Spot On Insurance

Apple Podcasts Rate and Review for Spot On Insurance

Teri Berschneider is the Director of Operations for NIC Insurance Filings, a digital solutions and payments company that partners with the government to make it more accessible. Teri has over 15 years of experience handling cybersecurity and enterprise-level IT projects of varying duration and sizes in both federal and state government sectors. She specializes in project management, cross-functional team management, and risk management.

Teri joins us today to discuss NIC’s goal to become the go-to solutions firm for governmental data exchange. She describes her life in Hawaii and Montana and how hunting shaped her worldview. She explains what NIC is, its services, and its plan to make the government more accessible. She shares how NIC prevents fraud and protects clients from cybersecurity breaches. Teri also divulges how the pandemic affected the company and how they adjusted.

"Part of ensuring valid filings and preventing fraud is to get data directly from the source—the insurance company." - Teri Berschneider

Today on Spot On Insurance:

• The downsides of living in paradise
• Teri’s dreams as a kid in Montana
• What hunting taught Teri as a child
• How Teri joined NIC and her role as the Director of Operations
• What NIC and NIC Insurance Filings are
• How they recoup their investments
• Why they only work directly with insurance carriers
• The time needed to determine if a carrier is legitimate
• How the pandemic changed their business methods

Key Takeaways:

• Most cybersecurity attacks happen through email.
• The only way to prevent fraud is by getting data directly from the source.

Connect with Teri Berschneider:

• NIC, Inc
• NIC Insurance Filings
• Teri Berschneider on LinkedIn
• Email: [email protected]

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance

Patrick Zerarka is the Founder & CEO of EzyTise, a company that provides automation software with a particular focus on small businesses and sales organizations. Contrary to most automation software, their goal isn’t to replace the human aspect of your service, but to automate otherwise mundane or repetitive tasks such as checking email for leads. Patrick has over 20 years of experience managing small business operations and holding executive positions within independent insurance agencies. He specializes in software development, strategy optimization, and lead nurturing.

Patrick joins us to discuss how EzyTise provides seamless automation without removing the human aspect of your business. He shares what it was like growing up in France and the transition he made when he moved to the United States. He explains the importance of automation when scaling a business and why it’s not the end-all, be-all solution to your organization’s process troubles. Patrick also describes the difficulty of being a new brand in an already large industry and why he believes most CRMs are outdated.

"The best automation is the simplest automation you can do." - Patrick Zerarka

Today on Spot On Insurance:

• Growing up in France and why they moved to the United States
• How Patrick went from working for Pfizer to working in insurance
• The future for independent insurance agents
• Why businesses should scale for the future
• How automation boosts a company's ability to grow and scale
• Why Patrick believes most CRMs in the industry are outdated
• The services their company offers beyond automation
• Case studies of agencies using their platform
• The processes involved in onboarding a new client
• Why branding is still an issue for their company

Key Takeaways:

• Every business has a different business model, even if they sell the same thing.
• You can’t scale without automation, but automation isn’t the solution to everything.
• Commissions have been diminishing for the past 10 years.
• The insurance industry is all about relationships.

Resources Mentioned:

• Zapier
• Ep. 257: Luis Pino: Increasing Agencies’ Revenue with Intuitive Software

Connect with Patrick Zerarka:

• EzyTise
• EzyTise on LinkedIn
• Patrick Zerarka on LinkedIn

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance

Joshua Rogove is the President of Consolidated Risk Solutions (CR Solutions), a company that administrates insurance wrap-ups. As President, Joshua establishes a client-first, agile culture conducive to innovative thinking. He is a certified Construction Risk and Insurance Specialist and a licensed broker. Before joining the CR Solutions company family, Joshua was AIG’s New York Regional Manager for their Construction Risk Management Group. 

Joshua joins us to describe how wrap-ups work and how they produce revenue. He explains the services CR Solutions offers and why he decided to pursue a career in such a niche industry. Joshua shares what it was like joining a small sector at the height of the 2008 crash and why the company fared better during the pandemic. He also discusses the importance of updating your tools and programs and why you should always connect with your client's specific software. 

"In wrap-ups, unlike traditional insurance that has annual anniversary dates, the insurance carrier and everyone is committing to a multi-year policy period." - Joshua Rogove

Today on Spot On Insurance:

• Joshua’s career at AIG
• Joshua’s hobbies and why he wanted to focus on golf
• A crash course on wrap-ups
• Understanding what a wrap-up is in insurance
• What CR Solutions is and the services they offer
• Joshua's thoughts on entering a niche environment in 2008
• The difference between the crash of 2008 and the pandemic
• How CR Solutions’ services evolved over time
• The importance of connecting with their client's tools and software
• Why CRS continues to invest in software

Key Takeaways:

• A software is only good if it’s always updated.
• Admin is the most important part of the construction project, but it’s still just part of the process.

Connect with Joshua Rogove:

• CR Solutions
• WRAP
• Joshua Rogove on LinkedIn

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Simon Severino is the Founder of Strategy Sprints, a business advising and consulting company that helps business owners double their revenue in just 90 days. They aim to help clients scale faster and innovate in finding new solutions to old problems. Simon also wears the hat of Business Strategy Advisor to various companies such as Forbes Business Council, Silicon Valley Blockchain Society, and Consilience Ventures.

Simon joins us to share what it was like growing up in Italy and how he found his entrepreneurial spirit. He describes how he helps clients double their revenue and the three steps involved. He explains how you can find business bottlenecks and what to do when you’re the bottleneck. He explains what it means to ‘fall in love with the problem, not the solution’ and why he believes this should be every entrepreneur’s motto. He discusses the three CEO habits everyone should have and the difference between agile companies and rigid companies. Simon also shares the importance of building your business to become recession-proof and why he doesn’t believe in the term “future.”

"You eliminate key-person bottlenecks and there is no limit." - Simon Severino

Today on Spot On Insurance:

• What Simon learned in Italy growing up
• Where Simon found his passion for entrepreneurship
• Establishing a business with no bottlenecks
• Why entrepreneurs should "fall in love with the problem” instead of the solution
• Future-proofing your company by focusing on the problem
• Simon's strategies for doubling your revenue
• How to identify bottlenecks in your business
• What you can do if you are the bottleneck
• The three CEO habits everyone should have
• The difference between agile and rigid companies
• Building your business to become recession-proof
• Why Simon thinks the future is just an illusion

Key Takeaways:

• Entrepreneurs are unemployable and were made to build products.
• The problem will be around forever, but the solution will change over time.
• As entrepreneurs, where we freeze is not knowing what to fix next.

Connect with Simon Severino:

• Strategy Sprints
• Strategy Sprints on YouTube
• Strategy Sprints on LinkedIn
• Email: [email protected]
• Book: Strategy Sprints: 12 Ways to Accelerate Growth for an Agile Business

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance

Jeff Harris is a Co-Founder and the President of Appulate, an insurtech company that promotes digital insurance distribution between carriers and their retail partners. Currently, over 80,000 agency locations use Appulate for renewals and applications. Jeff helped create Appulate when he realized automation was becoming a need more than a want in insurance. He also has extensive expertise in all things insurance, digital distribution, staff augmentation, and recruitment.

Jeff joins us to discuss what Appulate is, its services, and how it streamlines the agent experience. He describes where his entrepreneurial passion started and what inspired him to start Appulate. He explains how the pandemic affected their business, how they continued to work with clients, and the changes they have made since the pandemic. He shares the future of independent agents and how they threaten established agencies. Jeff also describes some of the silver linings of the pandemic, particularly on appreciating Mother Nature.

"The good parts of the agency management system are those that allow an agency to manage their book of business." - Jeff Harris

Today on Spot On Insurance:

• How supportive Jeff's family was of his entrepreneur dreams
• How Jeff was introduced to the insurance industry
• Is it easier to be an entrepreneur in insurance today?
• The problems most agency management systems have
• How Appulate improves the agent experience
• The time-saving benefit of using their system
• How the pandemic impacted Jeff's team and how they continued working with clients
• Bootstrapping as an entrepreneur and its advantages during a down-turn
• The future of agencies and insurance entrepreneurship
• How the gig economy will pressure the insurance industry
• How the pandemic benefited people from a lifestyle perspective

Key Takeaways:

• Today's industry is more complex, especially with how fast technology changes.
• The insurance industry has aged tremendously and it's looking for younger workers.

