Welcome to Getting Past the Premium, hosted by Elliot Bassett and Ryan Brott! What's different about our podcast? We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!
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Lyssna på Aftonbladets kriminaldokumentärer "Historien om ett brott". Där får du höra historien bakom några av Sveriges mest uppmärksammade, mest säregna och - i några fall - mest bortglömda kriminalfall.
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Två skrattiga tjejer som driver en snackig podcast om truecrime. Varannan vecka kommer ni få följa med på en resa genom mord och brott, blandat med att vi pratar om annat. Ni kan vänta er ocensurerade tankar, både kring brotten samt vardagen. Följ med oss på våran nystartade resa! Cover art photo provided by Annie Spratt on Unsplash: https://unsplash.com/@anniespratt
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Skolans Inspirationsspodd med fokus på känslor, relationer, lärande och ledarskap. Kennet Fröjd intervjuar nationella och internationella experter. Musik: Andreas Lidberg Kontakt: Frojdstoolbox@gmail.com
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Articulating Your Agency's Story with Andy Bassett
31:36
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What's your story as an agency? In the insurance and risk advisory world, many stories are the same – come to us for a free quote. That's not a story. Andy Bassett, CEO of Ellerbrock-Norris, joins the show to talk about his firm's story, and how their "Protect Your Purpose" tagline has resonated since they've rolled it out over a year ago. Whether …
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The Art of the BOR Sales Strategy with Nick Aube
39:08
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Insurance sales for years was based on carrier availability and exclusivity. Today, it's much more nuanced – and providing value is the path to winning new business. Which brings us to the BOR – or Broker of Record. Nick Aube, Founder at Producer Systems, joins the show to discuss developing a BOR sales strategy – or a sales strategy based on educa…
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How to Hire, Train and Find Success with Your New Producer
41:17
41:17
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How do you set a new producer or insurance advisor up for success? From selecting a training program, developing internal processes to align the team, and understanding your target market, bringing on new agents or advisors can be difficult. It's a competitive market – and every independent agency is different. Colby Allen, a financial consultant a…
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Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh
40:51
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What's the difference between running a law firm and an insurance agency? No, that's not the start of a joke – it's a mindset that you should be using as a risk advisor. When someone is hiring an attorney, they aren't quoting out 10 different ones, they are finding one that they trust. Brandon Schuh, head of specialty insurance practice at Christen…
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How Small of a Niche Can Still Be Successful? Cole Williams Has Cracked the Code.
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39:21
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His LinkedIn profile reads "I keep peoples fingers on their hands." When it comes to niching down, Cole Williams has carved his out expertly. As a Risk Advisor with Insurance Associates, Inc., Cole focuses his agency on meat and food processors in Nebraska. He understands how to build a target market, how to become an expert in that niche, and how …
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The First Step to Building a $1 Million Insurance Book of Business with Rob Jacomen
43:33
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“It takes the same amount of energy to sign a small client as it does to sign a large one." Rob Jacomen, Co-Founder at Basecamp Insurance Growth Mastermind, joins us this week and drops some knowledge on what it takes to build a $1 million book of business. The first step: Get focused on your audience. This isn't a new idea by any means, but Rob di…
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How to Handle Cyber Crimes at Your Agency with Daniel Metcalf
37:51
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Cyber liability coverage is a policy that every insurance agency needs to sell. But how are you handling it at your company? Is it a tack-on policy, or a true consultation? Daniel Metcalf, Co-founder and President at CyberFin, partners with agencies across the company to help small-to-medium-sized businesses find better coverage for their clients, …
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Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to pull back the curtain on how Ellerbrock-Norris is growing and thriving. From client referrals to COIs to cold calling, learn how to develop proven processes and build strong relationships through their four primary lead-generation channels. Enjoy the episode! Episode L…
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Focus on the Relationship, Not the Transaction with Brett Young
45:08
45:08
