Agency Intelligence

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

In this episode of Insurance Shoptalk, host Eric Stein sits down with Terry McLean, CEO of SageSure, to discuss how the company has built one of the largest independent property insurance platforms serving catastrophe-exposed markets. Terry shares insights into navigating the hardest property market in decades, managing risk in wildfire and coastal regions, and balancing technology with hands-on underwriting and claims operations. From Florida’s ENS market to California’s wildfire challenges, this conversation reveals how disciplined underwriting, data-driven modeling, and long-term relationships with agents help SageSure thrive where others retreat. Tune in for a candid look at the future of homeowners insurance, reinsurance cycles, and what agents can do to succeed in high-risk markets. 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

Jason Cass sits down with Dana Coates, CEO and Director of Strategic Partnerships at UWIB Risk & Insurance Solutions, for an Executive Session recorded live at Accelerate to discuss mentorship, generational leadership, and the importance of letting new leaders grow through experience. Together, they explore how patience, trust, and lifelong learning shape success in the insurance industry. Key Topics: Transitioning agency ownership and leadership to the next generation Mentoring younger leaders through patience, trust, and restraint Lessons from building UWIB across multiple states and generations The importance of allowing others to learn through mistakes and challenges Balancing family, faith, and professional growth through leadership change The evolving role of mentorship in shaping agency culture and vision How resilience and lived experience create lasting impact in leadership Maintaining a lifelong learning mindset through every stage of a career

In this episode of Insurance Shoptalk, host Eric Stein of Insured Solutions speaks with Bob Butts of Alternative Comp Solutions (ACS) about Ohio’s newly approved Alternative Employer Organization (AEO) program—an innovative alternative to the state’s traditional Bureau of Workers’ Compensation system. They discuss how this new model allows agents to finally earn commissions on workers’ comp, helps employers save 20–30% on premiums, introduces a convenient pay-as-you-go billing structure, and simplifies claims management. The conversation also explores how AEOs differ from PEOs, what agents need to know about the AC3 form and quoting process, and why this change opens major opportunities for agencies across Ohio. 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 destinat

Check out:⁠⁠ https://permissiongroup.com/permission-producer-school/⁠⁠ Imagine setting twice as many new business appointments with your prospects, tripling your win percentage, writing more accounts, writing larger-revenue generating accounts, and winning most (all?) of these new clients by signed Broker of Record Letter, rather than going through a normal quoting process. Sound to good to be true? Well, it's not. It's exactly what I teach and train my Producer clients to do. And, in this throwback podcast interview, host ⁠⁠Charles Specht⁠⁠ will tell you what the one thing is that you need to do FIRST in order to make all of this come true. Key Topics: The importance of choosing a micro-niche  How a focused niche helps create effective scripts, marketing, and branding Aligning your niche with your carriers' preferred markets for better results Examples of agents succeeding by specializing in unique industries Why focusing on fewer, high-value clients is more effective than spreading

In this episode of Insurance Shoptalk, guest Jamie Fortier from isolved joins host Eric Stein to discuss how insurance agents can expand into payroll services through flexible referral and white-label models. Jamie explains how isolved supports agents with full back-office operations—from payroll processing to tax management—allowing them to grow revenue without adding staff. The conversation dives into isolved’s focus on enhancing employee experience, the advantages of consolidating services under one provider, and strategies for protecting core insurance business while building new income streams. Tune in to learn how payroll partnerships can help agencies strengthen client relationships and scale their service offerings. 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

In this episode of Stuff About Money They Didn’t Teach You in School, hosts ⁠Erik Garcia⁠, CFP®, ChFC®, BFA™, and ⁠Xavier Angel⁠, CFP®, ChFC®, CLTC®, tackle a hard truth — sometimes, the biggest threat to our financial health isn’t the economy, it’s the lies we tell ourselves. From “I’ll save when I make more” to “I deserve this purchase” and “I can time the market,” Erik and Xavier break down how these self-deceptions quietly shape our spending, saving, and investing habits. They’ll also reveal how these internal narratives may be fueling the stress behind alarming stats showing that 58% of Americans feel their finances are in crisis and 47% say money negatively affects their mental health. Digging deeper, they unpack the psychology and emotion behind each lie and how believing them keeps us stuck — overspending, under-saving, and second-guessing our investments. You’ll hear relatable stories, practical tips, and a few laughs along the way as Erik and Xavier guide listeners toward replacing financial fict

