It's that time of the year again: ITC Vegas 2026. Drake, Head of ITC Vegas, joins us once more to talk about all the things we can expect at the show. 

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Ever wonder how much insurance premium goes into an event like the world cup? In this episode, we talk event insurance, soccer and AI. 

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Olivier Egli joins IAD to discuss the impact of AI on independent agencies. 

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In this episode, Noel Tuazon, Workers Comp Specialist, joins IAD to break down why agents hesitate to get into commercial insurance. 

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Grief is something many of us carry in silence. We may be insurance professionals, but we are human beings first. In this special episode, we sit down with Nina Rodriguez, a grief-informed guide who helps us navigate the conversations we need to have — with our employees and with ourselves — when facing loss. It's a reminder not to shut out the parts of us that make us human.

Learn more about Nina here: griefandlight.com

Listen to Nina's podcast: Grief and Light podcast

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Thank you so much for listening! Don't forget to leave a review! 

Vira and Carlos sit down with Dave Rose, Head of Agency at bolt, for an honest conversation about the independent insurance space. With over 20 years at Liberty Mutual and Travelers under his belt, Dave brings a perspective that's equal parts industry veteran and forward thinker. They dig into what today's insurance consumer actually wants — spoiler: it's not that different from what they always wanted — and why the independent agent has not only survived but continued to gain market share despite years of predictions otherwise. Dave also breaks down how bolt helps agency owners meet their customers where they are. A great listen for anyone navigating the evolving landscape of independent agency ownership.

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New year, same hosts—Carlos and Vira kick things off with a timely conversation on where insurance is headed, featuring Katie Gold, VP of Insurance at The Zebra (TheZebra.com). Katie breaks down how insurtech is evolving, why consumer education is the real “sales strategy,” and how AI can make advisors sharper (not obsolete). Expect real talk, personal stories, and a behind-the-scenes look at scaling a modern insurance operation.

Key Highlights

• Meet the guest: Katie Gold, 16+ years in insurance (sales, claims, agency leadership, recruiting, ops) and 5+ years at The Zebra
• From cars → claims → leadership: Why claims work builds empathy, trust, and better “moment of truth” advice
• Personal connection: Losing a family home to a fire shaped her purpose in insurance—make hard moments easier for people
• Why The Zebra: Independent model = shop multiple carriers and fit coverage to the customer (not the other way around)
• Digital + human support: 70% of traffic stays digital, but the option to talk to a person is still there
• AI: fear vs. leverage: AI won’t replace you—someone using AI will; the point is efficiency + better coaching + better routing
• Trust + education: Biggest misconception with online insurance is trust—education bridges the gap
• “Full coverage” pet peeve: Katie explains why that phrase causes confusion and why clarifying questions matter
• Leadership style: “Heart + innovation” = move fast without leaving your people behind
• Advice to new agents: It’s an exciting time to enter the industry—tools and learning are faster than ever

Quick Takeaway
If your insurance experience feels like a chore, you’re not alone—but the best companies are building options: fast digital paths when you want speed, and real humans when you want confidence.

Learn more: https://www.thezebra.com

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We welcome Majda Baltic back to break down what it really means to run a 100% virtual insurance agency. 

In the episode, Majda explains that “virtual” isn’t just working remotely, it’s a full operational model where AI, automations, and centralized systems handle quoting, servicing, and workflows so the business doesn’t rely on individuals. She also unpacks what being “digital” (paperless, cloud-based systems) and “green” (lean operations with lower overhead and higher profit) really means. 

The episode sets up a live discussion with agents who want to learn how to scale, simplify, and build more freedom through a truly virtual agency model.

Learn more: majdabaltic.com

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In this episode, we ask you to get in better shape, professionally. We also dive into our 2025 reflections. And, some fun stuff is coming your way in 2026! Wishing you all Happy Holidays. 

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In this episode, we’re joined by Samantha Tradelius, an insurance professional who turns big ideas into real-world impact. With two decades of business experience, a leadership role in the insurance industry, and the heart behind The Sparkle Foundation, she brings grit, generosity, and unmistakable sparkle to everything she touches. From boardrooms to classrooms to global stages, she’s redefining leadership, empowering women, and building communities that actually move the needle. We're excited to have her on Insurance After Dark. 

