Agency Intelligence: The Insurance Podcast Network

In this episode of Stuff About Money They Didn’t Teach You in School, Erik Garcia, CFP®, ChFC®, BFA™, and Xavier Angel, CFP®, ChFC®, CLTC, tackle one of the most important yet often overlooked financial topics: long-term care. The conversation kicks off with a laugh as Erik shares how Xavier nearly got himself kicked out of a professional study group for challenging the conventional wisdom around long term care insurance. That sets the stage for a lively discussion about why this issue matters so much, even if it is not the kind of thing people want to chat about at a cocktail party. Between sobering stats about rising care costs and Xavier’s candid story of his aunt currently in a long term care facility, this episode keeps things engaging while shining a light on a subject that is too often ignored. But ignoring the problem does not make it go away. With the average nursing home room now costing well into six figures annually, long term care planning is a reality everyone needs to address. Erik and Xavier unpack the complexity, explaining why traditional policies may not be as reliable as they seem, why the financial planning around it can be so tricky, and how thinking in terms of cash flow might change the conversation entirely. Along the way, Erik lightens the mood with a surprisingly fitting analogy about chickens and eggs, reminding us that financial planning can be both practical and a little entertaining. Tune in, lean in, and be sure to share this episode with someone who may need a nudge to plan wisely for their future. Episode Highlights: Erik emphasizes why long term care matters, even for younger listeners, due to its inevitable impact on families. (01:12) Erik unpacks the challenges retirees face when fixed incomes meet rising care costs. (03:01) Xavier explains how some advisors buffer rate hikes by quoting higher premiums upfront. (04:00) Xavier shares a personal story to define long-term care as more than just insurance, it’s physical and emotional support. (06:56) Xavier discusses the national costs of care and why planning for it is essential. (11:00) Erik outlines the risks of asset depletion and reduced income after losing a spouse. (13:38) Xavier explains how women statistically need care longer and why planning must consider longevity. (14:18) Erik highlights why long-term care planning must include income replacement strategies. (16:17) Xavier warns against “one-size-fits-all” insurance solutions in client conversations. (17:36) Erik uses a chicken-and-egg analogy to explain sustainable income planning. (21:53) Erik encourages listeners to focus on income streams over lump sums in planning for future care. (24:36) Xavier shares a case study about a client who prioritized legacy over self-care and why that needed to change. (25:39) Erik urges listeners to talk with aging parents now about their long-term care plans. (27:00) Key Quotes: “ As a planner, I'm always thinking about how does this affect you long term, not just today, but what happens 10 years from now? Because if we're doing your planning today, I'm still doing your planning 10 years from now.” - Xavier Angel, CFP®, ChFC®, CLTC “Even though you may not necessarily be taking direct action to solve a potential financial problem today or in the future, having the conversation about it is actually starting to solve the problem.” - Erik Garcia, CFP®, ChFC®, BFA™ “We are financial planners. We love helping people solve financial problems, and we love helping people make financial decisions that are in alignment with what is most important to them.” - Erik Garcia, CFP®, ChFC®, BFA™ Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

What shapes a leader who has spent decades at the highest levels of business? Jason sits down with Frank Friedman, CEO & President at IPFS, for an Executive Session that blends personal stories with industry insight. From mentors who made a difference to premium financing, payments innovation, and the future of insurance tech, this conversation highlights the human side of leadership. Key Topics: Early career mistakes that shaped Frank’s leadership style The mentors who stood behind him during pivotal moments Lessons from decades at Deloitte and a global COO role The pace of technology change, from the dot-com bubble to AI How IPFS and AndDone are innovating payments and financing Why consolidation and automation will define the next decade Frank’s perspective on AI’s impact on jobs and efficiency The books and history that inspire Frank’s worldview A defining 9/11 experience that reshaped Frank’s perspective on unity Reach out to: Frank Friedman Jason Cass Visit Website: IPFS Agency Intelligence Produced by PodSquad.fm

