This is Meg's first solo episode - where she's the host and the guest. Thanks for tuning in!

00:00 – 04:00 | It’s the final episode of season 3 of the podcast and the recording is taking place on the shore of Lake Michigan, where Meg is spending the next month. For context, earlier this year, Meg sold her home and most of her things and has been traveling while growing Adjunct Advisors LLC. So much learning and so many lessons learned! 

04:01 - 5:59 | Meg’s decision to stop coloring her hair has nothing to do with insurance - but rather being a woman. There’s been a lot of curiosity surrounding her decision, and she talks about the emphasis - and value - we place on our physical appearance in the insurance industry. She knew there could be consequences and likely wouldn’t have had the courage to make this change if not for the path she’s currently on.

06:00 - 7:09 | Changing our appearance is a personal choice and Meg found her first gray hair when she was 21 - and they don’t stop once they start.

7:10 - 8:39 | In Meg’s early 30s, after her divorce, Meg started to color her hair - every 6 weeks, and then eventually as often as every 3 weeks.

8:40 - 10:49 | In the fall of 2019, life changed again - three things happened - a trip, a death, and a break-up - and Meg knew it was time to “ditch the dye.”

10:50 - 12:23 | Once you decide to embrace your silver, how do you do it? Meg shares the three options as she saw them and the one that she chose. P.S. from Meg: Brené Brown and I aren’t actually friends - but thanks for thinking I could ever be that cool! If you’ve been listening for awhile, you’ll hear me talk about her work a lot as it has very much influenced my own.

12:24 - 13:38 | There’s no way to avoid "the awkward phase" as Meg described it. It seemed like time had stopped! Having the support of other women experiencing this at the same time was key.

13:39 - 14:59 | Meg chose to embrace the journey and chronicle her experience in photos and by sharing her experience through social media. There was a lot of curiosity - and questions - about the decision and the process. Our attitude makes so much difference as people are looking to us for a reaction - and we set the tone.

15:00 - 17:29 | It took about a year and a half for the transition to be complete, but there was frustration in thinking it would never get there! And Meg learned that investing in high-quality hair products enhances her silver - and they’re worth it!

17:30 - 18:31 | Maybe this isn’t about gray hair for you - but something else. What tiny next step can you take?

18:28 - 22:16 | Meg reflects back on a few of her favorite podcast episodes, including episode 1.01 Style is Personal with Alison Hamilton-Rohe, episode 2.02 Matters of the Heart and Home with Elizabeth Abramson, a dating coach, and episode 2.07 Strength in Her Story with my friend Nichole Johnson. We could use your prayers.

19:00 - 20:24 | Season 4 is underway and we’re going to go there - planned topics include infertility, menopause, and body image. What else is on your mind?

20:25 - 21:27 | Before we go, if you’d like to show your commitment to supporting women in insurance financially, consider becoming a sponsor of the podcast. And keep an eye out for information about the series of events Meg will be hosting around the country when Bound & Determined hits the road this fall. 

21:28 - 22:16 | We made it! Thank you for supporting the podcast and every single way you show up to support Meg and the work she does.

To learn more about the work Meg McKeen does to support insurance salespeople, through private coaching and workshop facilitation, visit Adjunct Advisors.

To stay up-to-date on offerings, ideas, and Meg's latest travel plans, subscribe to To Taking the Risk here.

Like the show? Leave your review on iTunes – please and thank you!

Welcome to Bound & Determined℠ Ania Caruso!

00:00 – 05:09 | Ania shares more about a recent trip she took – we need to remember to fill our cups before we can give to others. Slowing down and refocusing gave Ania the energy she needs to tackle the rest of 2021.

05:10 – 07:29 | Ania reminds us that we don’t have to make a choice between parenting and having a career. Ania’s heritage informed her career choices and she’s observed the choice that many women feel they have to make between being a parent and a professional.

07:30 – 10:29 | Let’s talk about allyship. In insurance sales, such an opportunity exists for women to be successful, and having strong allies that see that potential can be an asset.

10:30 – 12:49 | Ania returned to the office after having her second child – and was presented with a significant career opportunity. She talks through the decision she made to pursue the role and how an ally helped her to see the possibility, too.

12:50 – 14:54 | Insurance sales has historically had a masculine energy about it. Meg shares more about her belief that we don’t have to be what we’re not in order to succeed in sales. Ego is a common thread in success in insurance sales and isn’t a requirement for success.

14:55 – 16:42 | Ania shares more about the feelings she experienced as she got started in her new role. Fear and doubt – and excitement and confidence – they’re all there! Having a strong support system, including her husband, has been key to Ania’s success.

16:43 – 18:29 | Ania introduces the concept of developing your personal board of directors and shares ideas for creating your own.

18:30 – 20:59 | Meg’s board of directors includes a mentor and friend with a different viewpoint on sales – which can be such a valuable counterpoint. Mentors, after all, aren’t always right.

21:00 – 23:59 | Here’s how to create your own board of directors if you’re not sure where to start. And don’t forget that your board of directors will change as you do.

24:00 – 27:35 | Meg shares a clever way that someone looking for mentorship was able to give back for the time and ideas shared. Remember that mentorship works both ways, and we have much to learn from everyone.

27:36 – 34:29 | We unpack Queen Bee Syndrome, common among women in male-dominated fields. Success is such a personal thing 

34:30 - 37:41 | Growth is important - but it’s hard work. Ania shares a story about the assumptions we make – and how often they’re not right! Practice, by continuing to put ourselves out there, is so key.

37:42 – 40:41 | Let’s talk about sales. Sales comes with rejection – yes, it’s a numbers game, but, it’s also about problem-solving and mastering the soft skills. Curiosity and listening are so important, too.

40:42 – 41:34 | Creativity is welcome – and necessary - in insurance sales. Ania shares more about the skills she believes are important, too.

41:35 – 44:39 | Meg shares more about her start in the insurance industry. She hasn’t always loved the insurance industry and it definitely chose her – rather than the way around! We have an awesome responsibility to listen to our clients 

44:40 – 47:59 | “Don’t take it personally.” Have you heard this advice? What if we did take our work personally? What would the relationships we create look like then? Even those we assume know what they’re doing when they make a decision to buy insurance from us really don’t.

48:00 - | There are so many ways – tactics and methods – to find success in insurance sales, but as salespeople, we won’t be for everyone. Knowing when to walk away, and feeling supported by the organization you work for, is key.

In Ania’s words: I am passionate about building authentic relationships in the risk & insurance industry while being a problem solver for all stakeholders around.  I am a strategic risk leader as well as casualty nerd that seeks innovative & client-centric solutions in the ever-changing world of risk management. I get excited when I can give back to the industry community via mentorship and championing DE&I.  In my spare time, I love to hike and bike with my two kids and husband as well as cooking for anyone that enters my home. Learn more about Ania when you connect with her on LinkedIn.

To learn more about the work Meg McKeen does to support insurance salespeople, through private coaching and workshop facilitation, visit Adjunct Advisors.  

To stay up-to-date on offerings, ideas, and Meg's latest travel plans, subscribe to To Taking the Risk here.

Like the show? Leave your review on iTunes – please and thank you!

Welcome to Bound & Determined℠, Kim Beach!

In this episode, Kim shares more about her decision to start an insurance agency after an established career in the television industry - and the unique perspective that provided on a business that many of us are too close to have. Kim used this perspective to launch InsureWomen in early 2021, and shares more about the process and emotion of naming - and then launching - a new business. We talk about the unique opportunity women have to be successful in sales and how to work through the feelings that can often get in our way.  

Kim Beach is the founder of Village Insurance and InsureWomen. InsureWomen's mission is to empower women in the insurance buying process to feel confident, educated, and respected - with the attention they deserve. The company also provides a marketing platform for other female-identifying agents who are passionate about helping women in this process.

To learn more about the work Kim is doing, connect with her here.

To learn more about the work Meg McKeen does to support insurance salespeople, through private coaching and workshop facilitation, visit Adjunct Advisors.  

To stay up-to-date on offerings, ideas, and Meg's latest travel plans, subscribe to To Taking the Risk here.

Like the show? Leave your review on iTunes – please and thank you!

00:00 -  03:29 | Welcome to Bound & Determined℠, Maria Goy! Maria is dialing in from Austin, TX, and Meg is currently in New Orleans! Maria shares more about her decision to move to Austin; sometimes home finds us, after all.

