Getting Past the Premium by Elliot Bassett & Ryan Brott

06.26.2024

How to Handle Cyber Crimes at Your Agency with Daniel Metcalf

Cyber liability coverage is a policy that every insurance agency needs to sell. But how are you handling it at your company? Is it a tack-on policy, or a true consultation? Daniel Metcalf, Co-founder and President at CyberFin, partners with...

06.19.2024

The 4 Ways We Generate Leads

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to pull back the curtain on how Ellerbrock-Norris is growing and thriving. From client referrals to COIs to cold calling, learn how to develop proven processes and build strong...

06.12.2024

Focus on the Relationship, Not the Transaction with Brett Young

Brett Young, CEO of Erb and Young, joins us to discuss building relationships. A relationship becomes valuable to a client for two primary reasons: trust and access. So how do you build relationships, build your value prop and ultimately build...

06.05.2024

What Daily Non-Negotiables Directly Tie to Growth with Cyrus Jaffery

Cyrus Jaffery, Founder and CEO of Jaffery Insurance, grew up in the captive agency model before breaking out to start his own agency. Cyrus joins Elliot this week to talk about what he learned in that captive environment that's created...

05.29.2024

Advisor vs. Producer: How to Change an Industry's Mindset with Ryan Brott

Are you an advisor or a salesperson? Ellerbrock-Norris' Ryan Brott, Chief Growth Officer, joins Elliot Basset to discuss the difference between the two, the problem that plagues the insurance industry, how to transition to an advisory model, roadblocks along the...

05.22.2024

Building A Book of Business, Not a Book of Sales with Guffy Wright

Scaling a business is all about understanding your ideal client. "It's called a book of business, not a book of sales," says Guffy Wright, National Sales Leader at The Mahoney Group. Guffy joined us to discuss how he's using a...

05.15.2024

How to Look Past the Product and Focus on Advice with Mike Brown of Unbreakable Wealth

In an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that...

05.08.2024

New Insurance Producers Need to Overcome These Hurdles with Ryan Garzon

There are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms....

05.01.2024

AI is Changing the World. Where Insurance is Seeing an Impact with Aaron Ammar.

Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies...

04.24.2024

How to Grow Faster Than Your Competition With Andy Mathisen

How are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their firms, tapping outside resources...

04.17.2024

The Domino Effect to Winning: Training and Team Building with Brett Young

Talent acquisition is a game-changer for your company. But adding solid team members can be useless without proper training on your process, your ideology, or your sales model. Brett Young, CEO of Erb and Young, joins the show to talk...

04.10.2024

Adapt Your Agency to a New Generation of Commercial Clients With Mick Hunt

There has been a shift in business owners. Generationally, today's owners are different: expectations, buying habits, communication preferences, pace of production, and plenty more. Mick Hunt, CEO at Premier Strategy Box, joins the show today and challenges you as an...

04.03.2024

Building the Right COI Relationships With Ryan Brott

Let's talk all things COIs. What kind of relationships are building with your centers of influence? Do have three or four COIs giving you multiple leads each month? Or are you spreading yourself too thin, trying to work with dozens...

03.27.2024

Disciplined Prospecting in Your Niche With Kody Houk of Premier Strategy Box

Throughout his career, Kody Houk, Senior Advisor at Premier Strategy Box, has grown as an agent in a captive environment, launched and grown is own independent agency, and now spends his time consulting insurance agents and risk advisors around the...

03.20.2024

What Randall Stutman Has Learned From Coaching Some of the World’s Most Influential Leaders

From coaching Fortune 500 CEOs, Ryder Cup teams, four-star generals, more than 400 CEOs and even a President of the United States, Randall Stutman, PhD, has learned some of the commonalities and differences among some of the greatest leaders in...

03.13.2024

Most Important Metrics for a Healthy Insurance Agency With Carey Wallace

How do you evaluate the health of your agency? Carey Wallace, Founder of AgencyFocus and noted speaker, joins us to talk about how to maximize your business – from selecting your carriers to honing in your book of business, evaluating...

02.21.2024

Grow Your Insurance Agency's Marketing Presence with Cameron Carlow

Where do you begin when marketing your insurance agency? With limited time, budgets and expertise, it can be hard to stand out among the competition. This week, Cameron Carlow, Chief Marketing Officer at Ellerbrock-Norris, joins the show to talk through...

02.14.2024

Using a Marketing-First Mindset to Grow a Book of Business with Brett Young

Brett Young, CEO of Erb and Young, joins us for another crossover episode. This time, we're covering the baseline skills you need to develop ask you're growing your book of business. Where do you start? What is your focus –...

