The Agents Confidential Podcast

In this episode of Agents Confidential, hosts Eric and Yana sit down with Nathan Wirth, a former insurance agent turned carrier representative for Trinity Health Plan (Medigold) in Michigan. With a unique perspective from both sides of the industry, Nathan breaks down why insurance agents who build strong relationships with their carrier reps are more successful, more informed, and better supported.

Whether you're a new Medicare agent, an experienced broker, or somewhere in between, this conversation is full of actionable insights into how to leverage your carrier relationships to grow your book of business, streamline client servicing, and access tools, trainings, and local marketing opportunities.

You'll learn:

• What carrier reps actually do (and how they support you behind the scenes)

• How to ask for marketing support, lead programs, and co-op opportunities

• Why newer agents should schedule one-on-ones and ask the right questions early

• How reps can help with compliance training, plan navigation, and problem solving

• Common mistakes agents make when working with reps—and how to avoid them

• The importance of grit, organization systems, and consistent communication

“Your rep doesn’t work for you—but they work with you. Treat them like part of your team.”

If you're not actively nurturing your carrier rep relationships, you're leaving growth on the table. This episode is a must-listen for agents who want to stop feeling stuck and start building a thriving, sustainable business in the Medicare insurance space.

What if you could start over—knowing what you know now?

In this anonymous roundup, seasoned agents share the hard lessons they learned the hard way. From chasing quick commissions to ignoring systems and burning out in silence, these are the confessions most won’t say out loud.

Whether you're new to the game or building your next chapter, these stories are your shortcut to doing it smarter, sooner.

Listen in for real talk on:

• The cost of ignoring marketing

• Why saying yes to everything is a trap

• The danger of going it alone

• When (and how) to fire the wrong clients

No fluff. Just real insights from agents who’ve been there. Welcome to Agents Confidential.

This episode is part leadership, part origin story, and part love letter to the insurance business! Scott Norman didn’t plan on a career in insurance, but he’s now the Vice President of Consumer Market Sales at Priority Health.

He’s known for his steady leadership, belief in people, and powerful stories that tie back to his roots in his dad’s woodshop in Northern Michigan.

In this episode, Scott shares the lessons that have shaped is leadership philosophy, from pricing kitchen cabinets with his dad to navigating complex sales cycles and building a high-performing teams. With refreshing honestly and humility, he opens up about how he leads through change, earns loyalty, and keeps people motivated when the industry is in chaos.

Whether you’re an agent, a team leader, or someone navigating your own path in the insurance industry, you’ll leave with practical advice, deep insight, and a renewed believe in the power of people-first leadership.

We cover:

• Why great leaders don’t need all the answers

• The difference between winning business and building one

• How to earn trust from your team (and keep it)

• Why grace is underrated in agent-carrier relationships

• What it takes to build a career—and a book of business—that lasts

“I believe in people.”That’s the legacy Scott hopes to leave behind. After listening to this episode, you’ll believe in it too.

If you’ve ever felt like you’re pushing policies instead of attracting the right clients, this Classified Clip is for you.

Learn how to align with what clients already care about—like lower costs, simpler options, and peace of mind—and how to position yourself as the solution, not the salesperson.

Whether you’re selling Medicare Advantage, individual health, or life insurance, this mindset shift will make your outreach feel easier and more effective. Because the best insurance marketing doesn’t push—it points.

🎧 Tune in, take notes, and start marketing like the agent your future clients have been hoping to find.

Building a successful business isn’t just about hustle — it’s about building the right foundations. In this episode of Agents Confidential, Yana and Eric break down the three core elements that every agent needs to grow sustainably: Culture, People, and Standard Operating Procedures (SOPs).

Here’s what we cover:

• Culture as Strategy: Your culture is more than just a vibe — it’s the operating system of your business. We’ll show you how defining the right culture can set the tone for how your business feels, functions, and moves forward.

• Hiring for Culture Fit: Hiring mistakes are expensive. We share why your first hire should usually be administrative support (not another agent) — and what qualities to look for to ensure you’re adding the right energy to your business.

• Creating Simple, Effective SOPs: You can't scale chaos. We’ll walk you through a starter method for building simple systems that make delegation, training, and growth possible — even if you're a one-person show today.

Why it matters:
Sustainable growth doesn’t happen by accident. It happens when your culture, your people, and your processes are aligned and intentional. Whether you’re just starting out or ready to scale, we’ll help you identify which foundation needs your focus first.

Next steps:

• Reflect on which pillar — culture, people, or processes — needs the most attention in your business right now.

• Share your insights with us in the Agents Confidential Facebook group!

• Subscribe and follow along for more episodes to help you grow your book, your brand, and your confidence as an agent.

Let’s talk about something most agents ignore—until it bites them later: culture.

Culture isn’t about perks or personality. It’s about how your business feels, how it functions, and how it moves forward.

Whether you’re a solo agent or leading a growing team, you already have a culture—whether you’ve defined it or not.

Here’s the thing:
It’s easy to confuse culture with “good vibes” or being laid-back. But real culture is intentional direction.
It’s your values in action.
It’s how decisions get made.
How problems get solved.
How clients are treated—even when no one’s watching.

