Agency Zoom (with Tolga Demirel)

The world of insurance is constantly adapting to meet the needs of today’s clients- but how much is that change going to affect independent agents? Agency Zoom’s co-founder Tolga Demirel has the answers- and some solid advice for agencies stuck in a sales rut. This episode tackles automation in the insurance agency, increasing client retention, and how exactly Agency Zoom is changing the game for overworked agents.

    

Welcome to Episode 38

   

Tolga started out by building an Allstate agency from the ground up. After a great first few months, he noticed that sales had started to plateau, and that his team was bogged down with service work and couldn’t find time to close sales.

He knew he had to find a solution.  The answer…AgencyZoom.

AgencyZoom is focused on helping agents sell more, increase their client retention, and provide production-boosting data. As Tolga puts it, agents have too much to do, and too little time.

AgencyZoom focuses on making the selling experience fun again, while providing valuable information that helps agencies hit their goals. I was excited to talk to Tolga because he’s great at boiling down what a client needs to make sure their needs are being met. He takes a lot of time to understand which clients need what kind of interfacing- and that personal touch makes all the difference.

 

My 2 biggest takeaways from this episode are:

• Having clear goals for each person in the office to accomplish every day increases their feeling of self-accomplishment, which in turn reduces turnover and increases productivity.
    
• Insurance agencies are in the business of sales.  In fact, you can’t have an agency, without sales.  Knowing that, every agency should have  large focus on the sales process.

“There’s a lot of talk about complete transformations of the insurance industry- that’s all hype. Things are gonna change, but being an independent agent is going to be more important now than ever.” (Tolga Demirel, AgencyZoom Co-Founder)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

• BLIP Facebook Page
• Tolga on FB
• Tolga on LinkedIN
• Agency Zoom Website

Riches in the Niches (with Cameron Pechia)

Niching down makes sense in almost ANY industry.  We’ve all heard the “The brain surgeon that makes more money than the family practitioner.” and “The RICHES are in the NICHES.”  But, why throw away the very thing that has helped you achieve the success you’ve had?    

Welcome to Episode 37

   

Niching down is scary!  It requires you to shift your mindset, to take a risk, to turn away business…or does it? Cameron Pechia (pronounced Pee Shee) has been a partner at All Lines Insurance for 10 years.  2 years ago they ADDED a trucking niche, Valley Trucking Insurance, to what they were already doing.

They are separating it so it’s truly a separate business.  Different staff, different phone lines, different website, different email addresses.  But, they didn’t start that way.  Just like everything, there’s a progression.

One of my favorite things about this episode is the fact that Cameron didn’t stop doing contractors and personal lines and life insurance, etc. in order to niche down in the trucking space.  They simply (I use that term lightly) created a DBA (Valley Trucking Insurance) and separated it from their other agency…brilliant.

This episode definitely got my wheels turning (pun intended).

Oh!  and one of the greatest things….I finally got my VTI hat!  I’ve been waiting for this thing for almost a year.  It actually showed up via Fed-Ex while we were recording the show….what do you think?

;

My 2 biggest takeaways from this episode are:

• You don’t have to stop being a generalist in order to create a niche.
• If you’re niching down, you have to become passionate about that niche.  You have to go hang out where they hang out, you have to become one of them.

“Look at the top 100 insurance companies and for the most part those guys aren’t niche focused. They’ve got divisions and verticles, but they do more than one thing.” (Cameron Pechia – Valley Trucking Insurance)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

• BLIP Facebook Page
• Cameron Pechia on FB
• Valley Trucking Insurance on FB

Social Media (with Dani Kimble)

From professional dancer/Instructor to the Chief Marketing Officer for the O’Neill Group Dani Kimble has made a name for herself in our industry.  In this episode we discuss how she got to where she is and what she’s doing now in her role.

 

Welcome to Episode 36

  

Although Dani loves to get down on the dance floor at weddings her passion has now transitioned to include marketing.

With ZERO prior marketing experience she showed up to her interview prepared and was offered the position

What does a CMO at an insurance agency do?

How do you quantify the value of marketing especially when it comes to branding?

What’s step 1 when thinking of a marketing piece.

Listen or watch and find out all these answers…

 

My 2 biggest takeaways from this episode are:

•  With Social Media Marketing you have to show up with engaging content regularly.  Consistency is key.
• You can’t just go for the kill without bringing people into your story first.

“Social media is a place where you should stay positive, but you don’t have to be fake.” (Dani Kimble – The O’neill Group)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

• BLIP Facebook Page
• Dani Kimble on FB
• The O’Neill Group on FB

Check in # 2 (with Andrew Calloway)

It’s been a month since we had did our “Independent Journey” episode with Andrew Calloway.  He was one month into the transition from captive to independent when I interviewed him.  My plan has been to check in with him every month for 1 year.  This is the second check in.   

