In this episode of Ask the Experts, David Williams and Andy Arter sits down with Vlad Cherchenko, founder of Insurance Sales Lab and one of the fastest growing agency owners in the country.

From immigrating to the U.S. as a baby to building a powerhouse agency generating over $1.4 million in premium in a single month, Vlad breaks down the exact systems, metrics, and leadership principles behind his success.

This is not theory. This is a real look at what actually works inside a high-performing sales organization.

Vlad dives into the biggest mistakes most agencies make, how to fix poor performance fast, and why culture, coaching, and consistency matter more than anything else.

Key Takeaways

• Why most agencies track the wrong KPIs and how to fix it

• The 3 daily fundamentals every producer must follow

• How to go from low close rates to 30%+ in days

• Why full-time coaching beats traditional management

• The hiring system that filters 1,000 applicants down to 1 hire

• How to build a referral engine that compounds monthly

• Why culture is the real driver behind performance

• The difference between working in the business vs on the business

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In this episode of Ask the Experts, Andy Arter sits down with Matt Ricker, Channel Sales Manager at EverQuote, to break down what actually makes lead generation work for insurance agencies.

Matt shares his journey into the insurance space, what he has learned from nearly a decade in lead strategy, and why most agents misunderstand how to measure success when buying leads.

This conversation gets into the real mechanics of profitable lead buying, including contact rates, quote rates, bind rates, cost per acquisition, and why consistency matters more than most agents realize. Matt also explains why agencies need to stop treating lead generation like a one month experiment and start building a real system around it.

• Why most agents give up on leads too early

• The difference between high volume low cost leads and lower volume higher cost leads

• How to think about cost per acquisition the right way

• Why contact rate and follow up cadence matter so much

• What metrics agencies should actually be tracking

• How telemarketing and after hours staffing can improve lead performance

• Why newer agents often overspend or overmarket too fast

• How AI and transparency are changing the future of lead generation

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In this episode of Ask the Experts, host David Williams welcomes Kevin Spann, a highly accomplished insurance professional, bestselling author, inspirational speaker, and industry leader with nearly four decades of experience.

Kevin shares powerful insights into the paradigm shift from traditional brick-and-mortar insurance agencies to a fully digital business model. Drawing from his own transformation, he explains how agents can adapt to changing consumer expectations, leverage AI, and build meaningful relationships in a virtual world.

The conversation explores actionable strategies for improving digital presence, increasing customer engagement, and leading teams effectively in a remote environment. Kevin also discusses the importance of mentorship, continuous learning, and embracing change to stay competitive in today’s rapidly evolving marketplace.

• The transition from an analog to a digital insurance landscape
• Why a strong digital footprint is essential for agency growth
• How texting and multi-channel communication improve customer relationships
• Practical ways to leverage AI tools like ChatGPT for efficiency and innovation
• The importance of mentorship, coaching, and industry collaboration
• Strategies for leading and holding remote teams accountable
• How personal branding and community involvement build long-term trust
• Why embracing change is critical to long-term success

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