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PODCAST

Accelerate Your Insurance Sales Podcast

Welcome to the Accelerate Your Insurance Sales podcast! This is the podcast where you"ll learn effective marketing and sales strategies from some of the most recognizable names in the insurance industry. You"ll learn how to turn brand awareness into more appointments, sales, and revenue.

business marketing

All Episodes

00:21:12

Why Analytics Can Make or Break Your Agency

Accelerate Your Insurance Sales Podcast ·

2026/03/13

Many agency leaders run their businesses on gut instinct. While intuition is important for speed, relying on it for your year-end forecast or retention metrics is a dangerous game. If your Agency Management System (AMS) is just spitting out numbers without context, you are effectively flying blind.My guest, Todd Dailey, creator of Premium Logic, joins me to discuss how his transition from the data-rich corporate world of Liberty Mutual to the independent agency side exposed a massive gap in

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00:48:21

Why Consistency Always Beats Talent | College Sports...

Accelerate Your Insurance Sales Podcast ·

2026/03/10

Every producer wants to land massive enterprise accounts, but very few are willing to embrace the daily, unglamorous grind required to get there.In this episode, Andy Neary sits down with Michael Hart of Dillingham Insurance to discuss how the grueling discipline of college football translates directly into building a $1.6M employee benefits book from scratch. Michael shares the exact advice his college coach gave him - “Hard work and consistency beats talent every day" - and how he applies

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00:22:32

Protect Your Clients from Catastrophic Plan Risks

Accelerate Your Insurance Sales Podcast ·

2026/03/06

When renewals rely on spreadsheets, scattered email chains, and the "tribal knowledge" of a few account managers, errors become invisible - until they suddenly show up. And when those mistakes finally surface, they introduce massive, catastrophic risk to your top clients and your agency's reputation.My guest, Weston Lunsford, the CEO of PLANSIGHT, joins me to discuss how manual workflows are secretly sabotaging benefit brokerages. We break down how purpose-built AI is replacing the

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00:35:58

Stop Quoting Spreadsheets. Use Forensic Audits to Win...

Accelerate Your Insurance Sales Podcast ·

2026/03/03

Most brokers pitch self-funding as a silver bullet for cost containment, focusing on administrative fees and stop-loss premiums. But they ignore the elephant in the room: the actual claims data. If you are only trying to shave 10% off the admin fee - which represents just 15% of the total cost - you are completely missing the opportunity to find massive savings in the 85% of the pie that actually matters.My guest, Jeff Borglund, Co-Founder of IntegroIQ, joins me to explain why forensic claims

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00:26:59

How an Immigrant Mindset Built a 100% Commission Empire

Accelerate Your Insurance Sales Podcast ·

2026/02/27

Most brokers treat ancillary benefits as an afterthought - a quick box to check at renewal while focusing on the medical plan. But what if auditing a dental contract or uncovering a hidden clause in a disability policy was actually the "wedge" you needed to win the Broker of Record (BOR)?My guest, Mark Chai, Co-Founder of Archon, joins me to share his incredible journey from watching his immigrant father lose his business to bankruptcy, to skipping law school to sell insurance in rural

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00:40:14

Why Clarity is the Ultimate Sales Weapon In Insurance

Accelerate Your Insurance Sales Podcast ·

2026/02/24

The insurance industry is purposely complex. Many brokers use confusing jargon and convoluted strategies to maintain the status quo and protect their commissions. But in today's market, complexity kills deals. If you want to stand out to a CFO or HR leader, your ultimate competitive advantage is clarity.My guest, Nicole Quinn-Miles, an employee benefits expert at Marsh McLennan, joins me to discuss why clear, direct communication is the key to driving execution and winning business. We break

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00:29:42

The Predictive Care Playbook for Brokers | with Ryan...

Accelerate Your Insurance Sales Podcast ·

2026/02/20

Most health insurance brokers rely on reactive cost-containment strategies. They wait for a catastrophic claim to hit and then scramble to manage it through cheaper drug sourcing or traditional case management. But looking in the rearview mirror won't solve the reality of 20% stop-loss increases. To win in a brutal renewal market, brokers must shift from managing claims after the fact to avoiding them entirely.My guest, Ryan Chapman, VP of Sales at HealthCare Strategies, joins me to share the

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00:45:34

"I Retired at 41... Then Lost Everything" | The Mark...

Accelerate Your Insurance Sales Podcast ·

2026/02/17

At 41 years old, Mark Holland had won the game. He sold his agency, BenCom, and was in the Cayman Islands planning a life of philanthropy and leisure. Then, the check didn't clear. The buyers defaulted, destroyed the company, and Mark went from retired to restarting from scratch overnight.But the story doesn't end there. After building a second agency, Benefit Help, to nearly $2 million in revenue, he was hit with a 36-month storm of client acquisitions and COVID shutdowns that wiped out 90%

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00:22:27

How to Build Confidence When You Have Zero Experience

Accelerate Your Insurance Sales Podcast ·

2026/02/13

“How am I going to get any credibility?" This is the question that paralyzes most new producers. But waiting for "gray hair" to build authority is a waste of time. You don't need decades of experience to close deals; you simply need to know more than the person sitting across from you.My guest, Brenden Mostoller, owner of Benefits by Brenden, started selling Medicare at 19 years old. He walked into rooms with seniors three times his age and convinced them to trust him with their

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00:46:39

From "Placing Insurance" to True Risk Advisory | with...

