut from commercial property & casualty to life, retirement solutions and employee benefits, specializing in voluntary benefits and enrollment communication services. Starting the agency was “an opportunity to create the culture that’s going to service communities in the way that we desire, help people, bring value and be a solution,” Powell says. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. You Should Get A License Podcast https://www.youtube.com/@ysgetalicense

The Big “I” Young Agents partnered with Trusted Choice to deliver information on the importance of mentorship as part of a special hard market bonus series on Agency Nation Radio. Guests Krista Kautz, Producer at Berrong Insurance, and Stewart Berrong, Owner of Berrong Insurance, were interviewed by Cash McMillen, National Young Agents Committee member, on their partnership as mentor and mentee. The conversation provides best practices for finding a mentor, approaching the relationship, and the learning from seasoned industry professionals. Kautz, when reflecting on asking Berrong to be her mentor, said, “One of my main things to mentees is to be curious. Ask the questions because I never would have gotten involved in the Young Agents program had I not said ‘hey I see this on your calendar. What is that? How do I get involved in that?” Kautz recommends that mentees have ambition when reaching out to their mentors. Having a drive to succeed and find new opportunities for growth will help form a stronger relationship with a mentor. If they have any recommendations or ideas for growth, Kautz says that internal drive to grow will help you be more successful During this session, the future of the industry was discussed. There are an estimated 400,000 employees within the insurance industry set to retire in the next few years. Now is the time for conversations between newer employees and seasoned staff to create opportunities for a transfer of knowledge. “The older generation, if you will, is taking our knowledge, our experience, and handing it down to them [younger people]. We have the opportunity to learn from the younger generation as they try to figure that out and apply it to what they’re dealing with day-to-day,” Berrong said. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. --------------------------------- GUESTS: Cash McMillen LinkedIn: https://www.linkedin.com/in/cash-mcmillen-cic-a6a17532/ Additional Links: www.cashionco.com; https://www.bigiarkansas.com/Education Krista Kautz LinkedIn: https://www.linkedin.com/in/krista-kautz-cisr-93301b141/ Additional Links: https://www.berrongins.com/; https://www.bigiok.com/Connect/Pages/YA/default.aspx Stewart Berrong LinkedIn: https://www.linkedin.com/in/stewart-berrong-cic-crm/ Additional Links: https://www.berrongins.com/

In this episode of Agency Nation Radio, host Nancy Germond, Big “I” executive director, of risk management and education, explores the evolving landscape of middle market insurance in 2024. Featuring an in-depth interview with Sandra Little, CEO of CEO, SKL Risk Consultants, Pheonix, Arizona the episode offers insights into the challenges and opportunities faced by middle market clients. They talk about renewals, regulations, and emerging technologies and give their predictions on the hard market. Listen in for practical advice on building a niche, and relationships. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From main street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit https://www.iamagazine.com/podcasts. Guest Host: Nancy Germond, ARM, AIC, ITP, SPHR, SHRM-SCP Executive Director, Risk Management and Education www.independentagent.com/VU LinkedIn: https://www.linkedin.com/in/insurancewriter/ Guest: Sandra Little CEO, SKL Risk Consultants https://www.sklriskconsultantsllc.com/ LinkedIn: https://www.linkedin.com/in/sandraklittle/

On this episode of Agency Nation Radio, Jonathan Lugo, producer at FirmSecured powered by Veritas Risk Management in Johnson City, Tennessee, shares his remarkable journey from intern to specializing in real estate insurance. Discover how he carved out a niche within an established agency, bringing entrepreneurial spirit and expertise to a specialized market. He discusses the importance of understanding client needs, the art of specialization, and balancing quality with competitive pricing in today's insurance landscape. “Veritas is allowing me to do this—starting my own brand within the agency for a specific niche," he says. “Some days it feels like I have my own business."

During this episode of Agency Nation Radio, the Big “I” Young Agents and Trusted Choice share their insights on building staff morale as part of a special hard market bonus series. Guests Brock Elliott, National Young Agents Committee (YAC) Chair and Producer at Elliott Insurance Group, and Lisa Lemanski, Operations Manager at Meiers Lombardini Lemanski Insurance, talk about how they keep a positive culture during this hard market with Avery Moore, owner of ECI Insurance and member of the National YAC. Moore starts off the discussion by asking how the hard market has impacted staff morale within their agencies. Lemanski shares some of the strategies she’s implemented – like role playing conversations when a rate increase is discussed to gamifying trainings for staff to win prizes. Elliott reintroduced “smoke breaks” in his office. None of his staff are tobacco users, but the concept of stepping away from your desk for 15 minutes to take a break has been widely popular across multiple branch locations. Moore, when talking about leading through the hard market, said, “When you’re knee deep in alligators, it’s hard to remember you came to drain the swamp.” Elliott, Lemanski and Moore agree that the most important part of leading a team is making sure everyone feels valued and is recognized for their contribution. This might mean late starts, hybrid working, or gift cards to celebrate workaversaries. This session provides multiple strategies on how to increase morale within your agency and how it will impact your culture. Culture is not something that will change overnight. Elliott said, “We’re turning a cruise ship, not a canoe, and that takes time.” The Young Agents recommend the Trusted Choice Hard Market Toolkit as a valuable resource that can help with some of the nuances during a hard market. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. GUEST: Avery Moore https://www.linkedin.com/in/averymooreeci/ https://eciagency.com/; www.bigiok.com/Connect/Pages/YA/default.aspx Brock Elliott https://www.linkedin.com/in/brock-elliott-7168568a/ https://elliottinsurancegroup.com/; https://www.kaia.com/yak/ Lisa Lemanski https://www.linkedin.com/in/lisa-lemanski-cisr-728a0458/