This week in Insurance Town I sat down with my friend Evan Smith of Mav. We had an incredible conversation about growing your sales with leads and building an inside sales team .
We discussed the importance of recognizing that you have to have a vision and a plan before working with leads and not try to scale too quickly
We discussed the idea of there is no “bad lead” and what that means. We discover ways to write any lead . The numbers game that is leads and why MAV is THE go to for scaling and growing you business with online leads.
Check this one out and hear his three pillars of working with leads successfully. And so much more
Sponsors:
Smart Choice® the fastest growing agency network hands down and now with 11,000 agencies across the country
Canopy Connect -THE one click solution to getting the dec pages you need to quote your prospects and get loss runs and driver lists , and vehicle lists and , and and… check it out
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In this episode of the Insurance Town Podcast, Heath Shearon hosts Christopher Frankland to discuss the intersection of technology and insurance, focusing on AI's impact on the industry. They explore the concept of the 'bionic agent,' the role of AI in transforming insurance processes, and the future of human interaction in a tech-driven world. The conversation also touches on personal anecdotes, the importance of adapting to technological changes, and the potential for AI to enhance customer experiences.
Takeaways:
Sound Bites:
Chapters:
Sponsors:
Smart Choice Agents Program- the fastest growing agency network hands down.
Canopy Connect: Your one click solution for getting everything you need to quote your prospects
This is an episode recorded at the PIA VADC conference in Virginia Beach with my man Byron Roberts. It is a fast, on-the-ground conversation about how Openly built for independent agents, why speed still matters, and how data is shifting from rearview mirror to windshield.
Quick recap
Openly’s origin story is agent-first. Founders Ty Harris and Matt Duffy asked agents what they actually needed, then shipped a three-question quote experience built to find “diamonds in the rough,” not write everything in sight. The company doubled down on listening loops like ACE, its Agency Council of Excellence, to sanity-check product decisions, fix friction fast, and keep writing business during a stubborn hard market. They are rolling into PL Rating in key states to cut keystrokes, and they see the next frontier as forward-looking data that helps carriers price for tomorrow’s weather, not yesterday’s.
Key takeaways
Notable quotes
“Tell me I can’t, I’ll show you I will.” Byron on persistence.
“Three questions, name, date of birth, and address. We can get it.” On the quoting thesis.
“We’re staying open for these agencies. We don’t tighten everything down or pull out.” On disciplined appetite.
“We used to look at historical data. Now we need crystal balls.” On forward-looking pricing.
Sponsor
Smart Choice- The fastest growing insurance network, with 10,000 agencies, 11 billion in written premium written its incredible
Canopy Connect- your 1 click solution to getting the deck pages you need to quote your prospects.
In this weeks episode, the mayor sits down with his good friend Tinsley English to discuss her latest book titled Grit, Growth & Gumption. But this episode is way beyond that we discuss being a leader in this service industry. We discuss the challenges, the customer service, reps face, the challenges that managers face.
We also discuss accepting God’s calling in your life no matter how difficult that might be, or scary that might be. This episode is a really really good one.
I couldn’t do this show without my amazing sponsors
Smart Choice – the fastest growing agency network hands-down. With over 10,000 agencies across the country, trusting them and over 11 billion written premium
Canopy connect – you’re one click solution to getting the deck pages you need to quote your prospects
In this episode, the Mayor sits down with industry veteran Jeff Kleid a 30-year insurance innovator, MGA, and carrier leader to talk about the business of hard-to-place risks, the truth about captives, and how brokers can turn complex accounts into profitable opportunities.
From selling insurance on the internet in the ‘90s to building niche programs for cannabis, film, and trucking, Jeff shares real-world lessons about taking chances, trusting data, and transforming the way independent agents think about risk.
In this episode, we discuss:
Key Takeaways:
Connect with Jeff Kleid:
Special Thanks to Our Sponsors:
🧡 Smart Choice – The fastest-growing agency network helping independent agents write more business and earn more income.
🔗 Canopy Connect – The easiest way to collect your client’s insurance information in seconds.
In this weeks episode of Insurance Town, The Mayor welcomes good buddy Patrick McBride to the show. Patrick, a seasoned insurance professional, shares his journey, experiences, and insights on the industry's evolving landscape.
Key Highlights:
Customer Service and Technology: The conversation digs deep into how the evolution of technology has transformed customer service in the insurance world. Patrick emphasizes the need for agencies to use tech to enhance the client experience—whether it's through automation or more personalized service. They discuss tools like AI chatbots, data analytics, and client portals, which not only make processes faster but allow for a more tailored approach. As Patrick points out: "The best tech makes great service feel effortless."Patrick shares a few stories where tech simplified otherwise complex processes for clients, noting how a quick turnaround and personalized communication helped retain customers. The duo also touches on the challenge of finding a balance between automation and the human touch. "At the end of the day," says Patrick, "clients still want to know there’s a real person behind the scenes who cares about them."
