Insurance Town

This week in Insurance Town I sat down with my friend Evan Smith of Mav. We had an incredible conversation about growing your sales with leads and building an inside sales team .

We discussed the importance of recognizing that you have to have a vision and a plan before working with leads and not try to scale too quickly

We discussed the idea of there is no “bad lead” and what that means. We discover ways to write any lead . The numbers game that is leads and why MAV is THE go to for scaling and growing you business with online leads.

Check this one out and hear his three pillars of working with leads successfully. And so much more

Sponsors:
Smart Choice® the fastest growing agency network hands down and now with 11,000 agencies across the country

Canopy Connect -THE one click solution to getting the dec pages you need to quote your prospects and get loss runs and driver lists , and vehicle lists and , and and… check it out

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 In this episode of the Insurance Town Podcast, Heath Shearon hosts Christopher Frankland to discuss the intersection of technology and insurance, focusing on AI's impact on the industry. They explore the concept of the 'bionic agent,' the role of AI in transforming insurance processes, and the future of human interaction in a tech-driven world. The conversation also touches on personal anecdotes, the importance of adapting to technological changes, and the potential for AI to enhance customer experiences.

Takeaways:

• AI is transforming the insurance industry by automating processes and enhancing customer experiences.
• The concept of the 'bionic agent' combines human expertise with AI technology.
• Adapting to technological changes is crucial for staying relevant in the industry.
• AI is no longer just a buzzword; it's a fundamental shift in how we work.
• The insurance industry is fragmented, with varying levels of AI adoption.
• Human interaction remains essential, even as automation increases.
• AI can help solve real problems and tackle industry challenges.
• The future of insurance involves a blend of technology and human touch.
• AI's role in insurance is evolving, with potential for real-time risk assessment.
• Education and upskilling are vital for embracing AI in the industry.

Sound Bites:

• AI is transforming insurance.
• The bionic agent is the future.
• Adapt to tech changes or fall behind.
• AI is a fundamental shift.
• Human interaction is still key.
• AI solves real industry problems.
• The future blends tech and human touch.
• Real-time risk assessment is coming.
• Education is key for AI adoption.
• AI is beyond just a buzzword.

Chapters:

• 00:00:00 Introduction and Guest Introduction
• 00:00:00 AI's Impact on Insurance
• 00:00:01 The Bionic Agent Concept
• 00:00:02 Adapting to Technological Changes
• 00:00:03 Future of Human Interaction in Insurance

Sponsors:
Smart Choice Agents Program- the fastest growing agency network hands down.
Canopy Connect: Your one click solution for getting everything you need to quote your prospects 

This is an episode recorded at the PIA VADC conference in Virginia Beach with my man Byron Roberts.  It is a fast, on-the-ground conversation about how Openly built for independent agents, why speed still matters, and how data is shifting from rearview mirror to windshield. 
Quick recap

Openly’s origin story is agent-first. Founders Ty Harris and Matt Duffy asked agents what they actually needed, then shipped a three-question quote experience built to find “diamonds in the rough,” not write everything in sight. The company doubled down on listening loops like ACE, its Agency Council of Excellence, to sanity-check product decisions, fix friction fast, and keep writing business during a stubborn hard market. They are rolling into PL Rating in key states to cut keystrokes, and they see the next frontier as forward-looking data that helps carriers price for tomorrow’s weather, not yesterday’s. 

Key takeaways

• Built by and for independent agents, not DTC. Choice and counsel are the strategy. 
• Three inputs to quote, then verify details to bind accurately and quickly. Think seconds, not hours. 
• ACE council gives Openly real-time agent feedback and a promise to report back on changes. 
• Smart underwriting beats growth at any cost. Openly tightens or tweaks instead of pulling out. 
• PL Rating integrations are in motion to reduce double entry and speed comparisons. 
• Data is shifting from historical to predictive. Actuaries need “crystal balls,” not just rearview mirrors. 

Notable quotes

“Tell me I can’t, I’ll show you I will.” Byron on persistence.

“Three questions, name, date of birth, and address. We can get it.” On the quoting thesis.

“We’re staying open for these agencies. We don’t tighten everything down or pull out.” On disciplined appetite.

“We used to look at historical data. Now we need crystal balls.” On forward-looking pricing.