Learn more: www.samanthatradelius.com

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In this episode, you'll meet Majda Baltic (pronounced Mida, like in the expression "she's got the Mida's Touch") an Insurance Agency Owner that went 100% digital before digital was cool (long before carriers embraced the concept). Majda shares her story of struggle, survival and success in this interview that is not to be missed. If you're ready to go digital, take notes as you listen to this episode. 

Enter Majda's world here: majdabaltic.com

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We continue to bring you more from ITC Vegas 2025. In this episode, you'll hear from three amazing guests as they share their experiences in our industry. Tip: if you've been looking for a Home outlet, you can't miss this episode. We hope you enjoy these clips. 

Aaron Ealy - Trucker Path Insurance 

Brad Stoub - Openly 

Jessica - CA Insurance Agent 

David Dwanyen, Kerry Sullivan - SuperAgent AI

Jon Spaugy - ABU 

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This is our first big group episode and we can't wait for you to hear it. Thank you Jose Arellano, Zaira Fernandez, Mike Campos, Charley Todd and Christine Mason for being on the show!! 

Make sure to follow them on Linkedin to keep up with their AI journeys. 

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In this episode, Stephanie opens up about stepping into the family business and the lessons she’s learned (and still learning!) along the way. If you’re taking over your parents’ agency, or preparing to hand yours down, you have to listen to this episode.

Learn more about Stephanie and AllRisk

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In this episode, we talk to Chief Revenue & Distribution Officer, and our good friend, Tyler Nicholson of Aspire General Insurance. 

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We've got Drake from ITC Vegas back on the show, and he has a PROMO code for you. In this episode, you'll hear why as an agency owner you can't miss this year's event in October! 

Learn more: ITC Agents & Brokers

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In this episode, we meet the Young Risk Professionals of Vegas. If you're an agent in Vegas, this episode is for you. 

Learn more about YPR Vegas, Danielle and Alex here: Young Risk Professionals

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In this episode, we get into current events and how they impact our industry. And, of course, Carlos rabbit holes on an insurance question. 

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In this episode, we remark on how quiet things are right and get into something that really bugs Carlos. 

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Are you overwhelmed by all the Insurtech out there? Listen to this episode before you buy more tech- especially, if you're a newbie! 

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You guys are going to get to meet "special" agent, Jose Arellano. He goes deep into the fears of selling something new (in his case, commercial insurance) mentorship and the importance of investing in yourself. He also shares his creative way of getting passed the gatekeeper. 

You can find Jose on IG: @jose_arellano013 

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If you didn't attend this year's ABU Convention, get the recap here. People from across the US rolled out. 

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There are some things an agent never wants to hear from a client... "I thought I was covered for that..."

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This episode goes into tax payer funds and public perception. What do you think is the truth?

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Is it ever the right time to start your own agency?

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Carlos breaks down what was discussed at the town hall and gives his perspective. 

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Everything's cool until it's not. 

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New to insurance? Welcome! We can't wait to hear all about your shattered expectations. Just kidding! Insurance is the best. 

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After what CA just experienced, selling is done. You need to educate more than you ever have. You need to listen, be compassionate and patient because the consumer just got harder to sell to. 

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This episode was first shared on 08/03/2023. In this episode, we reflect on previous conversations and what sets us apart from other podcasts.

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What happens after you make the sale? Do you forget about your client?

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We thank the person(s) that emailed us and inspired this episode. Thank you for sharing how you feel right now. It's not easy. We appreciate your openness and we hear you. 

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In this episode, we speak to someone that is living proof that it is never too late to start in insurance. 

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People are angry with insurance companies right now. There is some justification but there is also a lot of misinformation being spread. We're sad that this is the way we kick off the new year, but life comes at you no matter what. 

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This episode first aired in Feb 2024. Did you attend a few networking events? Are you going to make it a point to attend some in 2025?

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In this episode, we spend a little more time discussing the UHC incident. 

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In this episode, we talk about a few things that took place in during the few weeks we took a break. We'll be back next week with more updates. 

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This episode first aired on September 28, 2023: Do you do other things besides insurance? What other businesses help you stay afloat? Is insurance your main source of income?

