The Insurance Dudes©

Shoot Us A Message!

Turn insurance prospect conversations into closed business with ethical persuasion and reciprocity.

This episode covers how P&C agency owners can leverage behavioral science, active listening, and relationship-driven sales to improve closing rates and client retention. Author and international influence consultant, Brian Ahearn breaks down the practical application of Robert Cialdini's influence principles and explains how meaningful, customized, unexpected outreach sets producers apart. If you want to scale your operations and develop high-performing systems, check out the Agent Elite community and our Million Dollar Agency book.

Connect with Brian Ahearn: https://www.linkedin.com/in/brianfahearn/

Key Takeaways and Timestamps
00:00 How small extra steps separate you from the competition
03:13 Brian Ahearn on using AI to write and refine books
06:05 Connecting influence principles to a higher purpose
10:18 Applying reciprocity and the liking principle to sales conversations
16:03 Letting go of control and prioritizing people over process
27:06 Avoiding tunnel vision in career and business growth
34:48 Staying content without becoming complacent as an operator
40:08 Active listening and documenting personal details on prospect calls
47:28 Amplifying reciprocity: meaningful, customized, and unexpected touches 50:38 Why relationship building drives long-term insurance retention

The Insurance Dudes Resources
Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Listen to the Audio Podcast
Apple: https://podcasts.apple.com/us/podcast/the-insurance-dudes/id1451888095
Spotify: https://open.spotify.com/show/2gVVPkZ2MWQ1orwdltdIAK

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

Hiring insurance producers who actually write premium comes down to building a repeatable training system rather than searching for a unicorn salesperson.

In this episode, we break down why relying on experienced talent often leads to high turnover and bad sales habits inside your agency. Learn how to recruit for coachability, structure daily producer onboarding, and run consistent sales training to ramp new hires to full quota faster. If you need a structured framework to evaluate role fit and streamline hiring producers across your team, check out TeamIQ.

Key Takeaways and Timestamps
00:00 Why hiring experienced insurance salespeople often fails
04:15 The cost of uncoachable talent versus raw potential
09:30 Structuring daily onboarding and producer training
15:45 Setting clear production benchmarks and activity metrics
21:10 Building repeatable sales processes for agency scale
26:20 Final takeaways on developing top producers in-house

The Insurance Dudes Resources
Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

How to help new insurance producers pass the licensing exam on their first attempt and reduce onboarding drop-off.

Melissa, the Insurance Exam Queen joins us to break down why most candidates struggle with the insurance licensing exam and how agency owners can fix their preparation process. When bringing new talent into your agency, long study cycles and repeat test failures cost time and revenue. Structuring a clear study framework helps your new hires get licensed faster and onto the phones sooner. 

For screening and hiring producers who fit your agency culture, check out TeamIQ.

Connet with Melissa: insuranceexamqueen.com
https://www.youtube.com/channel/UC2-mT7QUl_jHYQRIaw0Ihpg
https://www.instagram.com/insuranceexamqueen/
https://www.instagram.com/insuranceexamqueen/

Key Takeaways and Timestamps

0:00 Common reasons candidates fail the insurance exam
5:15 The cost of delayed licensing during onboarding
12:40 Structuring a daily study routine for new hires
21:10 Study retention strategies and practice testing
31:05 Moving newly licensed producers to the phones
38:20 Building a repeatable producer onboarding system

The Insurance Dudes Resources
Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

How P&C insurance agency owners can adapt to modern technology, evaluate emerging risk, and strengthen client retention to scale their business.

In this episode, we discuss the changing landscape of insurance technology, managing risk profiles, and maintaining strong relationship-driven service. Learn how to implement sustainable agency growth systems and streamline your operations in a shifting market. If you are looking to scale your agency systems and processes, check out the Agent Elite community and the Million Dollar Agency book.