03:30 -  05:29 | Maria is a newlywed; she shares more about marrying her husband in what ended up to be the perfect way.

05:30 - 09:09 | How do you balance building a new business - and a new relationship? Maria talks about her priorities - and the relationship she keeps with herself.

09:10 -  17:29 | We share the lessons we learned from our mothers. Maria shares more about her Korean-American heritage and how that has influenced the career choices she's made. Maria shares more about the strong influence she felt from the former president of New York Life, John Kim.

17:30 - 24:20 | Maria shares more about her decision to leave her last corporate role - which was rooted in a better understanding of herself and how she wanted to show up in the world. Even when outwardly "successful," something was still missing.

24:21 - 26:59 | So much clarity can come from grief; Maria shares more about a period of sadness that helped her to see more clearly her next steps.

27:00 - 29:44 | What does it look like to choose yourself? What are you willing to risk? What are you willing to let go of? 

29:45 - 36:29 | Meet Spot, a new alternative to traditional accident insurance, changing the view consumers have on insurance and the way they access it.  When was the last time a buyer of insurance heard from the co-founder of a company asking for feedback? Maria gets it.

36:30 - 38:34 | Making insurance approachable helps everyone; it's true that a rising tide lifts all boats.

38:35 - 43:13 | Maria leaves us with two pieces of wisdom - one: no judgment, and two: we have earned the right to ask for help. There is such beauty in community.

Resources Mentioned:

How Will You Measure Your Life by Clayton M. Christensen {Book}

The Power of Vulnerability by Brené Brown (TED Talk)

The Call to Courage by Brené Brown (Netflix Special)

Maria Goy is the Co-founder and COO of Spot. Learn more about the work she does when you connect with her on LinkedIn, or send her a message here.

To learn more about the work Meg McKeen does to support insurance salespeople, through private coaching and workshop facilitation, visit Adjunct Advisors.  

To stay up-to-date on offerings, ideas, and Meg's latest travel plans, subscribe to To Taking the Risk here.

Like the show? Leave your review on iTunes – please and thank you!

00:00 - 03:20 | Meg welcomes Kristy Sanford to Bound & Determined℠.  Kristy is an insurance agent, helping small business owners to build business insurance programs.

03:21 - 06:00 | Kristy shares more about her decision to join an insurance agency after spending time as a small commercial sales rep for an insurance carrier.

06:01 - 08:59 | The past year helped Kristy to realize she missed being close to the small businesses she was helping. After some deliberation, Kristy knew she was content but not happy. 

09:00 - 10:53 | Change can be hard; it means saying goodbye to friends and colleagues, but it also means welcoming new colleagues and clients into your world.

10:54 - 12:09 | When relationships can transcend a conversation about insurance, you  know you've made an impact on your client. It's the best feeling, isn't it?

12:10 - 14:59 | Kristy shares more on the difference between being content and being happy.  Why don't we take more chances in our lives and careers?

15:00 -  16:49 | It's okay to question our job satisfaction - to wonder if there might be something else out there.  So much of our past experience informs our future decisions.

16:50 - 18:59 | The leap? It doesn't have to be huge!  Meg waxes on divorcing our careers - will this be normalized in our lifetime?

19:00 - 22:21  | What makes Kristy Sanford great? What makes you great? Kristy is an expert listener and  will never "always be closing." 

22:22 - 24:23 | Kristy talks us through an example of her sales style. What works in role-playing won't work in reality.

24:24 - 26:39 | Empathy goes a long way in building long-term relationships. Fear-based sales may have worked in the past, but our clients are craving something different.

26:40 - 27:44 | When you are 100% who you are, the people who value you for that will find you.  

27:45 - 29:29 | Kristy's roots are in small business. Though she's not up for entrepreneurship, she respects it and is glad to be part of solving the insurance puzzle - and others - for her clients.

29:30 - 31:59 | It can be hard to make a living selling small  business insurance. The numbers don't always make sense. Kristy shares her perspective and why she's here for the long term.

32:00 - 34:49 | You don't know when small business might become big business! And even insurance agents don't get it right every time. 

34:50 - 37:43 | Holding space for these conversations is important, and we're not alone. And a final thought on competition. There's more than enough to go around, isn't there?

Kristy Sanford is a commercial lines account manager for Robertson Ryan & Associates. Learn more about the work she does when you connect with her on LinkedIn, or send her a message here.

To learn more about the ways Meg McKeen supports insurance salespeople, visit www.adjunctadvisors.com. 

Like what we're up to on Bound & Determined℠? Please leave your review on iTunes.

Host Meg McKeen welcomes Megan Bock Zarnoch to Bound & Determined. 

00:00 – 02:00 | Welcome to Bound & Determined, Megan Bock Zarnoch! Here we hold space to tell the stories of women in the insurance industry. 

02:01 – 05:12 | Meg and Megan first met when, years ago, Megan would've been Meg's boss - and then again during an event supporting women in insurance, and then again, as we are carving our paths, consulting within the insurance industry. 

05:13 - 05:59 | Despite the challenges, Megan and Meg have stayed connected this past year - brainstorming business ideas during chilly walks and in a virtual yoga session that Megan teaches.

06:00 – 09:00 | Megan shares more about the experiences that led to the consulting work she's doing now through her company, Boundless Consulting Group LLC. 

09:01 – 9:50 | Megan and Meg both experienced a misalignment of their personal and professional values while working in a traditional corporate insurance setting. Can you relate?  

09:51 – 13:30 | Megan shares relatable stories about those moments when we blend to fit in while working in a corporate environment - think golf! and whiskey! and cigars! It's no surprise to learn that business is taking place in these spaces where we don't always feel like we belong.

13:31 – 15:00 | Should we apologize for not liking golf? There is so much to forgive - and forget - as we change the face of what a career in insurance looks like. 

 15:01 – 17:20 | Megan is focused on helping companies see their culture as it is - and helping them to shape a culture that attracts the clients and employees they want to serve.

 17:21 – 19:14 | Megan's extensive experience in commercial underwriting leadership uniquely qualifies her to do this work. Diversity in corporate cultures drives business outcomes and both Meg and Megan are uniquely positioned to be part of the change we want - and need - to see.

19:15 - 21:29 | Every organization has a culture - the culture informs how people show up in their work and engage with their customers. And, simply, how they feel at work. Does the culture of an organization support and enable its employees?

21:30 - 25:34 | What does an empowered underwriter look like? Meg and Megan talk about punitive underwriting cultures and what that looks like in practice. We aren't going to get it right 100% of the time.

25:35 - 27:09 | There is such an advantage to having an outside perspective. The unspoken rules can often shape culture - and their legacy can be long.

27:10 - 28:37 | As we see more technology utilized in business practices, it brings a lot of change. Change can bring confusion and uncertainty and understanding the cultural implications is key.

28:38 - 31:25 | Meg and Megan are collaborating on a new project, creating space for open and honest dialogue between agents and underwriters to drive relationships - and business outcomes.

31:26 - 35:19 | The pandemic created space for Megan to explore her passion for yoga. She earned her teaching certification and is integrating many of those teachings in the work she does today.

35:20 - 37:59 | Are we ready for yoga in the workplace? Let's hope so!

38:00 - 40:39 | Work-life integration feels a lot more attainable than work-life balance. Can we undo some of the behaviors that have historically supported the hustle culture?

40:40 - 42:42 | Thanks for joining the conversation, Megan!

To learn more about Megan Bock Zarnoch and to connect with her on LinkedIn, head here. 

To learn more about the work Meg McKeen does to support insurance salespeople, through private coaching and workshop facilitation, visit Adjunct Advisors.  

To stay up-to-date on offerings, ideas, and Meg's latest travel plans, subscribe to To Taking the Risk here.

Host Meg McKeen is joined by Sharon Carter in this episode of Bound & Determined. 

Have a listen to learn more about Sharon's life before insurance - including her experiences navigating the corporate world as a woman of color, the value of being - and receiving - mentorship, and the humanity she brings to the often intimidating process of buying life and health insurance. 

Welcome to Bound & Determined, where we hold space to share the stories of women in the insurance industry. 

Meet Sharon Carter. Sharon is currently living and working in New York - and feeling this cold weather a little too close to home!

