Millionaire Insurance Producer: Things Highly Successful Insurance Producers Do (and don't do)

In this episode of the Agency Intelligence Podcast, host Jason Cass welcomes guests Daniel Garzella, CEO of Darkhorse Insurance Brokers and Jason Massey, Vice President of Finance and Accounting at Insurance Accountants to discuss the unique challenges of insurance accounting. Daniel shares his journey from running a retail brokerage to founding an insurance accounting company, highlighting the difficulties he faced in finding suitable accounting solutions tailored to the insurance industry. Jason Massey, with a background in corporate accounting at American Express, joins Daniel to provide insights into how their firm addresses the specific needs of insurance agencies, emphasizing the importance of understanding agency management systems and the complexities of insurance accounting. The conversation delves into the significance of accurate financial reporting and the common pitfalls that insurance agents encounter, such as not knowing their numbers and the challenges of scaling their businesses. Both guests stress the importance of leveraging technology, including AI, to enhance efficiency and accuracy in accounting processes. As they prepare for the upcoming Indy Tech event, they express excitement about connecting with independent agencies and sharing their expertise in solving the industry's accounting challenges. Key Topics: The Journey to Founding an Insurance Accounting Company Understanding the Unique Needs of Insurance Accounting The Importance of Technology in Accounting Common Mistakes Made by Insurance Agents Transitioning from Captive to Independent Insurance Leveraging AI in Insurance Accounting Key Financial Metrics for Agency Success Final Thoughts and Looking Ahead to IndieTech Reach out to: Daniel Garzella Jason Massey Jason Cass Visit Website: Insurance Accountants Darkhorse Insurance Brokers  Garzella Group Agency Intelligence Produced by PodSquad.fm

This episode of the Agency Intelligence Podcast is a heartfelt tribute to Walt Gdowski, a significant figure in the insurance industry and the former CEO of Rough Notes.  Jason Cass and Roger Sitkins reflect on Walt's life, his contributions to the industry, and the personal memories they shared with him. They discuss his leadership style, his commitment to community service, and the high standards he set for the industry. The conversation highlights the importance of relationships in business and the lasting impact Walt had on those around him. Key Topics: Walt Gdowski was a pivotal figure in the insurance industry. He modernized Rough Notes, making it a trusted resource. Walt was known for his generosity and mentorship. He believed in the power of relationships in business. Walt's leadership style combined authority with influence. He launched the Rough Notes Community Service Award in 2000. Walt was an avid golfer and a licensed pilot. He had a significant impact on independent agents and brokers. Walt's legacy is a high standard for the industry. He was a gregarious and fun-loving individual who cared deeply about others. Reach out to: Roger Sitkins Jason Cass Visit Website: The Rough Notes Company Agency Intelligence Produced by PodSquad.fm

There are definitely things that the most highly successful insurance producers do in order to ensure victory when selling insurance. Some are easier than others, but almost all of them can be done by new(er) producers as well. If you want to build a $1,000,000 or more Book of Business, you need to begin implementing these things the most successful producers do. What are these things, you ask? Well, that's what host Charles Specht will teach you about in this podcast episode. Moreover, be sure to check out www.PermissionProducerSchool.com as the next cohort will begin on February 16, 2026. Go to www.PermissionProducerSchool.com to learn more and get registered for the upcoming cohort for producer school (virtual sales training). And, be sure to pre-register before all of the spaces are gone. Happy prospecting! Key Topics: How successful producers generate business through referrals and centers of influence instead of cold prospecting Why top producers only work through broker of record letters and never blind quote The importance of being micro-niched to know which carriers you need to be competitive Pre-qualifying accounts by calling underwriters before meetings to avoid wasted time and market blocks Three essential guardrails for the quoting process: securing markets, defining savings thresholds, and preventing quote sharing Using the Broker Of Record letter request in first meetings to measure relationship strength Permission Producer School training for building a million-dollar book through the permission sales framework Reach out to  Charles Specht Visit: Permission Producer School Permission Network Produced by PodSquad.fm

In this episode of Stuff About Money They Didn’t Teach You in School, Xavier Angel, CFP®, is joined by Shannon Mehaffey Ory, Owner and Senior Care Consultant at Avila Senior Advisors, for an honest conversation about something every family will face but few feel prepared for: caring for aging parents. Whether care needs change slowly or arrive overnight after a fall, hospitalization, or diagnosis, Xavier and Shannon unpack why families often find themselves making major financial and care decisions under stress, emotion, and time pressure, usually without a plan. With over a decade of experience across senior housing, memory care, home care, and mission-based work with the homebound and aging, Shannon brings clarity to a confusing and emotionally charged process. Together, she and Xavier walk through six essential things families need to understand about long-term care, including why crisis-based decisions are the most expensive, why Medicare assumptions can be dangerous, and how understanding care options like assisted living, memory care, and skilled nursing changes everything. At the heart of this episode is a simple but powerful truth: early planning gives families options, peace of mind, and the ability to honor their loved one’s wishes. If you have aging parents, or hope someone will one day advocate well for you, this is a conversation worth starting now. If this episode resonates, follow the show and share it with someone who needs to hear it before life forces their hand. Episode Highlights: Shannon shares her background in Health Administration with a concentration in senior housing and her experience working across multiple states in assisted living, memory care, and sitter agencies. (03:04) Shannon explains how care needs can change overnight with an example of a healthy client whose wife fell after a medication change. (07:50) Shannon discusses the differences between sitter agencies and private independent sitters, recommending getting names ahead of time through church or friends. (13:30) Shannon describes dementia as a journey and explains factors that determine whether someone should stay home or move to memory care. (18:42) Shannon explains independent living retirement communities, including buy-in fees and how residents can lock in monthly rates as their needs increase. (22:01) Shannon defines activities of daily living (ADLs) including bathing, dressing, hygiene, feeding, and transfers. (26:36) Xavier discusses the importance of aligning care needs with financial ability and how crisis-based decisions become the most expensive. (32:42) Shannon discusses how clients discover VA benefits they had no idea they had access to, making senior living possible. (37:22) Shannon shares her main takeaway that there are options available for aging parents, including resources not widely known to the public. (42:48) Key Quotes: “Every family is unique in what they're experiencing and what their needs are, and they do need accompaniment through that to figure out what is available for them specifically.” - Shannon Mehaffey Ory “A lot of people forget what their long-term care insurance policies included, and adult children have no idea their parents have this, and finding that out means a whole world is possible to them that the children didn't know was possible.” - Shannon Mehaffey Ory “The benefit of independent living is you don't have any maintenance. You probably can pay an extra fee for housekeeping. You have a ton of social opportunities, lovely dining. People go on trips together in independent living communities all the time.” - Shannon Mehaffey Ory Resources Mentioned: Shannon Mehaffey Ory Avila Senior Advisors Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

In this episode of Insurance Shop Talk, host Eric Stein introduces a game-changing workers’ compensation opportunity for P&C agents in Ohio and surrounding states. With Ohio’s monopolistic system long limiting agent participation, a newly approved Alternate Employer Organization (AEO) program now allows agents to earn ongoing commission while delivering meaningful cost savings and improved claims management for their clients. Eric breaks down how the program works, who it’s best suited for, and—most importantly—the practical sales strategy agents can use to position it with existing clients and prospects. From pay-as-you-go billing and simplified claims handling to real-world savings examples, this webinar offers a clear roadmap for agents looking to unlock new revenue and strengthen client retention in a competitive market.

In this episode of Insurance Shoptalk, host Eric Stein sits down with Walter Sabrin of Venture Employer Services for a wide-ranging conversation on the realities of hiring, recruiting, and retaining talent in today’s insurance agency environment. Drawing on decades of experience, Walter breaks down why agencies should always be recruiting, how internal referral programs and small-scale job fairs can deliver outsized results, and why traditional job boards often fail to reach the best candidates. The discussion also explores proactive headhunting, building a recruiting pipeline for future needs, leveraging nearshore and remote talent to reduce costs while increasing productivity, and the importance of communication, training, and career progression in improving retention. Together, Eric and Walter share practical, real-world insights that agency owners can use to strengthen their teams, adapt to a changing workforce, and build a sustainable hiring strategy for the future.

In this episode of Front Cover: A Rough Notes Podcast on the Agency Intelligence Podcast Network, Jason Cass sits down with Jeff and Eboné Granger, Managing Partners at Granger Financial, the 2022 Rough Notes Magazine Agency of the Year.  Key Topics: The significance of being featured on the front cover of Rough Notes Magazine Building the agency from the ground up during COVID and scaling intentionally over time Expanding beyond insurance into multiple financial service verticals to better serve clients Creating a culture centered on mission, legacy, and long-term impact Using community service as a core business driver, not a side initiative Developing and retaining talent through an ownership mindset, culture, and values Reach out to: Jeff Granger Eboné Granger Jason Cass Visit Website: Granger Financial Rough Notes Magazine Produced by PodSquad.fm

In this episode of Stuff About Money They Didn’t Teach You in School, Erik Garcia is joined by Miles Clark, Senior Analyst at Nasdaq Dorsey Wright, to explore a simple but important question: what’s better—time in the market or timing the market? The conversation opens with a long-term look at how markets have behaved over multi-decade periods and what that data can teach investors when they’re deciding what to do with new money, especially when markets are sitting at or near all-time highs. From there, Erik and Miles walk through three common investor approaches: investing a lump sum right away, waiting for a pullback, or easing in over time. They discuss which experiences tend to lead to better long-term outcomes and why those results often surprise people. The conversation also touches on momentum, relative strength, and market breadth, including what it means when market leadership becomes narrow and valuations stretch. The episode wraps up with Miles’ thoughts on what matters most heading into 2026, what investors tend to worry about too much, and what deserves more attention moving forward. If you found this episode helpful, follow the show and share it with someone who’s still waiting for the “right” time to invest. Episode Highlights: Miles discusses a study showing "Average Joe," who invests $500 monthly regardless of market conditions, outperforms market timers by about $1 million. (07:25) Miles breaks down market breadth through a football analogy: it tells investors whether the market is on offense or defense. (13:20) Miles mentions that in core-dominated markets, the real risk isn't beating the benchmark but simply keeping up with it. (18:55) Miles discusses how Dorsey Wright applies relative strength to identify which assets to hold, focusing on sustained trends rather than short-term news. (22:45) Miles explains how momentum investing rotated out of tech in 2022 into energy and utilities, then back into tech for 2023-2024. (29:30) Erik emphasizes that risk capacity matters more than risk tolerance, which is often driven by emotions about current market conditions. (36:25) Key Quotes: "We don't necessarily have to focus on protecting against the entire market washout. We really just need to protect ourselves against where we're over-concentrated in our portfolios." - Miles Clark "In core-dominated markets, a lot of the risk is actually just not keeping up with the benchmark because it is so strong." - Miles Clark "Finding and earning positive relative strength is just trying to pick those assets that are doing relatively better towards the up or downside than their benchmark." - Miles Clark Resources Mentioned: Miles Clark Nasdaq Dorsey Wright Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

What if every phone call your agency receives could tell you exactly how customers feel and how your team is performing? Jason Cass sits down with Winston Smith, CEO of Bridge Insure and Magellan Insure, to unpack how call intelligence is reshaping agency operations. The discussion explores why phone systems are more than dial tone, how real insights surface from everyday conversations, and why focusing on customer happiness and employee productivity creates a clearer picture of agency performance. Key Topics: The evolution of Bridge and the launch of Magellan Why phone systems are an untapped intelligence source Using call transcription to surface meaningful insights Measuring customer satisfaction through real conversations Evaluating employee performance with service standards Real time alerts for negative customer experiences Connecting phone data to revenue and premium impact Contrarian perspectives on AI in insurance agencies Reach out to: Winston Smith Jason Cass Visit Website: Bridge Insure Magellan Insure Agency Intelligence Produced by PodSquad.fm

In this solo episode of Stuff About Money They Didn't Teach You in School, Xavier Angel, CFP®, ChFC®, CLTC, steps behind the mic to wrestle with a tough truth: planning isn’t optional, not if you want control over your future. Fresh off his conversation with Giovanni Arenas about Gio’s life-threatening condition and remarkable double lung transplant, Xavier gets another call that hits just as hard. A dear friend's cancer has returned, and with it comes the realization that he never put proper business succession plans in place. It is a moment that reveals not just financial vulnerability but emotional fallout, the kind that compounds heartbreak when families are already hurting. Xavier digs deeper into why waiting to plan is one of the costliest decisions a business owner can make. He lays out how proactive planning protects the people you care about most and why delaying those decisions hands your future over to circumstances instead of intention. This episode is an honest call to action: don't wait until life forces your hand. If the message resonates, share the episode with someone who needs the nudge, and make sure you're following the show for more conversations that help you take control before life does it for you. Episode Highlights: Procrastination is a bill that silently compounds, delaying tasks makes them harder to complete, and weighs you down. (01:00) Time is the most valuable asset when building wealth. Every year of waiting meant losing opportunity, not just time. (01:30) Xavier references his previous episode with Giovanni Arenas about his double lung transplant and how quickly life can change. (02:30) Xavier shares a personal story: A close friend's rapidly progressing cancer forced immediate business and family decisions no one was prepared for. (04:10) Xavier outlines action steps: Create a will, establish an estate plan (not just for the wealthy), and build a business continuation plan. (07:10) Planning documents are acts of love and gifts of clarity that ensure your intentions, not others' emotions, guide what happens next. (07:50) Key Quotes: “Procrastination doesn't just slow you down. It widens the gap between where we are today and where we want to be.” - Xavier Angel, CFP®, ChFC®, CLTC “Planning isn't when life is perfect. Planning isn't when life happens, planning now it matters.” - Xavier Angel, CFP®, ChFC®, CLTC “ Take that first step today, no matter how small. Start planning today. Start the conversation, get the documents in place. Build the plan that protects the people and the legacy you want to fulfill your future self and your family will thank you later.” - Xavier Angel, CFP®, ChFC®, CLTC Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors