Cyrus Jaffery, Founder and CEO of Jaffery Insurance, grew up in the captive agency model before breaking out to start his own agency. Cyrus joins Elliot this week to talk about what he learned in that captive environment that's created his approach to growth today. They cover "daily non-negotiables" and how they should directly tie to the growth of your agency – and how to ensure your team is living up to your standing of these daily needs. They also cover hiring, training, creating an excellent...
Jun 05, 2024•44 min•Season 4Ep. 18
Are you an advisor or a salesperson? Ellerbrock-Norris' Ryan Brott, Chief Growth Officer, joins Elliot Basset to discuss the difference between the two, the problem that plagues the insurance industry, how to transition to an advisory model, roadblocks along the way and more. Learn how you can step out of a "producer" role and focus on running a business rather than a book of business. Enjoy the episode! Episode Links:Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth ...
May 29, 2024•38 min•Season 4Ep. 17
Scaling a business is all about understanding your ideal client. "It's called a book of business, not a book of sales," says Guffy Wright, National Sales Leader at The Mahoney Group. Guffy joined us to discuss how he's using a focus on people and treating his book of business as just that – a business. Learn how he's providing value to clients, defining his ideal client, scaling his business and finding success. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.c...
May 22, 2024•39 min•Season 4Ep. 16
In an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that expertise. He takes a wealth coach's viewpoint to advice, understanding how to ask the right questions and unlocking a client's inner wisdom to finding solutions. From flying jets in the Navy, founding and selling a company, coaching other founders and more, Mike is able to ...
May 15, 2024•40 min•Season 4Ep. 15
There are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms. Learn the benefits of splitting commissions, saying no to certain clients, focusing your time and energy in the right place and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: htt...
May 08, 2024•30 min•Season 4Ep. 14
Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies in your agency, and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Brightside AI: https://brightsideai.com LAUNCH: https://getlaunch.io/ Elliot Basse...
May 01, 2024•42 min•Season 4Ep. 13
How are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their firms, tapping outside resources and more to beat their growth goals. Andy and Elliot dive into sales training and not only finding good talent, but training them to succeed. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norr...
Apr 24, 2024•46 min•Season 4Ep. 12
Talent acquisition is a game-changer for your company. But adding solid team members can be useless without proper training on your process, your ideology, or your sales model. Brett Young, CEO of Erb and Young, joins the show to talk through talent acquisition via networking, establishing culture within your team, and training new producers to adapt to your firm's target market. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Stra...
Apr 17, 2024•52 min•Season 4Ep. 11
There has been a shift in business owners. Generationally, today's owners are different: expectations, buying habits, communication preferences, pace of production, and plenty more. Mick Hunt, CEO at Premier Strategy Box, joins the show today and challenges you as an insurance agency to put yourself in the shoes of your audience. How do you need to shift your firm today to better fit with the modern buyer? How can you ask the right questions to understand that audience? Hear how Mick and his tea...
Apr 10, 2024•48 min•Season 4Ep. 10
Let's talk all things COIs. What kind of relationships are building with your centers of influence? Do have three or four COIs giving you multiple leads each month? Or are you spreading yourself too thin, trying to work with dozens of industry-adjacent professionals to little or no avail? Ryan and Elliot talk through what makes for an effective COI, and how to build your relationship to the point that it's mutually beneficial. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.elle...
Apr 03, 2024•32 min•Season 4Ep. 9
Throughout his career, Kody Houk, Senior Advisor at Premier Strategy Box, has grown as an agent in a captive environment, launched and grown is own independent agency, and now spends his time consulting insurance agents and risk advisors around the country. Kody covers how to improve your overall sales effectiveness by being disciplined, having a servant heart, and getting truly focused on your niche. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbro...
Mar 27, 2024•41 min•Season 4Ep. 8
From coaching Fortune 500 CEOs, Ryder Cup teams, four-star generals, more than 400 CEOs and even a President of the United States, Randall Stutman, PhD, has learned some of the commonalities and differences among some of the greatest leaders in the world. Randall joins us today to talk about how he's grown his company, Admired Leadership, while staying "kind of a ghost" and thriving on relationships. From a risk management sales perspective, Randall dives into the conversations we have, how they...
Mar 20, 2024•48 min•Season 4Ep. 7
How do you evaluate the health of your agency? Carey Wallace, Founder of AgencyFocus and noted speaker, joins us to talk about how to maximize your business – from selecting your carriers to honing in your book of business, evaluating your producers, diversifying your revenue and more. Learn what makes a healthy insurance agency from important metrics to stable growth. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: http...
Mar 13, 2024•45 min•Season 4Ep. 6
Where do you begin when marketing your insurance agency? With limited time, budgets and expertise, it can be hard to stand out among the competition. This week, Cameron Carlow, Chief Marketing Officer at Ellerbrock-Norris, joins the show to talk through the essentials for a growing agency, from brand awareness to lead generation and closing the sale. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-...
Feb 21, 2024•39 min•Season 4Ep. 5
Brett Young, CEO of Erb and Young, joins us for another crossover episode. This time, we're covering the baseline skills you need to develop ask you're growing your book of business. Where do you start? What is your focus – or, more importantly, what are you NOT going to do. From overcoming capacity issues to marketing yourself, we cover how we've taught risk advisors to grow and thrive. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Weal...