Most importantly, culture becomes your brand.
It’s what people feel when they work with you.
It’s the unspoken message behind every call, every email, every interaction.

If you tolerate chaos, inconsistency, or disrespect—that becomes your brand.

That’s why we say: Culture isn’t what you say. It’s what you allow.

Even as a solo agent, defining your values gives you a filter—helping you make decisions, set boundaries, attract the right partners, and grow with intention.

Here are a few culture questions to ask yourself:

• What do you want your business to feel like?

• What standards or behaviors are non-negotiable?

• What kind of clients or collaborators energize you?

When your culture is clear, everything else becomes easier—your marketing, your systems, your hiring.

Because culture isn’t fluff. It’s the foundation.

Feeling stuck, scattered, or straight-up stressed? You’re not alone—and you’re not broken. In this episode, we unpack why your nervous system is the real CEO behind your business decisions—and how stress may be silently sabotaging your growth as an insurance agent.

We cover:

• How survival mode shows up in your day-to-day business

• The 4 nervous system stress responses (fight, flight, freeze, fawn) and how they impact your performance

• Real signs your business is being run by burnout—not strategy

• Quick ways to regulate your nervous system so you can lead with clarity, confidence, and calm

• Why stress management is the most underrated business skill for agents

If you’re ready to stop firefighting and start leading, this episode is your reset.

👉 Subscribe, leave a review, and share this episode with another agent who needs a nervous system reboot.

As an insurance agent, your CRM is your business. In this episode, Brian breaks down exactly what a CRM is, how to choose the right one, and why most agents aren’t using theirs to its full potential.

Whether you're a total tech newbie or a seasoned agent tired of clunky systems, this episode will save you time, stress, and possibly even your book of business. Plus, Brian shares the must-have features, cost expectations, integration tips, and how to avoid a data migration nightmare.

Is your CRM working for you—or are you working for your CRM? In this no-fluff, high-value episode, we sit down with Brian to unpack the real role of a Client Relationship Management system in the insurance world.

Learn the differences between general CRMs like HubSpot and industry-specific tools like AgencyBloc, how to evaluate security and integrations, and the secret sauce to actually using your CRM to grow and protect your book.

From avoiding migration meltdowns to preparing for succession planning, this episode is packed with must-know insights that every agent—new or seasoned—needs to hear.

Topics include:

• What a CRM actually is (and isn't)

• How to avoid CRM buyer’s remorse

• Free vs. paid options and what you’re really paying for

• Why clean notes = more closed deals

• How your CRM can protect you during CMS audits or client disputes

• Succession planning, client retention, and the power of well-documented relationships

  
  

  Succession planning episode: https://open.spotify.com/episode/17MqawOhP7p2VAzaYZ2SeF?si=r3RSc59FT6m2iWE8Yf1w0A

  
  

Technology is an essential component of modern insurance practices. By understanding and embracing various tools, agents can enhance their efficiency, improve client interactions, and ultimately grow their business.

In this episode of the agent's confidential podcast, hosts Eric and Yana discuss the challenges and opportunities that technology presents for insurance agents. With special guest Brian Platte, they explore various levels of technological proficiency among agents and provide actionable tips for improving tech adoption.

Essential Tools for Agents

Basic Tools to Master:

1. Email: Fundamental for communication and tracking.

2. CRM Systems: Essential for managing client relationships and data.

3. Cloud Storage: Google Drive or Microsoft 365 for file management and collaboration.

4. Calendar Management: Digital calendars allow for better scheduling and reminders.

5. Password Management: Tools like LastPass or 1Password to securely manage passwords.

Advanced Tools

Canva: For creating marketing materials and social media content.

ChatGPT: For drafting emails and generating ideas quickly.

Digital Whiteboards: For collaborative brainstorming sessions.

Actionable Takeaways

Start Small: Embrace one technology at a time to avoid overwhelm.

Leverage Training: Utilize available tutorials and support resources.

Focus on ROI: Assess the time saved and errors reduced through technology.

Learn from Peers: Engage with other agents to share experiences and solutions.

Join the Agents Confidential Facebook group to share your tech experiences and learn from others! https://www.facebook.com/share/g/1BPTLJKDGc/

For those feeling overwhelmed, remember to take it one step at a time and seek support when needed.

Think of it like rebooting a computer when it's running too many programs at once—it frees up mental space and makes you work more efficiently.

As an insurance agent, your job requires you to be mentally sharp, emotionally resilient, and fully present. The demands of back-to-back calls, tough conversations, and handling complex client needs can be draining.

A quick reset allows you to:

1. Release Stress: Let go of the mental and emotional strain from previous calls or tasks so it doesn't impact your next interaction.
2. Refocus: Clear your mind and sharpen your attention so you can provide clients with your best service.
3. Boost Performance: When you're calm and centered, you're more likely to communicate effectively, make better decisions, and close more sales.
4. Protect Your Energy: Regularly resetting helps prevent burnout and keeps you energized throughout the day.
5. Build Resilience: Developing the habit of resetting trains you to bounce back quickly from challenging situations.

Save this for later, and listen to it as much as you need to!