I know you probably work only on signed BOR ... right? Well, sometimes you might be tempted to offer quotes to a prospect (aka: Non-Client; someone who doesn't trust you yet) who won't sign the BOR over to you. Should you still work on that account and offer a quote, or should you push the "pause button" and try again next year? Well, it all depends on whether or not you can get the prospect to give you three things first. 

In this episode, host Charles Specht shares what three things you should do in order to increase your Quote-to-Bind rate by other 25% or more. Give a listen, subscribe, and let Charles explain.

And, visit our newly updated website at: https://permissiongroup.com

Key Topics:

Why second place in insurance sales pays zero commission

The three critical things you must secure before offering any quote

How to demand exclusive access to the carriers you need to compete

Getting objective commitments on what you must accomplish to win the business

Why prospects must agree not to share your numbers with other agents

How agents lose 20-30% of business when prospects share quotes behind their backs

Why it's your fault, not the insured's, when you get used in quoting

The reminder system that reinforces commitments throughout the sales process

Why insurance buyers prefer one trusted agent but don't know how to choose

How agency leaders can boost profits by requiring BOR letters over blind quotes

Reach out to 

Charles Specht

Visit:

Permission Network

Produced by PodSquad.fm

Pressure on agency call volume has never been higher, and the gap between what teams can handle and what clients expect is widening fast. In this Executive Sessions conversation, Jason Cass sits down with Francisco Lopes, Founder and CEO of Sonant AI, to unpack how AI voice technology is transforming call handling, reducing repetitive tasks, and freeing teams to focus on higher-value work. Their discussion breaks down real adoption challenges, workflow design, routing logic, and the future impact of AI on agency operations and client experience.

Key Topics:

AI phone agents purpose-built for insurance operations

Improving call latency, clarity, and conversational flow

Differences in inbound versus outbound AI call performance

Workflow design that reduces repetitive staff tasks

Routing logic tied to AMS data and team roles

Increasing task capacity through automated call handling

Adoption hurdles and the tension between personal touch and AI

Future impact of agentic systems on agency productivity

How AI reshapes efficiency, staffing, and client communication

Reach out to:

Francisco Lopes

Jason Cass

Visit Website:

Sonant AI

Agency Intelligence

Produced by PodSquad.fm

Where does agency efficiency go when AI begins handling the repetitive steps teams have battled for years?

Jason Cass explores that shift with Jackson Fregeau, Co-Founder and CEO of Quandri, as they break down how a renewal intelligence platform can analyze policies, trigger quoting based on premium changes, and create contextual client communication automatically. Their discussion highlights how these capabilities free up staff to spend more time with clients while opening the door to new levels of retention and operational scale.

Key Topics:

Evolution from RPA to AI-driven capabilities

Building a renewal intelligence platform for agencies

Policy analysis across key coverage variables

Automated quoting triggered by premium change thresholds

Personalized communication for retention and cross-sell

Shifts from personal lines to small commercial automation

Differences in margin and complexity across business segments

Trust, accuracy, and model limits in production workflows

AI adoption timing, economic cycles, and industry expectations

Reach out to:

Jackson Fregeau

Jason Cass

Visit Website:

Quandri

Agency Intelligence

Produced by PodSquad.fm

In this solo episode of the Stuff About Money podcast, host Erik Garcia, CFP®, ChFC®, BFA™ sits down for a candid one-on-one about goals. Not the shiny, New-Year’s-resolution kind, but the messy, honest kind we whisper to ourselves when no one’s listening. Erik shares two personal moments that reshaped how he thinks about goal setting, including the year Dr. Matt Morris bluntly told him, “You just made a bad goal,” and the overly ambitious golf objective that nearly convinced him to quit the game altogether. These stories spark a bigger conversation about why we so often overestimate what we can accomplish in the short term and underestimate what we’re capable of over the long haul.

In the second half of the episode, Erik unpacks a healthier, more realistic framework for pursuing goals — especially financial ones. Instead of obsessing over hitting a number by a certain date, he encourages listeners to think of goals as direction and objectives as the checkpoints that keep them moving forward. Erik explores why grace, awareness, and better-designed goals lead to more progress and less burnout. If this episode resonates with you, share it with someone who needs a fresh perspective on goal setting, and make sure you’re following the show for more conversations that help you move toward a wiser, more intentional financial life.

