Trusted Advisor Podcasts by The Iroquois Group

Last week we released part one of our podcast episode with Ian Altman. This week we are back and better than ever. Ian Altman dives right into a tool called the Client Vision Pyramid. This tool can be implemented immediately and will help shorten your sales cycle. Same Side Selling’s co-author brings an energy and optimism that you won't want to miss.

Co-Author of sales coaching book Same Side Selling, Ian Altman, is on air this week with Charlie Venus in part 1 of a 2-part series. In this episode of Charlie's Corner, Ian dives into why insurance producers should think of the sales process as a puzzle instead of a zero-sum game. For more practical steps on how to sell without creating a winners and losers dynamic, listen to this week's episode. Don't forget to come back next week for part two of this episode.

We all know who Alexa and Siri are, but have you heard about EVA? If not, be sure to tune into this week’s episode with Shaun McNeill from EZLynx. Communicating with insureds to get them what they need when they need it is a surefire way to keep customers happy. Shaun’s episode will have you thinking of new ways to use the customer contact tools that should be on your toolbelt.

Stuart Ganis of marketing and management software provider ITC joins us on the podcast this week to highlight why it is important for independent insurance agents to stay connected and meet their customers where they want to be met. Stuart makes sure to point out that it’s not too late to get on the technology bandwagon.

In part two of this episode, Scott continues to engage us as he compares an insurance agent’s process to that of a medical doctor. He also recommends meeting with a local risk manager to compare notes and gain inspiration. In this section of the podcast, Scott invites Iroquois member agencies to use the free tools his company has put into place, including assessments on Sales Leadership, Producer Growth and Organic Growth. This and so much more can be gleaned from part 2 with Scott Addis.

Scott Addis, of Beyond Insurance joins us for a two-part episode. In section one, we review the 5 steps process to risk management. Insurance agents listening in will also learn how to avoid falling into the perception trap. Scott urges agents to ask themselves: “what makes me different and what is my story?”

We are joined by one of Iroquois’ member agencies, Alex Sze, of Century Max Insurance in Flushing, N.Y., this week. Alex’s agency is located at what was ground zero in the beginning months of the pandemic. From closely watching the numbers in February to shifting how the agency operated in the following months, Century Max Insurance leaned on tech tools to help it navigate the turbulent waters of the pandemic well.

Tracey Ant, the SVP and Head of Field Sales and Execution at The Hartford, sits down with trusted advisor Charlie Venus to discuss their capabilities and appetite in Middle Market. Tracey also discusses what changes can be expected as we head into 2021. Consistency and efficiency are at the core of this episode, and both are well represented when dealing with The Hartford.

A major player in Small Commercial joins us on the Trusted Advisor podcast this week. Matt Kirk, SVP and Chief Sales and Distribution Officer for Small Commercial at The Hartford, discusses trends in small commercial, how The Hartford and its many small commercial customers are responding to the pandemic, and the evolving relationship between agents and their small commercial clients.

Dr. Erin Cornelius joins the Trusted Advisor Podcast again to check back in on our COVID-19 mental health. With her refreshing attitude and relatable examples, this COVID conversation will resonate with everyone. She also addresses how leaders can make the workplace a less stressful environment as businesses wrestle with the fatigue their employees are experiencing.