Trusted Advisor Podcasts by The Iroquois Group
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Iroquois® is a network of more than 2,200 independent agencies in 41 states writing over $1.5 Billion in premium with affiliated Carrier-Partners. Agencies with premium from $2 million to more than $100 million join Iroquois to grow revenue, profits and agency value, without sacrificing independence. www.iroquoisgroup.com
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1 day ago
Try on new HAT(S) with TotalCSR
TotalCSR started out as a training platform for small, independent insurance agencies but has evolved over the past few years into something much more than that. With the changes that 2020 brought, CEO Jordan Goodman wanted to give his customers more. Now, an Employee Management Platform, TotalCSR has a HAT(S) for every occasion. The new acronym HATS encompasses all that the platform has to offer. Find help with hiring, assessments, training and supporting an independent agency through TotalCSR.
Jan 19, 2021
What's Happening in Specialty Lines: Part 3, EPL
In our third and final episode devoted to Specialty Lines, Charlie and his guest, Jackie LaRock of RT Specialty, have discussed the impact of Covid and other market conditions on Cyber Liability, Public and Private D&O and lastly, Employment Practices Liability. All three lines have seen increases in rates and retention, combined in many cases with a lowering of limits, and more of this business has moved to the non-admitted, E&S space. In this ever-hardening market, it is important for agents to understand the underlying impacts on these Specialty Lines and to educate and prepare their clients for them.
Jan 12, 2021
What's Happening in Specialty Lines: Part 2, D&O
Part 2 is here! If you missed the first episode in this mini-series be sure to go back and listen as Charlie Venus explores 3 key Specialty Lines with Jackie LaRock, Executive VP at RT Specialty. In this episode, Jackie discusses the ongoing hardening of the market for D&O, especially for public D&O. Jackie explains the three components of a D&O policy and how COVID-19 and other factors have affected the marketplace.
Jan 5, 2021
What’s Happening in Specialty Lines: Part 1, Cyber
You won’t want to miss this three-part episode of Charlie’s Corner as he and his guest, RT Specialty’s EVP, Jackie LaRock, discuss the impact of Covid-19 on Cyber Liability, Public & Private D&O, and Employment Liability coverages. Join us this week to start with the topic of Cyber Liability.
Dec 29, 2020
Selling as a Puzzle Instead of a Zero-sum Game Part 2
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.
Dec 22, 2020
Selling as a Puzzle Instead of a Zero-sum Game
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.
Dec 15, 2020
Texting made EZ with EZLynx
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.
Dec 8, 2020
Engaging and Retaining the Connected Consumer
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.
Dec 1, 2020
Insurance Producer or Risk Manager? (Part 2)
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.
Nov 24, 2020
Insurance Producer or Risk Manager?
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?”
Nov 17, 2020
Tech Tools make Managing During a Pandemic Easier
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.
Nov 10, 2020
Understanding The Hartford’s Middle Market
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.
Oct 27, 2020
An Insider's Guide to What's Changing in Small Commercial
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.
Oct 20, 2020
Don’t Call it the New Normal - A COVID Conversation with Dr. Cornelius
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.
Oct 6, 2020
Are you Harnessing the Power of the Web?
Owner and Founder of Forge3, Jeff Teschke, sits down with The Iroquois Trusted Advisor to talk about how important good websites are for independent agencies. Jeff and his team have built an insurance agency website platform that attracts leads and simplifies customer services for independent insurance agencies of all shapes and sizes. Learn how teaming up with an expert can help your agency harness the power of the web to build your business and educate and engage your customers.
Sep 29, 2020
On the Job with Ken Bull
This episode comes to you from the Trusted Advisor Vault. Recorded before the world crashed into a pandemic, Ken Bull gives us a look into the daily life of an Iroquois Regional Manager. Join us as Ken shares his secrets for creating great long-term relationships between our Carriers and our Members.
Sep 22, 2020
How to put the Count into Accountability for Yourself and your Team
If you need an extra boost of energy in your office, to say nothing of an accountability partner, listen in to this week’s podcast. Sheldon Snodgrass, owner of SteadySales.com joins the Trusted Advisor to share his five-piece, accountability toolkit for any growth journey. We cover how to avoid analysis paralysis as well as how to manage accountability for personal and professional goals alike.
Sep 15, 2020
Charlie's Corner Shines a Spotlight on CNA Part 2
Charlie Venus is joined by CNA’s Senior VP and COO of Middle Market and by their Senior VP of Customer Segments as they continue their two-part conversation. Last week, we discussed how CNA defines and manages Middle Market business as well as how the Middle Market has been affected by the pandemic. In part 2 this week, we learn about the critical role reinsurance plays in underwriting decisions and how COVID-19 has impacted the reinsurance market.
