Agency Intelligence

In this episode of Stuff About Money They Didn’t Teach You in School, Xavier Angel, CFP®, is joined by Shannon Mehaffey Ory, Owner and Senior Care Consultant at Avila Senior Advisors, for an honest conversation about something every family will face but few feel prepared for: caring for aging parents. Whether care needs change slowly or arrive overnight after a fall, hospitalization, or diagnosis, Xavier and Shannon unpack why families often find themselves making major financial and care decisions under stress, emotion, and time pressure, usually without a plan. With over a decade of experience across senior housing, memory care, home care, and mission-based work with the homebound and aging, Shannon brings clarity to a confusing and emotionally charged process. Together, she and Xavier walk through six essential things families need to understand about long-term care, including why crisis-based decisions are the most expensive, why Medicare assumptions can be dangerous, and how understanding care options l

In this episode of Insurance Shop Talk, host Eric Stein introduces a game-changing workers’ compensation opportunity for P&C agents in Ohio and surrounding states. With Ohio’s monopolistic system long limiting agent participation, a newly approved Alternate Employer Organization (AEO) program now allows agents to earn ongoing commission while delivering meaningful cost savings and improved claims management for their clients. Eric breaks down how the program works, who it’s best suited for, and—most importantly—the practical sales strategy agents can use to position it with existing clients and prospects. From pay-as-you-go billing and simplified claims handling to real-world savings examples, this webinar offers a clear roadmap for agents looking to unlock new revenue and strengthen client retention in a competitive market.

In this episode of Insurance Shoptalk, host Eric Stein sits down with Walter Sabrin of Venture Employer Services for a wide-ranging conversation on the realities of hiring, recruiting, and retaining talent in today’s insurance agency environment. Drawing on decades of experience, Walter breaks down why agencies should always be recruiting, how internal referral programs and small-scale job fairs can deliver outsized results, and why traditional job boards often fail to reach the best candidates. The discussion also explores proactive headhunting, building a recruiting pipeline for future needs, leveraging nearshore and remote talent to reduce costs while increasing productivity, and the importance of communication, training, and career progression in improving retention. Together, Eric and Walter share practical, real-world insights that agency owners can use to strengthen their teams, adapt to a changing workforce, and build a sustainable hiring strategy for the future.

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jeff and Eboné Granger, Managing Partners at Granger Financial, the agency featured on the January 2026 front cover of Rough Notes Magazine.  Key Topics: The significance of being featured on the front cover of Rough Notes Magazine Building the agency from the ground up during COVID and scaling intentionally over time Expanding beyond insurance into multiple financial service verticals to better serve clients Creating a culture centered on mission, legacy, and long-term impact Using community service as a core business driver, not a side initiative Developing and retaining talent through an ownership mindset, culture, and values Reach out to: Jeff Granger Eboné Granger Jason Cass Visit Website: Granger Financial Rough Notes Magazine Produced by PodSquad.fm

In this episode of Stuff About Money They Didn’t Teach You in School, Erik Garcia is joined by Miles Clark, Senior Analyst at Nasdaq Dorsey Wright, to explore a simple but important question: what’s better—time in the market or timing the market? The conversation opens with a long-term look at how markets have behaved over multi-decade periods and what that data can teach investors when they’re deciding what to do with new money, especially when markets are sitting at or near all-time highs. From there, Erik and Miles walk through three common investor approaches: investing a lump sum right away, waiting for a pullback, or easing in over time. They discuss which experiences tend to lead to better long-term outcomes and why those results often surprise people. The conversation also touches on momentum, relative strength, and market breadth, including what it means when market leadership becomes narrow and valuations stretch. The episode wraps up with Miles’ thoughts on what matters most heading into 2026, w

What if every phone call your agency receives could tell you exactly how customers feel and how your team is performing? Jason Cass sits down with Winston Smith, CEO of Bridge Insure and Magellan Insure, to unpack how call intelligence is reshaping agency operations. The discussion explores why phone systems are more than dial tone, how real insights surface from everyday conversations, and why focusing on customer happiness and employee productivity creates a clearer picture of agency performance. Key Topics: The evolution of Bridge and the launch of Magellan Why phone systems are an untapped intelligence source Using call transcription to surface meaningful insights Measuring customer satisfaction through real conversations Evaluating employee performance with service standards Real time alerts for negative customer experiences Connecting phone data to revenue and premium impact Contrarian perspectives on AI in insurance agencies Reach out to: Winst

In this solo episode of Stuff About Money They Didn't Teach You in School, Xavier Angel, CFP®, ChFC®, CLTC, steps behind the mic to wrestle with a tough truth: planning isn’t optional, not if you want control over your future. Fresh off his conversation with Giovanni Arenas about Gio’s life-threatening condition and remarkable double lung transplant, Xavier gets another call that hits just as hard. A dear friend's cancer has returned, and with it comes the realization that he never put proper business succession plans in place. It is a moment that reveals not just financial vulnerability but emotional fallout, the kind that compounds heartbreak when families are already hurting. Xavier digs deeper into why waiting to plan is one of the costliest decisions a business owner can make. He lays out how proactive planning protects the people you care about most and why delaying those decisions hands your future over to circumstances instead of intention. This episode is an honest call to action: don't wait until