What happens when a State Farm agent decides he’s not cut out for the captive world and instead builds a tech empire supporting $2B in premium? Jason Cass sits down with Austin Moorhead, Founder of Lava Automation to unpack that journey.  Key Topics: Austin’s leap from State Farm to automation and his “lightbulb moment” with Keap Growing from a side project into 350+ virtual assistants powering $2B in premium Balancing hard work, family, and redefining success in the agency tech space Why AI hype feels like past industrial shifts and what it really means for agencies How LAVA approaches SOC 2 certification and data security in the AI era Turbo Dial’s customizable VoIP and HubSpot’s growing role in larger agencies Why lead generation remains the great separator for top-performing agencies Optimizing websites for ChatGPT and AI-driven search, not just Google Fear, valuations, and why relationships still anchor the future of independent agents Reach out to: Austin Moorhead Jason Cass Visit Website: Lava Automation 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 Jackson Rollo, President at Rollo Insurance, the agency featured on the October 2025 front cover of Rough Notes Magazine.  Key Topics: The honor of being featured on the Rough Notes Magazine front cover Carrying forward a family agency legacy while creating new impact Jackson’s journey from aspiring attorney to agency president The “God, Family, Country” framework shaping their culture Why investing in a Director of Culture transformed their agency Building unity through quarterly leadership book studies Lessons from Good to Great and embracing healthy debate Scaling from 60 to 275 employees while preserving culture AI as a tool for growth, not replacement, in the insurance industry Balancing rapid expansion with staying true to core values Reach out to: Jackson Rollo Jason Cass Visit Website: Rollo Insurance Rough Notes Magazine Produced by PodSquad.fm

We’re bringing back a powerful Executive Session with Ryan Hanley, who at the time of this recording was CMO at Linqura (and is now the company’s President). In this replay, Ryan opens up about his journey from small-town beginnings to industry leadership, sharing raw insights on humility, resilience, and the seasons of business leadership. He and Jason dig into AI’s role in reshaping insurance, why data accuracy and security can’t be overlooked, and the surprising parallels between leading a company and raising a family. Key Topics: Navigating the seasons of leadership and evolving roles as businesses grow. Why shedding your ego is essential to leveling up as an entrepreneur. How diverse career experiences create unmatched perspective and adaptability. The three human roles that remain in an AI-driven insurance future. Linqura’s mission is to make every agent a specialist with real-time insights and data. How parenting challenges mirror leadership—building resilience through real talk. What true culture building looks like (and what it doesn’t). Reach out to:  Ryan Hanley Jason Cass Visit Website: Linqura Agency Intelligence Produced by PodSquad.fm

What does marketing look like when it’s less about pushing products and more about building trust?  Jason sits down with Rushang Shah, Chief Marketing Officer at HawkSoft, for an Executive Session about trust-driven marketing, lessons from the early tech world, and how a purple cow became the company’s most recognizable symbol. Key Topics: Why HawkSoft views marketing as building trust, not promotion The family story behind HawkSoft’s 30-year growth journey How Rushang’s tech background shaped his approach to insurance The origins of HawkSoft’s “Purple Cow” and what it represents Why HawkSoft focuses on bleeding efficiency instead of bleeding edge Helping agencies balance tradition with new technology demands Marketing as education: why HubSpot inspired HawkSoft’s strategy Reach out to: Rushang Shah Jason Cass Visit Website: HawkSoft Agency Intelligence Produced by PodSquad.fm