Welcome to Episode 26b

  I’m checking in with Andrew every month so those of you considering this transition can see what it actually looks like.  Andrew isn’t holding back.  We talk about the wins AND the struggles during his 2nd month.  It was great checking in with him and I’m excited to watch the rest of his journey.   My 2 biggest takeaways from this episode are:

• When starting an Independent Agency, you have to be prepared for the unknown.
• Starting an insurance agency is just like any other small business start up with it’s ups and downs wins  and lessons.

“I’m at the beginning of this journey, but I’m in control of my own destiny.  ” (Andrew Calloway – Agency Owner)

 

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

BLIP Facebook Page

Andrew Calloway on FB

Follow the PIN OAK agency on FB

Using FB groups to build authority and generate leads (with Aurora Mullett)

If you have clients literally crying because they have to leave you, you’re doing something right! 

 

Welcome to Episode 35

  

2 years ago, Aurora started building community pages for areas in her state that are high risk fire areas.  She has proved herself to be an expert for those in these communities that have suffered, are suffering or could potentially suffer from the devastating effects of fire.  She has aproximately 1800 people in one of her groups.

Through these community pages Aurora has generated over 6000 leads in 2 years and has currently written over 1.8M in new premium in 9 months.

Because of her interaction in her groups, she has become the authority to the members and when they need help or have a question, guess where they turn?  Yep!  Right to Aurora.  In fact, at times she has had too many requests for help that she has had to elicit the help of other brokers in her area.  Sounds like a great problem to have.

 

My 2 biggest takeaways from this episode are:

•  Building authority and carving out a niche is a solid way to generate new leads, improve your close ratio and retain your clients.
• Find a pain point for your prospective clients and solve it.  You’ll have them beating down your door trying to hand you their money.

“When the community sees that you are focused on providing a solution for a problem, then they start to trust in what you’re doing as a whole for the community.” (Aurora Mullett – Intrinsic Insurance)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

• BLIP Facebook Page
• Aurora on FB
• Intrinsic Insurance on FB
• Hagerty Girl on FB

What do loan officers want? (with Jon Crawford)

I‘ve heard a lot of things from a lot people when it comes to the best way of getting referrals from a loan officer.  Everything from popping by a large office to giving gift cards for each referral to generating mortgage leads for them in return for them sending you their referrals.  I’ve literally heard it all.  I thought I’d break through all the theory out there and get it straight from the horses mouth…What do loan officers want?

 

Welcome to Episode 34

  

Jon’s been doing loans for 22 years.  Yeah…22 years.  It was his first job out of college.  Part of his customer’s journey involves insurance…that’s where you come in…or at least where you WANT to come in.

How do you become the GO TO insurance agent of choice for a loan officer?  That’s what we discuss.  I’ll give you a hint..it’s not by leaving donuts, trinkets or coffee.  Loan officers want relationship.  At least the good ones.

When there’s a relationship built it can withstand the bumps in the road, it can withstand the growing pains, it can withstand mistakes…build relationships.  But, how?!  That’s the tricky part.

 

My 2 biggest takeaways from this episode are:

•  You might get some new loan officers with popping by and leaving stuff, but you probably won’t get the right ones.
• Good loan officers want someone they can trust to help their clients.  To build that trust you have to deliver time and time again.

“Customer service is huge.  When I refer a client to someone, I view that as me guaranteeing my client that they are going to be well taken care of by this person.” (Jon Crawford – VIP Mortgage)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

• BLIP Facebook Page
• Jon Crawford on FB
• VIP Mortgage

What do loan officers want? (with Brian Ford)

I‘ve heard a lot of things from a lot people when it comes to the best way of getting referrals from a loan officer.  Everything from popping by a large office to giving gift cards for each referral to generating mortgage leads for them in return for them sending you their referrals.  I’ve literally heard it all.  I thought I’d break through all the theory out there and get it straight from the horses mouth…What do loan officers want?

 

Welcome to Episode 33

  

Brian Ford has been in the mortgage industry for 8 years.  He’s worked hard to figure out his processes and what he actually wants his customer experience to look like.  Part of his customer’s journey involves insurance…that’s where you come in…or at least where you WANT to come in.

How do you become the GO TO insurance agent of choice for a loan officer?  That’s what we discuss.  I’ll give you a hint..it’s not by leaving donuts, trinkets or coffee.  Loan officers want relationship.  At least the good ones.

When there’s a relationship built it can withstand the bumps in the road, it can withstand the growing pains, it can withstand mistakes…build relationships.  But, how?!  That’s the tricky part.

 

My 2 biggest takeaways from this episode are:

•  You might get some new loan officers with popping by and leaving stuff, but you probably won’t get the right ones.
• Good loan officers want someone they can trust to help their clients.  To build that trust you have to deliver time and time again.