I know you probably work only on signed BOR ... right? Well, sometimes you might be tempted to offer quotes to a prospect (aka: Non-Client; someone who doesn't trust you yet) who won't sign the BOR over to you. Should you still work on that account and offer a quote, or should you push the "pause button" and try again next year? Well, it all depends on whether or not you can get the prospect to give you three things first.  In this episode, host Charles Specht shares what three things you should do in order to increase your Quote-to-Bind rate by other 25% or more. Give a listen, subscribe, and let Charles explain. And, visit our newly updated website at: https://permissiongroup.com Key Topics: Why second place in insurance sales pays zero commission The three critical things you must secure before offering any quote How to demand exclusive access to the carriers you need to compete Getting objective commitments on what you must accomplish to win the business Why prospects m

Pressure on agency call volume has never been higher, and the gap between what teams can handle and what clients expect is widening fast. In this Executive Sessions conversation, Jason Cass sits down with Francisco Lopes, Founder and CEO of Sonant AI, to unpack how AI voice technology is transforming call handling, reducing repetitive tasks, and freeing teams to focus on higher-value work. Their discussion breaks down real adoption challenges, workflow design, routing logic, and the future impact of AI on agency operations and client experience. Key Topics: AI phone agents purpose-built for insurance operations Improving call latency, clarity, and conversational flow Differences in inbound versus outbound AI call performance Workflow design that reduces repetitive staff tasks Routing logic tied to AMS data and team roles Increasing task capacity through automated call handling Adoption hurdles and the tension between personal touch and AI Future impact of agen

Where does agency efficiency go when AI begins handling the repetitive steps teams have battled for years? Jason Cass explores that shift with Jackson Fregeau, Co-Founder and CEO of Quandri, as they break down how a renewal intelligence platform can analyze policies, trigger quoting based on premium changes, and create contextual client communication automatically. Their discussion highlights how these capabilities free up staff to spend more time with clients while opening the door to new levels of retention and operational scale. Key Topics: Evolution from RPA to AI-driven capabilities Building a renewal intelligence platform for agencies Policy analysis across key coverage variables Automated quoting triggered by premium change thresholds Personalized communication for retention and cross-sell Shifts from personal lines to small commercial automation Differences in margin and complexity across business segments Trust, accuracy, and model limits in produc

In this solo episode of the Stuff About Money podcast, host Erik Garcia, CFP®, ChFC®, BFA™ sits down for a candid one-on-one about goals. Not the shiny, New-Year’s-resolution kind, but the messy, honest kind we whisper to ourselves when no one’s listening. Erik shares two personal moments that reshaped how he thinks about goal setting, including the year Dr. Matt Morris bluntly told him, “You just made a bad goal,” and the overly ambitious golf objective that nearly convinced him to quit the game altogether. These stories spark a bigger conversation about why we so often overestimate what we can accomplish in the short term and underestimate what we’re capable of over the long haul. In the second half of the episode, Erik unpacks a healthier, more realistic framework for pursuing goals — especially financial ones. Instead of obsessing over hitting a number by a certain date, he encourages listeners to think of goals as direction and objectives as the checkpoints that keep them moving forward. Erik explores w

Leadership is shaped in the moments when uncertainty meets opportunity. Jason Cass sits down with Doug McElhaney, Chief Strategy Officer at Applied Systems, for an Executive Sessions discussion at the Applied Conference, where Doug breaks down how strategic clarity guides agencies through rapid technological change. Drawing from his years at McKinsey and his work at Applied Systems, he shares the decisions, mentors, and personal experiences that continue to influence his approach to leadership and industry impact. Key Topics: Understanding strategy through hard-to-reverse decisions Top-down thinking and identifying value-producing objectives Overcoming analysis paralysis in agency decision-making Mentorship philosophies and leadership growth Mindsets that shape personal and professional confidence People-driven execution of technology and data Navigating industry transformation and accelerating change Insurance access, protection gaps, and real-world impact

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Mark Rodgers, Founder of Trailstone Insurance, the agency featured on the December 2025 front cover of Rough Notes Magazine.  Key Topics: Mark’s reaction to being selected for the Rough Notes Magazine front cover  Trailstone’s growth from a small agency to a large operation after shifting strategy in 2017–2018 Building automation in 2019 and writing more than 50 million in new personal lines premium Moving from purchased leads to strong inbound through social media, YouTube, and referral partners A sales process centered on homeowner targeting, education, and retention systems Operating fully inside HubSpot for AMS, CRM, communication, and workflow management Leveraging offshore teams, automation, and Traction accountability charts to support scale and culture Reach out to: Mark Rodgers Jason Cass Visit Website: Trai