Takeaways for Insurance Professionals:
Don't Miss:
Subscribe & Review:
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In this episode of Insurance Town, the Mayor, Heath Shearon welcomes Jamie Peers really just to catch up and have a chat, but this lead to hitting the record button, and discussing the evolving landscape of the insurance industry, focusing on data integration, AI, and the challenges of maintaining clean data. Jamie shares insights from his journey through startups and consulting, emphasizing the importance of introspection and personal growth. The conversation also touches on the role of AI in solving business problems and the significance of building strong teams.
Chapters
Sponsors:
Smart Choice Agents - The Fastest growing agency network hands down
Canopy Connect- The one click solution to getting the information you need to quote your prospects
In this weeks episode, the Mayor and Toby discuss the intersection of technology and insurance, focusing on the challenges and opportunities within the industry. They explore the role of AI in transforming insurance processes, the importance of understanding client needs, and the potential for technology to attract new talent to the field. Toby shares insights from his journey in the insurance and tech sectors, highlighting the innovative solutions his company, OneFort, is developing to streamline operations and enhance client relationships.
Takeaways
Chapters
Sponsors:
Smart Choice The Fastest growing agency network in country! Hands Down
Canopy Connect - Your 1 click solution to getting the dec pages you need to quote your prospects
This one is a Mayor Solo! Mail bag episode! STICK AROUND and hang out with me. If you dont want to hear a solo episode , I get it , Go check out another one of your favorite shows, no hurt feelings here. But if you wanna hang out with me, I look forward to the next 39 minutes with you itll be fun
Sponsors:
In this week's episode the Mayor Heath Shearon hosts another town hall meeting. This week we talk about the headaches of intake forms and gathering of prospect information, And the back and forth of gathering pertinent information for underwriters. All of these things can end up being a roadblock. All of these things can sometimes caused bottlenecks in your agency. That is where Canopy Connect comes into play with their intake platform. They're one click solution that I've been talking about for 5 years now. Thanks to Ray Huang for making the visit to Insurance Town and Showing us behind the scenes.
If you did miss this episode live, this is your chance to check it out. If you would like to learn more about Canopy Connect, please go to usecanopy.com\ health and take advantage of the discount, book a demo, check it out.
If you want to watch this episode go to our Youtube channel and check it out.
Sponsors
Smart Choice- The fastest growing agency network hands down. 10,000 agencies nationwide trust them with over 11 BILLION in written premium.
Canopy Connect- Your One Click Solution to getting dec pages you need to quote your prospects.
In this weeks episode of Insurance Town, The Mayor Heath Shearon, sits down with Valerie Bowden, founder of Crdle, to discuss the evolving landscape of outsourcing and the unique opportunities Africa presents. Valerie shares her journey from backpacking across Africa to establishing a successful outsourcing company that champions fair wages and ethical practices. Discover how Crdle is changing the game by connecting businesses with talented professionals from the continent.
Introduction
Host introduction and episode overview Shoutout to sponsors: Smart Choice and Canopy Connect
[03:15] Valerie's Journey
Valerie shares her adventurous backpacking trip across Africa How her experiences led to the founding of Cradle
[10:45] The Cradle Mission
Discussion on ethical outsourcing and creating sustainable jobs The importance of fair wages and supporting African talent
[18:30] Bridging the Gap
How Cradle connects African professionals with global businesses Success stories and client experiences
[25:00] The Role of AI
Valerie's insights on AI's impact on virtual assistants How AI tools enhance the capabilities of offshore teams
[32:15] Tips for Hiring Offshore Talent
Valerie's advice for businesses looking to hire from Africa Best practices for onboarding and training virtual assistants
[40:00] Closing Thoughts
Valerie's vision for the future of outsourcing Final words and how to connect with Valerie and Cradle
Sponsors:
Smart Choice: The fastest growing agency network, offering a wide range of services to help agencies thrive. Visit smartchoiceagents.com for more information.
Canopy Connect: Revolutionizing the way agencies handle client data with their innovative intake form platform. Learn more at usecanopy.com.
Want to work with Crdle ?
want to contact Valerie Bowden
In this episode, Mayor Heath Shearon, sits down with Thomas Mann to explore the intersection of technology and operations in the insurance industry. Discover how Thomas's journey from a multi-generational insurance background to a tech-focused role has shaped his approach to agency success. They discuss the importance of integrating technology with operations, avoiding common pitfalls, and the value of involving your team in tech decisions.
"Nothing is fully launched until it's embedded in a process."
"You should design your processes and your tech stack around the customer journey."
"The greatest piece of tech that ever existed is just going to be a drain on the P&L if your people don't use it."