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Brett Young, CEO of Erb and Young, joins us to discuss building relationships. A relationship becomes valuable to a client for two primary reasons: trust and access. So how do you build relationships, build your value prop and ultimately build your book of business? Start by building trust and providing access. But then you run into a problem: scal…
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What Daily Non-Negotiables Directly Tie to Growth with Cyrus Jaffery
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Cyrus Jaffery, Founder and CEO of Jaffery Insurance, grew up in the captive agency model before breaking out to start his own agency. Cyrus joins Elliot this week to talk about what he learned in that captive environment that's created his approach to growth today. They cover "daily non-negotiables" and how they should directly tie to the growth of…
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Avsnitt 47: Så lyckas vi befästa elevernas kunskaper i klassrummet - med Kate Jones
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Möt Kate Jones en av de - i ett internationellt perspektiv - allra främsta på hur man befäster kunskaper i klassrummet Kate Jones är Senior Associate for Teaching and Learning vid Evidence Based Education. Hon är en utbildningskonsult som arbetar med skolor runt om i världen. Ambassadör för Winston's Wish - en välgörenhetsorganisation för att hante…
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Advisor vs. Producer: How to Change an Industry's Mindset with Ryan Brott
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Are you an advisor or a salesperson? Ellerbrock-Norris' Ryan Brott, Chief Growth Officer, joins Elliot Basset to discuss the difference between the two, the problem that plagues the insurance industry, how to transition to an advisory model, roadblocks along the way and more. Learn how you can step out of a "producer" role and focus on running a bu…
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Avsnitt 46: Learning in relation to Thinking, Challenges and Progress - with James Nottingham
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James Nottingham är konsult, författare och lärare. Han arbetar med skolor och distrikt för att hjälpa till att identifiera sådant som kan göras för att avsevärt förbättra inlärningen för elever från förskoleklass upp t.o.m. gymnasiet Han har skrivit flera böcker och är välkänd för sitt koncept ”Lärandegropen” (”The Learning Pit”), som i det här av…
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Building A Book of Business, Not a Book of Sales with Guffy Wright
39:22
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Scaling a business is all about understanding your ideal client. "It's called a book of business, not a book of sales," says Guffy Wright, National Sales Leader at The Mahoney Group. Guffy joined us to discuss how he's using a focus on people and treating his book of business as just that – a business. Learn how he's providing value to clients, def…
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Avsnitt 45: Evidens om lärande och så främjar vi metakognition - med Andreas Jemstedt
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43:34
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Andreas Jemstedt är forskare vid Stockholms Universitet med bakgrund i kognitiv psykologi och specialiserad på evidensbaserat lärande, metakognition, självreglerat lärande och lärande som främjas av teknik. Alla hans specialiteter är ju intressanta för oss i skolan så du kommer kunna få mycket att reflektera kring. Musik: Andreas LidbergKontakt: Fr…
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How to Look Past the Product and Focus on Advice with Mike Brown of Unbreakable Wealth
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In an insurance industry that is so set on selling products, how do you focus on selling your advice and expertise? Mike Brown, founder of Unbreakable Wealth, joins us to discuss the value of being an expert and selling that expertise. He takes a wealth coach's viewpoint to advice, understanding how to ask the right questions and unlocking a client…
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Avsnitt 44: Från evidens till undervisningspraktik - med Jonas Linderoth
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Jonas Linderoth är professor i pedagogik vid Göteborgs universitet. Hans forskningsintressen ligger mot spel, lärande, undervisning, kognition och perception.I dagens avsnitt medverkar professor Linderoth dock primärt utifrån sina kunskaper och erfarenheter av hantverket i att gå från evidens till undervisningspraktik. Linderoth är när det gäller T…
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New Insurance Producers Need to Overcome These Hurdles with Ryan Garzon
29:35
29:35
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There are hurdles that new producers in the insurance industry must overcome. Ryan Garzon, Partner at Keyes Coverage Insurance, joins us to discuss those hurdles – and how to get past a short-sighted mindset that holds back so many firms. Learn the benefits of splitting commissions, saying no to certain clients, focusing your time and energy in the…
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AI is Changing the World. Where Insurance is Seeing an Impact with Aaron Ammar.
