Episode Title: Unlocking Hidden Value in Life Insurance Policies with Rob Haynie

In this episode of the Insurance Town Podcast, host Heath Shearon sits down with Rob Haynie, Managing Director and co-owner of Life Insurance Settlements, Inc. Rob shares his fascinating journey into the life settlements industry, starting in the early 1990s, and offers insights into how life insurance policies can provide unexpected financial benefits.

What You’ll Learn in This Episode:

• The Origin of Life Settlements: Rob recounts how viatical settlements began as a way to help terminally ill patients use their policies for medical expenses and evolved into the life settlements market we know today.
• The Power of Education: With billions of dollars in death benefits lapsing each year, Rob emphasizes the importance of educating policyholders about alternatives like life settlements.
• The Mechanics of Life Settlements: Learn how life settlements work, who the buyers are, and how these transactions provide policyholders with cash that can significantly exceed surrender values.
• Creative Uses for Settlement Proceeds: Rob shares heartwarming stories of clients using settlements to create lasting memories or fund retirement and healthcare needs.
• The Role of Advisors: The episode discusses how insurance agents, financial planners, and estate attorneys can help clients explore life settlement options, ensuring they make informed decisions.

Key Takeaways:

• Life settlements can provide seniors with financial freedom, enabling them to fund long-term care, pay off debt, or support family members.
• Rob’s mantra, “Putting life back into life insurance,” highlights the potential to use life insurance for more than just a death benefit.
• Whether you’re a policyholder or an advisor, asking questions and exploring options is critical to making the best financial decisions.

About Rob Haynie:
Rob is a veteran in the life settlements industry and has served on the board of the Life Insurance Settlement Association for over 20 years. He recently received a prestigious leadership award for his contributions to the field.

Sponsors:
A big thank you to our sponsors for making this episode possible!

• Smart Choice: Looking for a great partner to help grow your agency? Check out Smart Choice for all your agency needs.
• Canopy Connect: Want to simplify the way you collect client information? Visit UseCanopy.com/heath to see how Canopy Connect can help streamline your agency’s processes.
• Olde School Marketing: For all your marketing and promotional needs, Olde School Marketing has you covered. Reach out today to level up your marketing game!

In this weeks episode the Mayor sits down with his good friend, David Vercillo. David Vercillo works as an agent at The Fedeli Group, a large family owned insurance agency in Cleveland Ohio.  The Fedeli Group specializes in providing quality insurance products and high-level risk management services. As a former sales coach with the Pacesetter program.  Heath and David break down what made the Pacesetters program so successful and what it takes to become a successful producer in todays market.
Sponsors:
A big shoutout to our amazing sponsors for making this episode possible:

• Smart Choice: Your go-to partner for independent insurance agents.
• Canopy Connect: The easiest way to gather insurance data directly from clients.
• Olde School Marketing: Helping agencies stand out with custom branding and marketing solutions.

In this weeks episode of Insurance Town I had the honor and privilege of interviewing my good friend and Brother from another mother Brian Thompson of Descartes Underwriters. We talk about all things Parametric Insurance. I have to admit I've been in this industry a long time and I've also had the privilege of interviewing a lot of insurance professionals, but I had not one clue about parametric insurance, Until now!!

Brian is so good at breaking this down for me, and for you the audience, I am so thankful he stopped by and hung out with me for a little bit. We laughed and learned alot today!

Sponsors:
A big shoutout to our amazing sponsors for making this episode possible:

• Smart Choice: Your go-to partner for independent insurance agents.
• Canopy Connect: The easiest way to gather insurance data directly from clients.
• Olde School Marketing: Helping agencies stand out with custom branding and marketing solutions.

Join the Mayor of Insurance Town, Heath Shearon, as he sits down with Jacob Bolton to dive deep into his fascinating journey from aspiring professional athlete to a prominent figure in the insure-tech world. Jacob shares his experiences, insights, and lessons learned from his time in collegiate baseball, how he transitioned into the insurance industry, and his passion for technology's role in modernizing agencies.

