Agency Nation Radio

On this episode of Agency Nation Radio, we meet Scott Gray, owner of South Group Insurance Services in Meridian, Mississippi. Gray entered the independent insurance industry in his mid-30s, when his father offered him a role at the family agency. By then, he had already built a reputation as a dedicated and hardworking salesman, learning the ropes the hard way. Gray was honored with the Barney Burns Award at the 2025 Big “I” Legislative Conference. The award recognized his dedication, passion and leadership in advocating for the independent insurance agency system. “Anytime you’re recognized for your work and your effort, it’s humbling,” he says. “I was speechless … and I’m not a speechless kind of guy.” Throughout the episode, Gray shares his perspectives on selling insurance in 2026, the importance of advocacy, insights into the flood insurance market and his enthusiasm for joining hundreds of fellow Big “I” members at this month’s Legislative Conference in speaking with legislators through a unified voice. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Gray was also featured in the April issue of Independent Agent. Check out his interview or read the full issue online.

On this episode of Agency Nation Radio, Jill Roth, executive vice president of Ahart Frinzi and Smith hosts a conversation with Louise “BeBe” Canter, former Big “I” president, senior vice president at USI Insurance Services, and a Woodworth Memorial Award Winner, and Angela Ripely, current Big ‘I’ chair and president of VW Brown Insurance. In the long history of the Big “I,” Canter and Ripley are the only two women who have served as the association’s chair. During Women’s History Month, they discuss leadership, what inspired them to run for the position, and what it means to use your voice inside the independent agency system. “About 15 years after I left the executive committee, I looked back and thought that was amazing to finally have a woman do that,” Canter says, recalling her presidency while still selling insurance. Agency Nation Radio is where insurance professionals turn on the mic to share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped shape their careers. From Main Street USA to the pages of Independent Agent magazine, these are the stories insurance professionals want to hear.

On this episode of Agency Nation Radio, we meet Marissa Winkelman, managing partner of Webb + Winkelman in Grove, Oklahoma. Winkelman entered the insurance industry in 2012 as a receptionist at Webb Insurance and quickly realized the role wasn’t the right fit. After transitioning to a back-office position, she focused on learning the business and working her way up. By 2023, Winkelman became a managing partner of the rebranded Webb + Winkelman Insurance Company, aiming to build a culture where women can thrive. Two years later, she earned the Outstanding Female Agency Principal honor in the Liberty Mutual 2025 Agent for the Future Awards. “I’m hoping to change the standard for working moms in our industry,” Winkelman says. “That’s really the goal in an industry that used to be so male-led and male-centered.” Throughout the episode, Winkelman discusses her agency’s maternity program, what they have planned for Women’s History Month and how they give back to their community. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Winkelman was also featured in the March issue of Independent Agent. Check out her interview or read the full issue online.

On this episode of Agency Nation Radio, Jennifer Becker, Big “I” executive director of research and education, is joined by Claudia St. John, founder and CEO of The Workplace Advisors. During the episode, they explore how small independent insurance agencies can compete with large corporations for talent; whether artificial intelligence (AI) is helping agencies address staffing shortages or simply adding another layer of complexity; and what agency owners must do to attract the next generation of professionals. “Very few people have everything you’re looking for,” St. John says. “Every agency has to figure out how to develop and grow talent.” “Everybody who has experience started somewhere—someone taught them,” she adds. Agency Nation Radio is where insurance professionals turn on the mic to share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped shape their careers. From Main Street USA to the pages of Independent Agent magazine, these are the stories insurance professionals want to hear.