41:35
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41:35
Where are we at in the AI journey in the insurance industry? Aaron Ammar, Co-Founder & CEO at Brightside AI, joins the show to discuss AI's adoption, the right vs. wrong debate, the rapid pace that AI is evolving, efficiencies in your agency, and more. Enjoy the episode! Episode Links: Ellerbrock-Norris: https://www.ellerbrock-norris.com Ellerbrock…
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Avsnitt 43: Delaktighet och Fysisk aktivitet för Hälsa och Lärande – med Aron Andersson och Måns Möller Men också Growth Mindset, en massa Djä..ar anamma och en smula humor
44:09
44:09
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44:09
Måns Möller är en av våra främsta komiker i landet, som du säkert stiftat bekantskap med när du besökt en av hans shower eller mött honom i något TV-sammanhang. Men Måns har många strängar på sin lyra och anledningen till att han är en av dagens två gäster är av helt andra skäl. För idag handlar det om hälsa, lärande och delaktighet för våra elever…
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How to Grow Faster Than Your Competition With Andy Mathisen
46:06
46:06
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46:06
How are agencies setting themselves apart from a growth perspective? Andy Mathisen, Regional Sales Director at FirstChoice, a MarshBerry Company, joins the show to discuss how insurance agencies are finding lead sources, investing back in their firms, tapping outside resources and more to beat their growth goals. Andy and Elliot dive into sales tra…
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Avsnitt 42: Framgångsrikt och Skolspecifikt Ledarskap - med Viviane Robinson
47:17
47:17
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47:17
Den här intervjun med professor Viviane Robinson är till stora delar kopplad till hennes senaste bok "Virtous Educational Leadership - Doing the Right Work the Right way". Viviane Robertson är en framstående forskare - numera professor emeritus - som har haft och har stort fokus på skolledarskap; vad som karakteriserar framgångsrikt sådant och hur …
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The Domino Effect to Winning: Training and Team Building with Brett Young
51:43
51:43
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Talent acquisition is a game-changer for your company. But adding solid team members can be useless without proper training on your process, your ideology, or your sales model. Brett Young, CEO of Erb and Young, joins the show to talk through talent acquisition via networking, establishing culture within your team, and training new producers to ada…
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Avsnitt 41: Så lär sig vår hjärna och så kan vi ta vara på det i klassrummet - med Peter Habbe
52:46
52:46
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Peter Habbe är gymnasielärare i ämnena samhällskunskap, sociologi, religionskunskap och filosofi med undervisningserfarenheter från högstadiet, gymnasiet och universitetet. Han har även disputerat i religionshistoria. Utöver sin avhandling har han också författat ett antal läromedel. Extra intressant för det här poddavsnittet och för alla lyssnare …
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Adapt Your Agency to a New Generation of Commercial Clients With Mick Hunt
48:07
48:07
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48:07
There has been a shift in business owners. Generationally, today's owners are different: expectations, buying habits, communication preferences, pace of production, and plenty more. Mick Hunt, CEO at Premier Strategy Box, joins the show today and challenges you as an insurance agency to put yourself in the shoes of your audience. How do you need to…
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Avsnitt 40: Brott och beteenden; skolans viktiga förebyggande roll - med Marianne Kristiansson
33:24
33:24
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Marianne Kristiansson är professor emeritus och rättspsykiater. Hennes specialitet är brott och beteenden. Tyvärr är det ett alltmer angeläget område för oss i skolan. För oss handlar det om att bli bra på att tidigt identifiera riskbeteenden och mycket tidigt ge stöd till barn-elever som behöver. Det innebär också att samarbeta i ett tidigt skede …
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Building the Right COI Relationships With Ryan Brott
31:31
31:31
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Let's talk all things COIs. What kind of relationships are building with your centers of influence? Do have three or four COIs giving you multiple leads each month? Or are you spreading yourself too thin, trying to work with dozens of industry-adjacent professionals to little or no avail? Ryan and Elliot talk through what makes for an effective COI…
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Avsnitt 39: ResearchED - The Science of Learning och undervisning - med Tom Bennett
48:56
48:56
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Tom Bennett är chef för och grundare av researchED, ett gräsrotsbaserat, lärarlett projekt, som syftar till att hjälpa lärare utveckla ”forskningslitteracitet” och skydda sig från/bli ”immun” mot pseudovetenskap. Sedan 2013 har researchED vuxit från en tweet till en internationell konferensrörelse som når de flesta av världens regioner och många lä…
