The Independent Agent

Season 1 Finale

Beverage – Whiskey Smash

Part 1: What do you do when you suspect a client is being dishonest?

Part 2: How can an agency find stability with a carrier despite frequent underwriter turnover?

In this episode, Justin and Jordan discuss the importance of not jumping to conclusions but rather being an advisor to clients if you suspect they are towing a line that may jeopardize their coverage. They also share insight on how to manage the relationship with a key carrier that is constantly assigning new underwriters to the agency.

Can You Teach an Old Agency New Tricks?

Beverage – Gin & Tonic

Part 1: How do you bring an agency into 2020?

Part 2: What do employees need to develop leadership skills?

In this episode, Justin and Jordan share steps needed for an agency to consistently modernize operations and avoid backsliding back into their comfort zone. They also discuss the tools and trainings agencies need to provide to develop the next generation of leaders in the organization.

Which Niche is Which?

Beverage – The Gimlet

Part 1: What does an agent need to know when choosing a niche?

Part 2: What qualities are most important in leader?

In this episode, Justin and Jordan share their thoughts on the most important factors to developing a niche focus. They also provide insight on the characteristics an owner should look for when the need arises to bring another person in to help with management responsibilities in the agency.

What Options Are There for An Employee Who Regrets Taking a Promotion?

Beverage – The Aperol Spritz

Part 1: How does a new employee make the most of an abundance of downtime?

Part 2: What should a new manager do when they find themselves struggling with new responsibilities?

In this episode, Justin and Jordan give some helpful advice to a new-to-the-industry on making the best use of idle time. They also provide thoughts on steps a new manager can take to overcome hurdles they are experiencing in their new role.

Is There a Fair Way to Distribute the Accounts of a Retiring Producer?

Beverage – French 75

Part 1: How do you make a judgement call on whether a lead is good or bad?

Part 2: What should agency leaders consider when splitting up a book of business?

In this episode, Justin and Jordan debate what makes an account a less than desirable risk for the agency and what role data plays when determining if incoming leads require more effort than they are worth. They also discuss what factors matter most when an agency needs to transition accounts from a producer who is nearing retirement.

How Do I Transition Accounts Out of My Book That I No Longer Have Time to Work With?

Beverage – A Brandy Daisy

Part 1: When does it make sense for a producer to remove accounts from their book of business?

Part 2: How do I build rapport with an underwriter who doesn’t trust the agency?

In this episode, Justin and Jordan discuss what agency owners and producers should evaluate to determine when and how ongoing involvement and service needs will be handled for small accounts. They also provide insight into how a producer can work through resentment issues between an underwriter and the agency and build a better working relationship going forward.

How Do Agencies Build Valuable Experience for Interns?

Beverage – The Martinez

Part 1: Should an agency eliminate perks that no longer serve their intended purpose?

Part 2: What should agencies include when creating an internship program?

In this episode, Justin and Jordan discuss the factors agency leaders should review when considering whether or not to maintain certain perks for producers that no longer appear to generate revenue. They also give helpful advice to an agency struggling with what to do when interns arrive at the office each year.

What Are The Potential Consequences of Consolidating Locations?

Beverage – Vodka Quarantine

Part 1: Will closing a location cost an agency business?

Part 2: What options do employees have when required to handle extra duties around the office?

In this episode, Justin and Jordan debate the importance of having a local presence and the impact it can have on revenue. They also discuss the struggle agency staff face when they assume the responsibilities of a former employee.

Is A Client Sign Off Truly Necessary?

Beverage – An Island Party

Part 1: Do agencies need to collect a signature when a client declines coverage?

Part 2: Do agencies need to offer extended office hours?

In this episode, Justin and Jordan discuss how agencies should handle documentation when a client declines proposed coverage. They also share their thoughts on offering extended hours for client service.

What Should Agencies Do When a VIP Employee Retires and Client Relationships Are at Risk?

Beverage - Gin & Juice

Part 1: How do you know when it’s time to hire?

Part 2: How should an agency prepare for retirement of a key employee?

In this episode, Justin and Jordan dive into the subject of revenue per employee and the numerous other factors that need to be taken into account when making staffing decisions. They also share insight on the necessary steps to ensure a smooth transition of a client relationship from one employee to another.