Sep 8, 2020
Charlie’s Corner shines a spotlight on CNA
On this episode of Charlie’s Corner, Charlie explores CNA’s successes in Middle Market with its two key leaders, Julie Stephenson and Dieter Korte. Listen in as they discuss how CNA approaches Middle Market risks, and learn more about rate and profitability trends, the impact of COVID-19, the role of reinsurance and much more.
Sep 1, 2020
From zero to $50 Million in 4 years
The Trusted Advisor is speaking to one of our very own Regional Managers this week. Cameron Cardinal joins us from down the Mississippi River, in Louisiana to be exact. Back in 2016, The Iroquois Group had 0 members in the state, and we are now growing 37 healthy and long-term member relationships. Join us to learn how we went from zero to $50 Million in 4 years.
Aug 25, 2020
A Big Talk with The Big I
Charlie Venus is joined by Bob Rusbuldt, President and CEO of The Big I. Together they cover everything from the impact of COVID-19 on the insurance industry, to agency’s digital transformation, to how to get new talent into your independent agency. You won’t want to miss Bob’s year in review.
Aug 18, 2020
Covenant Not to Compete vs Non Piracy Clause
Iroquois’ in-house counsel Janine Fodor is back in the studio with the Trusted Advisor Podcast to review the main differences between a covenant not to compete and a non-piracy clause, and outline the reasons one may be more enforceable. She will also discuss the importance of understanding what contracts a potential new employee might have in place.
Aug 11, 2020
The Impact of Social Inflation
Charlie Venus joins the Trusted Advisor once more as a guest before taking on a hosting role. If as an agent, you have been struggling to explain the increase in liability costs to your clients this episode will help guide a constructive conversation. Charlies suggests you lead with examples and think about educating the clients first and foremost.
Jul 28, 2020
Accounting Do's and Don'ts
Everyone loves to be paid, and it’s even better when it is the right amount. Insurance agencies don’t always have an accountant on staff but it’s critical to place this task in the right hands. Virginia Bates is this week’s guest and she joins us with years of agency experience. Listen in as she educates us about common, but serious, mistakes agencies can make in their accounting.
Jul 21, 2020
How to keep the Social in Social Media
Carol Cole of XS Brokers thought she was applying only for the open marketing rep role at XS Brokers. However, after a brief mention of their social media page in her interview she quickly became the point person for all of XS Brokers social media landing pages. Carol’s social media journey will resonate with just about anyone. With no formal training but an eye for what is interesting Carol has gained a loyal follower base for her company.
Jul 14, 2020
Mining your Data to Power-up your Business
If your agency has been looking for a way to get more out of the data you collect, look no further. Raution Jaiswal, Founder of InsuredMine joins the Trusted Advisor this week and fills us in on how data can drive business. From gaining insight on customer relations to seeing where opportunities lie in your current book of business, Raution shows us how you can use data to build your business.
Jul 7, 2020
Changing Agency Management Systems- What to Consider
Do you stay with what you know or entertain new options? Susan Sellberg, president of a six-location insurance agency, describes their company’s experience changing to a new agency management system, a move she describes as “jumping into the unknown.” On this episode of the Trusted Advisor Podcast, we hear how she navigates the challenges involved in taking this big step. Listen in if you are looking for advice as you head “into the unknown”!
Jun 30, 2020
Specificity & Succeeding in Middle Markets
Navigating middle markets can be as confusing as defining the term "middle market" which can vary by agency, carrier, and region. Lucky for you, Charlie Venus joins us on this week's episode of the Trusted Advisor podcast to discuss keys to achieving success in this area. Listen in to hear how specificity can make a world of difference in capturing those middle market sales!
Jun 23, 2020
Live Oak Lending with Mike Strakhov
Michael Strakhov, from Live Oak Bank, joins us on the podcast with a comprehensive list for both sellers and buyers to think about before an acquisition. From tips like, “not all revenue is created equally” to “don’t wake up Monday and plan to sell on Tuesday,” Mike’s episode is full of actionable takeaways.
Jun 16, 2020
Are you Overexposed in the Cyber World?
As our dependence on technology increases, so does the risk of data exposure to hackers. Mike Hendrix, president of Both, Branch & Hendrix Agency in New York state, began his work on the frontier of technology protection 12 years ago. On this episode of the Trusted Advisor Podcast, he provides insight into the exposure of personal data and how you can protect your valuable information. Listen in to this episode if you are looking to put your technology fears to rest!