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Disciplined Prospecting in Your Niche With Kody Houk of Premier Strategy Box
40:30
40:30
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Throughout his career, Kody Houk, Senior Advisor at Premier Strategy Box, has grown as an agent in a captive environment, launched and grown is own independent agency, and now spends his time consulting insurance agents and risk advisors around the country. Kody covers how to improve your overall sales effectiveness by being disciplined, having a s…
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Avsnitt 38: Att hantera stress i skolan och främja lärandet - med Daniel Rosen
49:35
49:35
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49:35
Daniel Rosen arbetar som högstadierektor på St George’s Düsseldorf. Han är ganska unik som skolledare med riktigt hög kompetens både inom The Science of Learning – d.v.s. om hur hjärnan lär sig – och om stressystemen samt om att hantera stress. Dessa delar är viktiga delar i hur han leder skolan. Det är intressant hur The Science of Learning och at…
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What Randall Stutman Has Learned From Coaching Some of the World’s Most Influential Leaders
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From coaching Fortune 500 CEOs, Ryder Cup teams, four-star generals, more than 400 CEOs and even a President of the United States, Randall Stutman, PhD, has learned some of the commonalities and differences among some of the greatest leaders in the world. Randall joins us today to talk about how he's grown his company, Admired Leadership, while sta…
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Avsnitt 37: Så kan skolor främja sina lärares arbetsmiljö och skapa tid för reflektion - Ett Rundabordssamtal med Arran Hamilton, John hattie och Dylan Wiliam
45:28
45:28
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45:28
Samtal med tre giganter inom utbildningsområdet. Dagens tre gäster har skrivit en unik bok - Making Room for Impact. Boken är unik på flera sätt. Ett viktigt sådant är att hjälpa lärare på våra skolor att få rimlig arbetsbelastning och att kunna skapa tid för reflektion. Man kan tolka boken som en bok om att skapa bra skolresultat, men boken handla…
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Most Important Metrics for a Healthy Insurance Agency With Carey Wallace
44:32
44:32
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How do you evaluate the health of your agency? Carey Wallace, Founder of AgencyFocus and noted speaker, joins us to talk about how to maximize your business – from selecting your carriers to honing in your book of business, evaluating your producers, diversifying your revenue and more. Learn what makes a healthy insurance agency from important metr…
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Avsnitt 36: Permission to Feel - Socioemotionellt lärande och stresshantering i skolan - med Laura Artusio
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44:58
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44:58
Laura Artusio är psykolog och forskare vid universitetet i Florens där hon leder forskningsenheten Laboratory of Psychology, Emotions & Research (PER Lab). Hon har verkat i samarbete med teamet på Yale Center for Emotional Intelligence i USA sedan 2009 och som certifierad RULER-tränare är Laura nu koordinator för The RULER i Italien. Hennes mål är …
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Avsnitt 35: Därför ska du arbeta med känslor i undervisningen - med Birdie Reynolds och Baer Braun
39:05
39:05
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39:05
I det här avsnittet får du lära mer om en evidensbaserad strategi som kallas The RULER och har särskilt fokus på känslor och används inom ordinarie skolundervisning. Dagens gäster är bland de som har allra mest erfarenhet av The RULER i undervisning. Birdie Reynolds och Baer Braun är experter på att undervisas med The RULER inkluderat i undervisnin…
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Avsnitt 34: Att arbeta med känslor i undervisningen för socioemotionellt lärande och förbättrad litteracitet - med Lisa Rosenstein och Lily Solomon
39:23
39:23
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Lisa Rosenstein är rektor på skolan The Willows i LA och Lily Solomon är lärare på samma skola, men också ledare för skolans The RULER Team. Och vad är THE RULER? Det är namnet på en evidensinformerad strategi för socioemotionellt lärande med särskilt fokus på känslor. The Willows tillämpar The RULER på en mycket hög nivå och har arbetat med strate…
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Grow Your Insurance Agency's Marketing Presence with Cameron Carlow
39:15
39:15
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Where do you begin when marketing your insurance agency? With limited time, budgets and expertise, it can be hard to stand out among the competition. This week, Cameron Carlow, Chief Marketing Officer at Ellerbrock-Norris, joins the show to talk through the essentials for a growing agency, from brand awareness to lead generation and closing the sal…
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Avsnitt 33: Om skolsäkerhet med Lena Ljungdahl