Sponsor 
Smart Choice- The fastest growing insurance network, with 10,000 agencies, 11 billion in written premium written its incredible
Canopy Connect- your 1 click solution to getting the deck pages you need to quote your prospects. 

In this weeks episode, the mayor sits down with his good friend Tinsley English to discuss her latest book titled Grit, Growth & Gumption. But this episode is way beyond that we discuss being a leader in this service industry. We discuss the challenges, the customer service, reps face, the challenges that managers face.

We also discuss accepting God’s calling in your life no matter how difficult that might be, or scary that might be. This episode is a really really good one. 

I couldn’t do this show without my amazing sponsors 

Smart Choice – the fastest growing agency network hands-down. With over 10,000 agencies across the country, trusting them and over 11 billion written premium

Canopy connect – you’re one click solution to getting the deck pages you need to quote your prospects

In this episode, the Mayor sits down with industry veteran Jeff Kleid  a 30-year insurance innovator, MGA, and carrier leader  to talk about the business of hard-to-place risks, the truth about captives, and how brokers can turn complex accounts into profitable opportunities.

From selling insurance on the internet in the ‘90s to building niche programs for cannabis, film, and trucking, Jeff shares real-world lessons about taking chances, trusting data, and transforming the way independent agents think about risk.

In this episode, we discuss:

• The evolution from retail broker to MGA and carrier
• Why most agents misunderstand captives (and how to use them right)
• Building programs for high-risk industries like towing and hemp
• How to niche down without boxing yourself in
• The role of AI in underwriting and program innovation

Key Takeaways:

• Don’t fear the hard-to-place — that’s where opportunity lives.
• Captives aren’t restrictive; they empower growth and control.
• Niche success is built on relationships and risk awareness.
• AI is a tool, not a replacement — human insight still wins the day.

Connect with Jeff Kleid:

• LinkedIn: linkedin.com/in/jeffkleid

• Email: jdkleid@eliterisk.com

• Website: eliterisk.com

Special Thanks to Our Sponsors:
🧡 Smart Choice – The fastest-growing agency network helping independent agents write more business and earn more income.
🔗 Canopy Connect – The easiest way to collect your client’s insurance information in seconds.

In this weeks episode of Insurance Town, The Mayor welcomes good buddy Patrick McBride to the show. Patrick, a seasoned insurance professional, shares his journey, experiences, and insights on the industry's evolving landscape.

Key Highlights:

• The Last Few Years in the Industry: Patrick reflects on how the last couple of years have been "wicked" due to the rapid changes in technology and the industry's shift towards innovation. He provides perspective on how to stay ahead amidst these changes.
• Staying Connected in a Changing World: The conversation shifts to the importance of maintaining relationships in the insurance world, especially in a post-pandemic landscape. Patrick talks about his strategies for staying connected with colleagues and clients while continuing to adapt to the evolving industry.

Customer Service and Technology: The conversation digs deep into how the evolution of technology has transformed customer service in the insurance world. Patrick emphasizes the need for agencies to use tech to enhance the client experience—whether it's through automation or more personalized service. They discuss tools like AI chatbots, data analytics, and client portals, which not only make processes faster but allow for a more tailored approach. As Patrick points out: "The best tech makes great service feel effortless."Patrick shares a few stories where tech simplified otherwise complex processes for clients, noting how a quick turnaround and personalized communication helped retain customers. The duo also touches on the challenge of finding a balance between automation and the human touch. "At the end of the day," says Patrick, "clients still want to know there’s a real person behind the scenes who cares about them."

• Rapid Fire Questions Segment: In a fun and fast-paced part of the episode, Heath puts Patrick in the hot seat with rapid-fire questions. Get ready for some hilarious and insightful moments as Patrick reveals:
  • Favorite tech tool for improving customer service.
  • Worst business advice he ever received.
  • Favorite networking event (besides Indy Tech, of course!).
  • Go-to grilling recipe—yes, there’s a little cooking talk!
  • And much more!
• Customer Service Tech Takeaways for Insurance Pros:
  • Speed & Efficiency with Tech: Use technology to streamline repetitive tasks like policy changes, claims processing, and FAQs to free up more time for personalized client interactions.
  • Human Touch: While automation is a game-changer, it’s crucial to maintain a human connection for the moments that matter. Clients value tech for convenience but trust is built through real relationships.
  • Data-Driven Personalization: Tools that provide data insights can help agents understand client preferences and needs, making their outreach and service more meaningful.
• Don’t Miss:
  • Laugh-out-loud moments from the rapid-fire segment.
  • Patrick’s take on the biggest customer service pitfalls and how to avoid them in today’s tech-driven world.

