Agents Growth Academy

Hosted by Jim Schubert

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104

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May 2025

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About the show

Have you ever wondered what the top agency owners are doing to grow their book of business exponentially each and every month? I’ve personally grown my own agency to multiple locations and dozens of agents over the past 10 years learning from the industry’s leading experts and applying what they teach to my own agency, and now I’ve invited these same experts to share these industry-leading secrets...with you! My name is Jim Schubert and welcome to The Agents Growth Academy

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May 6, 202533 min

104. Building Tech-Enabled Insurance Products for Agents

Send us Fan MailIn this episode of Agents Growth Academy, Jim sits down with Bobby Touran, co-founder of Rainbow, a tech-enabled MGA transforming how insurance is delivered for niche businesses like restaurants. Bobby explains how Rainbow blends automation and underwriting expertise to improve efficiency without removing the agent from the process. He shares how his team uses real-time data, continuous underwriting, and a strong service mindset to simplify restaurant insurance and support agency partners.TakeawaysRainbow is a tech-enabled MGA focused on providing restaurant insurance through independent agents.Bobby explains how public data and POS systems improve underwriting speed and accuracy.Agents can quote and bind restaurant policies in minutes using Rainbow’s digital platform.Continuous underwriting helps detect risk changes throughout the policy term.The platform supports agents with human underwriters and responsive service.Rainbow has grown rapidly through word of mouth and state association involvement.Bobby emphasizes patience, partnership, and openness to evolving how insurance is delivered.Resources From BobbyWebsiteLinkedInAbout BobbyWith 7 years in the insurance industry, Bobby is co-founder of 2 insurtech companies in the P&C space, both with a focus on retail agents and small commercial insurance.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

April 29, 202533 min

103. Building Purpose-Driven Brands

Send us Fan MailIn this episode of Agents Growth Academy, Jim welcomes Dani Kimble, founder of Azelie Studio and a specialist in building purpose-driven brands. Dani shares how growing up in a family business shaped her storytelling mindset and explains the core elements of creating a brand rooted in authentic purpose. She offers valuable advice for insurance agency owners looking to deepen their brand impact.TakeawaysBuilding a purpose-driven brand starts with understanding and articulating your backstory.Dani’s branding process focuses on authentic storytelling, not quick marketing tactics.Brand strategy involves core values, purpose, vision, and long-term positioning.Insurance agencies often struggle with balancing short-term wins and long-term brand growth.Brand work leads to stronger retention, internal culture, and deeper client relationships.Dani doesn’t push marketing without a solid brand foundation first.Storytelling creates meaningful differentiation in competitive markets.Resources From DaniWebsiteLinkedInDifference by Bernadette JiwaAbout DaniDani Kimble empowers small businesses to create purpose-driven brands grounded in authentic story and strategy, positioning their brand for growth. She’s the Founder of Azelie Studio, a boutique brand consultancy focused on brand strategy, brand identity, and brand story.Former Chief Marketing Officer for a growing independent insurance agency, Dani transformed the brand identity to center around its story, its people, and its culture. This led to supporting growth across the organization from talent attraction and retention, client retention, new business opportunities, and referrals.Dani is now sought for her branding approach that puts storytelling and differentiation at the forefront. Dani has been featured in business publications, podcasts, and articles for her work in brand positioning, messaging, storytelling, and marketing.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

April 22, 202542 min

102. Life After the Sale

Send us Fan MailIn this episode of Agents Growth Academy, Jim reconnects with Gabe Oh, a returning guest and friend who recently sold his insurance agency. Gabe opens up about the personal and professional reasons behind his decision, the options he explored, and the mental and emotional impacts of selling. He reflects on life after the sale, how it has affected his family, his work, and his mindset, offering honest advice for agency owners considering the same path.TakeawaysSelling an agency is a deeply personal decision based on timing, goals, and life circumstances.Gabe’s reasons included new opportunities, family security, and simplifying the future.There are many deal structures—full sale, partial sale, or partnerships.Gabe chose fit and vision over the highest offer when selecting a buyer.Post-sale life offers more time with family and a shift away from day-to-day operations.Mental health and identity shifts are common after selling a business.Gabe advises agency owners to seek guidance from those with no financial interest.Resources From GabeLinkedInThe Great Money Reset by Jill Schlesinger About GabeGabe Oh is a former agency owner who sold his independent agency to a national brokerage backed by private equity. With nearly 200 flight hours as a pilot and new ventures on the horizon, Gabe continues to support other agency owners navigating growth, acquisition, and post-sale transitions. A proud father of two and Pacific Northwest resident, Gabe values faith, family, and helping others succeed.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