Key Topics:
The evolution from agency to tech operations
Importance of aligning technology with agency processes
Avoiding shiny object syndrome in tech adoption
The role of team involvement in tech decisions
Insights on building a cohesive tech ecosystem
Connect with Thomas Mann on LinkedIn or visit agency-focus.com to book a call and explore how to enhance your agency's tech and operations.
Link in first comment.
In this weeks episode, you are simply eavesdropping in on a fun conversation with me and two of my faves, Lindsay Wallace & Caleb Cramer . It is part goofy, and part serious but it’s all heart and it’s all fun trying out a new format here on this one and I’d love to hear your thoughts.
I am so incredibly lucky I get to do this show every week. It makes me completely happy and it couldn’t be done without you. Thank you for listening. Thank you for subscribing. Thank you for helping me achieve my dreams.
Thank you to my sponsors
Smart Choice® fastest, growing agency network, hands-down.
Canopy Connect - the one click solution to getting dec pages,loss runs, but now they have a new intake platform you’ve got to check out
In this Episode Our Mayor, Heath Shearon as he sits down with Hari Srinivasan to explore the fascinating world of life insurance. From cricket to Cardinals, and from tech to insurance, Hari shares his journey and insights into making life insurance accessible and meaningful. Discover how iCover is revolutionizing the industry with its innovative platform and community-focused approach. Hari shows us the importance of personal passion in entrepreneurship. We also hear about iCover's unique approach to life insurance The role of community insurers
Thank You to Our Sponsors:
Smart Choice: Your partner in insurance solutions.
Canopy Connect: Simplifying insurance verification
Olde School Marketing: Bringing traditional marketing into the digital age.
This week Heath Shearon, the Mayor of Insurance Town, sits down with his good friend Craig Bender, the visionary behind InsureU2. In this episode, Craig shares his journey from a big player in the paintball community as a young "kid" to a leader in the insurance industry. Discover how his unique approach to marketing and community building is reshaping the way insurance is perceived and practiced. Craig discusses the importance of authenticity in content creation, the power of community in driving industry change, and his vision for the future of insurance. He also opens up about his personal experiences, from his family's influence on his career to his innovative strategies for marketing and growth. Whether you're an industry veteran or new to the field, Craig's insights offer valuable lessons on leadership, resilience, and the art of building a lasting brand.
Chapters:
0:00 - 5:00- Introduction to Craig Bender
-Heath introduces Craig Bender and his accomplishments.
-Discussion on Craig's bi-coastal lifestyle and recent award.
5:01 - 15:00Early Beginnings and Family Influence
-Craig's introduction to the insurance industry through his family.
-The impact of his mother's career and his early experiences.
15:01 - 30:00- Marketing Innovation and Insure U2
-Craig's pivot to marketing and the creation of InsureU2.
-The philosophy behind the brand and its community focus.
30:01 - 45:00 Content Creation and Industry Impact
-Craig's approach to content creation and its influence on the industry.
-The importance of authenticity and consistency in marketing.
45:01 - 60:00 Future Vision and Community Building
-Craig's vision for the future of Insure U2 and the insurance industry.
-The role of community and collaboration in driving change.
Quotes:
"Unity is everything... it shows that we're all together and on the same page." - Craig Bender
"If I want something, I need money for it. How do you get money? You work." - Craig Bender
"The content is what's going to live forever... it's the message that I'm saying." - Craig Bender
"It's not about speed to market when you're building a longevity company." - Craig Bender
"I love insurance, but I also love seeing other people win." - Craig Bender
Tune in to hear more about Craig's inspiring journey and his plans for the future of the insurance industry. Don't miss out on the insights and strategies that can help you grow your own brand. Subscribe now for more episodes!
Sponsors:
Smart Choice Agents Program
Canopy Connect
Olde School Marketing
Episode Summary: Join us for an insightful conversation with Draye Redfern, a marketing expert with a rich background in insurance and a knack for innovative strategies. Draye shares his journey from working in his family's insurance agency to founding Redfern Media, a marketing agency that has helped numerous businesses thrive. Discover the power of direct mail, the importance of knowing your numbers, and the value of building personal connections in business.
00:02:00 Introduction to Draye Redfern and his background in insurance
00:10:30 The power of direct mail in modern marketing.
00:22:15 Draye discusses the ANKR framework for business growth.
00:35:45 The importance of personal branding and social media presence.
00:48:00 Understanding business metrics and their impact on success.
1:05:00 Closing thoughts and Draye's upcoming projects.
Memorable Quotes:
"Good marketing is really, really impactful." – Draye Redfern
"The riches are in the niches." – Draye Redfern
"It's five times to 25 times more expensive to go get a new customer than it is to simply retain an existing one." – Draye Redfern
"The sweetest sound of someone's ears is the sound of their own name." – Draye Redfern
Guest Information: Draye Redfern is the founder of Redfern Media and a seasoned marketing consultant. Connect with him on social media @DrayeRedfern or visit fractionalcmo.com for more insights.