“I’ve never been a huge fan of the pop bys with trinkets or donuts.  I never think ‘so and so brought donuts so I’m going to send them a referral’.” (Brian Ford – Nova Home Loans)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

BLIP Facebook Page (for watching episodes)

Brian Ford on FB

Nova Home loans

Community Involvement (with Brandon Smith)

Look…if you’re a parent and a business owner, 1 thing is true.  You have to sacrifice time with 1 to focus on the other.  If your business needs you and you end up working late, you might not get to see your kid/s before they go to bed.  If you leave work early to do something fun with them, you might not get everything done that you were hoping to at the office.  What if there was a different way? 

 

Welcome to Episode 31 

 

Brandon Smith is a speaker and an Agency Owner.  One thing is certain when it comes to Brandon.  He is calculated with his moves. 

When he was asked to coach his sons baseball team, he realized he didn’t have the time.  He needed to be working.  He quickly realized that he could fit it into his schedule if he was the one coordinating practice times….the first “Aha!” moment.

The second “Aha” moment came when he was asked to sponsor the team and he thought to himself that he could sponsor the team, do it better than anyone and proactively encourage his players, hopefully winning the hearts and wallets of their parents.

It was a super solid plan and we discuss the details on this episode.

“When you have a true genuine relationship with someone and you have their heart, their wallet follows, their loyalty follows, the retention follows, referrals follow…they have a relationship with you.  They want to do business with you and they want people in their community or circle to do business with you too.”

 

My 2 biggest takeaways from this episode are:

•  If you’re going to be involved in ANYTHING, you might as well build relationships that lead to more business.
• Relationships are better than a sale.  Don’t be salesy, be relational.  A sale is a 1:1 transaction.  A relationship is 1:Many.

“The difference between contact and contract is the letter R.  R stands for relationship.” (Brandon Smith – GIIG Insurance)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

BLIP Facebook Page (for watching episodes live)

GIIG FB Page

Brandon Smith on FB

Brandon Gives Website

Brandon Gives on FB

Total CSR (with Justin Goodman)

If you’re like most Insurance Agency Owners you’ve hired someone, spent your time and money training them just to find out they were leaving you.  What a punch to the gut.  It’s one thing to waste the money you paid them while they were learning, but you’ll never get back the time you invested when you trained them.  Well, there might just be a solution.

Welcome to Episode 31

  

Justin was a 3rd generation insurance broker.  His dad asked him if he wanted to come work in his agency and he turned it down and decided to go work for U-Line grinding it out.   After a while he decided recurring commission sounded better than what he had going on and made the jump to working as a producer in a large insurance agency.

Fast forward to a few years ago and Justin couldn’t find a good solution to a problem he was having training employees so he decided to create his own training software for internal use.  After word got around he brought it to market a little over a year ago and so far it has had amazing success.

They have a personal lines portion and/or a commercial portion and even have a soft skills section for those who haven’t been exposed to working in an insurance-agency-like environment.

I was excited to talk to Justin because this is exactly the kind of thing we would utilize in our agency.

They offer one more tool to help agents work more on their businesses than in them.

My 2 biggest takeaways from this episode are:

•  We need to start finding solutions to combat the lack of employees available in our industry.
• Most agencies would love the time and ability to train their own staff.  In reality, our agencies have neither.

“We want agencies to have a road-map that serves as both a magnet and relieve the burden on their existing staff.” (Justin Goodman – CEO Total CSR)

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

BLIP Facebook Page (for watching episodes live)

Justin Goodman on FB

Total CSR Website

Total CSR YouTube Channel

Check in # 1 (with Andrew Calloway)

It’s been a month since we had did our “Independent Journey” episode with Andrew Calloway.  He was one month into the transition from captive to independent when I interviewed him.  My plan has been to check in with him every month for 1 year.  This is the first check in.

  

Welcome to Episode 26a

 

I’m checking in with Andrew every month so those of you considering this transition can see what it actually looks like.  Andrew isn’t holding back.  We talk about the wins AND the struggles during his 2nd month.  It was great checking in with him and I’m excited to watch the rest of his journey.

 

My 2 biggest takeaways from this episode are:

• When starting an Independent Agency, you have to be prepared for the unknown.
• The captive companies will say you’re an independent contractor, but there is a lot of control they exert over you in terms of how you can grow and conduct business.

“I’m at the beginning of this journey, but I’m in control of my own destiny.  ” (Andrew Calloway – Agency Owner)

 

Watch the show below or catch it on our podcast all the way at the top.

More Episodes Schedule a Call

Links mentioned in this episode:

BLIP Facebook Page (for watching episodes live)

Andrew Calloway on FB

Follow the PIN OAK agency on FB

"I don't want to put out content just to put out content.  I want it to be valuable." (Chris Greene - The Flood Guru)