Feb 14, 2024•44 min•Season 4Ep. 4
Nate Sannes, a Partner and Advisor at InCite Performance Group, joins the show to talk about successfully leading a sales team. When you're bringing on new risk advisors or insurance agents, how long does it take to train them? How are you measuring success? How are you setting them up for that success? Nate and Elliot dive into all this and more – all surrounding driving the outcomes you want at your firm. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com El...
Feb 07, 2024•35 min•Season 4Ep. 3
What intentionality are you bringing to your firm from a cultural perspective? Often culture is tied to office fun, hiring practices, and benefits offerings. But Chris Cline, Executive Director of Agents Council for Technology with Big I, walks through how technology plays a huge role in the experience you create – and the culture that develops at your company. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www....
Jan 31, 2024•48 min•Season 4Ep. 2
In the first episode of our sales process series, Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot to discuss the importance of your process – from value prop to target market and beyond. From there, how do you get tactical and ask the right questions? You want to avoid ending up in the dreaded "insurance box" – where you're viewed as a one-trick pony who can't add value other than price quoting. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norri...
Jan 03, 2024•33 min•Season 4Ep. 1
It's the time of year to get intentional. Strategic planning can be exciting – but it doesn't always mean being the "smartest" or the "first" in your niche. Strategic planning is about being intentional with your vision and anticipating what could throw you off of that vision. Learn what Brett Young at Erb and Young is doing to set their firm up for success in 2024. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https:...
Dec 27, 2023•44 min•Season 3Ep. 28
Shift your agency's value proposition away from the carrier (price quoting) and onto your firm (broker of record). Nick Aube, Founder of Producer Systems, walks through the importance of taking control of your own destiny and selling yourself vs. selling on price. It not only helps your company, but your clients, too. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Producer Systems: https://www.producer.systems LAUNCH: https://getlaunch.io Elliot Bassett: h...
Dec 20, 2023•45 min•Season 3Ep. 28
Two of the biggest agency consultants in the industry, Mick Hunt, CEO at Premier Strategy Box, and Larry Linne, CEO at InCite Performance Group, join us for a special edition of Getting Past the Premium. The duo covers what it takes to be committed to growth, solving the right problem for your clients, building the future you want and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws...
Dec 13, 2023•41 min•Season 3Ep. 27
Insurance agencies know they need to modernize and adopt technology. But that brings in a new set of challenges. Sydney Roe, Director of Agency Marketing at Vertafore, dives into the importance of connection among your tech stack – connection to your team, your other tech, your clients and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com Vertafore: https://www.vertafore.com LAUNC...
Dec 06, 2023•45 min•Season 3Ep. 26
How do you go from sales to consulting? What's the difference? Chase Courtney, a "recovering CPA" and the Director of Technology Sales at Imperial PFS, joins us to discuss how to apply your foundation of knowledge to help sell a particular product. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ IPFS: https://www.ipfs.com/ LAUNCH: https://getlaunch.io/ Elliot Bassett: https://www.li...
Nov 29, 2023•47 min•Season 3Ep. 25
Reid Holzworth, CEO of IVANS Insurance Solutions, has been an instrumental player in the insurtech space, from building one of the premier agency management systems to now leading IVANS. He joins Elliot Bassett and Ryan Brott to talk connectivity. How do you better connect your technology? How does that better connect you to carriers? To clients? To your service team? Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: http...
Nov 08, 2023•50 min•Season 3Ep. 24
Find what works, and do more of that. Find what doesn't work, and stop doing that. In many cases, operating an insurance agency can be that simple. Ryan Hanley, Founder and President at Rogue Risk and the creator of the Finding Peak Podcast, joins the show to discuss success, personal growth, and setting aside blinders that could be holding your agency back. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.el...
Nov 01, 2023•1 hr 4 min•Season 3Ep. 23
Sean Brooks, Divisional Manager at Buckingham Strategic Partners, joins hosts Elliot Bassett and Ryan Brott to discuss how to go from a transactional-based business model to an agency based around client experience. An experience is something you see or feel – where service is just background work. Listen in to learn how to showcase your value and reduce friction for your clients. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Str...
Oct 25, 2023•43 min•Season 3Ep. 22
How do you light a fire and empower your team? Brett Young joins Elliot Bassett to share how their Leadership Summit is driving their team forward. Internal events cost time, money, planning and the ROI is apparent right away. But regular events for your teams are about belief. You're inspiring your team, bringing transparency and, more than anything, helping your team believe in your mission. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norr...
Oct 18, 2023•48 min•Season 3Ep. 21
Private equity doesn't always win outright, but it almost never loses. As the independent insurance model continues to face consolidation, how do you compete? Andrew Wynn, Co-Founder at Ascend, joins the show to dive into how you can build an efficient agency model by automating tasks and focusing on relationships. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Ascend: https://www....
Sep 27, 2023•36 min•Season 3Ep. 20
“Repetitive tasks aren't profitable tasks.” CJ Hutsenpiller of Hutsenpiller Insurance joins the show to talk about an industry filled with repetition. You can't always eliminate repetitive tasks, but you can control them through process, automation and a solid game plan for profitability. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Hutsenpiller Insurance: https://www.hutins.com/...
Aug 30, 2023•50 min•Season 3Ep. 19
User experience is vital to any agency, especially in the independent space. But what happens when you're serving multiple users? Who takes priority? Peter Teresi, Co-Founder and CEO at Certificial, joins the show to walk through how Certificial is connecting the end client's experience to your agents and your service team. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Certificial...
Aug 16, 2023•41 min•Season 3Ep. 18