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First aired on Feb 1, 2024: Carey Wallace of Agency Focus digs deep into the mechanism of buying or selling an agency. She shares insights that can benefit your agency valuation immediately.

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Jeff Arnold, aka the "Insurance Futurist" (as Vira dubbed him), takes IAD on a captivating journey in this episode. We dive into tech, history, ego, limitations, and endless possibilities. Get ready to walk away feeling SO proud to be part of the insurance industry.

To learn more about Jeff, visit: https://jeffarnold.com/

Free resources for you: https://jeffarnold.com/books/

Follow Jeff on Linkedin

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How can you not love an industry that thinks about your family and healthcare should you get abducted by aliens?

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Rocio Luna, a commercial insurance expert, joins us to talk about Workers Comp and risk management- two aspects of insurance that we tend to over-complicate. Listen, learn and apply!

Learn more: https://www.rociolunains.com/
Linkedin: Rocio Luna

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Election day is almost here and things are getting heated. Do you post your political opinions online? Do you think in can hurt your business? 

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Here's the ITC Agents recap in Vegas. We give you the pros and cons and you'll also hear from some of your CA agency owner colleagues. 

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Are you selling during AEP this year or are you putting off doing Medicare once again? 

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Think of this episode as a "current events" conversation. If you plan on attending ITC Agents in Las Vegas, use promo code ITCAHALF at check-out. 

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Did you attend the AAA24? If you didn't, here's a recap. If you did, how was it for you? Send us your thoughts. 

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Running a business is tough. It's also rewarding, thrilling, fulfilling and all-consuming. It's easy to put the business before family, friends, self-care. You have to remember that you got into this to gain freedom, not lose it. 

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We get into our favorite insurance movies in this episode. You'd be surprised how many are out there. What's your favorite insurance movie?

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Having that difficult conversation with your CSR.

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Work is a great excuse for going to Vegas. In this episode, we caught up with Drake Slaikeu-Lawhead, Head of Growth, at ITC Vegas. Listen to find out why you should attend the show in October. 

ITC Vegas - Agents Conference
Use promo code at checkout: ITCAHALF

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Trust that you need a living trust! In this episode, guest Jorge Hernandez, explains estate planning, probate and the need for a living trust. 

Contact Jorge Hernandez directly at: 888-357-7380

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Heenle Turner is back on IAD. If you've been listening to us for a while, you've no doubt listened to Heenle's episode on people management.

In today's episode, Carlos asks Heenle some serious questions that make you wonder whether or not he's asking for himself. Listen to find out.

Check out the 5 day workshop on How to hire and who to hire:

www.howtohirewhotofire.com

Have a question for Heenle Turner of the All In Company?
Ask her on Linkedin: linkedin.com/in/heenleturner

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We're stoked to have Reghan Brandt, Founder of Loss Run Pro, back on the show! Find out what the latest updates are and how loss runs are your secret weapon to closing deals. 

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Doesn't everyone know that if the boss is talking crap about some vendor, you're not supposed to tell that vendor to their face what the boss said? Common sense, right? Nope! 

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Do you do too much?

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What's a decent starting salary for a newbie in insurance? 

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What are you in it for?

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Tell it like it is. 

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Will self-driving cars change the industry? 

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In this episode, Jerry from GeoVera tells us why you should include EQ in your book of business. 

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In this episode, we get into the topic of health and business. Can you agency go on if you suffer a health issue? 

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Like an insurance policy, a contract between partners is also here to protect you. 

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In this episode, we get into some of the events we've attended so far. Find out what we liked and what could have been better. 

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In this episode, we do a deep dive into mansplaining and sexism in insurance. 

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What happens to your agency if you die? 

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In this episode, we talk with "J," an agent that decided to move his agency online. 

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Spencer from Smart Choice joins us to discuss how these interesting times in CA are paving the way for E&S markets. It's their time to shine. 

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What side are you on, homie? We had a lot of fun with this one. 

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Groups, clusters, aggregators... should you join?

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You know the expression "don't s#i+ where you eat?"

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What if you run into a client and you can't remember their name?