Jun 9, 2020
COVID-19's Impact on E&O
COVID-19 is having an unprecedented, and still evolving, impact on agency E&O claims. Chris Burand, E&O author and Certified Business Appraiser, provides some astonishing numbers and suggests some simple, but structured, ways to prevent E&O claims in the future.
May 26, 2020
On the Job with Kurt Keller
Have you ever been curious about what a day in the life of an Iroquois Regional Manager looks like? Kurt Keller is here to share with us why he loves working in this industry. Kurt understands and shares the same outlook that independent agency owners have: an entrepreneurial spirit and a passion for their jobs.
May 19, 2020
Selling in Chaotic Times
Maryellen May of Door3 Coaching and Training takes us on a journey. In this episode, we head to the land of Oz where Maryellen relates Dorothy’s experience to the buyer’s journey in these chaotic times. Along the way, she gives us insights about the importance of the producer’s emotional state in the sales conversation and tips on how to boost your confidence. If you want to master selling in the aftermath of a figurative tornado, this podcast is for you.
May 12, 2020
New Normal for Marketing Reps
This pandemic has flipped many things upside down, but one constant is that carrier marketing representatives are still there for your agency. The meetings may not be held at your favorite diner anymore, but that doesn’t mean the relationships can’t flourish. Marketing Rep Diana Fulton from The Hanover tells us that her job of supporting agencies in any way she can has not changed, but her methods for doing that have! Hear how Diana is building strong connections with her agencies even though she can’t visit them in person and steal some ideas for remotely building your relationships with customers!
May 5, 2020
Does Your Agency have a Digital Pulse?
Want a good - and free - client retention tool? You already have one and it’s called social media. Insurance agent turned social media guru Justin Lair talks to The Trusted Advisor and gives tips for every agency, from social media beginners to veterans, about posting on Facebook, Linked In and Instagram.
Apr 28, 2020
Check List for Hiring a New Producer
Mark Reilly of inBuzz Group joins the Trusted Advisor to share what he has learned from experiencing the trials and tribulations of hiring multiple producers over the span of his career as an independent agent. You will leave this episode with a checklist of do’s and don’ts as well as a few new quips for your banter tool belt.
Apr 21, 2020
What’s it mean to be an ‘insurance professional?'
Charlie Walker, a long-standing pillar of The Iroquois Group team, joins the Trusted Advisor Podcast and his comments will resonate with agents, carrier reps and customer service folks alike. He tells us how he basically fell into the insurance industry, stuck with it, and eventually became an E&O expert.
Apr 14, 2020
XS Knowledge in E&S
Have you ever heard a smile? You will hear that and so much more when listening to this episode. Carol Cole, assistant VP of Business Development at XS Brokers, explains what E&S really means and how a company can make this their business. She explains how to find the right wholesaler for you and even debunks the myth that non-brand name companies provide substandard coverage.
Apr 7, 2020
Tips and Tricks for Continued Engagement
Iroquois Regional Vice Presidnet Kevin McKay spends 7 minutes with the Trusted Advisor and gives an inside view on how he helps people stay in the know as well as his own personal development. Have you ever gone through the steps of an experience transformer? Or considered your 25-year plan? Kevin McKay walks through both in this episode.
Mar 31, 2020
Relationships Take on an Out-sized Role in Middle Markets
Join Aaron Benton as he tells The Trusted Advisor why relationships, which are often seen as the way into selling a new large account, are just as critical to maintaining that account. Aaron, in his laid-back conversational style, shares several real-life experiences that brought this point home to him as he looked to grow his agency by writing middle market accounts.
Mar 27, 2020
COVID-19 Coping with Dr. Cornelius
Psychologist, Dr. Erin Cornelius, joins us for a special episode regarding how to manage some of the new feelings that have come along with the coronavirus pandemic. Are your kids interrupting your meetings? Does your spouse talk loudly on their phone calls? Dr. Cornelius helps answer how to work through these new daily norms.
Mar 24, 2020
A Helping Hand with Middle Markets
Aaron Benton of the Genesee Valley Agency needed a helping hand when it came to writing a complicated middle market account. Aaron shares his story about reaching out to Charlie Venus, V.P. for Middle Markets and Specialty at Iroquois, who helped him land the account. Join The Trusted Advisor Podcast to learn what knowledge Charlie was able to bring to the table and much more.