02.07.2024

Setting Your Sales Team Up for Success with Nate Sannes

Nate Sannes, a Partner and Advisor at InCite Performance Group, joins the show to talk about successfully leading a sales team. When you're bringing on new risk advisors or insurance agents, how long does it take to train them? How...

01.31.2024

Connecting Culture and Technology with Big I's Chris Cline

What intentionality are you bringing to your firm from a cultural perspective? Often culture is tied to office fun, hiring practices, and benefits offerings. But Chris Cline, Executive Director of Agents Council for Technology with Big I, walks through how...

01.03.2024

Sales Process Series: Articulate Your Value and Avoid Being Put in the "Insurance Box"

In the first episode of our sales process series, Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot to discuss the importance of your process – from value prop to target market and beyond. From there, how do you get...

12.27.2023

Intentional. Candid. Clear. How to Approach Strategic Planning for Your Business

It's the time of year to get intentional. Strategic planning can be exciting – but it doesn't always mean being the "smartest" or the "first" in your niche. Strategic planning is about being intentional with your vision and anticipating what...

12.20.2023

Becoming a Broker of Record Instead of a Price Quoter with Nick Aube

Shift your agency's value proposition away from the carrier (price quoting) and onto your firm (broker of record). Nick Aube, Founder of Producer Systems, walks through the importance of taking control of your own destiny and selling yourself vs. selling...

12.13.2023

Larry Linne and Mick Hunt: Insurance Industry Mastermind with Two Powerhouse Consultants

Two of the biggest agency consultants in the industry, Mick Hunt, CEO at Premier Strategy Box, and Larry Linne, CEO at InCite Performance Group, join us for a special edition of Getting Past the Premium. The duo covers what it...

12.06.2023

How to Approach Agency Technology with Vertafore's Sydney Roe

Insurance agencies know they need to modernize and adopt technology. But that brings in a new set of challenges. Sydney Roe, Director of Agency Marketing at Vertafore, dives into the importance of connection among your tech stack – connection to...

11.29.2023

Sales vs. Consulting: How To Sell Your Insurance Knowledge With Chase Courtney

How do you go from sales to consulting? What's the difference? Chase Courtney, a "recovering CPA" and the Director of Technology Sales at Imperial PFS, joins us to discuss how to apply your foundation of knowledge to help sell a...

11.08.2023

Reid Holzworth: How to Literally Build Connections Using Your Agency Tech Stack

Reid Holzworth, CEO of IVANS Insurance Solutions, has been an instrumental player in the insurtech space, from building one of the premier agency management systems to now leading IVANS. He joins Elliot Bassett and Ryan Brott to talk connectivity. How...

11.01.2023

Find What Works, Do More of That: Ryan Hanley's Agency Approach

Find what works, and do more of that. Find what doesn't work, and stop doing that. In many cases, operating an insurance agency can be that simple. Ryan Hanley, Founder and President at Rogue Risk and the creator of the...

10.25.2023

Client Experience vs. Service: What's the Difference?

Sean Brooks, Divisional Manager at Buckingham Strategic Partners, joins hosts Elliot Bassett and Ryan Brott to discuss how to go from a transactional-based business model to an agency based around client experience. An experience is something you see or feel...

10.18.2023

Ignite Your Team Using Internal Live Events with Brett Young

How do you light a fire and empower your team? Brett Young joins Elliot Bassett to share how their Leadership Summit is driving their team forward. Internal events cost time, money, planning and the ROI is apparent right away. But...

09.27.2023

Insurance Agencies Need to Automate Tasks, Not Relationships

Private equity doesn't always win outright, but it almost never loses. As the independent insurance model continues to face consolidation, how do you compete? Andrew Wynn, Co-Founder at Ascend, joins the show to dive into how you can build an...

08.30.2023

Process & Automation: Eliminating Repetitive Tasks at Your Agency

“Repetitive tasks aren't profitable tasks.” CJ Hutsenpiller of Hutsenpiller Insurance joins the show to talk about an industry filled with repetition. You can't always eliminate repetitive tasks, but you can control them through process, automation and a solid game plan...

08.16.2023

Solving the Experience: How to Connect the Client, Agent and Service Team with Peter Teresi

User experience is vital to any agency, especially in the independent space. But what happens when you're serving multiple users? Who takes priority? Peter Teresi, Co-Founder and CEO at Certificial, joins the show to walk through how Certificial is connecting...

08.02.2023

How to Rid Yourself of Repetitive Tasks Using Robotic Process Automation

What is robotic process automation and how can you use RPA to eliminate repetitive tasks at your agency? Bharath Bangalore, founder at Blue Ocean Strategic Partners, is focused on helping the insurance industry save time, money and unnecessary headaches. Enjoy...