Key Highlights:

• Jacob’s Backstory: From his time at Eastern Michigan University as a baseball player to navigating career shifts after injuries derailed his pro-sports aspirations.
• Parallels Between Sports and Insurance: How lessons like overcoming adversity, staying organized, and dealing with failure shaped Jacob’s approach to work in the insurance industry.
• Tech Talk: Jacob’s perspective on the transformative power of insure-tech tools like CRMs, automation, and AI in helping agencies thrive.
• Debunking Myths About Technology: Why tech isn’t replacing agents—it’s enhancing their capabilities.
• Sales Wisdom: Jacob shares his “detachment from the outcome” sales philosophy, inspired by Josh Braun, and how it helps build trust and lasting relationships with clients.
• Emerging Trends in AI: Jacob’s take on tools like Lavender, ChatGPT, and the future role of AI in streamlining processes, from client communication to task automation.

Quotable Moments:
🗨️ "You don’t find yourself getting into insurance, but once you’re in, you fall in love with the process of growth and overcoming challenges." – Jacob Bolton
🗨️ "The key to thriving in sales is staying curious and detaching from the need to close every deal." – Jacob Bolton

Sponsors:
A big shoutout to our amazing sponsors for making this episode possible:

• Smart Choice: Your go-to partner for independent insurance agents.
• Canopy Connect: The easiest way to gather insurance data directly from clients.
• Olde School Marketing: Helping agencies stand out with custom branding and marketing solutions.

Resources Mentioned:

• AgencyZoom: A CRM tool empowering agencies with customizable automation.
• Lavender: An AI tool enhancing email communication by simplifying language and boosting response rates.
• Josh Braun's Sales Strategies: Sales insights and tactics for modern professionals.

In this episode of the Insurance Town Podcast, Mayor Heath Shearon sits down with Mike Mathweg, and they discuss how he "lucked" into becoming a Multi-millionaire through hard work and mergers and acquisitions. Whether you’re considering selling your agency, growing through acquisition, or simply curious about the dynamics of agency sales, this episode delivers the goods.

Episode Highlights:

Mike kicks off by sharing his early career journey, from an internship at Northwestern Mutual to stints in banking and back to the insurance industry. His story showcases the twists and turns that can lead to discovering your true professional passion. Mike talks about the sell of his agency,  offering a behind-the-scenes look at how these deals are structured. He breaks down the key factors agency owners should consider before making the leap, including valuation, timing, and buyer compatibility. Heath and Mike discuss the importance of building strong relationships during the M&A process. Mike emphasizes how trust and transparency between buyers and sellers can make or break a deal.
Preparing for Sale: Mike shares actionable advice for agency owners to maximize their agency’s value, including cleaning up financials, developing strong processes, and showcasing growth potential. The conversation takes a big-picture turn as Mike discusses trends in the insurance market and how M&A activity is shaping the future landscape.
Key Takeaways:

Plan Ahead: Mike outlines why a well-prepared agency is more attractive to buyers and how owners can start planning years in advance for a successful sale.
Understand Your Value: He explains what factors most influence an agency’s valuation and how to position your business for top-dollar offers.
Know Your Buyer: Not all buyers are created equal—Mike highlights the importance of finding the right fit, whether it’s a private equity firm, aggregator, or local competitor.
Train your kids up right: he talks about the lessons he is teaching his kids and the next generation about building your own generational wealth.

Episode Quote:
"Selling an agency isn’t just about the numbers—it’s about finding a partner who aligns with your values and vision for the future." – Mike Mathweg

Sponsors:
A big thank you to our sponsors for making this episode possible!