Technology is reshaping insurance and redefining leadership. Jason Cass welcomes Daniel Hom, Chief Technology Officer at Symphony Risk Solutions, for an Executive Session live from NetVu Accelerate. Together, they explore how the rapid pace of AI, cybersecurity, and automation are transforming the industry, and why the next generation of agency leaders must think like technologists as much as business builders. Key Topics: Daniel shares his 25-year journey in insurance technology and rise to CTO. The difference between a CIO and CTO and why smaller firms often merge the roles. Why even small agencies will soon need dedicated tech leadership or managed service partners. How insurance technology has shifted from stagnant to fast-paced innovation. The growing challenge of evaluating which InsurTech solutions will last. Daniel’s perspective on AI as a force that will reshape, not replace, the insurance workforce. Jason and Daniel discuss how automation will let humans f

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Brett Merrill, CEO of Merrill Insurance, the agency featured on the November 2025 front cover of Rough Notes Magazine.  Key Topics: The honor of Merrill Insurance being featured on Rough Notes Magazine Carrying forward a century-old family agency and honoring his father’s legacy Building an agency culture rooted in relationships and community impact The power of mentorship and lessons from Brett’s mentor, Ken Hoffman What Brett’s battle with cancer taught him about leadership and team resilience Investing in people and creating internal missions that strengthen culture Generational differences in values and how they shape modern agency leadership The importance of executing ideas and empowering others to lead Redefining marketing through personal connection rather than budget size Why focusing on people first is the ultimate g

Executive Sessions focus on the person behind the position, and that’s exactly what happens here. Jason Cass sits down with Keith Savino, Managing Partner at Trucordia, live at Accelerate. With over three decades in the business, Keith shares lessons from his journey through five agencies, the evolution of insurance tech from green screens to AI, and why servant leadership and collaboration still drive the industry forward. Key Topics: The insurance industry’s “inside baseball” pace and why it only feels slow from the stands. How community, collaboration, and consensus have fueled decades of industry progress. Mentorship and servant leadership lessons from Mike Stein and other early influences. Building success by putting others first and leading with purpose. From green screens to AI and Keith’s early days implementing technology in the late 1980s. The evolution of transactional filing and how it shaped modern agency efficiency. Predictions for 2030, including resp

In this Halloween-themed episode of Stuff About Money They Didn’t Teach You in School, host Erik Garcia, CFP®, ChFC®, BFA™ is joined by Dr. Matt Morris and first-time guest Stephanie Osborn for a fun and insightful conversation about fear, especially the fear of money. The trio starts by sharing their thoughts on scary movies (and why Erik can’t stand them) and explores some New Orleans lingo about what it really means to call someone “scary.” From there, they draw parallels between the things that spook us on screen, and the real-life anxieties people feel around money. As the discussion unfolds, they unpack why money can be so intimidating and how fear often leads to poor, or no financial decisions at all. The group explores the antidote to financial fear: identifying what’s truly important to you, Erik’s first pillar of financial security. Matt shares personal stories about how that focus has helped him overcome financial stress, while Erik and Stephanie offer practical strategies like setting small goa

The Executive Sessions: Ryan Westerman, President at AndDone Executive Sessions are all about humanizing the C-suite, and this one does just that. Jason sits down with Ryan Westerman, President at AndDone, to talk about his path from physics major to payments innovator, the lessons that shaped his leadership, and how AndDone is changing the way agents get paid. What starts as a career story unfolds into an honest look at communication, responsibility, and the human side of leading a growing company. Key Topics: Ryan’s journey from physics and public administration to leading a fintech company in insurance How a Pepsi bottling job sparked his entry into payment facilitation and technology innovation The birth of AndDone and its mission to simplify premium collection for agents Why Ryan believes technology and business models must evolve together Lessons from early mentors on communication, clarity, and explaining ideas that inspire buy-in The human side of executive lea

In this new episode of Insurance Shoptalk, join host Eric Stein and guest Jim Urseth, president of Reliable Premium Management (RPM), for a deep-dive into their pay-as-you-go solutions. RPM has many unique offerings, including a pay-as-you-go general liability program billed by payroll instead of the company’s revenue. Their pay-as-you-go offerings also include Workers’ Compensation programs, with superior options, flexibility, and benefits like easy implementation, a simplified audit experience, and pay-as-you-go insurance premiums to minimize the upfront costs of Workers’ Compensation. To learn more about RPM and their pay-as-you-go solutions, find them online at https://reliablepremium.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 discu

