Asking for the signed BOR is part science and part art. And, timing is everything! You need to be careful to not ask too soon and also to not waiver on the fence of indecision by never getting around to popping the actual question. In this throwback episode of the Millionaire Insurance Producer podcast, host ⁠⁠Charles Specht⁠⁠ will teach you how to ask for the signed Broker of Record Letter at just the right time (not too soon and not too late) and how to ask with just the right words to get what you want. Why is this so important? Because ... you rarely get what you don't ask for! Also, PERMISSION PRODUCER SCHOOL launches on October 14th - 18th. Get registered before it is too late! Go to:⁠⁠ www.PermissionProducerSchool.com⁠⁠ Key Topics: Ask for the Broker of Record (BOR) letter at the right time to maximize success Help prospects recognize pain points with their current agent before asking for the BOR Position yourself as the solution with a clear 12-month service plan Asking too soon can be off-putting, but waiting too long risks being "friend-zoned" Present the BOR request after uncovering enough issues with the incumbent agent A well-timed BOR request can lead to a 30-40% success rate in the first meeting Consider adopting a "no-quote" policy for non-clients to streamline the process Reach out to  ⁠⁠Charles Specht⁠⁠ Visit: ⁠⁠Permission Producer School⁠⁠ ⁠⁠Permission Network⁠⁠ Produced by ⁠⁠PodSquad.fm⁠

In this new episode of Insurance Shoptalk, host Eric Stein chats with Dan Thompson, Chief Benefits Officer at Venture Employer Services, about how businesses can rethink their healthcare plans. Dan shares insights into modernizing employee benefits and reducing costs while improving the overall experience for employees. Don’t miss this eye-opening conversation that could change the way you approach health insurance for your business!

You can have the best ideas in the world—but if you can’t communicate them clearly, they won’t move anyone. Great leadership requires great communication. Whether you’re casting vision, navigating hard conversations, or just trying to be heard in a noisy world, how you say it matters just as much as what you say. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris explore what separates effective communicators from everyone else. From listening well to speaking with clarity and confidence, they share practical ways leaders can build influence and trust through the way they communicate. Because at the highest levels of leadership, words carry weight. Episode Highlights: Erik explains how communication is about influencing outcomes, not just exchanging words. (02:26) Matt discusses the leader’s superpower of moving people forward through big ideas and trust. (03:10) Erik emphasizes that leadership communication happens through culture and clarity of purpose. (06:33) Matt shares the importance of transparency and vulnerability in building trust. (09:44) Erik discusses how storytelling creates timeless, powerful messages. (14:40) Matt believes empathy and curiosity are essential for meaningful connection and leadership. (19:21) Erik and Matt stress that knowing your audience is key to communicating effectively. (23:18) Matt explains why effective leaders listen deeply and ask better questions to foster connection. (27:15) Erik shares how communication starts with self-awareness and clarity of values. (29:02). Matt emphasizes that good communication in leadership means choosing the right time and tone. (31:38) Erik believes nonverbal cues and consistency play a critical role in building trust. (35:41). Matt discusses how leadership is not about dominating the room, but inviting others in. (38:10) Erik concludes that great communicators create safe environments where others feel heard. (40:52) Key Quotes: “ If we want to be successful, leading people, leading a business, leading a family. We have to continually grow in our ability to communicate.” - Erik Garcia, CFP®, ChFC®, BFA™ “ Leaders often have to communicate things that are not easy to communicate. ” - Dr. Matt Morris, LMFT “ Leaders in communicating also need to be good listeners…There's a balance between listening and speaking.” - Dr. Matt Morris, LMFT Resources Mentioned: Cultivate Success Podcast Series Companion Handouts Dr. Matt Morris, LMFT Matt Morris & Associates Erik Garcia, CFP®, ChFC®, BFA™ Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Chip Piper & Phillip Piper of Powell & Meadows Insurance Agency, the agency featured on the August 2025 front cover of Rough Notes Magazine.  Key Topics: Embracing an agency culture that values people over hierarchy. Choosing to remain independent in a time of major M&A offers. Building strong client relationships that last for decades. Leveraging virtual assistants to support and scale agency operations. Bridging the gap between traditional service and modern client expectations. Niche specialization in rural markets as a growth strategy. Transitioning leadership while honoring legacy and preparing for the future. Reach out to: Chip Piper Phillip Piper Jason Cass Visit Website: Powell & Meadows Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Big news! Insurance Shoptalk has joined the AI Podcast Network! Smart conversations, sharp strategies - coming at you weekly. In this episode of Insurance Shoptalk, Eric Stein sits down with Alex Choroomi from Alkeme Insurance to discuss how digital leads and online quoting are transforming the small business insurance landscape. Alex shares his journey into the commercial insurance world, explaining how Alkeme Insurance is leveraging digital advertising and advanced quoting portals to bring in high-quality leads and close deals quickly. He dives deep into the challenges and successes of targeting industries like contractors, manufacturing, and transportation with tailored workers' comp and general liability coverage.