Key Takeaways and Timestamps

00:00 The Unexpected Acquisition Journey
02:59 SageSure: A Deep Dive into the Company
05:56 The Path to Insurance: A Personal Story
08:59 Connecting Insurance and Financial Markets
11:58 The Birth of SageSure
14:53 Organic Growth and Strategic Decisions
17:47 Maintaining Momentum in a Competitive Market
21:10 Lessons Learned from Challenges
24:09 Investing in Technology for Growth
27:02 Understanding the Homeowners Insurance Market
30:35 Understanding the Cost of Capital in Insurance
36:06 The Role of Reinsurers in the Insurance Market
41:28 Challenges in the California Insurance Market
46:15 The Evolution of Insurance Agents and Technology
57:25 The Future of Insurance: Technology and Relationships

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

Scale your P&C insurance agency by building repeatable operations, handling complex claims, and tightening your client acquisition process.

In this episode, we sit down with agency owner Michelle O'Connor to break down the operational shifts required to build a sustainable book of business. We walk through navigating claims handling, transitioning into agency leadership, and setting up daily processes that protect retention while driving steady agency growth. 

For frameworks on scaling systems and building long-term value, check out the Agent Elite community and the Million Dollar Agency book.

Connect with Michelle O'Connor: https://www.linkedin.com/in/michellenagelioconnor/

Key Takeaways and Timestamps 

00:00 Introduction to agency operations and claims handling 
05:15 Lessons learned from early claims and operational challenges 
14:30 Transitioning from individual producer to agency leader 
26:45 Implementing daily operating systems for agency growth 
38:20 Retention strategies and managing client relationships 
49:10 Long term agency planning and building sustainable value 
56:40 Final takeaways for P&C agency owners

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

Meetings: the overlooked habit that keeps an agency from falling apart

This episode breaks down why daily meetings are the “glue” that keeps an insurance agency running smoothly. We explain how inconsistent check-ins create hidden problems, while short, focused meetings surface roadblocks, accountability gaps, and team momentum before the numbers slip.

We discuss why meetings are often avoided, why that avoidance makes problems harder to fix, and how AI tools can help track team sentiment and patterns over time.

Key Takeaways and Timestamps

00:00 - The thing that disappears before agency numbers start dropping
02:36 - Why meetings are the uncomfortable habit owners avoid
06:03 - The simplest meeting agenda: targets, roadblocks, and fixes
09:06 - Set the meeting, forget the excuses
11:36 - Using AI note-taking to track daily team meetings
12:05 - Reading team sentiment and leading indicators with AI
15:40 - Why 15 focused minutes can replace scattered interruptions
16:44 - Surprises, accountability, and recognition in daily meetings

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Listen to the Audio Podcast
Apple: https://podcasts.apple.com/us/podcast/the-insurance-dudes/id1451888095
Spotify: https://open.spotify.com/show/2gVVPkZ2MWQ1orwdltdIAK

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

Struggling to stay profitable when carriers change the rules on you overnight? 

Dan Kitajima shares the brutal moment his captive agency lost $6 million of book in six months, right as he had just signed a $20,000-a-month office lease - and how that shock forced him to rethink everything.

We pushed Dan into the numbers behind the move from captive to independent, from broker fees and comp plans to closing ratios, retention, and why hyper-specializing can beat trying to sell everything. You’ll hear how Dan retained most of the affected book, why charging $150 to $250 in broker fees can actually improve service, and how independence gave him more control over pricing, appetite, and client outcomes.

If you’re a captive agent wondering whether the independent model is worth the leap, this conversation gives you the real-world pros, cons, and ramp-up lessons without the hype. Essential listening for agents who want more control, better margins, and a business built to survive the next market disruption.

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

Hiring for insurance agencies requires a specific strategy to avoid turnover and protect your company culture.

This episode covers the common hiring mistakes that lead visionary CEOs to lose their best talent and how to implement better agency systems for long term retention. Mandy Keene, a specialist in helping business owners align their team with their vision, joins us to discuss role fit and leadership. Learn how to identify the right candidates for your P&C agency and keep them engaged.