Episode Highlights:

Erik discusses why traditional goal-setting frameworks and New Year’s resolutions aren’t the focus, emphasizing the frustration goals often create. (01:10)

Erik shares the moment Dr. Matt Morris looked at him and said he had simply made a bad goal, reframing how he viewed falling short. (02:30)

A reminder surfaces about how people consistently overestimate short-term capacity and underestimate long-term potential. (04:00)

Erik explains why he now treats goals as directions rather than destinations, using the New York-to-England swimming analogy. (05:30)

Erik shares how an overly ambitious summer golf goal led to frustration and helped him rethink the difference between goals and objectives. (07:00)

Financial goal setting follows the same pattern, as unrealistic expectations often lead to shame, frustration, or giving up entirely. (09:10)

Two core takeaways: create better directional goals and recognize the bias of misjudging short- and long-term potential. (10:40)

Why having someone walk alongside you, such as a financial planner, helps maintain direction and adjust objectives over time. (11:40)

Erik encourages listeners to share the episode and continue reframing their approach to goal setting. (13:40)

Key Quotes:

“ I've stopped treating goals like a destination, like something I have to reach. Instead, I think of them like a direction.” - Erik Garcia, CFP®, ChFC®, BFA™

“  You're not failing your goals, your goals just might need a reframe. Fix the direction, adjust the objectives, and trust the long-term journey.” - Erik Garcia, CFP®, ChFC®, BFA™

“ Set better goals, not bigger ones, not more detailed ones. Better ones. Goals that orient you long-term, meaningful directional goals, and then backfill that with objectives that guide your ” - Erik Garcia, CFP®, ChFC®, BFA™

Resources Mentioned:

Erik Garcia, CFP®, BFA

Xavier Angel, CFP®, ChFC, CLTC

Leadership is shaped in the moments when uncertainty meets opportunity.

Jason Cass sits down with Doug McElhaney, Chief Strategy Officer at Applied Systems, for an Executive Sessions discussion at the Applied Conference, where Doug breaks down how strategic clarity guides agencies through rapid technological change. Drawing from his years at McKinsey and his work at Applied Systems, he shares the decisions, mentors, and personal experiences that continue to influence his approach to leadership and industry impact.

Key Topics:

Understanding strategy through hard-to-reverse decisions

Top-down thinking and identifying value-producing objectives

Overcoming analysis paralysis in agency decision-making

Mentorship philosophies and leadership growth

Mindsets that shape personal and professional confidence

People-driven execution of technology and data

Navigating industry transformation and accelerating change

Insurance access, protection gaps, and real-world impact

Bold thinking and envisioning long-term industry progress

Reach out to:

Doug McElhaney

Jason Cass

Visit Website:

Applied Systems

Agency Intelligence

Produced by PodSquad.fm

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Mark Rodgers, Founder of Trailstone Insurance, the agency featured on the December 2025 front cover of Rough Notes Magazine. 

Key Topics:

Mark’s reaction to being selected for the Rough Notes Magazine front cover 

Trailstone’s growth from a small agency to a large operation after shifting strategy in 2017–2018

Building automation in 2019 and writing more than 50 million in new personal lines premium

Moving from purchased leads to strong inbound through social media, YouTube, and referral partners

A sales process centered on homeowner targeting, education, and retention systems

Operating fully inside HubSpot for AMS, CRM, communication, and workflow management

Leveraging offshore teams, automation, and Traction accountability charts to support scale and culture

Reach out to:

Mark Rodgers

Jason Cass

Visit Website:

Trailstone Insurance

Rough Notes Magazine

Produced by PodSquad.fm

What happens when experience, resilience, and strategic discipline converge inside a rapidly evolving insurance ecosystem?

Jason Cass sits down with Ashim Khurana, COO of Cogneesol, for an Executive Sessions conversation that explores how a 25-year industry leader balances instinct, data, technology, and people. Drawing from work across global operations, insurance services, and Cogneesol’s transition into IT-enabled solutions, Ashim breaks down the mindset required to lead teams, solve problems, and build systems that stand up to change.

Key Topics:

Early influences and lessons from past mentors

Transition from instinct-driven work to data-informed decision-making

Evolution from BPM services into technology-led solutions

Strategic thinking versus operational execution

AI use cases and why processes must be fixed first

Supporting agents, carriers, MGAs, and legal service clients

Leadership strengths, weaknesses, and personal growth

The role of global operations and continuous adaptation

Travel, culture, and perspective gained across markets

Reach out to:

Ashim Khurana

Jason Cass

Visit Website:

Cogneesol

Agency Intelligence

Produced by PodSquad.fm

In this episode of Insurance Shoptalk, host Eric Stein sits down with Vlada Lotkina, CEO and co-founder of SUPERAGENT, to explore how AI is changing the way P&C agencies train and scale their sales teams. Vlada breaks down how SUPERAGENT’s AI personas create realistic roleplay for new producers, how the real-time sales co-pilot improves conversion rates for experienced reps, and how their outbound AI agent can qualify leads, gather data, and follow workflows with almost no integration. She also discusses how agencies are using the platform to gain visibility into performance, deliver personalized coaching, and turn months of training into days of meaningful progress. If you want a clear, practical look at how AI is actually improving insurance sales—not just adding hype—this episode delivers a firsthand view of what’s possible.