• Smart Choice: Looking for a great partner to help grow your agency? Check out Smart Choice for all your agency needs.
• Canopy Connect: Want to simplify the way you collect client information? Visit UseCanopy.com/heath to see how Canopy Connect can help streamline your agency’s processes.
• Olde School Marketing: For all your marketing and promotional needs, Olde School Marketing has you covered. Reach out today to level up your marketing game!

In this episode of the Insurance Town Podcast, Mayor Heath Shearon sits down with the dynamic Keith Harrison to talk about fun in the workplace, the importance of passion, and the journey that led Keith to where he is today. From LinkedIn connections to the power of networking, Heath and Keith dive deep into the sales process and the ideas and strategies he trains on all over the world.   Keith shares insights on finding joy in daily tasks, the philosophy of providing value over price, and some practical advice for making work feel less like work.

 Check this one out and hear more about:

• Building a Career on Passion – Both Heath and Keith explore the idea that if you love what you do, “you’ll never work a day in your life.”
• Keith shares practical sales tips that work 
• Keith workings with agencies all over the world to bring sales game changing sales process to the table
• How his simple and easy steps can help you turn your CRM into an even more valuable member of your sales team
• building a sales culture in your agency second to none

Episode Sponsors:

• Smart Choice – Helping independent agents grow and succeed with tools and support that make running an agency easier.
• Canopy Connect – The ultimate insurance verification tool, allowing agents to streamline data collection and focus on building client relationships.
• Olde School Marketing – Your go-to partner for customized marketing solutions in the insurance space, from print to digital.

Next Steps:
Tune in, subscribe, and reach out with feedback or topic suggestions. Don't forget to check out our amazing sponsors for tools and resources that can help elevate your agency to the next level.

In this Episode the Mayor sits down with his buddy Bobby Touran, of Rainbow, the MGA built for Restaurants. The conversation covers Baabak Touran’s background, and how the 2008 financial crisis led him and his friends to start a business that eventually became a major focus for him. Heath and Baabak exchange insights on resilience, adapting to change, and the power of entrepreneurship, particularly within challenging economic conditions. Together Mayor and Bobby dive into topics of personal and professional growth, the unpredictable paths that careers can take, and the importance of seizing opportunities—even in tough times.

Episode Highlights:.:

1. Insights for Aspiring Entrepreneurs: Reflecting on his experiences, Baabak offers advice for newcomers to the business world. His key message? Embrace the unknown, leverage your network, and never underestimate the power of persistence.
   Key Quotes:
2. Empowering Small Businesses with Data: Rainbow’s technology helps small agencies leverage data that’s typically out of reach due to cost or complexity, leveling the playing field with larger competitors.\
3. Automation for Efficiency: Rainbow integrates automation tools that simplify time-consuming tasks. This means agents can spend less time on administrative work and more time building relationships and growing their business.
4. Data Integration for Deeper Insights: Rainbow aggregates data from multiple sources, giving agencies a more holistic view of each client’s needs, behaviors, and potential risks.
5. Supporting Growth in a Changing Market: As the insurance industry evolves, Rainbow helps agencies stay agile, adapt to new trends, and respond to the ever-changing demands of their customers.

In essence, Rainbow is helping insurance agencies modernize and grow by putting powerful, user-friendly data tools at their fingertips. It’s an approach that not only helps businesses thrive but also improves client satisfaction—transforming the traditional insurance experience for the better.

A big thank you to our sponsors for making this episode possible!

• Smart Choice: Looking for a great partner to help grow your agency? Check out Smart Choice for all your agency needs.
• Canopy Connect: Want to simplify the way you collect client information? Visit UseCanopy.com/heath to see how Canopy Connect can help streamline your agency’s processes.
• Olde School Marketing: For all your marketing and promotional needs, Olde School Marketing has you covered. Reach out today to level up your marketing game! OldeSchoolmarketing.com 

In this solo episode, the Mayor of Insurance Town tackles a challenge we can all relate to—burnout. As the end of the year approaches, workloads ramp up, and burnout can feel like it’s right around the corner.