Mar 17, 2020
So, you want to be a digital agency!
Most agencies want to be on the leading edge when it comes to customer service and we’ve been told becoming a digital agency is a great way to do that. But just what does it mean to be a digital agency? Join the Trusted Advisor as we chat with Steve Refitt, who walks us through what a digital agency looks like. He also addresses the biggest challenges an agency typically faces in the transition process and gives us some tips on how to get past them. Through examples like Blockbuster vs Netflix and Taxis vs Uber, Steve helps listeners understand that this change is approachable and necessary. Take the first step by listening to this episode of the Trusted Advisor Podcast.
Mar 10, 2020
Changing with the Industry – a chat with Iroquois’ CEO
Laurie Branch joins us in the studio again. She talks about the biggest thing she learned from getting her Ph.D. and regales us with stories of carrier and agency relationships during her tenure at Iroquois pointing out how much the industry and Iroquois have transformed over the last 40 years. Finally, she talks about the what next decade will look like for Iroquois Group. Join us on the journey.
Mar 3, 2020
The Cyber Security Legal Landscape and Why I.T. Matters
Iroquois’ In-House Counsel Janine Fodor joins us to talk about the importance of knowing where your data is and that it is properly protected. In this overview of the current landscape in data privacy and cyber security law, Janine reveals that was once considered optional best practices are now concrete laws. She outlines how an agency can get into trouble and helps us better understand why we might want that cyber liability policy to protect ourselves. Finally, Janine gives us some great tips on how we can start the journey to a safer cyber environment.
Feb 25, 2020
How a Principal Under 30 Found his Footing
Taking over an agency where most of the staff is 20 years older than you has to be a challenge. Joe Palumbo talks about how talking with other principals, finding a mentor, and listening to his employees during a five-month runway to completely taking over the agency helped him prepare for his new leadership role. Early on, Joe discovered just how vital a properly trained and motivated staff is to an agency’s success, so he has focused on cultivating a culture that encourages open communication and values everyone’s contributions.
Feb 18, 2020
Acquisitions: Keeping it Cool in the Heat of the Moment
Agency principal Sean Cornelius talks about the lessons he has learned from making a half dozen acquisitions since 2016. He stresses the importance of a thorough investigation into the new business to avoid surprises after the final purchase. He reminds us that the costs of an acquisition frequently go beyond what you pay the seller - you will have to integrate the acquired book into your operations and that takes time and money. Sean concludes that taking risks is great, just so long as they are calculated risks.
Feb 11, 2020
Designing a Great Employee Experience
HR expert Stephanie Duperrouzel, shares her experience on what it takes to hire and retain great employees as well as the latest trends in people management. For example, leaders today need to focus on designing a compelling employee experience and doing right by every employee or they risk losing their most important assets. With five generations in the workforce all wanting something different, this can be a daunting task.
Feb 4, 2020
Meet Iggy - Master of an Extreme Sport
Hairpin turns, jumps, high-speed crashes - athletes traveling downhill on skates at 50 mph - 12 races, 8 countries, 3 continents: that's an average season of Red Bull Ice Cross! Back in 2015, Michael Iulianello, better known as Iggy, was an intern at Iroquois Group, and a student and hockey player at St. Bonaventure University. That’s when he first heard about Red Bull Ice Cross. After racing on his first ever downhill ice course, Iggy was hooked. Now the Iroquois logo races down each course with Iggy as he proves what hard work and determination can accomplish.
Jan 28, 2020
Set yourself up for a Seamless Acquisition
Everybody's doing it! Should you? Mergers and acquisitions are a great way to grow your agency but they can be hard to navigate through. Sean Cornelius and Joe Palumbo, who run a multi-location agency in NYS created by five recent acquisitions, discuss what questions you should be asking before you buy.
Jan 21, 2020
How we built this – Iroquois style!
What sparked the idea for the first insurance network, Iroquois Group, back in 1978? We sit down with Laurie Branch, CEO of Iroquois, to find out how the concept for Iroquois was born and how the organization has grown and changed over the past 40 years. Laurie also shares stories about mixing family and business when running a family agency – something to which many of our members can relate.
Jan 13, 2020
Marketing Success in a Service Business
What ideas can we steal from another service industry to put us at the head of the pack in ours? Sherry Sanger joined the marketing team at Penske Truck Leasing (a Fortune 500 firm) 20 + years ago. She speaks with Iroquois to share insights on how to market on a small budget, the similarities in B2B and B2C, hiring the right people to deliver on your brand promise, and much, much more.