07.12.2023

Insurance Agencies: How to go from Strategy to Execution Using Behavioral Science

Our industry is not short on ideas. But implementation is a completely different mindset. Larry Linne, CEO of InCite Performance Group, joins us this week to talk about how to properly execute your strategy as an insurance agent. Execution requires...

07.05.2023

Creating Revenue from Process – and Overcome Objections Along the Way

Process – it's the key cog in your revenue engine. Kylie Hubbard, Director of Innovation at INSURICA, joins the show to discuss how strong processes are the foundation of everything – your tech stack, your service team, and even your...

06.21.2023

Tech is Drastically Disrupting the Insurance Industry. Are You Ready?

On this episode, Joe McIlhon, founder and CEO of Insurate, joins us to discuss the insurance tech industry and how risk advisory firms are shifting to a new way of thinking. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com/ Ellerbrock-Norris Wealth Strategies: https://www.ellerbrock-norris-ws.com/ Insurate:...

06.14.2023

Building a Business, not a Book of Business - Crossover Episode with Be Extraordinary and GPP

We bring together Brett Young and Elliot Bassett on a crossover episode of the GPP and Be Extraordinary shows. We dive into how to be INSPIRING in your business, get people to follow you and CRUSH your goals. This was...

06.07.2023

All Things Marketing - "Things have changed and we can't go back"

The pandemic changed everything when it comes to marketing and lead generation and the genie is not going back in the bottle. Join us as we talk to Andy Neary with Complete Game Consulting about what you can do to...

05.31.2023

Exploring the Impact of ChatGPT in the Risk Management Industry

Ellerbrock-Norris CEO Andy Bassett joins Elliot for a discussion on ChatGPT, AI, and the state of the insurance marketplace. How can firms implement AI at their firms? Will it replace client relationships – or enhance them? We dive into these...

05.17.2023

Getting Tactical with ChatGPT - What can you do with it?

Everyone has been talking about how AI and ChatGPT are going to take all of our jobs. Is that true? How can you use these tools to stay ahead of the game and your competition? We get tactical on many...

05.03.2023

Build your Agency Tech Stack with Chris Senkbile

How are you building your Agency's Tech Stack? Chris Senkbile with Project Ferro lives in the Insurtech space and gives us some great insight into how to consider building your Tech Stack and some great options to consider! Enjoy the...

04.26.2023

Build a Business not an Agency with Brett Young

Too many Agency Owners are building an Insurance AGENCY and not building a BUSINESS. Brett Young and Erb and Young are bucking that trend and building a Personal Development company that just happens to sell insurance. We have a fantastic...

04.19.2023

Ascend to the Next Level with Chris Peabody

Make things EASY on your clients! Chris Peabody and Ascend are rethinking payments and making it EASY on your clients to make their payments. We go deep on the best ways to create efficiency with Insurtech and how to implement...

02.08.2023

(SALES PROCESS SERIES) Michael Bodack - How Face-to-Face Meetings Can Set You Apart

Let's face it... tech is taking over! But sometimes, a face-to-face meeting is what it takes to truly set you apart from your competition. Michael Bodack, President of York International, joined us today to talk about his sales process and...

02.01.2023

(OPTIMAL TECH STACK SERIES) David Clausen - How to Drive Digital Traffic to Maximize Conversion

David Clausen, CEO at Coastal Insurance Solutions, joined the Optimal Tech Stack Series today to discuss how he established his company's digital footprint and how it's helped them grow. How can you drive the right digital traffic to your website? David...

01.25.2023

(OPTIMAL TECH STACK SERIES) Ryan Deeds - Pinpointing Your Top 5 Problems and Optimizing Tech to Solve Them

Welcome to our new Optimal Tech Stack Series! We're excited to talk with some of the most forward-thinking people in the industry and get their insight on all things technology. Today, we welcomed back Ryan Deeds, who is at the forefront...

01.18.2023

(SALES PROCESS SERIES) Stephen Turnbull - Starting an Agency from Scratch: What You Need to Know

Stephen Turnbull, President of T5 Insurance Services, joined the show today to discuss how he took the leap and started T5 from scratch. Building his new client base has been a combination of relationship building, marketing, and quality service. T5's mission...

01.11.2023

Ryan Deeds - The Power of ChatGPT

What is ChatGPT? OpenAI has trained a model called ChatGPT which interacts in a conversational way. The dialogue format makes it possible for ChatGPT to answer followup questions, admit its mistakes, challenge incorrect premises, and reject inappropriate requests. ChatGPT is...

01.04.2023

(SALES PROCESS SERIES) Josh Gurley - Changing the Way You View Your Sales Process

Josh Gurley, Insurance Agency Owner at HM Advisors, joined the Sales Process Series today to talk through changing the way you view your sales process. Being an advisor is not simply knowing insurance. It's a deeper understanding of your client...

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