Explore Draye's book, "The Recession Survival Guide," available on Amazon and Audible, and stay tuned for his upcoming release on the ANKR framework.
Sponsors:
Smart Choice
Canopy Connect
Olde School Marketing
In this Episode of Insurance Town, The Mayor Himself sits down and shares his experiences from IB FutureFest 2025, He shares his exhilarating experience at Future Fest, an innovative insurance festival held on the Santa Monica Pier. Discover the unique atmosphere, engaging activities, and insightful sessions that set this event apart from traditional conferences.
Festival Vibes: Future Fest's outdoor setting on the Santa Monica Pier created a vibrant, festival-like atmosphere with activities like yoga, putt-putt, and live music. Attendees enjoyed a unique blend of professional development and leisure. Engaging Sessions: The event featured diverse sessions on AI, cybersecurity, and leadership, with industry experts like Christopher Franklin sharing their insights. The sessions catered to both agencies and carriers, offering valuable content for all attendees. Networking Opportunities: Future Fest fostered meaningful connections, allowing attendees to engage in deep conversations and build lasting relationships. The atmosphere encouraged networking in a relaxed and enjoyable setting. Sponsors & Support: A special thanks to sponsors Smart Choice, Canopy Connect, and Old School Marketing for their continued support, enabling such enriching experiences.
Key Quotes:
"If you do what you love, you never have to work another day in your life."
"Future Fest was like adult summer camp, with new friendships and meaningful conversations."
"The atmosphere was phenomenal, the backdrop was phenomenal, the speakers were phenomenal."
Shout Out: A big thank you to Insurance Business and Key Media for organizing such a groundbreaking event. Their dedication to creating a unique and engaging experience truly set Future Fest apart
Call to Action: Don't miss out on next year's Future Fest! Visit insurance.myfuturefest.com to join the waitlist for 2026.
Sponsors:
Smart Choice
Olde School marketing
Canopy Connect
Join us as we dive into an insightful conversation with Peter Flynn, who leads the personal lines vertical in the Americas for Exceedance. Discover his journey from an underwriting trainee at Chubb to his current role, and learn about the innovative ways Exceedance is transforming the insurance industry.
Peter's career path and experiences in the insurance industry The role of Exceedance in operationalizing insurance companies Insights on AI's impact on personal lines and customer service The evolving landscape of the E&S and MGA markets The importance of partnerships in the insurance ecosystem
Key quotes
"Exceedance does everything an insurance company does except for take risk and distribute products."
"We tend to overestimate the impact of technology in the near term and underestimate it in the long term."
"If I were to invest my capital in taking risks right now, I'd want to do it on an E&S basis."
"I don't want to be called a vendor, I want to be a partner."
Sponsors:
Smart Choice
Canopy Connect
Olde School Markting
n this week’s visit to Insurance Town, I had the pleasure of sitting down with Spencer Witcher, a second-generation insurance pro who’s doing big things with Smart Choice. We had a real talk about the challenges agents face in hard-to-place markets — and how finding the right partners can make all the difference.
We peeled back the curtain on:
Whether you're a seasoned agency owner or a producer looking to grow smarter, Spencer delivers actionable insights that’ll challenge the way you think about growth
A big THANK YOU to the amazing folks who keep the lights on in Insurance Town:
Smart Choice – Helping agents grow their book without adding overhead
Canopy Connect – Making gathering client info as easy as pie
Olde School Marketing – Bringing you hand-written, high-touch prospecting that works
Make sure to like, subscribe, and leave a review!
New episodes drop weekly — straight from the heart of Insurance Town.
Think ChatGPT is just for writing emails? Think again. In this episode, Chris Green drops real-world prompts and jaw-dropping use cases that will make you rethink how you engage every prospect and client.
Is AI just another shiny object… or the secret weapon your agency has been missing?
In this high-energy episode of Insurance Town, the Flood Guru himself, Chris Green, steps into the Mayor’s office and throws down example after example of how he's using ChatGPT right now to:
✅ Personalize client interactions
✅ improve your team's experience
✅ build your own in house They ask you answer intranet
✅ Simplify complex insurance language
✅ Improve response times
✅ Drive more leads
✅ And yes… actually close more business
If you’ve ever said, “I don’t have time to figure out this AI stuff,” this is the episode you can’t afford to skip. Chris lays out a playbook so practical, you’ll be tempted to pause and try it mid-episode.
🔥 Brought to You By:
💥 Smart Choice – The fastest-growing agency network in the game. More markets, less headaches.
💥 Canopy Connect – The one-click solution for collecting insurance data without all the back and forth.
💥 Olde School Marketing – Direct mail that actually works. Get noticed, get leads, get growing.
🎧 Listen Now and Learn: