Ask The Experts With David Williams

Lauro Herrera joins David Williams and Andy Arter for a direct conversation about final expense sales, telesales, leadership, technology, and the discipline required to build a high-producing insurance operation. After starting his career knocking on doors and driving thousands of miles across California, Lauro questioned why life insurance could not be sold entirely over the phone. The industry t...

Tim Lindon joins Ask the Experts for a powerful conversation about focus, leadership, profit, and the small daily shifts that create major growth inside an insurance agency. With more than 25 years of coaching experience and over 4,500 small business owners coached, Tim shares why the most successful agents have a clear vision, resist distraction, and build one degree at a time. This episode dives...

Jay Floyd joins Ask the Experts for a powerful conversation about faith, identity, leadership, AI, and what it means to be “rare on purpose.” Jay shares how his early life experiences shaped his purpose, how he found his calling in data and leadership, and why people often hide the very parts of their story that could become their greatest strength. This episode also dives into the future of AI, t...

Gregg Blanchard's journey into insurance began with a deeply personal story. After losing his mother to ALS, the life insurance policy she left behind became the foundation for both his children's future and the launch of his insurance agency in 2007. Today, Gregg leads one of the most respected agencies in the industry, serving more than 20,000 customers while building a culture centered on leade...

John Tunnell shares his journey from opening his agency in 2007 and questioning whether he made the right decision, to building one of the top performing insurance agencies in the country with more than $30 million in premiums. This conversation dives into leadership, hiring, accountability, culture, referrals, mindset, and the daily habits that separate top producers from everyone else. Key Takea...

Robert Syslo Jr. shares the journey from being homeless and editing videos for Grant Cardone to building a successful marketing agency serving businesses across the country. In this conversation, Robert breaks down why most marketing campaigns fail, how AI is changing advertising, and what business owners should focus on if they want predictable growth in today's market. Key Takeaways: • How Rober...

In this episode of Ask the Experts , Andy sits down with Kenzie Scott to talk about what it really takes to scale an insurance agency in today’s market. With over 15 years of experience in sales, automation, recruiting, and business development, Kenzie shares practical advice on building high performing teams, implementing CRM systems, improving sales processes, and avoiding the mistakes keeping m...

n this episode of Ask the Experts , hosts David Williams and Andy Arter sit down with Mark Mercer for a raw conversation about leadership, accountability, growth, and why so many agency owners stay stuck for years. Mark shares the mindset shifts, operational lessons, and leadership principles that helped him build one of the largest insurance agencies in Indiana. The episode dives into discipline,...

In this episode of Ask the Experts , Toby Brazwell shares his perspective on leadership, growth, discipline, and the habits that shape high performers. The conversation dives into mindset, adapting through pressure, personal development, and what separates people who continue growing from those who stay stuck. This episode is packed with practical insight for entrepreneurs, agency owners, sales pr...

In this episode of Ask the Experts , Andy Arter sits down with Boyd Lichtenberg , VP of Sales & Strategic Planning at Giveaway Pad, to break down why the traditional lead generation model is failing insurance agencies and what smart agencies are doing differently. Boyd shares how Giveaway Pad built a human-centered lead generation system that focuses on trust, relationships, and conversations...

In this episode of Ask the Experts , David Williams and Andy Arter sits down with Vlad Cherchenko , founder of Insurance Sales Lab and one of the fastest growing agency owners in the country. From immigrating to the U.S. as a baby to building a powerhouse agency generating over $1.4 million in premium in a single month, Vlad breaks down the exact systems, metrics, and leadership principles behind...

In this episode of Ask the Experts , Andy Arter sits down with Matt Ricker , Channel Sales Manager at EverQuote, to break down what actually makes lead generation work for insurance agencies. Matt shares his journey into the insurance space, what he has learned from nearly a decade in lead strategy, and why most agents misunderstand how to measure success when buying leads. This conversation gets...

