Send us Fan Mail

What if the future of insurance lead generation isn’t making more calls… but building enough trust that prospects come to you?

In this episode of The Modern Insurance Agent Podcast, David Denning sits down with life insurance agent Logan LaVoice to talk about his shift away from the exhausting one-call-at-a-time lead grind and toward a content-first approach built around trust, personality, and genuine connection.

Logan shares why traditional purchased leads became frustrating, how social media changes the conversation by allowing prospects to get to know you before they ever reach out, and why being yourself online can be a serious competitive advantage for insurance agents.

You'll discover:

• Why purchased insurance leads can become a bottleneck
• How social media helps insurance agents build trust at scale
• Why inbound prospects feel completely different from cold leads
• How Logan uses his blue-collar background, family, nerd culture, and personality to connect with his ideal audience
• Why simple stories can make complicated insurance concepts easier to understand
• How consistency compounds into long-term business growth
• The massive opportunity Logan sees as wealth begins transferring between generations

One of Logan's biggest lessons?

Stop trying to count to ten by tens. Count to ten by ones.

You don't need one massive breakthrough. Get up, do the right things consistently, improve a little every day, and let those actions compound.

If you're an insurance agent tired of constantly chasing the next lead and wondering whether organic social media marketing can actually generate business, this episode is for you.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

Health insurance costs keep climbing but what if employers could dramatically reduce healthcare expenses without replacing their existing major medical plan?

In this episode of The Modern Insurance Agent Podcast, David Denning sits down with Steven Guilfoile, Founder & CEO of AffordaCare Insurance, to break down a different approach to group health benefits.

Steven shares how his team works alongside existing brokers and employer health plans to reduce claims, integrate benefits with payroll, encourage proactive healthcare, and help businesses take greater control of one of their largest expenses.

They dive into:

• What’s really driving group health insurance costs higher
• How employers can reduce healthcare claims and expenses
• Why proactive healthcare can change the economics of a health plan
• How payroll integrations can simplify benefits administration
• Why AffordaCare works alongside existing insurance brokers instead of replacing them
• How Steven built a national business through relationships and referrals
• Why strategic referral partners can become an incredible growth channel
• How insurance agents can create opportunities by connecting with employers
• Steven’s approach to building a strong team and company culture
• Why challenging yourself outside your comfort zone can make you better in business

Steven also shares the bigger philosophy behind his company: create enough value for employers, employees, brokers, and partners that everyone has a reason to win together.

If you work in group health insurance, employee benefits, commercial insurance, Medicare, or serve business owners in any capacity, this episode is packed with ideas you can apply to your own business.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

Ever sit down to post on social media, stare at a blank screen, and have absolutely no idea what to say? 😅

You don't need more creativity.

You need a system.

🎙️ In this episode of The Modern Insurance Agent Podcast, David and Elle Denning break down a simple content strategy that helps insurance agents consistently create social media content, build trust, and generate conversations without constantly wondering what to post.

And here's where most insurance agents get it backwards:

80% of your content should be about your life. Only 20% should be about your business.

Why?

Because people don't build relationships with insurance policies.

They build relationships with people.

In this episode, you'll learn:

• What content pillars actually are and why insurance agents need them
• How to choose 3–5 content pillars you'll never get tired of posting about
• The "Two-Year Test" for choosing content topics
• Why personal content builds more trust than constant insurance posts
• How the 80/20 social media content strategy works
• The 4 types of business content worth posting
• Why posting more insurance content isn't necessarily better
• How your niche and content pillars work together
• Why you don't need an extraordinary life to create engaging content
• How to stop staring at a blank screen every time you need to post

If you're an insurance agent using Facebook, Instagram, or social media to generate leads organically, this episode gives you a repeatable content strategy you can actually stick with.

Here's the framework:

Your niche tells you WHO you're talking to.
Your content pillars tell you WHAT to say.

Put them together, and content stops being a guessing game.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

Most people don't grow up dreaming of a career in insurance.

Jessie Terry certainly didn't.

🎙️ In this episode of The Modern Insurance Agent Podcast, David Denning sits down with Jessie Terry author of 38 children's books, wearable artist, martial artist, entrepreneur, and future insurance professional to discuss how a creative background, a heart for service, and a desire to make a difference completely changed her perspective on the insurance industry.

Jessie shares why she believes the next generation has an incredible opportunity to reshape insurance through creativity, authenticity, education, and genuine human connection.

Whether you're considering a career in insurance, building a personal brand, or looking for more purpose in your work, this conversation offers a fresh perspective on what success can look like.