42:09
42:09
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Lena Ljungdahl är säkerhetsexpert och specialist på skolsäkerhet. Hon har jobbat med över 500 skolor och besitter såväl en mycket hög kompetens på området som en unikt omfattande erfarenhet. Hon pratar här om viktiga saker för alla skolor och hon gör det på ett mycket konkret och tydligt sätt. Ett avsnitt för alla inom skolan, men nog alldeles extr…
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Using a Marketing-First Mindset to Grow a Book of Business with Brett Young
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Brett Young, CEO of Erb and Young, joins us for another crossover episode. This time, we're covering the baseline skills you need to develop ask you're growing your book of business. Where do you start? What is your focus – or, more importantly, what are you NOT going to do. From overcoming capacity issues to marketing yourself, we cover how we've …
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Avsnitt 32: Att bygga tänkande klassrum i matematik - med Peter Liljedahl
1:03:12
1:03:12
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Peter Liljedahl är professor i matematikdidaktik och känd för sin forskning om att bygga tänkande klassrum i matematik. 15 års forskning i klassrum inom detta område har lett till utvecklingen av ett koncept med 14 verktyg eller sätt som kan hjälpa dig mot ett tänkande klassrum. Att tänka är en nyckelfaktor för att lärande ska ske. Så även om detta…
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Setting Your Sales Team Up for Success with Nate Sannes
35:17
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35:17
Nate Sannes, a Partner and Advisor at InCite Performance Group, joins the show to talk about successfully leading a sales team. When you're bringing on new risk advisors or insurance agents, how long does it take to train them? How are you measuring success? How are you setting them up for that success? Nate and Elliot dive into all this and more –…
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Avsnitt 31: Evidensbaserad undervisning och så blir lärande till - med Paul Kirschner
59:22
59:22
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Paul Kirschner är professor emeritus i utbildningspyskologi vid Open University of the Netherlands, gästprofessor vid Thomas More University of Applied Science i Belgien och ägare till kirschner-Ed. Tidigare har han även varit professor i kollaborativt lärande. Han är en internationellt erkänd expert särskilt inom utbildningsspykologi och undervisn…
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Connecting Culture and Technology with Big I's Chris Cline
48:07
48:07
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What intentionality are you bringing to your firm from a cultural perspective? Often culture is tied to office fun, hiring practices, and benefits offerings. But Chris Cline, Executive Director of Agents Council for Technology with Big I, walks through how technology plays a huge role in the experience you create – and the culture that develops at …
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Sales Process Series: Articulate Your Value and Avoid Being Put in the "Insurance Box"
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In the first episode of our sales process series, Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot to discuss the importance of your process – from value prop to target market and beyond. From there, how do you get tactical and ask the right questions? You want to avoid ending up in the dreaded "insurance box" – where you're view…
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Intentional. Candid. Clear. How to Approach Strategic Planning for Your Business
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It's the time of year to get intentional. Strategic planning can be exciting – but it doesn't always mean being the "smartest" or the "first" in your niche. Strategic planning is about being intentional with your vision and anticipating what could throw you off of that vision. Learn what Brett Young at Erb and Young is doing to set their firm up fo…
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Becoming a Broker of Record Instead of a Price Quoter with Nick Aube
44:48
44:48
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Shift your agency's value proposition away from the carrier (price quoting) and onto your firm (broker of record). Nick Aube, Founder of Producer Systems, walks through the importance of taking control of your own destiny and selling yourself vs. selling on price. It not only helps your company, but your clients, too. Enjoy the episode! Episode Lin…
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Larry Linne and Mick Hunt: Insurance Industry Mastermind with Two Powerhouse Consultants
40:45
40:45
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Two of the biggest agency consultants in the industry, Mick Hunt, CEO at Premier Strategy Box, and Larry Linne, CEO at InCite Performance Group, join us for a special edition of Getting Past the Premium. The duo covers what it takes to be committed to growth, solving the right problem for your clients, building the future you want and more. Enjoy t…
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