Takeaways for Insurance Professionals:

• Importance of attending industry events like Indy Tech to network and stay updated on new trends.
• How to stay agile and adaptive to change in a "wicked" industry.
• Strategies for staying connected with your professional network, even when you can't always meet in person.

Don't Miss:

• Hilarious stories from the Indy Tech event that will keep you laughing.
• Patrick’s take on how insurance professionals can thrive in today's rapidly evolving environment.

Subscribe & Review:
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In this episode of Insurance Town, the Mayor, Heath Shearon welcomes Jamie Peers  really just to catch up and have a chat, but this lead to hitting the record button, and discussing the evolving landscape of the insurance industry, focusing on data integration, AI, and the challenges of maintaining clean data. Jamie shares insights from his journey through startups and consulting, emphasizing the importance of introspection and personal growth. The conversation also touches on the role of AI in solving business problems and the significance of building strong teams.

• Introspection is key to personal and professional growth.
• Data integration is more complex than it seems.
• AI should solve business problems, not just be a buzzword.
• Clean data is crucial for effective business operations.
• Building strong teams is essential for success.
• The insurance industry faces unique data challenges.
• Consulting offers diverse experiences but lacks depth.
• Startups require adaptability and resilience.
• Effective communication is vital in tech and insurance.
• Pilot programs can help improve data quality.

Chapters

• 00:00:02 Introduction and Jamie's Background
• 00:00:36 Exploring Africa and Personal Growth
• 00:03:01 Journey Through Startups
• 00:05:26 Introspection and Personal Development
• 00:08:20 Leadership and Team Building
• 00:14:17 Data Integration Challenges
• 00:18:41 AI in Business
• 00:26:25 Consulting and Current Projects
• 00:30:51 Future Plans and Team Building

Sponsors:

Smart Choice Agents - The Fastest growing agency network hands down

Canopy Connect- The one click solution to getting the information you need to quote your prospects 

In this weeks episode, the Mayor and Toby discuss the intersection of technology and insurance, focusing on the challenges and opportunities within the industry. They explore the role of AI in transforming insurance processes, the importance of understanding client needs, and the potential for technology to attract new talent to the field. Toby shares insights from his journey in the insurance and tech sectors, highlighting the innovative solutions his company, OneFort, is developing to streamline operations and enhance client relationships.

Takeaways

• AI is transforming the insurance industry by automating processes.
• Understanding client needs is crucial for effective insurance solutions.
• Technology can attract new talent to the insurance field.
• OneFort focuses on independent insurance agents to maximize impact.
• Manual processes in insurance are time-consuming and need automation.
• Cross-selling and upselling are key strategies for insurance growth.
• AI can help identify underinsured clients and recommend solutions.
• The insurance industry faces a talent shortage that technology can address.
• OneFort integrates with existing tools to streamline insurance workflows.
• Toby emphasizes the importance of continuous innovation in tech solutions.

Chapters

• 00:00:02 Introduction and Greetings
• 00:00:05 Discussing Upcoming Events
• 00:00:20 The Role of Magic in Trade Shows
• 00:03:23 Toby's Journey in Insurance and Tech
• 00:07:55 Miscommunication in Insurance and Tech
• 00:16:21  Focus on AI for producers, and CSR's 
• 00:29:01  AI Solutions for Insurance
• 00:32:04 Cross-Selling and Upselling with AI
• 00:39:32 Future Plans and Industry Growth

Sponsors:
Smart Choice The Fastest growing agency network in country! Hands Down
Canopy Connect - Your 1 click solution to getting the dec pages you need to quote your prospects

This one is a Mayor Solo! Mail bag episode! STICK AROUND and hang out with me. If you dont want to hear a solo episode , I get it , Go check out another one of your favorite shows, no hurt feelings here. But if you wanna hang out with me, I look forward to the next 39 minutes with you itll be fun

Sponsors:

Smart Choice
Canopy Connect