In this episode, you'll learn:

• Why Jessie changed her mind about pursuing a career in insurance
• How creativity can become your biggest competitive advantage
• Leadership lessons from writing 38 children's books
• How social media helped her build a personal brand
• Why relationships matter more than transactions
• The importance of finding your "why" in business
• How insurance can become a vehicle for making a meaningful impact
• Advice for young entrepreneurs pursuing big dreams
• Why service not sales is the future of insurance

If you're an insurance agent, entrepreneur, student, or someone considering a career change, this episode will challenge how you think about purpose, leadership, and building a meaningful business.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

What if being more transparent about pricing actually helped you close more sales?

Most insurance agents worry that discussing price too early or being honest about potential drawbacks will cost them the sale.

Todd Caponi says the opposite is true.

🎙️ In this episode of The Modern Insurance Agent Podcast, David Denning sits down with Todd Caponi award-winning author of The Transparency Sale and The Four Levers of Negotiation to explore why transparency is one of the most powerful sales strategies in today's trust-driven marketplace.

Todd explains why buyers don't need to be convinced they need enough clarity to confidently believe they're making the right decision. From pricing conversations to negotiations and objection handling, you'll learn how openness builds trust, shortens the sales cycle, and creates long-term client relationships.

Whether you're a new insurance agent, experienced producer, or agency owner, this episode is packed with practical sales strategies you can implement immediately.

In this episode, you'll learn:

• Why transparency can increase sales and shorten the sales cycle
• How to talk about price with confidence instead of hesitation
• Why hiding pricing often creates distrust with modern buyers
• The Four Levers of Negotiation: volume, timing of cash, length of commitment, and timing of the deal
• Why "overcoming objections" is often the wrong mindset
• How transparency reduces buyer's remorse and increases client confidence
• Why the best salespeople think like trusted advisors not closers
• How to create client experiences that generate renewals and referrals
• Why AI and easier access to information make trust more valuable than ever
• The timeless sales principle that still works over 100 years later

One of the biggest takeaways?

The sale isn't the finish line.

The best insurance agents create such a great client experience that one policy leads to renewals, additional business, referrals, and lifelong advocacy.

If you want to sell insurance without feeling pushy, negotiate with greater confidence, and build stronger long-term client relationships, this conversation is a must-watch.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

What if the same social media content could help you attract new insurance clients AND recruit top producers to your team?

Most agency owners think they need two completely different content strategies one for sales and another for recruiting.

That's a mistake.

🎙️ In this episode of The Modern Insurance Agent Podcast, David and Elle Denning break down a simple content strategy that helps insurance agents build both pipelines at the same time without constantly creating more content.

You'll learn the Two-Reader Test, the content pillar strategy used by successful agency owners, and the 80/20 content formula that helps you build trust, generate conversations, attract prospects, and recruit the right people.

Whether you're a new insurance agent, experienced producer, agency owner, or building a team, this episode will change how you think about social media marketing.

In this episode, you'll learn:

• How one Facebook post can generate both clients and recruits
• Why your personal profile can outperform a business page
• The Two-Reader Test for creating high-converting content
• How to attract insurance prospects without sounding salesy
• How to recruit agents through authentic lifestyle and leadership content
• The 3–5 content pillars every insurance agent should have
• The 80/20 content strategy that builds trust and drives conversions
• Why people join leaders not logos
• How to create consistent content without running out of ideas
• The biggest social media mistake most insurance agents make

Whether you sell Medicare, life insurance, final expense, annuities, or commercial insurance, this framework can help you build stronger relationships, generate more referrals, and attract the right clients and producers to your agency.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

Are veterans fully protected when they leave military service?

Many assume their government benefits and existing coverage are enough but that isn't always the case.

🎙️ In this episode of The Modern Insurance Agent Podcast, David Denning sits down with Maria Price, a retired Navy veteran and former federal employee who now helps veterans and pre-retirees understand their life insurance options, protect their families, and prepare for retirement with greater confidence.

Maria shares the most common misconceptions veterans have about life insurance and federal benefits, why coverage gaps can appear during major life transitions, and why education should always come before the sale.

She also explains how trust, authentic communication, social media, and AI can help insurance professionals serve military families more effectively without relying on high-pressure sales tactics.

Whether you're a veteran planning for retirement, a federal employee, or an insurance agent who serves military families, this episode is packed with practical insights and real-world strategies.

In this episode, you'll learn:

• What veterans should know about life insurance after military service
• Common misconceptions about military and federal employee benefits
• Why veterans may have unexpected life insurance coverage gaps
• How pre-retirees can better prepare for retirement
• The difference between term life and permanent life insurance
• Why education-first sales create stronger client relationships
• How to build trust without relying on high-pressure sales tactics
• How social media and video can help grow an insurance business authentically
• How AI can help insurance agents create better content while staying authentic
• Why serving people should always come before selling policies

If you're an insurance agent looking to better serve veterans or you're a veteran preparing for retirement this conversation offers valuable guidance from someone who has experienced both sides of the journey.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

Is personal branding replacing traditional lead generation for insurance agents?