Sharon shares more about her career path and her journey to the insurance industry – it wasn’t a straight line. Sharon reinvented herself 6 years ago after furthering her education and working in accounting and finance at the start of her career.

Job changes, including mergers and lay-offs, spurred the career change Sharon was looking for. Welcome to insurance! Sharon’s prior skills translated in many ways, and she committed to learning more about insurance – and what she wanted out of her work.

Approaching her 40th birthday, Sharon asked herself “If I don’t do this now, when will I?” Sharon shares more about her life at that time and the strength of her faith as she made the decision to pivot in her career.

We chat more about mentorship; Sharon has been a mentor, helping to create exposure for inner-city youth. 

Sharon shares about her experience in corporate America as a woman of color, including the micro-aggressions she and her colleagues experienced. 

Sharon created an outlet for the dissatisfaction she was feeling in her work and a way to give back through the camps and coaching she provided to girls and their parents.

Sharon is fueled by a genuine desire to help people – in the mentorship work she does, and in the insurance work she does, too. Such an opportunity for change we have in the insurance industry to change the experience for others joining the industry.

Alignment in our work and our beliefs can be a challenge. Life circumstances often dictate the choices we make – and the changes we make. Sharon and Meg relate as they are both not married and have no children, but recognize that’s not the case for all women contemplating change.

We talk about the power of a niche and identifying who your clients are – the ones that can pay you, but also value you for the important work you do. Technology has made this big world so much smaller!

Meg gets a crash course in life insurance! Working with someone like Sharon, who can make the complex simple, is such a blessing. Listen as she shares more about her customer’s journey.

Meg issues a poignant reminder that insurance agents are paid when they sell a policy – that’s how the industry works - but that doesn’t mean they don’t honor their clients’ needs front and center.

Sharon provides food for thought for a young woman embarking on a sales career. What will satisfy you? Excite you? Can you see yourself doing this work in 20 years? To make progress, we have to be honest with ourselves.

There’s a pressure to get it all right, right? A reminder that there are others looking to us for support, and there truly is enough to go around.

Sharon is creating her own path, with flexibility and upward income potential – all while honoring who she is and working with those who value her.

Sharon Carter is an insurance agent, helping individuals and their families to secure their futures. Learn more about Sharon and connect with her here. 

Meg McKeen is the founder of Adjunct Advisors, LLC, offering a fresh perspective on insurance sales through private coaching, workshop facilitation, and corporate speaking. Learn more and stay up to date when you subscribe to the newsletter Meg curates, To Taking the Risk.

By definition, Kelly Augspurger is an insurance agent, helping her clients to design insurance programs for their longer-term care needs. But in practice, Kelly uses her own experience and expertise to help her clients feel safe and confident that the decisions they are making today are the right ones for the future.

Kelly and her husband own an insurance agency. Her experience as a caregiver has prepared her for the work she is doing now. 

Kelly helps us to understand “What is long-term care insurance?” and keeps it kindergarten smart (thank you, Kelly)!

Let’s talk about creating a niche. What if it’s not about a product or business type and instead about an emotional connection? 

Kelly helps us to understand what motivates her as we learn more about her relationships with her aging grandparents, and Meg shares a bit more about hers.

Kelly and her husband, Adam, decided to start an insurance agency, but Kelly already had another job! Learn more about her transition to becoming an insurance agent.

Boundaries? What are those? Kelly shares more about the balance in the work, the growth of their business and the needs of their family for her.

Kelly shares more about the challenges she’s faced – and continues to face – as she grows in her sales career. You just can’t speed up time!

When your partner in life is also your partner in business, finding a balance isn’t without its challenges!

Kelly shares a bit of the wisdom she’s accumulated along the way – and it involves passion.

Learn more about Kelly Augspurger and the work she does when you connect with Kelly on LinkedIn, or visit Steadfast Agency online.

Like the show? Leave your review on iTunes – please and thank you!

Meg McKeen, Founder, Adjunct Advisors, welcomes Erin Brown, Founder & CEO, Lead Connext, to Bound & Determined. In this episode, we'll talk about Erin's decision to pursue an immersive work experience abroad, and how that shaped her future career plans. Erin shares the ins and outs - and ups and downs - of starting her business and more about the lessons she's learned about imposter syndrome and making it work. 