In this episode of Stuff About Money They Didn’t Teach You in School, hosts Erik Garcia, CFP®, BFA™, ChFC®, and Xavier Angel, CFP®, ChFC®, CLTC, dive into what they call “backwards planning.” Erik shares a story about driving his daughter to college, where the destination was clear but the journey allowed for meaningful detours that still aligned with their ultimate goal. This idea of starting with the end in mind sets the stage for a conversation about how clarity in your future direction influences the decisions you make today. Together, Erik and Xavier explore why envisioning your future, whether that is retirement, your personal life, or your career, matters so much. They highlight fascinating research showing that people who see an older version of themselves are more likely to save for the future, underscoring the power of visualization in financial planning. Tune in to learn how backwards planning can help you make intentional choices now that lead to the life you want later. If you enjoy this episode, follow the show and share it with someone who could use a clearer vision for their future. Episode Highlights: Erik explains backwards planning as starting with the destination and mapping the steps backward to determine the best route. (03:07) Erik challenges traditional retirement assumptions, encouraging a customized definition of what retirement really looks like. (08:01) Erik cites a study showing that people are more likely to save when they can visualize their older selves. (10:58) Xavier encourages listeners to clearly define their destination and work backward to create an effective roadmap. (13:01) Erik explains how knowing your destination allows for flexibility, adaptability, and detours in your financial plan. (16:15) Erik advocates for directional goal settingcasting a vision that provides long-term guidance, even if you never fully reach it. (17:14) Xavier describes how he used backwards planning to pay off debt and delay buying a new car. (22:45) Erik emphasizes the importance of aligning financial goals with personal values, not societal pressures or outside expectations. (26:01) Erik and Xavier conclude that vision, values, and direction are foundational to any financial plan. (28:00) Key Quotes: “ Think about what is your destination, what is your goal, what are you trying to attain? And then plan for it.” - Xavier Angel, CFP®, ChFC®, CLTC “We need to be intentional about the direction that we're going in when it comes to our finances.” - Erik Garcia, CFP®, BFA “The best goal setting is directional. You may never reach the goal, but it's constantly pointing you in a particular direction.” - Erik Garcia, CFP®, BFA Resources Mentioned: Erik Garcia, CFP®, BFA Xavier Angel, CFP®, ChFC, CLTC Plan Wisely Wealth Advisors

What happens when the next generation of InsurTech leaders blends efficiency with servant leadership? Jason Cass sits down with Toby Hung, Co-Founder & COO of 1Fort, to talk about AI-driven automation, the future of agency workflows, and why people, not just technology, remain at the center of insurance. Key Topics: Toby shares 1Fort’s vision as an all-in-one AI solution for commercial agencies Automating submissions and proposals with AI to save time and money Why productivity and efficiency are two sides of the same strategy Lessons on leadership, mentorship, and building with servant values The insurance talent shortage and what younger generations want from work How agencies can make insurance a career path for Gen Z and Millennials The role of culture, impact, and balance in retaining and growing great teams Reach out to: Toby Hung Jason Cass Visit Website: 1Fort Agency Intelligence Produced by PodSquad.fm

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.

Are you a P&C agent interested in learning how to quote, bind, and service without the need for multiple logins? Find out more in this episode of Insurance Shoptalk with host Eric Stein and guest Phil Friedman from iBynd! iBynd is a comparative insurance rater that allows P&C agents to quote, bind, and service for property and casualty insurance carriers in Workers’ Compensation—all without the need to login to multiple websites to bind coverage. In this episode, Phil shares more about iBynd’s unique features and how it can help agents avoid the headache of multiple logins. To learn more about iBynd, please visit www.ibynd.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.

The insurance world is shifting fast. Jason sits down with Chris Paradiso to talk about carrier cutbacks, industry consolidation, and how AI is changing the game for independent agencies. Key Topics: Carrier pullbacks and the struggle for new appointments Why agents are being pushed toward clusters and aggregators The role of rate increases vs. true agency growth How COVID accelerated technology adoption in insurance The impact of AI and automation on agency operations Why convenience and speed matter more than price in personal lines Agents selling earlier in their careers and what’s driving it The balance between efficiency, productivity, and quality of life Why customer expectations are all about speed and ease What Chris will be sharing live at IndieTech Reach out to: Chris Paradiso Jason Cass Visit Website: Paradiso Insurance Services IndieTech Agency Intelligence Produced by PodSquad.fm