🎙️ In this episode of The Modern Insurance Agent Podcast, David Denning sits down with Joel Erway, founder of a performance-driven branding agency that has generated more than $100 million in revenue for clients, to explore why the future of insurance belongs to agents who build trust not just buy leads.

Joel shares why cold leads are becoming harder to convert, how authentic personal branding creates warmer prospects, and why insurance agents need to stop relying solely on lead vendors and start becoming the obvious choice in their market.

Instead of constantly paying for the next lead, agents can build a marketing asset that compounds over time one that creates authority, trust, referrals, and inbound opportunities.

Whether you're a new insurance agent, experienced producer, or agency owner looking to build a stronger acquisition system, this episode is packed with actionable strategies you can implement immediately.

 this episode, you'll learn:

• Why personal branding is changing traditional insurance lead generation
• How insurance agents can attract clients instead of constantly chasing them
• The biggest mistake experts make when creating content
• Why authenticity beats generic AI-generated content
• How to create a brand people know, like, and trust
• The difference between cold leads and brand-driven opportunities
• How podcasts, interviews, and webinars can become client-generating assets
• Why your personal story can be your greatest marketing advantage
• How paid ads, email marketing, and follow-up fit into long-term growth
• How to build an evergreen insurance client acquisition system

Whether you sell life insurance, Medicare, health insurance, P&C, commercial insurance, or financial services, these principles can help you build a business that attracts clients and creates opportunities for years to come.

🔗 Connect with Joel Erway:
https://joelerway.com

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

Think you need to buy insurance leads to get your first clients?

Think again.

🎙️ In this episode of The Modern Insurance Agent Podcast, David and Elle Denning reveal a simple three-step strategy that helps brand-new insurance agents land their first 10 clients without buying leads, cold calling, or pitching friends and family.

Instead of chasing strangers, they share a modern, relationship-first approach that helps agents build trust, start meaningful conversations, and generate appointments using social media and their existing network.

Whether you're just getting licensed or looking for a better way to launch your insurance career, this episode provides an actionable roadmap you can start using immediately.

In this episode, you'll learn:

• How to get your first 10 insurance clients
• Why buying insurance leads isn't necessary when you're just starting
• The biggest mistake brand-new insurance agents make
• How to optimize your Facebook profile to attract more clients
• How to announce your insurance business without sounding salesy
• The social media strategy every new insurance agent should use
• How to generate appointments without cold calling
• Why asking for practice appointments works better than pitching
• How to build trust before asking for business
• The exact three-step system for generating referrals and inbound opportunities

Whether you sell life insurance, Medicare, health insurance, final expense, P&C, or commercial insurance, these strategies will help you build a business you actually own instead of one that depends on purchased leads.

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group

Send us Fan Mail

What does it take to build a Medicare insurance agency that thrives through industry changes, develops great leaders, and creates a lasting legacy?

🎙️ In this episode of The Modern Insurance Agent Podcast, David Denning sits down with Miguel Delgado, founder of Elite Partners, to discuss how he built a mission-driven Medicare agency with 134 agents, 5 offices, and operations across 12 states all while staying focused on servant leadership, strong relationships, and helping seniors navigate Medicare with confidence.

Miguel shares why insurance agents should think like business owners, how his agency is adapting to major Medicare industry changes, and why culturenot commissions is the foundation of long-term success.

Whether you're a new Medicare agent, an experienced producer, or an agency owner looking to scale your business, this episode is packed with practical leadership and growth strategies you can apply immediately.

In this episode, you'll learn:

• How to build a successful Medicare insurance agency
• The leadership principles behind long-term agency growth
• Why servant leadership creates stronger insurance teams
• How to recruit, develop, and retain great insurance agents
• Why company culture becomes your greatest competitive advantage
• Marketing strategies for Medicare insurance agents
• How to adapt to changing CMS regulations and carrier changes
• Why insurance agents should think like business owners not just producers
• How to build a legacy business that can be passed on to the next generation

If you're serious about growing a Medicare insurance agency that's built to last not just survive the next enrollment season this episode is for you.

Connect with Miguel Delgado: https://www.wemakeinsuranceez.com/

Connect with Us:

🔗Download the resources & access the full podcast library – jumpstartgonow.com/podcast

Join the Movement of Modern Insurance Agents!

Ready to become the agent clients trust and refer to their friends? Start by building your personal brand, using social media effectively, and prioritizing relationships over transactions. Let’s change the way people see insurance one client at a time! 🚀

📢 Join the discussion! Connect with like-minded agents and get exclusive marketing tips in the Marketing for Insurance Agents Facebook Group. jumpstartgonow.com/join-group