Accelerate Your Insurance Sales Podcast ·

2026/02/10

Most agencies are stuck in the trap of "placing insurance" - chasing quotes, competing on price, and hoping for a renewal. But the agencies that are actually scaling have stopped selling products and started selling strategy. If you want to escape commoditization, you must make the shift from insurance broker to true risk advisor.My guest, Andy Bassett, CEO of Ellerbrock-Norris, joins me to explain exactly how they successfully made this transition. Andy reveals how they digitized this process with

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00:23:06

The Missed Opportunity of Retiree Medical Benefits

Accelerate Your Insurance Sales Podcast ·

2026/02/06

Most advisors ignore the post-65 retirees sitting on their clients' health plans. They assume it's just a cost of doing business or that the employer wants to keep them on the same plan as active employees. But by failing to "carve out" this population, you are missing one of the biggest cost-containment strategies available, especially for self-funded groups.My guest, Ken Peterson, Regional Vice President at Benistar, joins me to demystify group retiree medical benefits. Ken

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00:50:39

"Your Sales Tactics Are Outdated" with Jack Grovenstein

Accelerate Your Insurance Sales Podcast ·

2026/02/03

The insurance industry is still in love with the 1990s. We glorify the "grind" of cold calling and spamming inboxes, ignoring the reality that the modern buyer has moved on. Today’s C-Suite executives aren't sitting by their phones waiting for a quote; they are curating their feeds looking for thought leadership. If you are still relying solely on "smile and dial," you are fighting a losing battle.My guest, Jack Grovenstein, Partner at Palmer & Cay, joins me to discuss how his agency is evolving

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00:23:53

Using Technology To Better Price Insurance Risk

Accelerate Your Insurance Sales Podcast ·

2026/01/30

The construction industry has digitized, but the insurance industry hasn't kept up. Most carriers still price risk based on outdated proxies, ignoring the massive amount of real-time safety and operational data available through tools like Procore and Samsara. This disconnect means safer, tech-forward contractors are subsidizing the premiums of their higher-risk competitors.My guest, Danil Kolesnikov, Founding Engineer at Shepherd, joins me to discuss how they are using technology to fix

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00:52:10

Your "Dead" Leads Are Worth $270,000 (Stop Ignoring...

Accelerate Your Insurance Sales Podcast ·

2026/01/27

Every insurance agent has a graveyard of "dead" leads; prospects you called once, got sent to voicemail, and never touched again. You think they are worthless, but you are actually sitting on a goldmine. The data shows that for every 1,000 old leads gathering dust in your CRM, there is roughly $270,000 in commissions waiting to be claimed.My guest, Michael McMillan, President of Financialize, joins me to prove why you need to stop chasing new leads and start reviving the old ones. In this

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00:27:35

Stop Selling "Health Insurance" - Sell Risk...

Accelerate Your Insurance Sales Podcast ·

2026/01/23

Most agencies treat employee benefits as a secondary revenue stream - a product to be sold rather than a risk to be managed. They silo their commercial and benefits teams, leaving the client with a disjointed strategy that fails to address their second-largest line item after payroll.My guest, Kevin Handzlik, Director of Employee Benefits at Ellerbrock-Norris, joins me to flip the script. Coming from an actuarial background at Milliman, Kevin brings a data-driven perspective to the brokerage world

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00:45:39

Why You Should Call the Competitor Who Just Stole...

Accelerate Your Insurance Sales Podcast ·

2026/01/20

Losing a big account hurts. Your natural instinct is to get defensive, blame price, and block the other broker on LinkedIn. But what if the secret to your future growth lies in picking up the phone and congratulating the person who just beat you?My guest, Ruth Manka, Executive Director of Intersure, advocates for a radical strategy called "coopetition." In this episode, she explains why the most successful independent agencies are sharing their secrets with rivals rather than guarding

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00:32:02

"You Look Too Young": The Generational War in...

Accelerate Your Insurance Sales Podcast ·

2026/01/16

"You look too young. You can't talk to me about my benefits." That was the feedback Stephanie Handschuh received from a CFO early in her career. It is a bias that plagues the insurance industry, where the average age is pushing 60 and the "old guard" still holds the keys. With a massive wave of retirements on the horizon, the industry is in the middle of a culture clash between the traditional "golf and drinks" crowd and a new generation demanding tech, resources, and rapid growth.My guest,

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00:35:18

How a Wharton Grad Runs a 108-Year-Old Insurance...

Accelerate Your Insurance Sales Podcast ·

2026/01/13

In an industry obsessed with mergers and acquisitions, staying independent is a radical act. Most agencies sell out or fade away, but Rue Insurance has thrived for 108 years across four generations. How do you build a legacy that lasts a century without losing your edge?My guest, Bill Rue Jr., President of Rue Insurance, joins me to share the blueprint for longevity. A former investment banker and Wharton grad, Bill discusses how he applies high-level business discipline to a family agency. We get

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00:45:24

How Doing Less Helped My Company Grow More with Tim...

Accelerate Your Insurance Sales Podcast ·

2026/01/06

In the insurance industry, we are taught that value equals output. We measure success by how hard we grind, how many calls we make, and how much revenue we personally drive. But there comes a point where your hustle becomes the bottleneck that chokes your agency's growth. If you are doing everything, your team can’t do anything.My guest, Tim Leman, CEO of Gibson, learned this the hard way. After years of operating as a high-octane "sales jockey" and player-coach, he realized that to truly scale, he

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00:43:39

Bet On Yourself: The Mindset You Need to Win in 2026

Accelerate Your Insurance Sales Podcast ·

2025/12/30

Most producers claim they want to dominate in 2026, but they are waiting for permission. They wait for the "perfect time" to invest in themselves, or worse, they wait to see if their "boss will pay for it." This mindset is a one-way ticket to mediocrity. If you aren't willing to bet on yourself when the chips are down, why should anyone else?In this special joint episode, I am joined by my own mindset and performance coach, Christina Lecuyer. We strip away the fluff and

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400 results

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