Change Insurance

Change Insurance

Insurance sounds different when you start to change it, come listen for yourself. Change Insurance is an RPS podcast dedicated to helping you make the impossible, possible in your agency. We’re all trying to change the way we sell insurance, so we’re going to talk to people across the industry about the best and most exciting ways to do it.


November 30, 2022 20 min

This is one of those special situations where one plus one might actually equal three. 

It doesn't matter how many great people you bring into your agency if you can't train them to stay. 

Your ability to transfer knowledge also greatly impacts how far outside the industry you can look. 

When both of these skills function together at a high level is when you truly unlock your full potential. 

Nikki Brandt, Owner of NB Talen...

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If you're always ahead of the curve it's hard to get left behind. 

Of course, getting and staying ahead of any curve is much easier said than done.

But with countless opportunities flooding the market your chances of separating from the pack have never been better. 

Mix in having access to more detailed insights across the industry and you have a highly potent combination.  

Mark Geoghegan, Host of "The Voice of Insuran...

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There's certainly nothing wrong with saying thank you, but maybe a little extra understanding could mean more.

It's a notion you might not have naturally considered, but when you think about it make a lot of sense. 

Nothing feels better than when someone understands who you are and where you're coming from. 

That's often not the case when it comes to veterans making their way into the business world. 

Brian Foley, R...

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What if this one conversation could reduce your client's cost of doing business? 

What if it was also an area a lot of business owners overlook and plenty of agents don't talk about enough? 

That's a dangerous combination that comes with a lot of opportunity attached to it. 

You might be surprised just how many accounts you have that could use the extra coverage. 

Brendan Neligan, RPS Broker and resident cargo expert, t...

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Sometimes having a purpose just isn't enough. 

It can certainly take you further than having a passing interest in your career. 

But it's the speed to passion equation that really every agency owner should be trying to solve. 

The faster you help them discover that passion the more likely they'll be to stay. 

Dustyne Bryant, Personal Insurance Academic Director for The National Alliance for Insurance Education and Resea...

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There's always that one policy everyone needs but no one really wants to buy. 

That could almost be said about any insurance policy on any given day. 

That's why the insurance renewal process is such an amazing and underappreciated gift. 

You always have another chance to get that less-than-desirable policy added to the stack. 

Joel Cavaness, President of RPS, talks about how he approaches underserved areas and discovers po...

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It might all start with two activities you never thought to consider. 

Because the simple idea of talent delineation is one often treated as a mild suggestion.

It's generally only a matter of time before everyone does a little bit of everything inside an agency. 

But maybe it's that amalgamation of skills that are holding you back in more ways than you can imagine. 

Mick Hunt, CEO of Premier Strategy Box, talks about the di...

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It's long been said that this industry is built on relationships. 

But what if the one skill you worked on the most during your career turned out to be the biggest liability? 

It turns out, that the more transferable the relationships of your agency are, the more attractive (see valuable) it is to someone else. 

The only thing you might want to do now is create a little more distance before it's too late. 

Carey Wallace, Fo...

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Things can get a lot easier when you stop selling and start serving. 

Often times potential clients respond better when you lead with their best interests in mind. 

While on the surface that might seem simple, it's not easy to put your passion for their interests on full display. 

Because it's hard to consistently show up and build trust when there might not be anything in it for you that day. 

Michael J. Vance, Advisor for...

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It's easy to get caught up in presenting a version of your agency that doesn't fully exist. 

How could you not try to impress clients and potential carrier partners?

They couldn't possibly be interested in the hard truth that currently exists in the business. 

Or just maybe that transparency is just what everyone is looking for.  

Adam Augspurger, Owner of Steadfast Insurance, talks about how he leans on the truth to se...

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It might seem like an oversimplification, but you'll never know until you try. 

Because having a firm foundation cemented at the center of your agency makes doing the right thing a lot easier. 

That concept is also a lot easier said than done and requires strong action to support those desires. 

If you do you'll empower your people to always do what's best regardless of personal outcomes. 

Christian Moore, Managing Dire...

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If you don't already feel like you belong it takes a lot of courage to find your place. 

Slowly but surely the industry has been carving out more places people can feel comfortable. 

The reality is it won't happen overnight, but it can be accelerated with better, more actionable, data. 

However, the ultimate benchmark will be if/when we can stop talking about the diversity balance across the industry. 

Margaret Resce-Milkin...

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At the end of the day, everything comes down to time. 

That is your greatest enemy when it comes to scaling your insurance business. 

There are only so many conversations you can have and applications you can complete in a day. 

One of those is more important and probably deserves the bulk of your time. 

Mike Levins, Head of Insurance at Counterpart, talks about how you can warm up to new ways to do more of the business you want. 

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It's hard to feel lost when you always know what's going on. 

However, making sure everyone is always informed is a challenge you might find easier said than done. 

If you're being honest with yourself, your clients are paying you a premium for a reason...

That extra communication might be the biggest one. 

Andy Tomlinson, President of Tomlinson Insurance Agency, talks about he keeps the information flowing in his agenc...

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The good news is most of the heavy lifting has already been done for you. 

A global recondition over the last two years has helped customers break most of our industry's bad habits.

Now the only thing we have to do is not allow an ounce of regression. 

Instead, we have to try and carry as much momentum as we can forward.

Precious Norman-Walton, Director of Underwriting for, talks about the new expectations you should ...

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Sometimes it's tricky approaching diversity in your agency.

The fear of not wanting to do the wrong thing often gets in the way of doing anything. 

The truth is you can, and most likely will make mistakes expanding your efforts. 

The only thing that matters is to own them when you do and effectively communicate what went wrong. 

Vanessa Sims, WSIA Director of DE&I, talks about what can be done to get the industry more comfo...

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Sometimes you just have to do things the wrong way to make a difference for your clients. 

Because you can't go wrong making sure everyone always understands their insurance. 

It's that commitment that goes a long way to stand out against a profitable mindset.  

In the end, it's the relationship that wins over and over again far outlasting any transaction formula. 

Alvin Roehr, President and CEO of Roehr's Insurance...

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There's something to be said for the way things have always been done. 

Sometimes they're worth keeping and others require a much more objective examination. 

It's not every day you allow yourself broad awareness to see the foundation of the agency through a different lens. 

Often times the only way to get there is to take a hard step back and simply ask what's possible. 

Meg McKeen, Founder of Adjunct Advisors, tal...

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It all starts with your client's need to get serious about cyber prevention in their business.

Those are the table stakes for today's coverage as companies struggle to keep up with the constantly evolving landscape of attacks.

In some cases, it feels like it's no longer a matter of "if" but rather "when" your clients will have to deal with some form of a cyber threat. 

As a result, policies can no longer...

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It's always interesting to see a family come together around insurance. 

Especially when that family was already involved in the industry on different sides. 

The amount of courage it takes to create something on your own is enormous. 

 But sometimes it just takes a small investment in your community to survive circumstances you could have never fathomed. 

Gigi Jean, Co-Founder of One Way Insurance, talks about the journey her ...

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