As a leader, decisions are part of your daily rhythm. But not all decisions are equal—and some carry more weight than others. Under pressure, even seasoned leaders can fall into traps: overthinking, reacting too quickly, or second-guessing themselves after the fact. Stress clouds clarity, and fatigue makes it harder to trust your gut or your process. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris, LMFT break down the hidden costs of poor decision-making and offer tools to help you slow down, stay grounded, and make confident choices—even in high-stakes moments. Because the quality of your decisions shapes the direction of your leadership. Episode Highlights: Erik shares wisdom from a mentor on why stepping away from the office can enhance decision clarity. (01:21) Matt discusses how minimizing trivial decisions, like wardrobe choices, can preserve mental energy for high-stakes calls. (03:39) Erik explains how decision fatigue impacts professionals, citing studies on judges and doctors. (05:24) Matt outlines three major decision pitfalls: analysis paralysis, emotional bias, and tunnel vision. (06:34) Erik and Matt explore how leisure, nature, and rest aid complex decision-making clarity. (13:27) Erik breaks down Ben Franklin’s pros/cons method and introduces an 80/20 rule for data sufficiency. (18:26) Matt explains the OODA Loop (Observe, Orient, Decide, Act) as a tactical decision-making framework. (27:00) Erik offers three confirmation techniques to ensure a decision is sound before acting. (30:00) Matt concludes that consistent, value-aligned frameworks beat perfectionism when making decisions. (37:03) Key Quotes: “ Since we have to make so many decisions, it's important to create time in our day to make decisions.” - Dr. Matt Morris, LMFT “Oftentimes we tend to be in a better state of mind to make hard decisions when we're not necessarily thinking about the very thing that we're trying to decide on” - Erik Garcia, CFP®, ChFC®, BFA™ “Every decision maker has to develop processes for making decisions over time.” -  Dr. Matt Morris, LMFT Resources Mentioned: Cultivate Success Podcast Series Companion Handouts Dr. Matt Morris, LMFT Matt Morris & Associates Erik Garcia, CFP®, ChFC®, BFA™ Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

What happens when your agency nearly doubles in size overnight? For Joel Dunham, it meant rethinking everything—from team structure to tech stack. In this high-energy conversation with Jason Cass, Joel shares how he used the “Engine” manual to streamline operations, brought AI into every corner of his agency, and turned growing pains into long-term gains. If you're scaling, restructuring, or just trying to get a grip on AI, this episode delivers the blueprint. Key Takeaways Acquiring an agency means retraining both staff and clients The “Engine” manual sparked an agency-wide restructuring Joel empowered his team by giving everyone access to ChatGPT Team VAs are using AI to communicate more clearly and professionally with clients Weekly AI discussions drive innovation and team adoption AI helped save $30K on a challenging renewal using underwriter logic Job losses are about skill shifts, not doom, AI is simply a tool Want to level up your agency operations? Download the AI2030 Future-Ready Manual: agencyintelligencemanual.comRegistration opens on August 5th for IndieTech 2026: aiindietech.com with only 400 seats available. Reach out to: Joel Dunham Jason Cass Visit Website: Ovation Insurance Agency Intelligence Produced by PodSquad.fm