In this special kickoff episode tied to the release of the “2026 Big ‘I’ Agents Council for Technology Tech Trends Report,” Kasey Connors, executive director of the Big “I” Agents Council for Technology (ACT), is joined by Andy Siegel, president of Siegel Insurance, and Michael Mellars, President and COO of Legacy Risk Solutions and members of the ACT National Committee. Together, they unpack what made 2025 a turning point for the insurance industry, from the rapid rise of artificial intelligence (AI) and automation to a broader mindset shift that brought technology into leadership-level business conversations. “Technology moved from the back office into leadership conversations. It’s no longer about what tools exist—it’s about how technology impacts profitability, staffing, risk and long-term sustainability,” Connors notes. The discussion explores how agencies of all sizes are navigating change management, evaluating new tools and balancing AI with the human touch. From direct bill reconciliation and AI-powered call summaries to policy checking and workflow automation, Siegel and Mellars share real-world examples of what’s working and what agencies should focus on in 2026. This episode sets the stage for the ACT Tech Trends Report, which combines agent research with insights from carriers and technology partners. Check out the full report here: https://www.independentagent.com/technology-trends-report/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, we meet Susan Erickson, owner of P-W Insurance in Petersburg, Alaska. Before leading her agency, Susan Erickson spent seven years working as a deckhand on her husband Jeff’s commercial fishing boat, prior to starting a family and purchasing the insurance agency where she worked. Today, she leads her agency and team in serving their rural coastal community, helping clients navigate the unique challenges and opportunities of Alaska’s panhandle. “The geography is an opportunity because your reputation goes a long way,” Erickson says. “And if your office goes the extra mile for people, then the news spreads and you’ve got clients all over the state.” Throughout the episode, Erickson emphasizes the importance of fostering a strong, communal workplace culture and staying actively involved in the community—serving others beyond insurance alone. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Erickson was also featured in the February issue of Independent Agent. Check out her interview or read the full issue online.

On this episode of Agency Nation Radio, we feature an installment from Invest’s “Why Hire an Intern” series. Host Johanna Holling, volunteer relations program manager at Invest, chats with three insurance industry interns and Invest scholarship winners: Blake Bartos, a finance and risk management student at Florida State University; Ben Graham, a math student at Stanford University; and Rhania Suarez, an accounting student at the University of Central Florida. Together, they share their firsthand experiences interning in the insurance industry and how meaningful internship programs can lead to full-time careers. “If I wasn’t doing something right or struck out 100 times in a row, he [mentor] was there to push me and keep me going and provide that feedback that is honest and needed … that’s the only way I was going to get better,” Bartos says. Invest is an education and scholarship program, helping students discover insurance careers while connecting independent agents with future talent. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, we meet Will Canterbury, owner of The South Insurance Agency in Nolensville, Tennessee. At 17, Canterbury launched his own lawn care business serving notable clients. After college, he worked in political offices while pursuing music in Nashville. When those paths didn’t fit, he pivoted to roles in wholesale furniture and copier sales—experiences that ultimately led him to follow long-standing advice from his uncle, an Allstate executive, and build a career in insurance. “My goal is to build a regional brand synonymous with insurance,” Canterbury says. “I want a licensed agent in every state within our logo’s border, aiming for significant market share in the Southeast.” Throughout the episode, Canterbury discusses the tools and software he and his agency use to drive success. He also shares his hiring process and explains how he carefully selects candidates he believes are the right fit for his agency’s culture. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Canterbury was also featured in the January issue of Independent Agent. Check out his interview or read the full issue online.

This end-of-year episode of Agency Nation Radio is brought to you by the editors of Independent Agent magazine. Will Jones, editor-in-chief, hosts the discussion and is joined by Olivia Overman, content editor, and AnneMarie McPherson Spears, news editor. Together, they look back at 2025 and highlight the biggest stories that shaped the insurance industry and the independent agency channel. From market predictions and homeowners coverage challenges to cybersecurity breaches, tax reform and government shutdowns, they revisit the headlines that captured your attention and impacted your business. Plus, the editors share insights on what these trends mean for independent agents moving forward. “We’ve talked a lot throughout the year about increased [artificial intelligence] usage and the benefits it brings,” Spears says. “But we’re also starting to see some concerns from agents and customers as more of the risks of AI begin to play out.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, we chat with Kelley Carter, president of Choice Insurance Agency, Member of Choice Financial Group in Virginia Beach, Virginia. Carter kicked off her career by working for several years in agency marketing roles, helping her understand how marketing strategy is essential to accelerating agency growth. In October, she was appointed division president of Choice Insurance Agency, where she is focused on sustaining and expanding its position as one of the fastest-growing brokerages in the country. “We’re growing so fast and we have so many new growth opportunities within Choice”, Carter says. “We’re building an amazing company and group of people all working towards a common goal.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Carter was also featured in the December issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/12/01/declaration-of-independents-kelley-carter/

