Let’s face it… tech is taking over! But sometimes, nothing beats the power of a face-to-face meeting.

In this throwback episode, originally aired on February 8, 2023, we sit down with Michael Bodack to explore how personal connection can be the ultimate sales differentiator.

Michael breaks down his proven approach to client relationships and reveals strategies to stay competitive in a digital-first world.

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
Ryan Brott
Michael Bodack

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.

How do you earn the right for a prospect's time? How do you set yourself apart from the agency down the street? And how are you being creative with your follow-up? David Sliman, CEO of Sales Proformance Consulting, has led sales teams across multiple industries, including insurance and risk management. He joins us today to discuss his four principles of selling – and it starts with speaking the language of your ideal client.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Sales Proformance Consulting: https://www.salesproformance.com/sales-coaching

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
David Sliman: https://www.linkedin.com/in/davidslimansalespro

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.

"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sales Manager and Risk Advisor at Oswald Companies, he practices what he preaches. Brokering is about selling a product. Advice is about expanding how you think and how you serve your clients. Casey also dives into marketing and content creation, creating "warm calls" as opposed to cold calls, and driving value with your clients over sales.

Enjoy the episode!

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

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Casey Schrader: https://www.linkedin.com/in/casey-schrader-clcs-bb7a3229

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.

We all want the best talent. Recruiting can be pain, but even beyond finding good people, developing them can be equally difficult. Brett Young, President & CEO at Erb and Young, is taking a unique approach to training and development: Erb and Young University. From weekly trainings to onboarding to its "Masterclass" series, finding a way to focus on helping your team learn and improve is vital to scalable success. Brett walks us through how they're using technology to scale their training processes, where they are seeing results, and the confidence it's built among the producers on the team.

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.

Tim Leman, CEO at Gibson, joins the show today to talk through one of the biggest catalysts of growth at your insurance practice: Intentionality. How do you build your business to grow in the areas you most want to grow, in the locations you most want to hit, and with the beliefs you most want to instill in your team? From the corporate level all the way down to the individual producers, learn how to get everyone on the same page and pushing toward the same goal. Tim covers sales, recruiting, making connections, and, most importantly, building an intentional process.

Enjoy the episode!

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

LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Tim Leman: https://www.linkedin.com/in/timleman

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.

When you're building a book of business, you control your own destiny. If you hit a plateau, it's easy to blame the product or to blame the market, but often times, the problem is you. Today, Angus Nelson, Founder and Executive Coach at Evolve Leadership, joins the show to talk about creating lifetime value and taking control of your outcomes. He discusses innovation, mindset, seeking intentional coaching and more.

Enjoy the episode!

Episode Links:
Ellerbrock-Norris: https://www.ellerbrock-norris.com
Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com
Evolve Leadership: https://www.evolveleadership.org/business
LAUNCH: https://getlaunch.io/

Elliot Bassett: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515
Angus Nelson: https://www.linkedin.com/in/angusnelson/?originalSubdomain=pt

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.

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.