When clarity meets compassion, leadership becomes legacy. Jason Cass sits down with Jason Sanders, COO and Senior Vice President at IPFS, for an Executive Session that uncovers how a people-first mindset can shape an entire organization. From starting in the mailroom to building one of the industry’s most respected leadership programs, Jason shares how structure, service, and culture drive both his success and IPFS’s future. Key Topics: Jason’s rise from the mailroom to COO at IPFS and what he learned at every level The creation of IPFS’s Leadership Development Program and its impact on culture Why clarity and transparency are essential traits of great leadership How mentorship shaped his philosophy that “clarity is kindness” The role of rhythm, discipline, and family in sustaining leadership energy Giving back through community service and serving on the Children’s Mercy Hospital board The vision for a more agile, future-ready IPFS that’s more than just premium fin

In this episode of Insurance Shoptalk, explore the world of human resources (and more!) with host Eric Stein and special guest host Ryan Floyd. Eric and Ryan talk with David Ainsworth and David Bell from Zynergia, a trusted HR partner that offers a variety of services, including payroll, benefit management, risk management, and more. They discuss Zynergia’s the coverage, features, and benefits of their unique programs, especially their PEO and Workers’ Compensation offerings. To learn more about Zynergia and their services, please find them online at https://zynergiahr.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 industry trends, technology impacts, interviews with leading experts, and much more. If you en

In this episode of Stuff About Money They Didn’t Teach You in School, Erik Garcia, CFP®, ChFC®, BFA™, and Xavier Angel, CFP®, ChFC®, CLTC, tackle one of the most important yet often overlooked financial topics: long-term care. The conversation kicks off with a laugh as Erik shares how Xavier nearly got himself kicked out of a professional study group for challenging the conventional wisdom around long term care insurance. That sets the stage for a lively discussion about why this issue matters so much, even if it is not the kind of thing people want to chat about at a cocktail party. Between sobering stats about rising care costs and Xavier’s candid story of his aunt currently in a long term care facility, this episode keeps things engaging while shining a light on a subject that is too often ignored. But ignoring the problem does not make it go away. With the average nursing home room now costing well into six figures annually, long term care planning is a reality everyone needs to address. Erik and Xavier

What shapes a leader who has spent decades at the highest levels of business? Jason sits down with Frank Friedman, CEO & President at IPFS, for an Executive Session that blends personal stories with industry insight. From mentors who made a difference to premium financing, payments innovation, and the future of insurance tech, this conversation highlights the human side of leadership. Key Topics: Early career mistakes that shaped Frank’s leadership style The mentors who stood behind him during pivotal moments Lessons from decades at Deloitte and a global COO role The pace of technology change, from the dot-com bubble to AI How IPFS and AndDone are innovating payments and financing Why consolidation and automation will define the next decade Frank’s perspective on AI’s impact on jobs and efficiency The books and history that inspire Frank’s worldview A defining 9/11 experience that reshaped Frank’s perspective on unity Reach out to: Frank Fried

What happens when a State Farm agent decides he’s not cut out for the captive world and instead builds a tech empire supporting $2B in premium? Jason Cass sits down with Austin Moorhead, Founder of Lava Automation to unpack that journey.  Key Topics: Austin’s leap from State Farm to automation and his “lightbulb moment” with Keap Growing from a side project into 350+ virtual assistants powering $2B in premium Balancing hard work, family, and redefining success in the agency tech space Why AI hype feels like past industrial shifts and what it really means for agencies How LAVA approaches SOC 2 certification and data security in the AI era Turbo Dial’s customizable VoIP and HubSpot’s growing role in larger agencies Why lead generation remains the great separator for top-performing agencies Optimizing websites for ChatGPT and AI-driven search, not just Google Fear, valuations, and why relationships still anchor the future of independent agents Reach out

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jackson Rollo, President at Rollo Insurance, the agency featured on the October 2025 front cover of Rough Notes Magazine.  Key Topics: The honor of being featured on the Rough Notes Magazine front cover Carrying forward a family agency legacy while creating new impact Jackson’s journey from aspiring attorney to agency president The “God, Family, Country” framework shaping their culture Why investing in a Director of Culture transformed their agency Building unity through quarterly leadership book studies Lessons from Good to Great and embracing healthy debate Scaling from 60 to 275 employees while preserving culture AI as a tool for growth, not replacement, in the insurance industry Balancing rapid expansion with staying true to core values Reach out to: Jackson Rollo Jason Cass Visit Website: Rollo