Agency Nation Radio

Is really a lot more specific than you think. Delivering more information to a potential client is great. Letting them see your face, when it's convenient for them is even better. But, reaching a nirvana like state with video marketing and video proposals is something entirely different. That's what I talk to my buddy Ryan Sautman, of Just4You Insurance , about as he breaks down is process. P.S. W...

Or are they just hoping you'll eat up their flavor of the week because you're starving? It's possible it's been a long time since a marketing rep from one of your companies showed up and asked you what kind of business you wanted to write. For too long they've made it about what they want and how we should try and give it too them. What if there was a better way? What if carriers and agents came t...

We just need to give the good ideas more money and the freedom to work. It's not rocket science, sometimes the most powerful thing you can do is get out of the way. Get out of the way of innovation, ingenuity and an overall desire to reject the status quo. If you don't then there's a good chance you won't having anything left to get out of the way of. That's just one of a handful of topics I ran t...

If you're not sure then you've got a big problem. Because the worst thing you can do is nothing and refuse to decide who should be listening. The crazy thing is that it's not always who you think it is. But taking the time to figure it out how to relate to that person will make them want to do what you say. That's what I talk to Becky Taylor, Marketing Manager at Ohio Insurance Agents Association...

It's a question he thinks about every single day. When it's all said and done, the answer is simple, fulfillment. Fulfillment from helping an industry be something it couldn't if he wasn't distributing the knowledge and motivation it needs to move forward. That's just one of many slightly hot topics Ryan discuses with his long time friends Jason Cass during their state of the union conversation. C...

They don't want to read your insurance blog post, they need to read it. Once you realize that, creating the things your agency needs to organically attract clients gets a whole lot easier. It's the subtle and simple shift in mindset that will free your desire to create things to help people find you. It's with this freedom you'll be able to figure out who really wants to talk with you. That's what...

You only get one chance to turn up the heat on your relationship with your guests. If you're not taking full advantage of it, you might want to figure it out sooner than later. This is your moment to shine and show them that your fabulous sales process isn't a one hit wonder. Even if it is, they'll never know because they'll be so warm. Or you could just steal Brandon Smith's toasty warm welcome k...

It depends on who you ask, no matter what it’s definitely changing fast. Achieving SEO success is the golden cow of traffic and lead generation. Hundreds, thousands and possibly even millions of people are herded right to your digital front door. But it takes time, a lot of time. Time some new and young agents might not have. Enter Facebook ads. The hot new way to drive (pay for) relatively cheap...

It should be at the same point every time. If we're getting even crazier, it should be as close to the bottom of the sale as possible. That is if you've provided your prospects with the ability to educate themselves to that point before they reach for the phone. That on demand education will help increase your efficiency and identify the hottest leads. That's what I talk with Eli Gillespie, of Gil...

It's just not evenly distributed yet.  That's a quote from William Gibson that you might be surprised to hear used to describe our industry.  Welcome to the debut episode of Ryan Hanley: The Podcast where Ryan lays out his vision for this new audio installment. Agency Nation Radio will remain intact to serve as the central hub for all  In this inaugural episode Ryan talks about the leaders dilemma...

If no one is raising their hand you'll probably have to duke it out. These are the moments when it's not a whole lot of fun to work in a family business. The family part gets in the way of the business that needs to be done. Because it's not easy to pull your agency out of coast mode, but if you do you'll really enjoy the ride. That's what I talk to Mike Crowley, of Crowley Insurance , about how h...

If it’s not, then you might want to reconsider what you’re doing. The idea of creating media, not marketing has been around little while now. However, it is rarely practiced to it’s fullest and taken as seriously as it could be. Building out a truly deep media culture inside your agency take serious dedication. Dedication most agents have no idea how to match. That’s what Woody Brown, Chris Paradi...

If not, you might notice them not getting a lot of traction with the people you're trying to find. This also isn't a problem exclusive to video and should apply to all your content. The more specific you are telling people who should watch what, the better you'll be. Those specifics are what give it the grip you need for someone to be able to hold on to it. That's what I talk to Richard Brown and...

Should You Get A Better Deal? Before you say anything, it might not be that great after all. Because that better deal could come at a cost of your clients well being.  What do you have to do to keep that person loyal during the toughest of times and should they even have to be? That's what I talk with Nancy Nicklow, of Huff Insurance, about the severity of the better deal she often faces.  P.S. Di...

That's a tough question that really depends on what you're selling to who. There's a lot to be said about not needing/wanting to know something. It's liberating on a level you probably can't imagine, but how practical is it? Does your ear need to be all the way to the ground or can you listen a few feet up? That's what I talk to Bogus Handzel, of Handzel and Associates , about as he figures out ho...

It's easy to talk yourself out of what you do best, especially when that's insurance. It's hard to get people to care about other things when you're just starting something new. Solving problems is the most valuable thing you can do, you just need the confidence in your ability to do it in different place. Once you do then it will be a lot easier to tell a story beyond insurance. That's what you'l...

No pressure, the future (success) of your agency only depends on it. If can't show people why they should want to work for you, they won't see it. If they don't see it you'll be left with everyone else who doesn't want to. I don't know about you, but that doesn't sound like a fun place to be. Instead would you rather have would be agents and talent beating down your door for a chance to consistenl...

Just when you think it's over, you realize it never ends. It's a constant grind that is unforgiving and relentless in it's consistency to be completed. Knowing what to do and where to start is going to depend on what you have at your disposal. Because you have to create something that goes far beyond the surface and includes something with a lot of depth and complexity. That's what I talk about wi...

Even if you are, do you have enough people staying there? It's a question many agency owners struggle and rarely want to face. It's hard to do more when you have to do it all yourself. Figuring out how to find the right people becomes a critical thinking problem with no answer. That's what I talk with Alex Dopazo, of D&A Insurance , about as he comes to grips with doing more of what he should. P.S...

If not, you're missing out on a lot of productive fun your agency needs. This is by far one of the tools that can make the biggest impact on your determination. Consistently meeting new people that challenge both your skill and strategy make complacency hard to come by. If you waste it on the same place and the same people every year, it will start retracting. That's what road warrior Sydney Roe a...

The stuff we need to know needs to move faster. The slower it moves the more time someone has to think about going somewhere else. Right now we're giving them a long time to think about it. The more speed our information has the more value it picks up a long the way. That's what Steve Anderson and I talk about as he shares his thoughts on what keeps slowing it down. Don't miss Steve's new podcast...

Because you'll never be able to catch up if you do. Realizing it's going to suck no matter when you start is your first major challenge.  Owing that embarrassment is the best thing you can to eventually make it turn out the way you want. That's when you'll get good enough to attract the business you weren't sure you could. That's what I talk to Woody Brown about, of The Rhoads Group , as he starts...

Is that they shouldn't be used inappropriately to be something they're not. It also shouldn't be the only type of video you do. Not to mention, the easier you make the more it will get done and the more that get done the more business you'll close. If you try to make it your only video strategy, you'll be spending way too much time making the same thing over and over again. That's what I talk to R...

Is pretty amazing, even though sometimes it feels like you'll never find it. That's why it's important to stop and celebrate your first few wins because you'll remember them forever. Sometimes they even come sooner than expected and from a place you didn't imagine. But when they do the feeling the follows is one of joy and validation that you're not crazy and might be on to something. That's exact...

You have to be looking both ways with money in each hand to be able to see. If you aren't, you'll miss your chance to grab a growth tool that's on its way to increasing your agency. Because you don't need help maintaining your business where it's at. It's dangerous, possibly even irresponsible, to have an opinion on what's coming if you have no interest in finding it. There's no reason you shouldn...