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If you already fell off the fitness wagon, get back on. You're only accountable to yourself. The year is young and this is a friendly reminder that if you're looking to get healthy, you can start NOW. Re-listen to this episode for some food tips for insurance professionals by an insurance professional.

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Do you attend networking events? Listen to find out why we think you should. 

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This episode is eye opening. Carey Wallace of Agency Focus digs deep into the mechanism of buying or selling an agency. She shares insights that can benefit your agency valuation immediately.

To learn more or get in touch with Carey, visit: AgencyFocus
Follow on Linkedin

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How much will AI impact the independent agent? 

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The things your rep wishes they could say to you but can't because their job would be on the line. 

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Will the next generation treat our industry better, worse or the same? Are they learning the tools they need to level up? Why did they choose this industry? 

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Everyone's favorite topic: BROKER FEES! 

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We're taking a short break. See you in 2024! 

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It sucks when you have to learn things the hard way... 

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You're going to want to listen to this episode! 

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Be careful who you choose to bring into your circle. 

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How good are you about getting reviews for your agency? If someone submits an online quote, do you actually reply in a timely manner? 

Update: the agent that was referred to Vira did end up getting back to her and provided a great packaged quote!

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Carlos speaks out on how the Women in Insurance episode was received. 

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Do you do other things besides insurance? What other businesses help you stay afloat? Is insurance your main source of income?

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If you did not attend the AAA this year, listen to the recap. We share what it was like, what we liked, what we didn't like and what we hope for next year. 

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This episode is a true lesson in insurance and why we love this industry and the people in it so much. 

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Are you still asking for loss runs the old way? That way works against you. Listen to this episode with Loss Run Pro founder Reghan Brandt as we dive into how her system makes our agent lives SO MUCH BETTER.

If you're eager to learn more, visit their site: Loss Run Pro 
Follow on Linkedin: Loss Run Pro

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Are female agents being to exclusive? Should male agents have their own "men in insurance meetings?" We dive into this very hot topic and would love to get your opinion on this! 

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In this episode, we talk to Cut N Dry Restoration and get to know another side of insurance. 

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Still rolling as a Sole Prop? It's time to reconsider. 

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In this episode, we discuss why it is so difficult for some agents to pivot into new lines of insurance, especially during the turbulent times in the current CA market. 

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In this episode, we reflect on previous conversations and what sets us apart from other podcasts. 

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In this episode, we get into the Rep side of insurance. What makes a good rep? What is their role? What can they do for agents? Enjoy the listen. 

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We continue the conversation about legacy in this episode with new agency owner, Ana. She recently took over her family's agency. Has it been easy? What do you think? 

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On those days when you feel like everything is against you, it's OKAY to let it out. 

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In this episode, we talk with long time agency owner, Rafael Arredondo, from Invision Insurance. Listen as he shares how this industry never ceases to surprise you.

Check out Rafael's Spanish video on how to create a business plan: CLICK HERE

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Listen to why we started The Insurance After Dark podcast. Thank you for listening. 

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Legacy is so much more and so much less than you think. 

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Did you attend the DOI's zoom meeting? We share our thoughts on this episode. Brace yourselves...

Serious Agency Owners Only: CLICK HERE 

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In business, as in life, you should have a go-to person, and you should be a go-to person. 

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In this episode, Jon Spaugy of S&R Insurance and ABU (formerly BIG) joins us to talk about organizing events and the importance of relationship building. You should always have a plan of approach for every networking event you attend. 

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In this episode, Vira shares how a phone call with the department went after she asked for an audience with Commissioner Lara. 

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Loss Runs, Trust, Retention, Napa Valley and more... Vegas Part Two Interviews at the ABU Insurance Convention will not disappoint. 

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In this episode, you'll hear from various guests we spoke to at the recent ABU Convention in Las Vegas. Stay tuned next week for Part Two. 

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Getting into commercial is a GREAT IDEA. But, get your accounting straight FIRST. 

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Ever stop to ask yourself why you are still in the insurance game? Are you in a partnership that makes you miserable? Are you being honest with yourself? 

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In this episode, we talked about why you have to attend the next "How to use your Life license" workshop. 

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The CA insurance market is experiencing significant changes that affect your bottom dollar. What are you doing about it?