What happens when experience, resilience, and strategic discipline converge inside a rapidly evolving insurance ecosystem? Jason Cass sits down with Ashim Khurana, COO of Cogneesol, for an Executive Sessions conversation that explores how a 25-year industry leader balances instinct, data, technology, and people. Drawing from work across global operations, insurance services, and Cogneesol’s transition into IT-enabled solutions, Ashim breaks down the mindset required to lead teams, solve problems, and build systems that stand up to change. Key Topics: Early influences and lessons from past mentors Transition from instinct-driven work to data-informed decision-making Evolution from BPM services into technology-led solutions Strategic thinking versus operational execution AI use cases and why processes must be fixed first Supporting agents, carriers, MGAs, and legal service clients Leadership strengths, weaknesses, and personal growth The role of global operat

In this episode of Insurance Shoptalk, host Eric Stein sits down with Vlada Lotkina, CEO and co-founder of SUPERAGENT, to explore how AI is changing the way P&C agencies train and scale their sales teams. Vlada breaks down how SUPERAGENT’s AI personas create realistic roleplay for new producers, how the real-time sales co-pilot improves conversion rates for experienced reps, and how their outbound AI agent can qualify leads, gather data, and follow workflows with almost no integration. She also discusses how agencies are using the platform to gain visibility into performance, deliver personalized coaching, and turn months of training into days of meaningful progress. If you want a clear, practical look at how AI is actually improving insurance sales—not just adding hype—this episode delivers a firsthand view of what’s possible. About Insurance Shoptalk: Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the in

In this moving episode of the Stuff About Money They Didn’t Teach You in School podcast, Xavier Angel, CFP®, ChFC®, CLTC, sits down with Giovani Arenas, business partner of Erik Garcia, CFP®, BFA™, ChFC®, at Garcia Insurance Services, to talk about life, death, and everything in between. Gio, who received a double lung transplant just two years ago, shares his remarkable story of resilience and faith. From being told as a child that he wouldn’t live past 40 to defying all odds and thriving in his late 40s, Gio opens up about what it’s like to face mortality head-on—and how that perspective reshapes every part of life, including how we plan for the future. In this powerful conversation, Gio and Xavier discuss the emotional and practical sides of end-of-life planning, from having honest family conversations to getting your estate in order. They explore what it means to prepare for death while choosing to live fully—with gratitude, purpose, and hope. Gio’s story reminds us that wise planning isn’t just about

How do you build a 26-year career around storytelling, culture, and servant leadership while staying relevant through every wave of change? Jason Cass sits down with Peter Van Aartrijk, Senior Vice President at Aartrijk, for an Executive Session recorded live at Applied Net in Las Vegas. From his early years as a journalist to building a respected insurance branding firm, Peter shares the mentors, moments, and lessons that shaped his leadership. Together, Jason and Peter explore the evolution of insurance communication, the meaning of servant leadership, and how authenticity keeps brands relevant through decades of change. Key Topics: Mentorship and lessons that shaped a lifetime in communication Building Aartrijk and defining leadership through service The human side of executives and agency culture Staying creative and relevant through 26 years of change The written word and the craft of storytelling in modern marketing Navigating technology, branding, and the pace o

Would your P&C agency benefit from nearshore or offshore back-office solutions? Find out more in this episode of Insurance Shoptalk! In this episode, host Eric Stein is joined by guests Mark Stetson and Henderson Watkins from Solvo Global. They share more about Solvo Global and their many services for P&C agencies, like processing certificates, scrubbing accords, forwarding policy information, and handling reinstatements and cancellations. Eric, Mark, and Henderson also delve into the differences between offshore and nearshore service, and how they differ in cost savings, productivity benefits, and more. To learn more about Solvo Global, find them online at www.solvoglobal.com About Insurance Shoptalk Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest in

What happens when one of the industry’s most influential voices decides to rebuild from the ground up?  Jason Cass sits down with David Carothers, Founder of Florida Risk Partners and Creator of The Protégé, for a conversation that dives into what it really takes to evolve. David shares how his agency found explosive growth in personal lines, why transparency is the new superpower in carrier relationships, and how mentorship, leadership, and technology are shaping the next era of independent agencies. Key Topics: Rebuilding agency operations from the inside out Expanding into personal lines with purpose and systems Lessons learned through automation, lead flow, and scalability How transparency drives better carrier relationships and appointments Training the next generation through The Protégé Creating diversity and representation across the industry Building Producers in Paradise into a signature event Balancing leadership, family, and long-term agency vis

No doubt you were hired to sell insurance. But did your agency leadership make you FIRST prove that you can prospect to set appointments? I would suspect probably not. And, that's why so many insurance producers fail and don't make it -- or at least why they don't make enough money. They are good at relationship building and closing business, but they just can't set enough appointments. In this throwback episode of the Millionaire Insurance Producer podcast, host ⁠⁠Charles Specht⁠⁠ will talk about what you need to start saying in order to set more new business appointments with your prospects. After all, prospecting is a numbers-game but selling insurance is a relationship-game. Key Topics: The dual careers in insurance: prospecting versus selling insurance. Why poor prospecting skills often lead to failure and how to fix them. The importance of a defined process for setting appointments. Overcoming objections like gatekeepers and timing issues. Crafting simple, relatable messaging to co