Connect with Jeff Harris:

• Appulate
• Jeff Harris on LinkedIn
• Email: [email protected]

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance

Philip Charles-Pierre is the CEO of Semsee, a technology company focused on digitizing the slow and manual process of getting commercial insurance for small- and medium-sized businesses. Semsee is working towards partnering with other insurance tools designed to help agents and their respective clients. Before becoming CEO of Semsee, Philip was SVP of Distribution for Smarter Agent, a real estate company. He holds a Master’s degree in Philosophy of Religion from Harvard University and volunteers on the External Board for UNC-Chapel Hill Sonja Stone Center.

Philip joins us to share how Semsee optimizes the agent-client experience. He shares why he wanted to become a politician and what made him choose a career in insurance. He explains why agents will always be relevant in the insurance industry and describes how Semsee plans to use client data to make the insurance process as seamless as possible. Philip also shares why having more business means more opportunities to solve problems.

"The agent needs to evolve for the better." - Philip Charles Pierre

Today on Spot On Insurance:

• Phillip's ties in Haiti and his political aspirations as a child
• Why Phillip enjoys the insurance industry
• The importance of agents in the insurance buying process
• How the role of agents needs to adapt in today's market
• What sets their company apart from the competition
• The power of data and how to properly utilize it
• Why having more business means more problems to solve

Key Takeaways:

• The insurance industry is stable and recession-proof
• Today, the agent distribution is more critical than ever.
• Insurance is all about relationships.

Connect with Philip Charles Pierre:

• Semsee
• Semsee on LinkedIn
• Philip Charles-Pierre on LinkedIn

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For Spot On Insurance and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for Spot On Insurance

Manish Bhatt is the CEO & Co-Founder of Plum Life, an insurance company that aims to simplify insurance management and policy selling through its all-digital platform. Plum Life proudly describes its platform as designed to replicate an advisor's personal attention and service. With over 25 years of experience, Manish has found his way into various leadership roles across the insurance industry, leading up to the founding of Plum Life in October 2020. 

Manish joins us to describe how Plum Life will disrupt the insurance industry through its advisor-like platform. He shares what it was like to grow up as a first-generation Indian immigrant and why he preferred a business career over a medical one. He explains the importance of advisors in the insurance industry. He discusses how Plum Life works and the pain points it solves. Manish also describes how the pandemic changed the way clients buy insurance and other policies.

"Advisors are the heroes of the insurance industry."- Manish Bhatt

Today on Spot On Insurance:

• Why Manish pursued a career in insurance and his interest in business
• What life was like being a first-generation Indian immigrant
• Why Manish didn't like the idea of being a doctor
• What agents should do to stay relevant 
• Sales pressure and getting a client excited about insurance
• What Plum Life does differently from its competition
• The pain points their company solves for clients and advisors
• Why they tried to sell insurance at Walmart
• How the pandemic changed the insurance buyer's experience
• The projects Plum Life will use with the money they’ve raised

Key Takeaways:

• The insurance industry is a relationship business.
• Insurance is for everybody to have regardless, of financial status.
• Advisors are at the center of the insurance process.

Connect with Manish Bhatt:

• Plum Life
• Manish Bhatt on LinkedIn

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For Spot On Insurance and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn

Stacey Giulianti is the Chief Legal Officer at Florida Peninsula Insurance Company. Founded in 2005, the Florida Peninsula Insurance Company provides comprehensive multi-peril insurance for homeowners at competitive pricing through its extensive network of independent agents. Stacey oversees the company’s Claims, Special Investigations, and Legal Departments. As an attorney, Stacey has also been a member of The Florida Bar and The Maine Bar since 1993 and 2018, respectively.

Stacey joins us to discuss why Florida is a tough market for big carriers and why medium-sized carriers like the Florida Peninsula Insurance Company thrive. He explains why growing up in Florida was exciting and discusses his hobbies and experience as a sports announcer. He explains the difference between the American rule and British rule in litigation and how it affects Florida premiums. Stacey also shares what he wants Florida homeowners to know regarding their state’s lawsuits and those who abuse the system.

