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New year, same hosts—Carlos and Vira kick things off with a timely conversation on where insurance is headed, featuring Katie Gold, VP of Insurance at The Zebra (TheZebra.com). Katie breaks down how insurtech is evolving, why consumer education is the real “sales strategy,” and how AI can make advisors sharper (not obsolete). Expect real talk, personal stories, and a behind-the-scenes look at scaling a modern insurance operation.

Key Highlights

• Meet the guest: Katie Gold, 16+ years in insurance (sales, claims, agency leadership, recruiting, ops) and 5+ years at The Zebra
• From cars → claims → leadership: Why claims work builds empathy, trust, and better “moment of truth” advice
• Personal connection: Losing a family home to a fire shaped her purpose in insurance—make hard moments easier for people
• Why The Zebra: Independent model = shop multiple carriers and fit coverage to the customer (not the other way around)
• Digital + human support: 70% of traffic stays digital, but the option to talk to a person is still there
• AI: fear vs. leverage: AI won’t replace you—someone using AI will; the point is efficiency + better coaching + better routing
• Trust + education: Biggest misconception with online insurance is trust—education bridges the gap
• “Full coverage” pet peeve: Katie explains why that phrase causes confusion and why clarifying questions matter
• Leadership style: “Heart + innovation” = move fast without leaving your people behind
• Advice to new agents: It’s an exciting time to enter the industry—tools and learning are faster than ever

Quick Takeaway
If your insurance experience feels like a chore, you’re not alone—but the best companies are building options: fast digital paths when you want speed, and real humans when you want confidence.

Learn more: https://www.thezebra.com

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We welcome Majda Baltic back to break down what it really means to run a 100% virtual insurance agency. 

In the episode, Majda explains that “virtual” isn’t just working remotely, it’s a full operational model where AI, automations, and centralized systems handle quoting, servicing, and workflows so the business doesn’t rely on individuals. She also unpacks what being “digital” (paperless, cloud-based systems) and “green” (lean operations with lower overhead and higher profit) really means. 

The episode sets up a live discussion with agents who want to learn how to scale, simplify, and build more freedom through a truly virtual agency model.

Learn more: majdabaltic.com

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In this episode, we ask you to get in better shape, professionally. We also dive into our 2025 reflections. And, some fun stuff is coming your way in 2026! Wishing you all Happy Holidays. 

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In this episode, we’re joined by Samantha Tradelius, an insurance professional who turns big ideas into real-world impact. With two decades of business experience, a leadership role in the insurance industry, and the heart behind The Sparkle Foundation, she brings grit, generosity, and unmistakable sparkle to everything she touches. From boardrooms to classrooms to global stages, she’s redefining leadership, empowering women, and building communities that actually move the needle. We're excited to have her on Insurance After Dark. 

Learn more: www.samanthatradelius.com

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In this episode, you'll meet Majda Baltic (pronounced Mida, like in the expression "she's got the Mida's Touch") an Insurance Agency Owner that went 100% digital before digital was cool (long before carriers embraced the concept). Majda shares her story of struggle, survival and success in this interview that is not to be missed. If you're ready to go digital, take notes as you listen to this episode. 

Enter Majda's world here: majdabaltic.com

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We continue to bring you more from ITC Vegas 2025. In this episode, you'll hear from three amazing guests as they share their experiences in our industry. Tip: if you've been looking for a Home outlet, you can't miss this episode. We hope you enjoy these clips. 

Aaron Ealy - Trucker Path Insurance 

Brad Stoub - Openly 

Jessica - CA Insurance Agent 

David Dwanyen, Kerry Sullivan - SuperAgent AI

Jon Spaugy - ABU 

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This is our first big group episode and we can't wait for you to hear it. Thank you Jose Arellano, Zaira Fernandez, Mike Campos, Charley Todd and Christine Mason for being on the show!! 

Make sure to follow them on Linkedin to keep up with their AI journeys. 

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In this episode, Stephanie opens up about stepping into the family business and the lessons she’s learned (and still learning!) along the way. If you’re taking over your parents’ agency, or preparing to hand yours down, you have to listen to this episode.

Learn more about Stephanie and AllRisk

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In this episode, we talk to Chief Revenue & Distribution Officer, and our good friend, Tyler Nicholson of Aspire General Insurance. 

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We've got Drake from ITC Vegas back on the show, and he has a PROMO code for you. In this episode, you'll hear why as an agency owner you can't miss this year's event in October! 

Learn more: ITC Agents & Brokers

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