April 15, 202541 min

101. The Hidden Power of Agent Advocacy

Send us Fan MailIn this episode, Jim sits down with John Barbour, CEO of the Independent Insurance Agents of Georgia (IIAG), to explore the vital role that independent agents play in driving real change during one of the hardest markets the insurance industry has seen. John shares his background as a lobbyist and explains how agents can use their relationships and voices to influence critical legal reforms, especially around tort and judicial issues. The conversation offers a powerful look at the importance of grassroots advocacy and the tools now available for agents to make a lasting impact.TakeawaysJohn Barbour is the CEO and lobbyist for IIAG, serving as a key advocate for independent insurance agents across Georgia.John emphasizes the value of relationships in his journey from the State Senate to representing agents at the Capitol.Legal reform is a top priority as Georgia faces skyrocketing rates, increased exclusions, and mounting underwriting challenges.The Big I of Georgia has helped secure major wins on tort reform and protected homeowners market stability through advocacy.Georgia’s status as a "judicial hellhole" drives nuclear verdicts and rate increases, sparking urgent grassroots action.The Agents Action Center equips agents with tools and resources to educate clients and influence legislators.John encourages agents to recognize their influence, build relationships with lawmakers, and authentically advocate for change.Resources from JohnIIAG WebsiteAgents Action CenterJustice Not Jackpots CampaignAll the Sinners Bleed by S.A. Cosby About John BarbourJohn Barbour is the CEO of the Independent Insurance Agents of Georgia (IIAG) otherwise known as the Big "I". he manages all aspects of our association as well as serves as our association lobbyist at the State Capitol. He has worked 22 years at the State Capitol. 5 sessions for the Georgia State Senate, 9 sessions as a lobbyist for the Georgia Association of REALTORS, and now 8 sessions for IIAG.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

April 8, 202545 min

100. Unlocking the Art of Insurance

Send us Fan MailTo celebrate the 100th episode of the Agents Growth Academy podcast, our guest is one of the most dynamic agency owners in the insurance space, Chris Paradiso. With 25 years of experience, Chris shares how InsurTech, process-driven leadership, and client-focused innovation are revolutionizing the independent agency model. From redefining the customer experience to investing in your team and technology, Chris delivers actionable insights for agents ready to work on their business, not just in it.TakeawaysChris shares how a pivotal 2009 conference changed his mindset from working in the business to working on the business.Emphasizing client experience, Chris believes InsurTech tools must be built for how clients want to engage.The importance of AI and tools like Donna and ClientCircle to proactively assess client sentiment and retention risk.Why owning mistakes and practicing radical transparency builds stronger customer loyalty.Investing in technology is meaningless without processes and procedures to support it.Chris outlines how voicemail drops and automated follow-ups increase touchpoints without exhausting team resources.Agents must engage with InsurTech platforms and carriers to influence future innovation in the industry.Resources from ChrisWebsiteFacebookInstagram Twitter/XPinterestLinkedInDonna by Aureus AnalyticsClientCircleHawkSoftTraction by Gino WickmanRelentless & Winning by Tim GroverAbout Chris ParadisoChris Paradiso is one of the most passionate and dynamic agency owners in the insurance industry today. Within his 25 years as a licensed Insurance agent, Chris’s unwavering dedication to exemplary customer service has led him to build and grow his own agency to the 50+ employees that it is today. Established in 2006, Paradiso Insurance recently won Safeco and Liberty Mutual’s National Agent for the Future Award in 2019 and is currently licensed in 44 states with plans to be licensed in all 50 within the near future. Chris’s clear vision has helped hundreds of other insurance agencies to push the envelope and find their own success as well through his coaching work with Paradiso Presents.Chris currently sits on the advisory board of both Rough Notes, an Insurance Publication dedicated to eePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