In this episode of Ask the Experts , host David Williams welcomes Kevin Spann , a highly accomplished insurance professional, bestselling author, inspirational speaker, and industry leader with nearly four decades of experience. Kevin shares powerful insights into the paradigm shift from traditional brick-and-mortar insurance agencies to a fully digital business model. Drawing from his own transfo...

In this episode of Ask the Experts , Andy Arter sits down with Brett Schickler , Sales Director at Ricochet, to talk about sales growth, automation, CRM adoption, and what actually helps teams become more productive. Brett shares his journey from commission furniture sales to leading growth at Ricochet, along with the personal experiences that shaped how he thinks about work ethic, financial secur...

In this episode of Ask the Experts , Justin Harkelroad shares a deeply honest conversation about success beyond money. From building and exiting companies to navigating chaos, faith, marriage, leadership, and personal responsibility, Justin breaks down what actually sustains long term growth. This episode explores why most people avoid ownership, how discipline compounds across every area of life,...

In this episode of Ask the Experts , Lisa Caprara shares the mindset that shaped her journey from a life-changing accident to becoming a professional athlete and high-performance leader. Lisa opens up about the moment that changed everything, getting hit by a car at a young age, and how that experience built the mental toughness she carries into every area of her life. She breaks down what it real...

In this episode of Ask the Experts , Andy Arter sits down with Jeremy Radabaugh , founder of a $5M insurance agency built completely from scratch. Jeremy shares the real systems and leadership philosophy behind scaling a high performing agency, including how he transitioned from doing everything himself to building a structured, process driven organization. From coaching frameworks to team account...

In this episode of Ask the Experts , Andy Arter sits down with Brett Vance , a longtime insurance agency builder, operator, and strategist. Before entering insurance, Brett worked as a CFO and COO, leading multi state acquisitions, scaling companies, and managing large financial operations. He later built his own agency from scratch to 7,200 policies and $15M in premium while earning multiple indu...

In this episode of Ask the Experts , David Williams and Andy Arter sits down with Kody Houk , founder of Prime Risk Insurance Solutions and creator of Real Insurance Training. Kody shares the real story behind building his agency from the ground up, including the struggles, pivots, and mindset shifts that helped him grow from $30,000 in revenue to over $500,000 by focusing on a specific niche. Ins...

In this episode of Ask the Experts, Peter Vitale, Founder and CEO of Lead Clinic, breaks down what is really happening in the lead generation world and why most agents are thinking about it the wrong way. From transparency issues and compliance risks to filtering myths and automation traps, Peter shares what actually drives profitable growth for agencies. Inside this episode: How lead generation a...

In this episode of Ask the Experts, Keith Collins shares the full journey from starting as a producer in 2013 to becoming a district manager with a billion dollar premium vision. Keith breaks down what actually separates struggling agencies from elite performers and why most failures start between the ears. Inside this conversation: The biggest misconceptions new agency owners have Why buying back...

In this episode of Ask the Experts, Rob Young, founder of Phone Home Leads, breaks down how he rebuilt the insurance lead game from first principles. Coming from an e-commerce and solutions architecture background, Rob didn’t approach leads like a traditional vendor. He approached it like a systems problem. Instead of chasing volume, he focused on conversion rate, average order value, and intentio...

In this episode of Ask the Experts , Brooke Brolo shares how she built a $15M book of business organically, scaled multiple agencies, and created a high performing team without sacrificing family or sanity. Brooke walks through her origin story, the shift from grinding solo to empowering leaders, how remote teams actually work when done right, and why process driven operations paired with authenti...

In this episode of Ask the Experts , Christina Shaw shares how she transformed her agency by redesigning her life, building the right team, and leveraging digital tools to grow without sacrificing balance. Christina opens up about pivotal moments that forced change, the discipline behind her daily routine, and how personal branding, community involvement, and technology drive sustainable growth. T...

In this episode of Ask the Experts , host Andy arter sits down with Michael Weaver, founder of Weaver Sales Academy and creator of Agency Coach AI, to break down how artificial intelligence is reshaping insurance agencies from the inside out. Michael explains how AI improves accountability without micromanagement, accelerates training, and helps agency owners scale without adding layers of managem...