00:00 - 3:44 | Meg welcomes Erin to the show; Meg and Erin have a lot in common as they both have flexibility in their work in the current environment.

3:45 - 5:14 | Let's get to know Lead Connext; Erin is building a community for first-time and middle managers, offering knowledge and support to support individuals on their leadership journey. 

5:15 - 6:00 | Erin's work focuses on supporting the community members as a whole person, a journey she's been on as well.

6:01 - 8:24 | Erin spent her corporate insurance years working on the agency side of the business and grew into a variety of leadership roles. She's passionate about travel and knew that she was ready for a change - and the chance to marry the two through her experience with Unsettled. 

8:25 - 10:34 | How do you tell - not ask - your boss that you'll be working abroad for a month? Lots of interesting conversation, to say the least! 

10:35 - 12:14 | 30 days living abroad with 30 people you've never met will change you, no matter how you look at it. Erin felt all the emotions as she embarked on this adventure.

12:15 - 18:14 | If you've ever felt you've not been able to be your whole self in the workplace, or your values aren't in alignment, you'll relate as Erin shares her experience. 

18:15 - 19:44 | Change doesn't happen overnight; Erin returned to work following her travel and 

19:45 - 20:44 | Quitting your job without a job isn't something that everyone can do,  but we can all ponder what else is available to us.

20:45 - 25:09 | Entrepreneurship is hard! Erin shares the biggest challenges - and surprises - she's learned along the way. Planning for change is key - both emotionally and financially - and there's so much learning to do.

25:10 - 26:59 | Your support system changes when you change course - it has to.

27:00 - 30:44 | There's no right way to start a business - and you can't eliminate all the challenges. Erin and Meg chat the ways they've created sustainability during uncertain economic times, so they can stay committed to their individual missions.

30:45 - 38:33 | Imposter syndrome is a topic that comes up often on the podcast and in the work both Meg and Erin do. They share more about their collaboration on the subject, as well as Erin's experience with imposter syndrome and how she has learned to work with it as she grows her business. Having an accountability partner can be key!

38:34 - 40:46 | How to learn more about Erin and the Lead Connext community - Meg is a member! Thank you for your friendship and your support, Erin!

To learn more about Erin Brown and Lead Connext:

• Connect with Erin Brown on LinkedIn
• Visit the Lead Connext website
• Follow Lead Connext on Instagram 

To learn more about Meg McKeen and Adjunct Advisors:

• Connect with Meg McKeen on LinkedIn
• Subscribe to To Taking the Risk

Join host Meg McKeen, founder of Adjunct Advisors, LLC, as she welcomes Nichole Johnson, Field Manager for Frankenmuth Insurance to Bound & Determined.

00:00 – 01:09 | Introduction to Bound & Determined; in this episode, we’ll talk about Nichole Johnson’s unexpected cervical cancer diagnosis. It’s a tough, but necessary, conversation for all women to hear.

01:10 – 03:01 | Meg shares more about the first time she and Nichole met – during Meg’s first and only time as a manager of people – and she’s been a big fan ever since.

03:02 – 22:29 | Nichole shares more about the changes she noticed in her body in mid-2020 and the discovery that turned out to be cervical cancer. We talk about how often we dismiss what appears to be not-normal in our bodies, sometimes because we don’t want to be “difficult,” because we don’t know what to expect from our changing – and aging - bodies, and because we are afraid. Nichole shares more about her treatment plan and her health today.

22:30 – 26:23 | The things to say – and not to say – to someone who has cancer. Spoiler alert: “I’m hoping for the best” is one to keep for yourself.

26:24 – 32:50 | Nichole shares more about her support system – including her sweet son, James - and her faith.

32:51 – 37:01 | What Nichole would like women to know, including the importance of an annual pap smear, leaving medical diagnoses to the professionals, and sharing your feelings. Thank you, Nichole, for sharing your story with us.

Learn more about - and connect with - Nichole Johnson here.

Stay up-to-date on events, workshops and learning opportunities through Adjunct Advisors when you subscribe to To Taking the Risk.

Enjoy the podcast? Please leave your review on iTunes.