Getting Past the Premium
Welcome to Getting Past the Premium, hosted by Elliot Bassett and Ryan Brott! What's different about our podcast? We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!
Episodes
130 episodes
Building and Scaling your Sales Approach with Brett Young
There is a difference between marketing and sales. And the sooner you create that distinction in your firm, the more scalable you'll become, according to Brett Young, CEO of Erb and Young. Brett joins us this week to talk about how his agency h...
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Season 4
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Episode 34
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39:08
A New Way to Think about Property Insurance with Julie Richt
Julie Richt, President and Founder at Lucid Insurance, has seen about every side of the insurance industry in her career. Her path led her to starting Lucid, an MGA focused solely on property insurance. Learn why she's taken such a unique appro...
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Season 4
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Episode 33
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43:50
Your Commissions Won’t Change, So How Can You Add More Value to Your Clients?
Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk about the value an agency can bring to a clients. Your commission percentages aren’t going to change, so how can you change your service model to add value an...
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Season 4
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Episode 32
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35:07
Where to Focus If You’re a New Agency Owner, with Shawn Fitzgerald
Shawn Fitzgerald of Sound Harbor Insurance is in a similar place to the majority of Getting Past the Premium listeners. He's four years into owning his own insurance agency. He faces growing pains. He's grown his team. And he's overcome a few o...
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Season 4
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Episode 31
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44:51
The 5 Agency Sales Metrics You Need to Be Tracking with Ryan Brott
From brand awareness to sales activities to written revenue, what you measure and how you measure it will change. But the reason behind sales analytics doesn't change: You want to know how much it costs to bring in new clients, and what revenue...
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Season 4
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Episode 30
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39:14
Thriving Agencies Do These Things to Grow Organically, with Consultant Harrison Brooks
Acquisitions have become a major part of growth in our industry, but without strong organic growth, agencies aren't able to thrive. Harrison Brooks, Partner at Reagan Consulting, joins us today to discuss organic growth. We dive into where you ...
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Season 4
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Episode 29
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38:30
The Catalysts Behind Insurance Agency Growth with Caleb Cramer
Growing an insurance agency can be done hundreds of different ways. The tools you use to enable your sales team can expedite that growth – if it's the right tool, if it's adopted correctly, and if it's serving a true purpose. Caleb Cramer joins...
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Season 4
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Episode 28
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36:20
Articulating Your Agency's Story with Andy Bassett
What's your story as an agency? In the insurance and risk advisory world, many stories are the same – come to us for a free quote. That's not a story. Andy Bassett, CEO of Ellerbrock-Norris, joins the show to talk about his firm's story, and ho...
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Season 4
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Episode 27
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31:36
The Art of the BOR Sales Strategy with Nick Aube
Insurance sales for years was based on carrier availability and exclusivity. Today, it's much more nuanced – and providing value is the path to winning new business. Which brings us to the BOR – or Broker of Record. Nick Aube, Founder at Produc...
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Season 4
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Episode 26
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39:08
How to Hire, Train and Find Success with Your New Producer
How do you set a new producer or insurance advisor up for success? From selecting a training program, developing internal processes to align the team, and understanding your target market, bringing on new agents or advisors can be difficult. It...
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Season 4
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Episode 25
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41:17
Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh
What's the difference between running a law firm and an insurance agency? No, that's not the start of a joke – it's a mindset that you should be using as a risk advisor. When someone is hiring an attorney, they aren't quoting out 10 different o...
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Season 4
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Episode 24
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40:51
How Small of a Niche Can Still Be Successful? Cole Williams Has Cracked the Code.
His LinkedIn profile reads "I keep peoples fingers on their hands." When it comes to niching down, Cole Williams has carved his out expertly. As a Risk Advisor with Insurance Associates, Inc., Cole focuses his agency on meat and food pr...
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Season 4
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Episode 23
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39:21
The First Step to Building a $1 Million Insurance Book of Business with Rob Jacomen
“It takes the same amount of energy to sign a small client as it does to sign a large one."Rob Jacomen, Co-Founder at Basecamp Insurance Growth Mastermind, joins us this week and drops some knowledge on what it takes to build a $1 milli...
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Season 4
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Episode 22
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43:33
How to Handle Cyber Crimes at Your Agency with Daniel Metcalf
Cyber liability coverage is a policy that every insurance agency needs to sell. But how are you handling it at your company? Is it a tack-on policy, or a true consultation? Daniel Metcalf, Co-founder and President at CyberFin, partners with age...
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Season 4
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Episode 21
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37:51
The 4 Ways We Generate Leads
Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to pull back the curtain on how Ellerbrock-Norris is growing and thriving. From client referrals to COIs to cold calling, learn how to develop proven processes and bu...
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Season 4
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Episode 20
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35:48
Focus on the Relationship, Not the Transaction with Brett Young
Brett Young, CEO of Erb and Young, joins us to discuss building relationships. A relationship becomes valuable to a client for two primary reasons: trust and access. So how do you build relationships, build your value prop and ultimately build ...
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Season 4
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Episode 19
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45:08
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What Daily Non-Negotiables Directly Tie to Growth with Cyrus Jaffery
Cyrus Jaffery, Founder and CEO of Jaffery Insurance, grew up in the captive agency model before breaking out to start his own agency. Cyrus joins Elliot this week to talk about what he learned in that captive environment that's created his appr...
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Season 4
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Episode 18
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43:50
Advisor vs. Producer: How to Change an Industry's Mindset with Ryan Brott
Are you an advisor or a salesperson? Ellerbrock-Norris' Ryan Brott, Chief Growth Officer, joins Elliot Basset to discuss the difference between the two, the problem that plagues the insurance industry, how to transition to an advisory model, ro...
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Season 4
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Episode 17
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37:46
Building A Book of Business, Not a Book of Sales with Guffy Wright
Scaling a business is all about understanding your ideal client. "It's called a book of business, not a book of sales," says Guffy Wright, National Sales Leader at The Mahoney Group. Guffy joined us to discuss how he's using a focus on people a...
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Season 4
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Episode 16
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39:22
How to Look Past the Product and Focus on Advice with Mike Brown of Unbreakable Wealth
In an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that expertise. He takes...
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Season 4
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Episode 15
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39:45
New Insurance Producers Need to Overcome These Hurdles with Ryan Garzon
There are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms. Learn...
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Season 4
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Episode 14
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29:35
AI is Changing the World. Where Insurance is Seeing an Impact with Aaron Ammar.
Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies in your agenc...
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Season 4
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Episode 13
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41:35
How to Grow Faster Than Your Competition With Andy Mathisen
How are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their...
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Season 4
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Episode 12
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46:06
The Domino Effect to Winning: Training and Team Building with Brett Young
Talent acquisition is a game-changer for your company. But adding solid team members can be useless without proper training on your process, your ideology, or your sales model. Brett Young, CEO of Erb and Young, joins the show to talk through t...
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Season 4
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Episode 11
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51:43
Adapt Your Agency to a New Generation of Commercial Clients With Mick Hunt
There has been a shift in business owners. Generationally, today's owners are different: expectations, buying habits, communication preferences, pace of production, and plenty more. Mick Hunt, CEO at Premier Strategy Box, joins the show today a...
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Season 4
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Episode 10
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48:07