You get out what you put in. You win championships when you do the good work. You reap what you sow. These are the realities of what happens to people (and teams) who do the right things over and over again. Success comes to those who do the right work and stay consistent. Last time I checked, none of your insurance carriers pay any "consolation commission" when you come in 2nd place. It's all or nothing, baby! If you sow inactivity, you will reap the wind. If you sow inactivity for long periods of time, you'll reap the whirlwind. If you don't do the proper prospecting work, you won't schedule any new business appointments or win any signed BOR's or secure any deposit checks. The choice is yours. In this throwback episode, host Charles Specht reminds, motivates, and guides you on what and why you need to reconsider what you're doing in order to get the results you actually want. Key Topics: Why being busy doesn’t mean being productive The real reason you’re not getting appointments or BORs How second place in sales pays nothing literally The time audit every producer needs to do How the wrong daily tasks kill your commissions Why consistent prospecting is the only path to winning Imperfect action beats perfect inaction every time Reach out to  Charles Specht Visit: Permission Network Produced by PodSquad.fm

Ever stared down a crazy renewal quote and thought, “No way”? Jason Cass shares how he used AI to challenge a 26% premium hike—and got results. It's a behind-the-scenes look at how tech can give agents an edge, plus some exciting updates on events, tools, and what’s coming next. Key Topics: Using ChatGPT to analyze multi-year loss runs and policy data How AI can level the playing field with carrier actuaries Constructing email and PDF rebuttals with AI assistance Turning a 26% renewal increase into a negotiating opportunity Why thoroughness and specificity matter in renewal disputes Building agency-wide AI systems via the Logic Routing Engine Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

You’re getting things done—but are you getting the right things done? As a leader, your plate is always full. Tasks stack up, people need your input, and it’s easy to fall into a pattern of constant motion with little traction. You’re working hard, but still feel behind. You’re productive, but not always effective. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris, LMFT explore the common traps high performers fall into when managing their workload. From overfunctioning to poor delegation and unclear priorities, they offer tools to help you take back control of your time, your energy, and your focus. Because it’s not about doing more. It’s about doing what matters—on purpose. Episode Highlights: Matt explains why productivity is about managing finite time and variable energy, and stresses improving efficiency rather than perfection. (01:43) Erik shares a story about micromanagement and a pivotal moment that reshaped his view on letting go of control. (04:38) Erik introduces the concept of revenue-generating vs. non-revenue-generating tasks to better prioritize daily actions. (09:41) Matt walks through a detailed guide on developing effective delegation skills, including the 70% rule and clear expectation setting. (12:37) Erik emphasizes the role of written processes in reducing micromanagement and building scalable systems. (18:16) Matt encourages using project management tools wisely, while Erik cautions against tech overload and advises crafting a "technology policy statement". (24:57) Matt lists mental models like the Eisenhower Matrix, Pareto Principle, and "One Thing" method to clarify focus and reduce task overwhelm. (33:44) Erik suggests flipping the script by asking “What are three things I don’t need to do?” to stay sharp and intentional. (48:00) Key Quotes: “ We have to acknowledge that time is finite. And it escapes us all the time. And so we have to be able to work smarter ” - Dr. Matt Morris, LMFT “ The more scale, the more repeatable something is, the more efficient and effective you can be.” - Erik Garcia, CFP®, ChFC®, BFA™ “ If you're going to delegate to people, they need to feel that you trust them and you need to feel that you, that they're going to get it done. ” - Dr. Matt Morris, LMFT Resources Mentioned: Cultivate Success Podcast Series Companion Handouts Dr. Matt Morris, LMFT Matt Morris & Associates Erik Garcia, CFP®, ChFC®, BFA™ Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

For the first time ever, Jason Cass steps away from his usual off-the-cuff style to read from a script—and for good reason. He dives into a concept that hit close to home: comprehension debt. It’s about the gap between what you know and what you can truly live and lead. If you’ve ever struggled to explain what you believe in, this one’s for you. Key Topics: Understanding and overcoming comprehension debt in leadership Transforming technical manuals into powerful stories The evolution of agency operations with AI-driven frameworks Why internalizing knowledge matters more than memorizing it Building a community of AI champions through shared learning Turning stuck moments into strategic transformation Creating impact by teaching through your own evolving story Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

