With so much emphasis on technology these days, it’s easy to lose sight of our own personal interactions with prospective clients in the sales process.

We're joined by Kelly Donahue-Piro, President at Agency Performance Partners (APP), who shares the results of her team’s 2023 Secret Shopper Program targeting independent insurance agents – the results just might surprise you.

Kelly has been working in the insurance field for 15 years, and at the helm of APP since 2014. Kelly and members of her team are regular keynote and featured speakers at insurance events. In fact, she and/or members of her team will be speaking at a number of SIAA-related events this spring, including the Lone Star Summit on April 30th.

Kelly brings some helpful perspective as we work through the meaning of the results captured through the Secret Shopper Program. If you would like to view the results for yourself, Kelly has been kind enough to provide them and you can access them through the link below.

https://www.siaa.com/wp-content/uploads/2024/03/IATS-Episode-27-Q2-2024-Secret-Shopper-Call-Stats-Asset-for-Show-Notes.pdf

In today’s environment, the agency management system (AMS) has indeed become a critical component of agency operations. It’s time to get rid of, or at least reduce your reliance on, that paper filing cabinet. These days, an AMS can really help you get to that paperless office, while increasing your overall agency efficiency.

We're joined by Michael Ley, Director of Network Relations at HawkSoft, who provides insight into today’s agency management systems and the key benefits of using one. As with all things technology, the AMS has evolved significantly over the last ten years.

HawkSoft has been helping insurance agencies with AMS installations and integrations for years, and our guest highlights the key considerations to choosing the right system for your agency. As robust as today’s agency management systems are, Michael informs us that it isn’t necessary to start with all the functionality an AMS offers – it’s okay to start with the basics and turn on more components over time.

Technology keeps advancing and improving, making it difficult to know when and what to choose for systems that will help insurance agency operations become more efficient. In this episode of IATS, we consider the systems most needed by, and order of implementation at, insurance agencies.

We're joined by Michael Streit, General Manager of EZLynx, who helps us to understand the most critical technology to implement and provides a framework for the progression of integrating additional technology into agency operations.

EZLynx has been helping insurance agencies with technology and its implementation for decades, most notably with their insurance raters. As the marketplace has evolved, so has the company’s capabilities relative to developing a tech stack (or parts thereof). We gain insight from Michael about the effects of moving forward versus not moving forward with newer technologies.

2023 was a challenging year for the insurance industry and insurance agents, to say the least. In this episode of IATS, Doug Coombs invites listeners to take stock of their current situation and discusses items to consider as we head into the new year. The approach is not to provide a series of recommendations, but to ask, “Have you considered this?” as a means for helping your agency succeed next year and beyond. Tune in for some ideas – and the chance to ponder a few concepts that might be applicable to your agency.

In today's business landscape, keeping existing clients is crucial. Cross-selling, or offering your current clientele complementary products and services, is an important strategy that can significantly boost client retention. Dive with us into this episode of IATS, as we discuss effective cross-selling and its role in maintaining client loyalty.

We're joined by Steve Tombarelli, Senior Vice President of Programs and Services at SIAA, who sheds light on crafting an unforgettable client sales journey and the importance of nurturing "sticky" client relationships through multiple interactions, turning those encounters into promising cross-selling opportunities.

In this episode we also touch upon the fine balance of informing clients about relevant products without coming across as too assertive. Don't miss out as we discuss the pros and cons of honing a niche market, as well as techniques and tips that will enable you to excel at client retention and cross-selling.

Are you ready to master the art of selling commercial lines insurance? Join us as we dive into this complex sphere with guest, Jerry Thacker, Agency Growth Coach at AHA Insurance Network.  In this episode,  you will learn how agents can cater to the diverse needs of businesses, explore the profound differences between personal and commercial lines, and delve into the four types of liability exposure that underwriters consider when assessing risks. And that's just the beginning!

 This episode also touches on the significance of niche markets, the essential role carrier partners play, and the power of networking and discuss the benefits of getting involved with professional associations. And, we unveil how to leverage insure tech and digital platforms to streamline the commercial lines selling process. So, tune in and get ready to elevate your commercial lines strategy!

Join us as we explore the insights and ideas that came to life at IAEvolve! In this episode, our guests, Brendan Mulcahy, Vice President of Technology and Innovation Partnerships at SIAA, Jillian Wolley, Marketing Manager, Partnerships at SIAA, and Lisa Grover, Vice President of Marketing at SIAA, share their unique perspectives and reflections on what has become the premier virtual conference in the world of insurance agencies, with a focus on innovation and technology. 

Get ready for a riveting journey into the world of insurance! We're ecstatic to have with us Jeff Bair, head of IA Marketing and National Accounts at Foremost Insurance, who shines a spotlight on the delicate dance between insurance agents and carriers. Market complexities abound, and maintaining customer trust while navigating premium increases is no cakewalk. Jeff deciphers these challenges for us, and emphasizes the power of clear communication in keeping this intricate relationship thriving.

Our conversation with Jeff then takes an exciting turn as we venture into the realm of meaningful dialogues. Ever been held back by the fear of missing out or fear of looking dumb? You're not alone. We shed light on how these fears can stifle understanding and actually close off productive group conversations. Not to mention, the relationship between territory managers and independent agents could be the key to unlocking untapped potential. Hold on as we dissect the dynamics of this crucial relationship, unearthing the significance of nurturing it for mutual success.

Finally, we couldn't let Jeff go without picking his brain on the recipe for a successful partnership between agents and carriers. From the importance of regular communication to adopting new age channels, Jeff's insights are a treasure trove. We also delve into how agents and carriers can champion for each other, creating a symbiotic and profitable relationship. So, buckle up and join us in gaining invaluable insights from an industry veteran on maintaining carrier connections in the insurance industry. This is one episode you won't want to miss!