About Insurance Shoptalk: Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest industry trends, technology impacts, interviews with leading experts, and much more.

To learn more about Insurance Shoptalk, please visit https://insuranceshoptalk.com/.

If you enjoyed this episode of Insurance Shoptalk, please like and subscribe, and be sure to click the notification bell to catch the next episode.

In this moving episode of the Stuff About Money They Didn’t Teach You in School podcast, Xavier Angel, CFP®, ChFC®, CLTC, sits down with Giovani Arenas, business partner of Erik Garcia, CFP®, BFA™, ChFC®, at Garcia Insurance Services, to talk about life, death, and everything in between. Gio, who received a double lung transplant just two years ago, shares his remarkable story of resilience and faith. From being told as a child that he wouldn’t live past 40 to defying all odds and thriving in his late 40s, Gio opens up about what it’s like to face mortality head-on—and how that perspective reshapes every part of life, including how we plan for the future.

In this powerful conversation, Gio and Xavier discuss the emotional and practical sides of end-of-life planning, from having honest family conversations to getting your estate in order. They explore what it means to prepare for death while choosing to live fully—with gratitude, purpose, and hope. Gio’s story reminds us that wise planning isn’t just about money; it’s about love, legacy, and peace of mind. Share this episode with someone who needs encouragement to face life’s hardest truths with courage and grace.

Episode Highlights:

Gio discusses growing up with scleroderma, reconstructive surgeries, and the impact of bullying in his teenage years. (02:48)

Gio shares how marriage and becoming a father transformed his outlook and fueled his desire to create a strong family legacy. (04:12)

Gio discusses the emotional weight of planning for his family while living with limited life expectancy. (05:42)

Gio explains the miracle of receiving a transplant call just one week after being placed on the list and the frantic race to the airport. (08:58)

Gio recounts the airport gate reopening and his arrival in Houston before the organs, describing it as the first of many miracles. (14:08)

Xavier emphasizes how essential it is to account for different scenarios when building a solid financial strategy. (18:18)

Gio explains how he and Erik Garcia planned for financial and business continuity, including wills, trusts, and contingency strategies. (19:20)

Gio reflects on the importance of legacy, emphasizing character, faith, and the example he hopes to leave for his children. (20:33)

Xavier highlights how many families struggle to address conversations about wills, directives, and preparing for the unexpected. (24:58)

Gio encourages listeners to confront difficult conversations about death, wills, and family preparedness. (25:36)

Gio affirms that his faith is now “stronger than ever,” describing how the journey reshaped his belief. (28:41)

Xavier encourages listeners to begin planning early and communicate the legacy they want to leave. (29:38)

Key Quotes:

“My actual transformation to a more concentrated person, and being a productive person and being someone happened when my kids were born, that completely changed my way of thinking, because to me, family, it's very important.” - Giovani Arenas

“There were so many things that happened that have no explanation except the power of God working in the process, you know. And if I have to say something now is, I believe more now than before.” - Giovani Arenas

How do you build a 26-year career around storytelling, culture, and servant leadership while staying relevant through every wave of change?

Jason Cass sits down with Peter Van Aartrijk, Senior Vice President at Aartrijk, for an Executive Session recorded live at Applied Net in Las Vegas. From his early years as a journalist to building a respected insurance branding firm, Peter shares the mentors, moments, and lessons that shaped his leadership. Together, Jason and Peter explore the evolution of insurance communication, the meaning of servant leadership, and how authenticity keeps brands relevant through decades of change.

Key Topics:

Mentorship and lessons that shaped a lifetime in communication

Building Aartrijk and defining leadership through service

The human side of executives and agency culture

Staying creative and relevant through 26 years of change

The written word and the craft of storytelling in modern marketing

Navigating technology, branding, and the pace of transformation

AI’s role in communication, authenticity, and content creation

Mindset shifts from hard work to meaningful impact

Purpose, humility, and human connection in leadership

Reach out to:

Peter Van Aartrijk

Jason Cass

Visit Website:

Aartrijk

Agency Intelligence

Produced by PodSquad.fm