If you are struggling with hiring or culture, check out TeamIQ to find the right role fit for your next producer.

Connect with Mandy Keene: mandykeene.com/transformative-coaching

Key Takeaways and Timestamps

00:00 - Why self-awareness is now a business necessity
01:59 - Mandy Keene’s path from bullied student to coach
04:14 - 25 years of coaching and using assessments
05:16 - What separates grounded high achievers from destructive ones
09:45 - Why misalignment creates struggle and suffering
11:29 - The penguin in the desert metaphor
14:14 - Jason’s turning point from proving to performing
18:14 - How calm and relaxed became the new standard
21:53 - What understand.me is and why Russell Brunson created it
25:20 - Why assessments reduce hiring risk
27:26 - Hiring by personality fit instead of hiring “more of you”
30:27 - Why sales hiring often goes wrong
32:08 - How assessments reduce interview and hiring BS
35:22 - Enneagram, DISC, and different entrepreneurial styles
40:30 - Why the “integrator” is often really two or three roles
44:43 - Visionaries need a manager so they can stay in the cave and create
47:57 - Why EOS is useful but oversimplified for many founders
50:04 - The rock star analogy for leadership and energy management
53:21 - The Beatles example: staying in the creative lane
56:34 - What to look for in sales and service roles
60:13 - How to keep top performers by meeting their top values
62:55 - Where to find understand.me

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

 Struggling to grow when your best move feels too risky to make?

We discuss how to scale a P&C agency from scratch. The episode focuses on the transition from a small startup to a 50 employee operation by implementing specific outbound dialing processes and hiring the right producers. Guest Dan Garzella, owner of The Garzella Group, explains his journey of building an agency empire starting with only 500 dollars.

If you are looking to scale your outbound efforts and improve lead generation, check out TeleDudes / Telefunnel.

Connect with Dan Garzella: https://www.linkedin.com/in/daniel-garzella-87944510

Key Takeaways and Timestamps

0:00 Introduction to scaling a P&C agency
2:45 Starting an agency with 500 dollars
7:12 The reality of outbound dialing for growth
12:35 Hiring producers and building a 50 employee team
18:50 Systems for consistent lead generation
25:10 Managing agency valuation and long term scaling

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast 

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes

Shoot Us A Message!

Hiring Producers for P&C Agencies.

In this episode, we discuss effective recruitment techniques for finding high performing talent in a competitive market. We break down the mechanics of role fit and how to screen for candidates who actually want to work.

If you are looking to improve your hiring process, hiring producers, and team culture, check out TeamIQ.

Key Takeaways and Timestamps

0:00 Introduction to hiring challenges
4:15 Why role fit is more important than experience
8:30 Screening for work ethic in the first interview
12:45 Creating a culture that attracts producers
18:20 Using assessments to find the right team members
24:10 Closing thoughts on recruitment strategy

The Insurance Dudes Resources

Join the Agent Elite: https://www.skool.com/agentelite
Best Seller: https://MillionDollarAgencyBook.com
Insurance Dudes Files: https://blog.theidudes.com
TeamIQ: https://teamiq.theidudes.com
Telefunnel Lead Callers: https://theidudes.com
ILB: https://insuranceleadbrokers.com
Insurance Agency Trader: https://trader.theidudes.com

If this helps, subscribe and hit the bell so you can catch every episode.

Follow Us
Facebook: https://www.facebook.com/theinsurancedudes
LinkedIn: https://www.linkedin.com/company/the-insurance-dudes-podcast
Instagram: https://www.instagram.com/insurancedudespodcast

Support the show

Hey there! Thank you for listening! We'd be SUPER GRATEFUL for a subscribe!

And a review over on the Apple Podcasts would be incredible!

Check out our newsletter, webinar, and some great Internet Lead tactics at The Insurance Dudes Homepage.

We appreciate you!

Craig Pretzinger & Jason Feltman
The Insurance Dudes