IA Forward

Hosted by Shane Tatum and Tonya Lied

Business EntrepreneurshipInterviews guests

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Episodes

341

Latest episode

Oct 2026

Language

EN-US

About the show

IA Forward is your playbook for success as an insurance agent. Every week, Shane Tatum, Tonya Lied, and Mike Boesl tackle the real challenges insurance agents face, from growing a profitable book of business and building a stronger team to marketing, leadership, carrier relationships, industry changes, and the decisions that come with owning and running an agency. No corporate talking points. No textbook advice. Just honest conversations, practical strategies, a few strong opinions, and lessons you can actually use in your agency. Whether you’re building your first book, growing an established agency, or trying to figure out what’s next, IA Forward is about helping you think bigger, lead better, and build a business you actually want to own. Learn more at www.integrapartnernetwork.com

Listen to episodes

60 recent

October 20, 2026Episode 34017 min

57% of Insurance Agencies Have the Same Problem. Do You?

57% of insurance agencies say their teams need more training to sell on value instead of price. Shane's reaction? He's surprised it's ONLY 57%. But that's just one of the eye-opening numbers from the latest Big "I" Agency Universe Study. Shane and Tonya dig into the numbers, challenge a few assumptions, and discuss what agency owners should be paying attention to. Because knowing what's happening in the industry is one thing. Knowing what to do about it is another. Learn more at IntegraPartnerNetwork.com.

October 13, 2026Episode 33949 min

Are You Protecting Your Client's Biggest Asset? (Life Insurance with Jeff Havard)

What if one of the biggest opportunities to grow your agency is already sitting in your existing book of business? Tonya is joined by Robby Jabbour and special guest Jeff Havard of National Farm Life to talk about why independent insurance agents should take another look at life insurance. From creating another revenue stream and improving client retention, to knowing when and how to start the conversation, they tackle the objections agents make about selling life insurance. Not enough time? Not enough knowledge? Don't want to be pushy? They've heard them all. You may be protecting your clients' homes, cars, and businesses. But are you protecting their greatest asset? Learn more at IntegraPartnerNetwork.com.

October 6, 2026Episode 33857 min

We're Headed Toward a Soft Market. Now What?

The insurance market is softening. That sounds like good news, right? Maybe. But for agency owners, a soft market brings a completely different set of challenges. Clients have more options. Carriers want to write business again. Prices are becoming more competitive. And the book of business that felt relatively protected during the hard market may suddenly be getting a lot more attention from your competition. Shane and Tonya discuss what agency owners should be doing now, because when everybody is back in the game, you need to be playing offense, too. Learn more at IntegraPartnerNetwork.com.

September 29, 2026Episode 3371 hr 4 min

The Problem With "Let Me Get You A Quote"

“Let me get you a quote.” Insurance agents say it every day. Shane, Tonya, and Mike talk about how the insurance industry became so focused on quoting, why agents should change the conversation. Because your value isn’t in producing a number. It’s in the expertise, advice, and relationship behind it. Learn more at IntegraPartnerNetwork.com.

September 25, 2026Episode 33616 min

Fast Forward: If You’re Not Talking With Your Clients, Who Is?

Four out of five policyholders say they’ve never received proactive communication from their insurance agent. 4 out of 5. That’s not a communication problem. It’s a customer experience problem. Shane and Tonya discuss why real client communication is one of the most overlooked retention strategies in the insurance industry. They share practical ways insurance agents can build stronger relationships, improve the customer experience, and make renewal a non-event. Creating stronger relationships doesn’t have to be complicated. You just have to start. Because if your clients only hear from you when it’s time to get their money, don’t be surprised when they start listening to someone else. Learn more at IntegraPartnerNetwork.com.

September 22, 2026Episode 3351 hr 6 min

Compensation Matters. Culture Matters More.

Employee compensation matters. It has to be competitive. But a bigger paycheck will not fix inconsistent leadership, an unreasonable workload, constant chaos, poor communication, or an employee who feels like there is nowhere left to grow. Tonya and Mike talk about finding the right people, easily building an onboarding process that actually works, recognizing when your best employees are reaching capacity, and creating a culture where people want to stay. Because hiring great people is hard. Losing them because you failed to give them a reason to stay is even harder. Learn more at IntegraPartnerNetwork.com.

September 15, 2026Episode 3341 hr 4 min

Let the Rainmaker Make Rain

The quarterback is not effective if he is playing every position. So why are you spending so much time doing exactly that in your agency? We discuss hiring for weakness, where AI and your tech stack fit into the equation, why delegation isn’t giving up control, and separating out $500-an-hour work from $25-an-hour work, Figure out where you create the most value and then go make it rain! Learn more at IntegraPartnerNetwork.com.

September 11, 2026Episode 33320 min

Fast Forward: That $3,000 Bonus Could Cost You $50,000

The market is opening back up, and carriers are throwing bonus money at agents. But before you start chasing bonuses, there’s a bigger question: What could that short-term money cost you later? In this short update, Shane and Tonya discuss how chasing a $3,000 bonus today could potentially cost you much more at profit-sharing time. Incentives aren’t bad. But before you chase the money, take off your salesperson hat and put on your agency owner hat. Take the money when it aligns with your strategy. Just don’t change your strategy to get the money. Learn more at IntegraPartnerNetwork.com.

September 8, 2026Episode 33257 min

Stop Chasing Your Tail

There’s a fine line between persistence and wasting your time. In this episode , we talk about knowing when to keep pursuing a prospect and how chasing one client too much can mean missing five other opportunities right in front of you. And somewhere along the way, they discuss unique sales techniques, tiny airports, and why hanging up a cell phone will never be as satisfying as slamming down a landline. Sometimes growth isn’t about chasing harder. It’s about knowing what’s worth chasing in the first place. Learn more at IntegraPartnerNetwork.com.

September 1, 2026Episode 3311 hr 3 min

"It's Probably Going to Be Okay" is the Worst Thing You Can Say

Sometimes the biggest problems in an insurance agency don’t start with a giant red flag. They start with the little yellow ones we notice, question for a second, and then choose to ignore. We discuss the warning signs agents shouldn’t overlook: from clients who want you to bend the rules, stories that don’t quite add up, last-minute emergencies, and those moments when your gut is simply telling you something isn’t right. Plus, Mike’s lack of an SEC allegiance is officially declared a yellow flag, and he’s forced to choose a team for the 2026 season. Learn more at IntegraPartnerNetwork.com.