Getting Past the Premium

Micah Salas, Senior Vice President for Christensen Group Insurance, started inside of a large captive agency and moved into the independent world. He joins the show today to discuss the "business plan" you learn coming up in trenches vs. what independent agencies face. He dives into building your client profile and niche, finding the volume of prospects you need to succeed, avoiding paralysis by analysis, and creating quality opportunities.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Christensen Group Insurance: https://www.christensengroup.com
LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Micah Salas: https://www.linkedin.com/in/micahsalas

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

There is a difference between marketing and sales. And the sooner you create that distinction in your firm, the more scalable you'll become, according to Brett Young, CEO of Erb and Young. Brett joins us this week to talk about how his agency has built a brand in their market, grown within their niche and scaled with a repeatable process.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com/
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/
Erb and Young: https://www.erbandyounginsurance.com/
LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
Brett Young: https://www.linkedin.com/in/brettins/

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

Julie Richt, President and Founder at Lucid Insurance, has seen about every side of the insurance industry in her career. Her path led her to starting Lucid, an MGA focused solely on property insurance. Learn why she's taken such a unique approach to her company, how the industry is evolving, how specialized offerings like hers have become more valuable, and what to expect from the current property market.

Enjoy the episode!


Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Lucid Insurance: https://lucidins.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Julie Richt: https://www.linkedin.com/in/jricht13

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk about the value an agency can bring to a clients. Your commission percentages aren’t going to change, so how can you change your service model to add value and add revenue? LAUNCH is a tool Ryan uses to expand his offering beyond insurance and encompass more risk management “impact areas.” Learn how you can do the same within your model.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

Shawn Fitzgerald of Sound Harbor Insurance is in a similar place to the majority of Getting Past the Premium listeners. He's four years into owning his own insurance agency. He faces growing pains. He's grown his team. And he's overcome a few obstacles. Shawn and Elliot talk through the most important actions you can take as a business owner – from finding a mentor, investing in yourself, focusing on goal-setting, and understanding your audience.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Sound Harbor Insurance: https://www.soundharborinsurance.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Shawn Fitzgerald: https://www.linkedin.com/in/shawnpfitzgerald

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

From brand awareness to sales activities to written revenue, what you measure and how you measure it will change. But the reason behind sales analytics doesn't change: You want to know how much it costs to bring in new clients, and what revenue those new clients will generate.

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins the show this week to break down how Ellerbrock-Norris is tracking its sales goals. At the end of the day, knowing how many top-of-funnel activities it takes to generate bottom-of-funnel revenue can be a game changer for your agency.

Enjoy the episode!


Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

Acquisitions have become a major part of growth in our industry, but without strong organic growth, agencies aren't able to thrive. Harrison Brooks, Partner at Reagan Consulting, joins us today to discuss organic growth. We dive into where you should be investing your dollars in marketing and sales, how to compete with the national players, where there are opportunities and more.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Reagan Consulting: https://www.reaganconsulting.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Harrison Brooks: https://www.linkedin.com/in/harrison-brooks-4a90aa17

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

Growing an insurance agency can be done hundreds of different ways. The tools you use to enable your sales team can expedite that growth – if it's the right tool, if it's adopted correctly, and if it's serving a true purpose. Caleb Cramer joins GPP today to talk through sales enablement. It's not about which tools you use – it's about solving a problem or creating efficiency with the tool, no matter which tool it is.

And... (drumroll)... Caleb is joining us at LAUNCH to help independent agents everywhere effectively share their value proposition with clients and prospects.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Indium: https://goindium.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Caleb Cramer: https://www.linkedin.com/in/caleb-cramer

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

What's your story as an agency? In the insurance and risk advisory world, many stories are the same – come to us for a free quote. That's not a story. Andy Bassett, CEO of Ellerbrock-Norris, joins the show to talk about his firm's story, and how their "Protect Your Purpose" tagline has resonated since they've rolled it out over a year ago. Whether it's appealing to clients or recruiting for you team – it starts with that brand story. Learn how to tap into what makes you unique by listening in.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a
Andy Bassett: https://www.linkedin.com/in/andy-bassett-cpcu-cic-7711853

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.

Insurance sales for years was based on carrier availability and exclusivity. Today, it's much more nuanced – and providing value is the path to winning new business. Which brings us to the BOR – or Broker of Record. Nick Aube, Founder at Producer Systems, joins the show to discuss developing a BOR sales strategy – or a sales strategy based on educating clients, providing value to those clients, and getting out of the quote-and-pray model.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Producer Systems: https://www.producer.systems
LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Ryan Brott: https://www.linkedin.com/in/ryan-brott-cepa%C2%AE-77a278a
Nick Aube: https://www.linkedin.com/in/nick-aube

This episode is sponsored by LAUNCH.

In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.

Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.

THAT’S WHERE LAUNCH COMES IN.
Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.

Visit https://getlaunch.io/ to learn more.