Have you ever been rejected when doing your prospecting? Of course you have. Probably thousands of times in your life so far. It comes with the territory. But putting in the work helps you find your people. Getting hundreds of "No's" helps you find the dozens who say, "Yes!"  In this throwback episode of the Millionaire Insurance Producer podcast host ⁠Charles Specht⁠ explains how to embrace the rejecting haters when prospecting in order to find the people who want to do business with you and say, "Yes!" Key Topics: Embracing rejection as part of the sales process Filtering prospects to find the right clients Prospecting is a numbers game; selling is about relationships Success stories of producers landing high-value accounts Choosing between quantity or quality in your book of business Persistence and strategic messaging lead to more wins Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Producer School⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Kelly Mora & Steve Mora of Heritage Insurance Agency, the agency featured on the July 2025 front cover of Rough Notes Magazine.  Key Topics: Building an ag-focused insurance agency from farm roots The “tailgate relationship” approach to client connection Balancing modern technology with personal service Cultivating agency culture across generations Leading through mentorship, education, and EOS principles Strategic growth through acquisitions and team development Empowering young professionals and honoring legacy wisdom Reach out to: Steve Mora Kelly Mora Jason Cass Visit Website: Heritage Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

As a high achiever, your work never really 'stops'—but should it? You feel pressure from the outside and from deep inside that you NEED to find balance. But balance seems elusive. Just when you feel you've found it, it’s gone. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris, LMFT break down the myth of work-life balance, the cost of blurred boundaries, and how to set limits that work without guilt or career damage. Episode Highlights: Erik introduces the episode by framing the common struggle of work-life balance and the guilt that often surrounds it. (01:31) Matt discusses how high achievers often experience work creeping into home life and the need to define realistic boundaries. (03:56) Erik explains why he believes work-life balance is a myth and argues for alignment of values instead of perfect balance. (06:45) Matt shares his definition of balance: enjoying both work and home life without one impeding the other. (10:07) Matt emphasizes that integration, not perfection, is the key to sustaining relationships and success. (13:51) Matt explains how unresolved work stress affects sleep, health, and emotional presence. (17:52) Erik highlights the role of self-awareness and coaching in identifying when work is intruding on personal life. (19:20) Matt shares the importance of start-stop rituals and sacred times, noting their role in maintaining boundaries. (24:09) Matt encourages leaders to model healthy habits and communicate boundaries to both teams and clients. (27:31) Matt explains how setting boundaries may trigger guilt and discomfort, but it’s a normal part of growth. (36:04) Key Quotes: “ Success shouldn't come at the cost of your personal life.” - Dr. Matt Morris, LMFT “The goal isn’t balance or like getting the scales to be weighed. It was more of an alignment of value and purpose.” - Erik Garcia, CFP®, ChFC®, BFA™ “Create sacred times for your family and for personal priorities. These are things that are, for the most part, 99% of the time, non-negotiable.” - Dr. Matt Morris, LMFT Resources Mentioned: Cultivate Success Podcast Series Companion Handouts Dr. Matt Morris, LMFT Matt Morris & Associates Erik Garcia, CFP®, ChFC®, BFA™ Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Want to future-proof your insurance agency? Jason, Shawn, and Stephen talk about the tech that matters, the tasks worth automating, and why relationships still lead the way. Key Topics: AI is a tool to enhance—not replace—relationships in insurance. The biggest mistake agents make is staying siloed instead of connecting with others. Agencies need to stop chasing what's changing and double down on what stays the same. Efficiency gains from AI can be redeployed into productivity, but that window won’t last forever. Licensing staff numbers will shrink as bots and VEs take over repetitive tasks. ChatGPT isn’t a shiny object—it's a foundational business tool if used right. Agency success will hinge on vision, implementation, and customer focus, not fear of new tech. Reach out to: Shawn Fitzgerald Stephen Turnbull Jason Cass Visit Website: Scratch Agency podcast Agency Intelligence Produced by PodSquad.fm

There are THREE things that if insurance producers did, they would have far more success at prospecting and selling insurance. What are these THREE things you might ask? Well, that's what podcast host ⁠Charles Specht⁠ will teach you in today's throwback episode on building a $1,000,000 or more Book of Business. Key Topics: The power of micro-niching to attract and convert ideal clients Winning BORs with a 12-month service plan Lowering premiums through strategic pre-renewal planning Follow-up cadence is the key to consistent prospecting Keeping prospects engaged without overwhelming them Maximizing outreach efficiency for better results Closing more deals with a proven sales framework Reach out to  ⁠Charles Specht⁠ Visit: ⁠www.PermissionProducerSchool.com⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm

Jason gets real about why the old agency model isn’t working—and what he’s doing about it. From a free manual to a full book and audiobook, he’s laying out a new path forward for agents ready to build smarter, not harder. Key Topics: Why agency life feels broken—and how we got here. The rise of “IndieTech” and agents building their own tools. AI as an accelerator, not a replacement, for human intelligence. Lessons learned from 70+ hours building a manual, book, and audio blueprint. The power of emotional clarity and shared leadership in agency innovation. Giving as a leadership philosophy, inspired by Andrew Carnegie. Why 2030 starts now: building toward the agency of the future. Reach out to: Jason Cass Visit Website: Agency Intelligence Produced by PodSquad.fm

Jason Cass brings back Landry Fields to talk about how AI is already changing the way agencies work. From building smarter workflows to thinking beyond ChatGPT, this one’s all about what’s next—and how to get there fast. Key Topics: Why Landry compares AI’s future role in agencies to Iron Man’s Jarvis. The rapid shift from automation to AI delegation—and what it means for staff roles. How Zapier’s new AI agents hint at the rise of autonomous operations. The myth of security concerns and the real blockers to AI adoption. Why Google Gemini and Microsoft Copilot will soon be agency essentials. The path from generative AI to agentive AI—and why it’s coming fast. How agencies can slash costs and outperform competitors using AI-driven models. Reach out to: Landry Fields Jason Cass Visit Website: Nova Insurance Agency Intelligence Produced by PodSquad.fm

You’re successful, driven, and operating at a high level—but something still feels off. Maybe you’re stuck, overwhelmed, or just not seeing the growth you want. You can use help to get to the next level. Hiring a coach could be the missing piece. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, and Dr. Matt Morris break down the difference between coaching, therapy, and mentorship, and how to self-assess whether coaching is the right move. Episode Highlights: Matt recalls hiring a golf coach when he felt stuck and needed help improving his score. (01:55) Erik describes hiring a business coach after realizing there were skills he hadn’t yet developed. (05:10) Matt emphasizes the value of hiring a coach when you don't know what you don't know (06:27) Erik explains his natural drive to grow and his desire to learn from people ahead of him. (08:50) The two discuss how coaching can help with specific roadblocks or feelings of dissatisfaction. (12:43) Erik outlines how hiring a coach provided objective, emotionally detached insight for better decision-making. (14:00) Matt breaks down the differences between coaching and therapy, clarifying their distinct purposes. (18:00) They compare coaching to financial advising and mentorship, identifying key overlaps and distinctions. (20:45) Erik reflects on the loneliness of entrepreneurship and how coaching offers perspective and clarity. (28:51) Matt and Erik encourage listeners to explore coaching when feeling stuck, off-balance, or in need of accountability. (30:34) Key Quotes: “Coaching is a strategic partnership between me, you, and someone else who just needs to tackle some roadblock in their work life.” - Dr. Matt Morris “Every individual should sit down with a financial planner at least once in their life.” - Erik Garcia, CFP®, ChFC®, BFA™ “You can be content without being complacent. You could be content and still be ambitious to want to do something more.” - Dr. Matt Morris Resources Mentioned: Cultivate Success Podcast Series Companion Handouts Dr. Matt Morris Matt Morris & Associates Erik Garcia, CFP®, ChFC®, BFA™ Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Insurance agents who struggle at setting new business appointments with prospects, or winning signed Broker of Record Letters, or winning through a quoting process, are typically agents that don't have a Competitive Differentiation that makes the prospect say, "Wow!" In other words, if you don't have anything -- either a tangible service or a unique process -- that separates you from other competitors, your prospect will subconsciously toss you in the bucket of mediocrity and not do business with you. Why? Because, they already have an agent equal to or better than you, so they don't need you. In this throwback episode of the Millionaire Insurance Producer podcast, host ⁠Charles Specht⁠ will GIVE YOU EXAMPLES of differentiation services, both that are insurance-related and also Micro-Niche focused. Also, be sure to check out⁠ www.permissionproducerschool.com⁠ as the next cohort of students to go through our sales school will take place at the end of February. Get registered before all of the seats are gone! Key Topics: Why competitive differentiation is key to winning more business The power of micro-niching to stand out from competitors How to create a unique value proposition that prospects can’t ignore Differentiation services that help secure more clients Proven strategies for negotiating lower premiums with underwriters Real-world examples of successful competitive differentiation tactics Overview of the Permission Producer School for mastering sales and prospecting Reach out to  ⁠Charles Specht⁠ Visit: ⁠Permission Producer School⁠ ⁠Permission Network⁠ Produced by ⁠PodSquad.fm