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Carlos was a featured guest on Do Happy Work, a podcast about self-ownership and entrepreneurship. 

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You want to make money? FOLLOW UP on quotes and touch base with your leads. You'll be surprised at how easy the money comes in when you actually SHOW UP for your clients.

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Start investing in all the ways you can better serve your community. The first place to start is with yourself! 

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The insurance industry may be global but it is also SMALL. Careful not to burn any bridges!

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Isn't crazy how different agencies are from one city to the next? 

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Mark Martinez has been around the  insurance block a few times. Listen as he shares guidance on how to truly be successful with Commercial Insurance. Rule #1: don't let your mouth write a check your a$$ can't cash.  

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In this episode, we chat with Sandra Salcido, a life, health and financial expert. You're about to find out ALL the things you can do with a life license. Take notes! 

IG: @sandrapsalcido
Email: sandra@arkapitalfinancial.com

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It's always the right time to get into Medicare. 

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You're going to want to listen to this episode! 

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Agents have many allies in the insurance industry. SmartChoice is one of them. 

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Do you really have to have a physical location to be successful?

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We're in a hard market folks. But don't despair! There are many other reasons why you're not selling besides the fact that carriers are leaving the state. 

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The most important decision you will ever make for your agency has nothing to do with insurance. Join us as we discuss self-ownership, success and happiness.

Follow Olivier Egli on IG: @do_happywork
Linkedin: Olivier Egli

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Vira and Carlos wrap up the year with some reflections, predictions and random conversation. Happy New Year everyone! 

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Should you hire friends? What about family? We speak with Zaira Fernandez from Eway Insurance on this controversial topic. 

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In this episode, Carlos and Vira talk about censorship, spreading industry news and other random insurance stuff. Enjoy. 

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In this episode, we talk to, Cal Durland from Ivans, about tech that actually helps you grow your business.

Learn more: IVANS

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Don't let the "I work all day in an office" excuse dictate your health. In this episode, we hear some healthy eating tips from Sonia Ludwig- an insurance professional and bikini fitness competitor. Who knew we could be both?! 

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If you want to succeed, start by being yourself first.

IG: @do_happywork and @vira_egli

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An interview with Matt Glidden of Input1. If you want to get in touch with him, info is below:
949-656-5220
mglidden@input1.com

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This is a question to ask in your personal and professional life. In this episode, we're going to keep it professional. Agent: who did you decide to work for? Agency Owner: who did you decide to hire? This is an incredibly helpful episode with tips that will help you along your career in this industry. 

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On the show today, we have, Heenle Turner, PHR, PHRca, of The All In Company. She walks us through the process of finding and retaining 5 star employees for your business. We also get into specific situations and how to handle them.

If you'd like to reach out to Heenle, contact her at:  heenle@theallincompany.com
or visit: 5staremployees.com/neversettle for a quick assessment of your current team.

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Disclaimer: this episode might piss you off. We talk dress codes, sexy attire, smells and more. 

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Manny Soto of The Financial Architects gets into the nitty-gritty of the Life and Financial Service Industry. Think WFG, PHP and more. He also shares what he's learned, what he's doing differently and what he has kept after years of working in an MLM. 

Enjoy the listen! 

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Here's a recap of the AAA show. What we liked, disliked, what we heard and what we saw. Listen and enjoy!

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What's your take on partying and being friends with your insurance marketing rep? Yes? No? Depends on whether or not you already have the appointment? Listen and let us know what you think on IG @ins_afterdark

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Listen to a broker/underwriter that actually takes the time to teach agents how to be better. We also touch upon self-driving trucks and the future of Transportation. 

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How an agent should get paid is always a hot topic. What's your take on this subject? 

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We speak to long time insurance agency owner, Steve Nichols. He takes us through the up, down and up again of this industry. There is invaluable advice in this episode for agency owners new and existing. 

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In this episode, we discuss what to do on those days when you haven't written a single piece of business. Those days don't have to be brutal. Listen and learn. 

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Nepotism... what's your take on it?

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In this first episode, Carlos explains why he decided to create Insurance After Dark and he and his co-host, Vira, get into some of the topics and discussions that arise within the insurance industry after some liquid courage is poured. In other words, In Vino Veritas. 

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