"The reason there are more medium-sized carriers in Florida is because it's difficult." - Stacey Giulianti

Today on Spot On Insurance:

• Why growing up in Florida as a kid was an exciting time for Stacey
• Stacey's exposure in sports as an announcer
• How Stacey joined the insurance industry
• Why Florida is a state where many carriers don't succeed
• The unique things in Florida that cause so many companies to fail
• The difference between the American rule and British rule in lawsuits
• Claims and other insurance statistics in Florida
• Managing catastrophe claims in Florida
• Are Florida homeowners aware they're shouldering frivolous lawsuits

Key Takeaways:

• Florida represents 8% of the homeowners claims in the country, but 76% of insurance litigation.
• Many carriers in Florida cannot succeed. The fact that it's difficult for carriers to succeed in Florida makes it conducive for mid-sized carriers over large ones.
• In 2021, Florida insurance companies had $1.6 billion in underwriting losses.

Connect with Stacey Giulianti:

• Florida Peninsula Insurance Company
• Edison Insurance
• Stacey Giulanti on LinkedIn
• Email: [email protected]

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Apple Podcasts Rate and Review for SpotOn

Jason Keck is the CEO & Co-Founder of Broker Buddha, a platform that helps agents streamline the customer experience and operations. The platform has various tools that let you automate tasks, send forms with pre-loaded information, and reduce administrative steps. Jason has over 20 years of experience in technological entrepreneurship, which he credits to serving as a business development head and his Computer Science degree from Harvard.

Jason joins us to discuss where Broker Buddha is right now since we last spoke with him and how they held their line during the pandemic. He shares his passion for sports, the athletes he’s played with, and his thoughts on today’s quality of education. He describes how Broker Buddha can streamline agent services and the tools that are available. Jason also explains their White Glove Service and his thoughts on Blockchain.

“We focus our solutions around helping agents with the client digital experience.” - Jason Keck

Today on Spot On Insurance:

• Jason's passion for sports and the pro athletes he's played with
• Jason's thoughts on the current quality of education
• The motivation behind starting Broker Buddha
• How the pandemic impacted Broker Buddha
• The lessons Jason learned in building something new in any industry
• The market that Broker Buddha focuses their solutions
• How agents would use their platform
• Broker Buddha’s White Glove Service
• Incorporating blockchain technology into their solutions and workflow

Key Takeaways:

• Find one customer segment that has a problem you can solve. Build a business around that and do it successfully. Then, expand.
• In order to be successful, we have to keep adapting and evolving to what is going on day-to-day.

Resources:

• Episode 81: Broker Buddha
• Founder Shield

Connect with Jason Keck:

• Broker Buddha
• Jason Keck on LinkedIn
• Email: [email protected] 

This episode was brought to you by…..

Insurance Licensing Services of America (ILSA), America’s Premier Insurance Compliance and Licensing experts. To learn more about ILSA and their services, visit ILSAinc.com.

Connect, Learn, Share

Thank you for joining us on this week’s episode of Spot On Insurance. For more resources and episodes, visit SpotOnInsurance.com. Subscribe so you never miss an episode. Love what you’re learning, Spot Light your review on Apple Podcasts Rate and Review For SpotOn and share your favorite episodes with friends and colleagues!

Natasha Pearl Hansen is a comedian, creator, and Guru at GloveBox, an insurance platform solution designed for independent agents to maximize scalability. In addition to working as a Guru at GloveBox, Natasha is a certified comedian and actor with extensive experience in stand-up and directing shows. Natasha used the date of her canceled wedding as an opportunity to produce her first comedy special,” I Was Supposed To Get Married Today…”

Natasha joins us to discuss the life of a comedian, the work involved, and her experience in the entertainment industry. She discusses the people who influenced her humor and how she uses it to form relationships with insurance clients. She explains why she started working with GloveBox and the services it offers. Natasha also shares the purpose of her platform, My Break Up Registry, and what prompted her to create it.

"Development is hard. When you're building things you have to make sure the blocks are built properly, so nothing falls apart underneath." - Natasha Pearl Hansen

Today on Spot On Insurance:

• Natasha's career as a comedian and when she joined the insurance industry
• How humor influences people over manipulation
• Transitioning from comedy to working for an insurance company
• What life was like while working as a comedian for a decade
• Hosting a comedy special the day her wedding was canceled
• What prompted her to start My Break Up Registry
• How her business ventures impacted her comedy career
• Natasha's day-to-day routine as comedian and GloveBox Guru
• The pain point GloveBox wants to solve. 

Key Takeaways:

• Humor bridges social gaps faster than manipulation.
• Struggle can bring out the most creative part of you.