In this episode of Ask the Experts, Andy Arter pulls back the curtain on the real reason most sales reps lose deals: poor follow-up. Drawing on personal stories, from near-eviction to record-breaking months, Andy shares the two principles that transformed his career and can transform yours: lead with value and never rely on one medium.

Listen in as Andy gives practical examples, scripts, and creative strategies you can use immediately to win more business, without burning bridges or turning off prospects.

Key takeaways include:

• How to follow up without being pushy
• Why leading with value expands your pipeline (instead of shrinking it)
• The “2-Yard Line Exercise” for closing deals as a team

This episode will shift your mindset and give you the tools to follow up like a pro.

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In this episode of Ask the Experts, host Andy Artery sits down with Wyatt Mace, an entrepreneur, real estate developer, and leader of a $26M Allstate agency spanning five states.

Wyatt opens up about his entrepreneurial journey, from running a meal-prep business with his wife to building one of the fastest-growing agencies in the country.

Key takeaways you’ll hear:

• The pivotal “God-moment” that pushed Wyatt from fitness into insurance
• Why asking for help (instead of letting ego take over) is his #1 growth strategy
• How to scale a team without losing the personal touch customers love
• What it really takes to expand into multiple states—and still stay profitable
• The role of culture, competition, and humility in building a thriving agency
• Balancing family, business risk, and leadership while raising three daughters

Hosted on Acast. See acast.com/privacy for more information.

Artificial Intelligence is evolving at a pace no other technology has matched. In this episode of Ask the Experts, Andy walks through practical ways that agency owners and entrepreneurs can start using AI now.

You will learn how to save hours every week, improve client interactions, build better marketing strategies, and even create autonomous agents that research, prospect, and deliver results while you sleep.

This episode includes real prompts, live demos inside ChatGPT and Grok, and specific examples you can copy to make AI your most valuable employee.

Hosted on Acast. See acast.com/privacy for more information.

In this episode, SmartFinancial’s Andrew Rasson reveals how top agencies turn internet leads into revenue. From SEM+SEO synergy and smart campaign pricing to the 3-3-3 follow-up cadence and a killer “I didn’t fill that out” script, you’ll learn the exact systems, coaching rhythms, and TCPA-safe practices fueling high-performing teams.

In this episode we cover:

• How internet leads are actually generated in 2025
• When to pay more (or less) per lead—and why diversification wins
• The exact follow‑up cadence + script top producers use
• The management habits that scale producer performance
• TCPA‑safe lead gen and proof of consent that protects you

Hosted on Acast. See acast.com/privacy for more information.

Direct mail might sound like a relic from another era, but for hundreds of top-performing insurance agencies, it’s still one of the most consistent, scalable lead sources in the game. In this episode of Ask the Experts, Dart Direct Mail President Dave Banko shares how his team has transformed a traditional marketing channel into a data-driven, AI-enhanced growth engine.

We cover Dart’s evolution from a post-9/11 startup to an Inc. 5000 company, the strategic advantages of hitting the mailbox at the right moment, and why fewer competitors in the mailbox can actually boost your ROI. Dave breaks down how to target smarter, track results with precision, and avoid the biggest mistakes agents make when trying direct mail. You’ll also hear how AI call-scoring, dynamic QR codes, and multi-channel follow-up can turn a single mailer into a long-tail conversion machine.

Whether you think direct mail is “dead” or you’re looking to squeeze more ROI out of your campaigns, this conversation will challenge your assumptions and give you a modern blueprint for mailbox-to-sales success.

Hosted on Acast. See acast.com/privacy for more information.

Most people would celebrate a $25,000 scratch-off win. Todd McLain used it as fuel to quit his job that same day and launch a brand new career in insurance.

In this episode, Todd reveals how he scaled one of the top Farmers Insurance agencies in the country from scratch, built an internal marketing machine with just $500/month, and eventually turned that success into a suite of companies helping agents scale smarter.

In this episode, you’ll learn:

• How to turn low-budget lead gen into high-volume quoting
• Why 99% of agents mismanage their hiring process
• The one metric every team member should be held to
• The right way to evaluate internet leads
• How data and tools are reshaping the future of insurance

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In this episode of Ask the Experts, we sit down with Casey Armstrong from Canopy Connect. One of the most impactful technologies transforming how insurance agencies sell today.

Casey shares his journey from lighting designer for concerts and Apple keynotes to tech sales in the insurance world. You’ll hear how his dad’s old-school agent mindset and a near-death experience in a custom show truck shaped the way he approaches business, service, and relationships.

We breakdown:

• The #1 time waster in most agency sales processes
• How verified insurance data boosts conversion rates and quote accuracy
• Why building trust starts before the first question
• What separates high-performing agencies from those stuck in survival mode
• How to combine speed, efficiency, and personalization in your quoting process

Hosted on Acast. See acast.com/privacy for more information.

Hosted on Acast. See acast.com/privacy for more information.