April 1, 202532 min

99. Building Products with Your Customers

Send us Fan MailBuilding Products with Your CustomersIn this episode, Jim interviews Mark Engels, CEO of ePayPolicy, a modern payments platform built for insurance carriers, brokers, and agencies. Mark shares insights on why businesses should build products with their customers rather than for them. He explains how ePayPolicy collaborates with agencies to streamline payments, automate reconciliation, and improve efficiency. The conversation dives into digital transformation in insurance, the importance of customer-driven innovation, and the evolving landscape of financial technology.TakeawaysePayPolicy is a modern payment platform designed for the insurance industry, helping agencies streamline transactions.Mark emphasizes the importance of building products with customers to solve real problems efficiently.The insurance industry still heavily relies on paper checks, creating operational bottlenecks.ePayPolicy developed solutions for automating check reconciliation and outbound carrier payments.The introduction of CheckMate and Payables Connect simplifies financial workflows for agencies.AI-driven automation is helping agencies reduce manual work and improve accuracy in payment processing.Mark advises agencies to map out their digital transformation journey to stay competitive in a rapidly evolving industry.Resources from MarkePayPolicy - Finance ConnectePayPolicyLinkedInMicrosoft Power BIYounger Next Year by Chris Crowley and Henry S. LodgeAbout Mark EngelsMark Engels is the CEO of ePayPolicy, a leading payment platform built specifically for insurance agencies, brokers, and carriers. With over 25 years of experience in the payments industry, Mark has held leadership roles at HyperWallet (acquired by PayPal) and PayPal, overseeing sales and growth initiatives. His expertise in digital transformation and financial technology has made him a key player in modernizing payments within the insurance industry.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

April 16, 202428 min

98. Focus On What Matters With Winston Smith

Send a textIn this episode, Jim interviews Winston Smith, CEO of Bridge, a customer communications management software designed for independent insurance agents. Winston discusses the importance of agency owners working on their business rather than in it, and how Bridge can help them achieve this. He highlights the bottleneck that agency owners often face and explains how Bridge streamlines operations and provides tools for sales, marketing, and customer communication. Winston shares success stories and feedback from Bridge users, emphasizing the increase in revenue per employee as a key metric. He also discusses the role of Bridge as a companion to agency management systems and the importance of customer satisfaction. The episode concludes with Winston's advice to be true to oneself and the opportunities available in the insurance industry.TakeawaysBridge is a customer communications management software designed for independent insurance agents, helping them work on their business rather than in it.Agency owners often become bottlenecks in their own businesses, hindering growth and scalability.Bridge provides an all-in-one solution for sales, marketing, and customer communication, streamlining operations and improving efficiency.Bridge offers features such as video recording, marketing automation, and personalized communication to enhance customer relationships.Success stories from Bridge users include increased revenue per employee and improved customer satisfaction.Bridge serves as a companion to agency management systems, focusing on communication and customer relationship management.Resources From Winston Website LinkedInGoogle Calendar Think-CellHow Will You Measure Your Life? by Clay ChristensenAbout WinstonWinston Smith is the CEO of Bridge, a customer communications management software designed just for independent agents.Winston came to Bridge after a decade on the carrier side of P&C. Prior to Bridge, Winston ran his own micro-Private Equity fund, Hammersmith Capital.While on the carrier side, Winston was a general manager responsible for P&Ls across multiple states for the Safeco and Liberty Mutual brands (but he takes no responsibility for the 'LiMu Emu') and spent a LOT of time in the field with Safeco-appointed agencies (and is lucky enough to count many of them as friends).He started his insurance career at AIG on Water Street in Lower Manhattan as an underwriter of Executive Lines for Financial Intuitions during the Great Recession.Winston holds the CPCU and API designations, has an MBA from NYU Stern and his undergrad degree from Princeton. He lives in Johns Creek, GA with his wife and two kids.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH payments

October 4, 202353 min

97. Content Is King With Chris Greene

Send a textChris Greene from Flood Insurance Guru shares what he's learned about creating the most robust library of content that is selling flood insurance like hotcakes. In fact, he created 1,500 videos in 1,500 days! He also discusses the importance of perfecting your processes so you can free up your time to "Wow" your customers.3 Key TakeawaysThe most effective way to create content that sells insurance for you while you sleep is answering questions your clients and prospects constantly ask you.Creating consistent content positions you as an expert in your field.You need to perfect your processes so you can keep your customers engaged without you having to exert extra effort.Resources From ChrisWebsiteYouTubeFacebookLinkedInMunch AIHubSpotBuilding A Story Brand by Donald MillerMarketing Made Simple by Donald MillerAbout ChrisChris Greene is the owner of the Flood Insurance Guru where they provide "Coverage For Now and Education for the Future." After buying a house in a flood zone 12 years ago and having a terrible experience with it Chris has spent the last 12 years helping property owners, real estate agents, real estate investors and business owners avoid the same thing he had to go through.ePayPolicy The simplest solution for insurance agents to collect credit card and ACH paymentsePayPolicyThe simplest solution for insurance agents to collect credit card and ACH paymentsDisclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

September 26, 20231 hr 1 min

96. Growing Through Agency Culture And Referral Partners With Melissa Stallings

Send a textToday, Melissa Stallings shares the secret formula for growing her agency to one of the most respected all-female agencies in Georgia. It all comes down to the culture she's developed with her employees and the relationships she's developed with her community and her referral partners. Get ready to learn how you can grow your own book of business through culture and relationships.3 Key TakeawaysMelissa started out seeking balance in her own life, but ended up fostering it in her own staff, which is a BIG part of their culture.If you work hard to keep your employees, they will work hard to keep their jobs.The key to growing referral partners is focusing on revenue generating activities and not being willing to compromise on the standard of client you want to have referred to you.Resources From MelissaWebsite FacebookLinkedInInstagramTickTockInsuredMineThe 5 Love Languages by Gary ChapmanAbout MelissaMeet Melissa L. Stallings, a trailblazer who forged her path by establishing Stallings Insurance Agency in the fall of 2008. She founded the agency on three core values – Positive, Polished, and Commitment while creating a brand rooted in the values of Family, Faith, and Fun.Beyond the confines of her agency, Missy is an integral participant in industry and community circles, affiliating with organizations such as IIAG, SNA, IAOA, SecureRisk, and more in addition to actively engaging with the Douglas County and Carroll County Chambers. Her affinity for like-minded peers fosters enduring relationships that fuel her agency's success, while her philanthropic spirit drives her involvement in numerous charitable initiatives annually, underscoring her commitment to giving back to the community.As Missy continues to inspire with her unwavering dedication, thriving agency, and genuine spirit, her story remains an embodiment of success, family values, and boundless possibilities.ePayPolicyThe simplest solution for insurance agents to collect credit card and ACH paymentsDisclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.

August 22, 20239 min

95. Million $ Insurance Agents Begin Each Day With These Habits 💰🌟

Send a textGet ready to learn the daily habits of million-dollar insurance agents that can help you take your insurance sales to the next level. These habits will help you stay focused and motivated every day. Join us as we dive into the routines of top-performing insurance agents and learn how you can implement these habits into your own daily routine to achieve success in your insurance career.3 Key TakeawaysWhether it’s fiction or nonfiction, reading will get your brain up and moving as well as provide you with topics of conversation and media posts; incorporate it into your day. Develop deep relationships that will eventually turn into transactions with minimal effort. It’s as simple as sending a “This reminded me of you” text. Calling someone is different from emailing or texting them. It’s now become the form of communication that feels special–utilize that!Resources⬇️ - [DOWNLOAD] - https://agentsgrowthacademy.com/value 🎥 - [VIDEO] - Insurance Producers: Do THIS To Skyrocket Your Sales - https://youtu.be/1BrHKg8foj8🎬 - MOST RECENT VIDEOS: https://www.youtube.com/@AgentsGrowthAcademy/videos 🎥 - [VIDEO] - HOW TO BECOME A REMOTE INSURANCE AGENT: https://youtu.be/FkWqhKNXA2A 🎥 - [PLAYLIST] - MARKETING FOR INSURANCE AGENTS: https://bit.ly/43GjuxP 🎥 - [PLAYLIST] - CONTENT MARKETING FOR INSURANCE AGENTS: https://bit.ly/3qs75zv🔔 - Subscribe for more tips just like this: https://bit.ly/43BmcEOAGA PARTNERS💰 - ePayPolicy, the simplest solution for insurance agents, carriers, brokers, MGAs, and premium finance companies to collect credit card and ACH payments: https://epaypolicy.referralrock.com/l/JIMSCHUBER35/📦 - Marble Box, your virtual insurance processing team that lets you do the people stuff while we do the rest: https://bit.ly/3O1QdFB AboutJim Schubert is the CEO of Southern States Insurance, one of Georgia's largest independent insurance agencies. He is a nationally recognized author and podcast guest contributor appearing in Insurance Journal, Independent Agent Magazine, Insurance Business America Magazine, Best's Review, and Applied Systems.Jim is a passionate advocate for small business owners, entrepreneurs, and independent insurance agents. He loves sharing ideas about agency growth, digital marketing, and the lost art of human interaction.Jim is also the creator of Agents Growth Academy, an online resource for insurance agents and agency owners who want to take their growth to the next level. And when he needs to take a clarity break, he is either behind a camera lens in the great outdoors or teaching aspiring shutterbugs how to take beautiful nature photography at Schubert Photography.