This episode is all about recognizing burnout, taking practical steps to beat it, and finding motivation to finish strong.The Mayor shares powerful burnout stats, signs to look out for, and real-world strategies that make a difference. From prioritizing tasks and setting work boundaries to celebrating small victories, this episode provides the tools to help you recharge, refocus, and wrap up the year with purpose. Tune in for encouragement, practical tips, and a motivational send-off to close out 2024 strong!

Sponsors: Special thanks to our sponsors, who make this podcast possible and provide solutions that help you work smarter, not harder:

• Smart Choice: Supporting agents with access to top carriers, competitive commissions, and dedicated support to help grow your agency.
• Canopy Connect: The easy, secure way to collect client information quickly, helping you serve clients better and streamline your workflow.
• Olde School Marketing: Your go-to for customized, creative marketing solutions that give your agency the edge it needs to stand out.

On todays episode the mayor interviews good friend Eric Stien, who just finished writing his first book he says, this is a Blueprint for agencies looking to grow their agencies. He gives a lot of practical advice throughout the podcast on simple ways any agency can grow and take its agency to another level. Eric is the President at Insured Solutions, Inc, he is also a Podcast Host: Insurance shop talk and he has a lot to talk about here. Eric shares his inspiring story of taking his insurance agency from humble beginnings to strategic expansion, plus offers advice others can use to differentiate their agency, attract top talent, and adapt to changing customer expectations. This is a good one Buckle up

Sponsors:

Smart Choice
Canopy Connect 
Olde School Marketing

In this episode of the Insurance Town Podcast, the Mayor sits down with Caleb Cramer, an insurance pro who’s always been on the move—both in the field and in his career. Caleb opens up about his journey in sales, how he’s navigated his career path, and the exciting developments with his new job.

They dive deep into the world of insurance sales, focusing on Caleb’s sales philosophy, the challenges he’s faced, and how he’s built long-lasting client relationships that drive success. Caleb also drops some “insider tea” on what’s going on with his latest role and what he's excited about for the future.

Tune in to hear Caleb’s candid thoughts on:

• Why Sales is Everything – How sales has shaped Caleb’s career and why he believes every insurance professional should focus on mastering this craft.
• The Art of Relationship Building – His tried-and-true methods for developing trust and rapport with clients, and how it’s helped him stand out in a competitive industry.
• The Next Chapter – Caleb spills the details about his exciting new job and what it means for his future (hint: he’s not slowing down anytime soon).

Key Takeaways:

• “It’s not just about selling a policy, it’s about solving problems.” – Caleb breaks down how his sales approach goes beyond transactions and into long-term partnerships.
• “You have to stay curious and adapt.” – Caleb shares how curiosity and a willingness to evolve have been critical to his ongoing success in the ever-changing world of insurance.
• “Sales is a relationship game.” – Why focusing on the human side of business makes all the difference.

What’s New with Caleb:
Caleb teases some exciting news about his new role in the industry. Without giving too much away, he talks about his fresh start, what motivated the change, and how he plans to keep shaking things up in the insurance world.

Quotes:

• “If you’re not constantly refining your sales approach, you’re already behind.” – Caleb Cramer
• “Every day I wake up thinking about how I can better serve my clients. The sales will come if you do that right.”

Call to Action: Whether you’re a seasoned insurance professional or just getting started, this episode is packed with insights you can use. Don’t forget to subscribe, rate, and review the podcast, and share it with someone who could use a fresh perspective on sales and leadership.

Sponsors:
A big thank you to our sponsors for making this episode possible!

• Smart Choice: Looking for a great partner to help grow your agency? Check out Smart Choice for all your agency needs.
• Canopy Connect: Want to simplify the way you collect client information? Visit UseCanopy.com/heath to see how Canopy Connect can help streamline your agency’s processes.
• Olde School Marketing: For all your marketing and promotional needs, Olde School Marketing has you covered. Reach out today to level up your marketing game!