Rough Notes Front Cover, September 2025: Natalie Stone, Hill & Stone Insurance Agency

In this episode of Insurance Shoptalk, join host Eric Stein and guest Vladimir Vladimirov for an in-depth exploration of NowCerts and their cloud-based integration CRM and agency management system, Automate 365. In this episode, NowCerts system manager Vladimir talks though the many uses and benefits of Automate 365, including the system’s ability to assist P&C agents with task like online quoting, sales, marketing, customizable reporting, and workflow automations. To learn more about NowCerts, please visit www.nowcerts.com. You can also learn more about Automate 365 at www.automate365.com. About Insurance Shoptalk: Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest industry trends, technology impacts, interviews with leading experts, and much more. If you enjoyed this episode of Insurance Shoptalk, follow us on our social media pages to learn the latest on commercial insurance industry.

Executive sessions are all about pulling back the curtain, and this one does just that. Sean Hawkins, Co-Founder and VP of Development at HawkSoft, joins Jason to share how a farm kid turned programmer helped build one of the industry’s most trusted systems. From navigating shiny tech trends to keeping data ownership and people first, Sean’s story shows why HawkSoft’s culture continues to stand out. Key Topics: Sean’s early programming roots and the origins of HawkSoft with his dad Why InsurTech “shiny objects” sometimes become core system features Balancing thousands of agency requests without losing product focus The importance of data ownership and HawkSoft’s people-first philosophy Security challenges with users, vendors, and virtual employees How Sean blends product leadership with being a developer at heart Life outside of work: woodworking, pickup basketball, and raising five kids Reach out to: Sean Hawkins Jason Cass Visit Website: HawkSoft Agency Intelligence Produced by ⁠PodSquad.fm⁠

Ohio Workers’ Comp Just Changed – Here’s What Agents Need to Know: In this episode of Insurance Shoptalk, host Eric Stein talks with Bob Butts, Chief Risk Officer at Alternative Comp Solutions (ACS), about a major change in Ohio’s workers’ compensation market. For the first time, agents can now sell workers’ comp in Ohio and earn commission, thanks to Senate Bill 2011 and approval by the Ohio Bureau of Workers’ Compensation. Bob explains how ACS is leading the way with an Alternative Employer Organization (AEO) model that saves employers 10–30% on premiums, simplifies claims handling, and eliminates the need to switch payroll systems. The discussion covers the differences between AEOs and PEOs, how the pay-as-you-go approach helps employers with cash flow, and why this new model is such a big opportunity for insurance agents. About Insurance Shoptalk: Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest industry trends, technology impacts, interviews with leading experts, and much more. To learn more about Insurance Shoptalk, please visit https://insuranceshoptalk.com/

Are you disgusted yet? Yes, disgusted! But, disgusted with your own personal sales results, more specifically. I mean, at the end of the day, nothing will get better until you become disgusted enough with the results you've been getting that you then implement change and do something different. It really is that simple. Building a $1,000,000 or more Book of Business through a signed Broker of Record Letters is really that simple. That hard, but also that simple. In today's episode, host Charles Specht will explain to you the "buckets" you should be most concerned about, and how to know what to change and by how much. Moreover, the next cohort of the "PERMISSION PRODUCER SCHOOL" will be starting on October 6, 2025. Find out more information by visiting: www.PermissionProducerSchool.com You won't want to miss out on this one! Key Topics: Why real change only comes after you’re disgusted with the status quo The “bucket” exercise to identify what’s holding back your sales success How wasted prospecting time drags down commissions Shifting from quoting to winning signed broker of record letters The danger of shiny-object syndrome and constant indecision Why producers settle for small accounts instead of leveling up How outside influences differ from true self-motivation Applying the “disgust test” to every area of life and sales Redefining your micro-niche for a book of business that truly works Details on the upcoming Permission Producer School and how it can help build a $1M book Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

What happens when the heart of a company beats just as strongly as its technology? Jason sits down with Paul Hawkins, CEO at HawkSoft, for an in-person Executive Session at HawkSoft HQ. From family roots and servant leadership to AI, agency tech trends, and the story behind the Purple Cow, this conversation is as much about people as it is about platforms. Key Topics: Why HawkSoft hires 80% on culture and 20% on skill The role of family and faith in shaping HawkSoft’s leadership style Paul’s journey from dairy farm to software founder Technology shifts that moved from “peripheral” to core in agencies How AI and system integration are reshaping agency workflows Lessons on servant leadership and building other leaders Advice Paul would (and wouldn’t) give his younger self The story of HawkSoft’s Purple Cow movement Why people, not products, define a company’s success Building a workplace culture that wins awards year after year Reach out to: Paul Hawkins Jason Cass Visit Website: HawkSoft Agency Intelligence Produced by PodSquad.fm

What do engineering, entrepreneurship, and divinity have to do with each other? Apparently, more than you think. In this episode, Erik Garcia, CFP®, ChFC®, BFA™, sits down with Tulane professors Rob Lalka, who teaches entrepreneurship, and Matt Escarra, a professor of engineering, to talk about a course that challenges students to ask the big questions. They discuss technology, ethics, purpose, and yes, even money. Inspired by a curriculum from Yale Divinity School, the class invites students to wrestle with questions like: What is the good life? What should we hope for? And how do we shape a future worth building? Together, they explore how innovations like AI, gene editing, climate tech, and social media are not just technical challenges. They are deeply human ones. This conversation will make you think differently about how we define progress, what we value, and how we prepare the next generation of leaders. If you enjoy the episode, follow the show, share it with a friend, and keep asking the questions that really matter, the ones that go way beyond the bottom line. Episode Highlights: Rob explains how entrepreneurship education can prepare students to build mission-driven companies that shape the future. (03:00) Matt describes how a conversation with a visiting AI expert led to the course’s inspiration and partnership with Yale's Life Worth Living program. (05:00) Erik asks how Matt integrates the technical side of engineering with questions about ethics and social impact. (06:00) Rob discusses his book The Venture Alchemists and how founders’ values influence technology’s role in society. (09:00) Matt outlines how the course delays tech discussion to first explore ancient wisdom, values, and views of the good life. (15:00) Rob shares how classroom conversations mimic the deep late-night college discussions that shape students’ thinking. (19:00) Erik connects course themes to financial advising, noting how values influence money decisions. (22:00) Rob describes how student projects will pair deep research with direct conversations with top industry leaders. (30:00) Rob and Matt explore how suffering shapes a meaningful life and why students should reflect on this before entering leadership. (37:00) Rob and Matt reflect on the long-term impact they hope this course will have on their students’ personal and professional lives. (51:00) Key Quotes: “We are equipping you to be great critical thinkers, great empathetic leaders, people who are able to go into tough conversations and be really great listeners. And not just trying to argue your point.” - Rob Lalka “I'd love to see them developing thoughtful careers where they can feel like they made some recognition in our class about what their values are and then followed through on their values, whatever that looks like for them.” - Matt Escarra “The dimensions by which you can achieve efficiencies are really mind blowing when we think about the future of technology.” - Matt Escarra Resources Mentioned: Rob Lalka Matthew Escarra Book: The Venture Alchemists Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

Having coached Producers over the last fifteen on how to sell insurance, there is one main factor I see as the primary indicator of whether or not that Producer will write a lot of new business commission this year ... or struggle at merely hitting their goals. What is that one thing? Well, that's what host Charles Specht will share on today's episode. But .... it's not just about telling you what it is. He'll also teach you how to fix it and how to fix it fast! PS: The next cohort of the Permission Producer School will be taking place the week of October 6th. For more details visit: www.PermissionProducerSchool.com Key Topics: The one factor that separates successful producers from struggling agents Why your success rises and falls on the maturity of your prospect list Common pitfalls: weak prospecting, wrong account sizes, and poor timing The four critical data points every matured list must include Why 800–1200 prospects should be your target list size The danger of wasting time on accounts that are too small—or too big How building a robust prospect list can double or triple your sales results Why agency owners cripple producers when they don’t provide mature lists The step-by-step path to creating a prospect list that guarantees sales success Details on the upcoming cohort of the Permission Producer School Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

When Jason Cass sits down with Ryan Hanley, CMO of Linqura, you know it’s not going to be a lightweight conversation. This time, the two go head-to-head on what AI really means for agencies, why margins are the battlefront, and how different visions of success shape the way you build. From the future of efficiency to the heart of agency culture, this one has everything. Key Topics: Ryan’s journey with Finding Peak and what it’s really about The human-optimized business model and where people still matter most Jason and Ryan’s debate on how much agency work can be automated Why efficiency without reallocation will kill agencies The role of margins, data quality, and retention in the next five years Shifting service roles into sales and upsell opportunities Why defining your agency vision makes tech decisions much easier ITC’s evolution into an agent-focused event and the rise of mic drop sessions The importance of community, connection, and cutting through the hype Reach out to:  Ryan Hanley Jason Cass Visit Website: Linqura Agency Intelligence 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 Natalie Stone, President of Hill & Stone Insurance Agency, the agency featured on the September 2025 front cover of Rough Notes Magazine.  Key Topics: Natalie’s surprise at being featured in Rough Notes The 1912 founding of Hill & Stone by her great-grandmother Four generations of family leadership in the agency Specializing in private client and professional services insurance Balancing national reach with a local in-office team Hiring outside the industry to develop strong talent Building multi-generational client relationships Deep community involvement in Lake Bluff and beyond Leadership lessons of authenticity and mentorship Reach out to: Natalie Stone Jason Cass Visit Website: Hill & Stone Insurance Agency Rough Notes Magazine Produced by PodSquad.fm

Welcome to another episode of Insurance Shoptalk, where host Eric Stein provides P&C agents with industry updates and in-depth information about new tools and programs they can use to improve their business! In this episode, Eric chats with guest John Tillery, one of the founder's of Whiteboard Risk, a commercial property and casualty agency located in Southern California and operating in all states. In this episode, Eric and John take a deep-dive into Whiteboard Risk’s subscription risk management services, including its unique programs and many benefits, including higher commissions, contingency bonuses, and reduced Workers’ Compensation claims and premiums. To learn more about Whiteboard Risk and their subscription risk management services, please visit https://www.whiteboardrisk.com/ About Insurance Shoptalk Join host Eric Stein on a journey through the dynamic world of commercial property and casualty insurance. With over 25 years of experience in the industry, Eric brings a wealth of knowledge and insights to every episode. Insurance Shoptalk is your premier destination for in-depth discussions on the latest industry trends, technology impacts, interviews with leading experts, and much more. If you enjoyed this episode of Insurance Shoptalk, follow us on our social media pages to learn the latest on commercial insurance industry.