On this episode of Agency Nation Radio, host Nathan Riedel, Big “I” senior vice president of federal government affairs, is joined by Jeff Beck, senior vice president of government and regulatory affairs at Selective Insurance, and John Barbour, CEO of the Independent Insurance Agents of Georgia. Together, they dive into legal system abuse and its impact on insurers and policyholders. They also unpack the key reforms passed in Georgia earlier this year, how they came about and the insights they offer for other states and the federal government moving forward. “Commercial lines, personal lines, every line is being impacted by the legal system abuse,” Beck says. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, we chat with Dallas Ross, agent at Timmco Insurance. Like many others, Ross was born into the insurance industry and always knew the industry was where she belonged. Right out of college, she landed a job in insurance sales, but after two years, she discovered her true passion wasn’t selling—it was serving clients, supporting them, and fostering long-term relationships. That realization led her to transition into an account manager role, where she continued to grow her expertise before joining Timmco Insurance in 2021. Meanwhile, Ross’ involvement with Big I Oregon began when her father took her to Big “I” events. Years later, she was elected to the Big I Oregon board of directors in March 2018 and was elected president in January 2025. She also chaired the organization’s Next Gen group from 2018 to 2019. Despite her busy schedule, she still manages to maintain a healthy work-life balance that suits her and her family. “I schedule things that I look forward to, which can help me get through those busy periods—whether it’s a dinner with friends or maybe a vacation,” Ross says. “Making time for things I look forward to helps me avoid burnout.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Ross was also featured in the November issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/11/01/declaration-of-independents-dallas-ross/

This episode of Agency Nation Radio is the fourth and final episode in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup. Host Colby Royal Tunick, founder and CEO of Refocus AI in San Diego, California, is joined by Patrick McBride, owner of The McBride Agency in Dixon, Illinois. Together, they dive into how AI is transforming everyday agency operations and how to optimize it effectively. They explore the streamlining workflows and enhancing client experience to find the right balance between automation and the human touch. Learn more about ACT. https://www.independentagent.com/agency-management/technology/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

Recorded live from Applied Net 2025 in Las Vegas, this special edition of Agency Nation Radio features insights from the industry’s biggest event. On this episode, Will Jones, editor-in-chief of Independent Agent magazine, talks with Carrie Poindexter, senior director of agency operations and Jonathan Somich, director of communications at GEICO, about attending Applied Net for the very first time. Also, Peter van Aartrijk, executive vice president at Aartrijk, talks with Richard Hartley, co-founder and CEO of Cytora, about Applied Systems’ acquisition of the company and how AI can help the industry reclaim time to reinvest in both work and life. Then, Kasey Connors, executive director of the Big “I” Agents Council for Technology (ACT), sits down with Brenna Johnson, vice president of product management at EZLynx, to discuss innovations that make life easier for users. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, we chat with Marianne Policastro-Wik, owner of Insurance Associates of Central CT in Wethersfield, Connecticut. Raised in Hartford, Connecticut—once known as the insurance capital of the world—Policastro-Wik found the industry to be a natural fit. But it was her passion for helping others that truly defined her path. With a foundation in social work and a trajectory into senior leadership, she has built a career grounded in relationships and strategic insight. Today, she leads her agency—recognized as a 2025 Best Practices Agency—through a thoughtful modernization effort, embracing technology while preserving the personal connections that define their success. “Technology should strengthen our relationships, not replace them,” she says. “That’s the balance.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Policastro-Wik was also featured in the October issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/10/01/declaration-of-independents-marianne-policastro-wik/

This episode of Agency Nation Radio is the third in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup.  Host Kasey Connors, executive director of ACT, is joined by Jake Holehouse, owner of HH Insurance in St. Petersburg, Florida, and Dale Steinke, director, Agent for the Future Advisors at Liberty Mutual. The discussion dives into the realities of implementing AI tools in an agency—how to start small, gain team buy-in and integrate AI into existing workflows. Holehouse shares first-hand lessons from introducing AI across his agency, while Dale offers research-backed insights on adoption, policies and measuring impact. Together, they highlight how agencies can overcome fear, avoid missteps and use AI to free up staff for higher-value client work. Learn more about ACT. https://www.independentagent.com/agency-management/technology/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, Peter van Aartrijk, executive vice president at Aartrijk is joined by Lee Gaudette, president of Gaudette Insurance, and his son, Peter Gaudette, commercial insurance advisor at Gaudette Insurance, and Keith Mangini, Vice President and Commercial Team Leader at InsurBanc. They explore father-son work dynamics, succession planning in family agencies, and the aspirations that drive the next generation forward. The conversation also offers practical tips for family-owned agencies preparing to change ownership. “Succession isn’t just about passing down a business,” Mangini says. “It’s setting up that next generation for success. As a lender, I can help build that financial bridge, but the real success comes from the family being aligned on the vision and how they're going to move forward in the future.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

This episode of Agency Nation Radio is the second in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup. Host Kevin Wheeler, Eastern advisory manager at Angela Adams Consulting, is joined by Michelle O’Connor, president of O’Connor Insurance Associates in Charlotte, North Carolina, and Kimberly Fox, commercial lines account executive at O’Connor Insurance Associates. Together, they unpack what agents should know when working with AI vendors. They share real-world lessons from implementing an AI phone assistant, covering must-haves like transparency and customer support, red flags and how to measure return on investment (ROI). The conversation also explores the importance of involving your team, asking the right questions and ensuring new tech fits your agency’s workflows. Listeners will walk away with practical tips to evaluate vendors and avoid costly missteps as they explore AI. Learn more about ACT. https://www.independentagent.com/agency-management/technology/ Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

On this episode of Agency Nation Radio, we chat with Jill Roth, executive vice president at Ahart, Frinzi & Smith in Alexandria, Virginia. Roth started her career on Capitol Hill, working in legislative affairs for a New Jersey congressional representative, where one of the issues she focused on was the insurance industry. Her congressional experience carried over when she joined the family agency—Ahart, Frinzi & Smith—and repurposed her passion for politics into serving Big “I” members on the state and national level. “I still have a passion in [legislative] affairs,” Roth says. “And so I now take that knowledge that I had in that industry, whether it be working on the congressional side or in the lobbying world, and I'll use that in my insurance world.” Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Roth was also featured in the September issue of Independent Agent. Check out her interview or read the full issue online. https://www.iamagazine.com/2025/09/01/declaration-of-independents-jill-roth/

This episode of Agency Nation Radio is the first in a special series about artificial intelligence (AI) brought to you by the Big “I” Agents Council for Technology’s (ACT) AI workgroup. Co-hosts Kasey Connors, executive director of ACT, and JP Pritchard, director of marketing at Rhodian Group, dive into how independent agents can confidently take their first steps with AI. They are joined by CJ Hutsenpiller, owner of the tech-forward agency Hutsenpiller Insurance in Mt. Juliet, Tennessee, who shares his journey and lessons learned on avoiding “shiny object syndrome.” The conversation covers how to choose the right tools, build team trust and keep client experience at the center of AI implementation. Agents will walk away with practical advice, a dose of realism and encouragement to approach AI with curiosity. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we’ve got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.