Category: Podcast Episodes

Episode 303: Scale Like Never Before

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Scaling an agency requires clarity, intentionality, and the courage to focus on what truly drives growth. In this episode, I share the mindset and systems used by top independent insurance agencies to compress time, eliminate distractions, and scale faster than ever before.

I also introduce Onyx, our new high-level program built for agency owners who are ready to elevate their leadership, strengthen their culture, and create the scalable infrastructure needed for long-term success. We dive into how planners outperform reactors, why subtraction accelerates growth, and how early adopters are using automation and AI to create massive efficiency gains. This episode will challenge you to lead with purpose and build your agency like the one you want to own three years from now.

Highlights:

  • How intentional planning—not reaction—creates the clarity needed for breakthrough growth.
  • Why calculated courage separates stagnant agencies from those scaling at record speed.
  • How subtraction (fewer priorities, fewer distractions, fewer wrong-fit people) accelerates success.
  • What early adopters teach us about using automation, RPA, and AI to compress time and build efficiency.
  • Why leadership depth, culture alignment, and people architecture determine long-term scalability.
  • How the Onyx Program is helping agency owners elevate performance, build stronger leadership, and achieve exponential growth.

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 302: Unleash Your Team’s Secret Weapon to Scale Your Business with Ashley Harwood

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The most powerful advantage in your agency might not be what you think—it’s understanding how your people work best. In this episode, I sit down with Ashley Harwood, entrepreneur, national speaker, and author of Move Over Extroverts, to explore how introverts and extroverts can work together to create balance, trust, and unstoppable growth within your team.

Ashley and I dive into why so many agencies unknowingly operate with a bias toward extroversion, and how recognizing and empowering introverts can unlock new levels of productivity and retention. She shares practical tools to help leaders identify personality dynamics, build stronger relationships, and create an environment where every team member thrives. Whether you’re leading producers, CSRs, or leadership teams, this episode is about scaling smarter—by leveraging your people’s natural strengths and energy to fuel sustainable business growth.

Highlights:

  • How introverts bring a quieter but deeper kind of power to business and leadership.
  • Why energy management—not effort—is the key to productivity and long-term success.
  • How to recognize and overcome extrovert bias within your agency culture.
  • Simple ways to balance team energy and communication to improve retention and performance.
  • How understanding personality dynamics leads to better leadership, collaboration, and client experience.
  • Practical steps to help both introverts and extroverts thrive together and scale your agency intentionally.

About Ashley Harwood:

Ashley Harwood began her career in 2013 and built a 6-figure real estate business before launching Move Over Extroverts in 2018. Since then, she’s built programs and courses to help her fellow introverts thrive in sales roles without feeling like they need to change who they are.

A national speaker, sought-after sales trainer, author of “Move Over Extroverts: How to Build a Successful Real Estate Career as an Introvert,” and contributing writer for HousingWire, Ashley was also named one of The Top Coaches by The Close and INMAN. Her coaching and training programs are available for entrepreneurs throughout a variety of industries.

She grew up in Michigan and resides in Massachusetts with her boyfriend and their crazy orange cat.

https://www.moveoverextroverts.com/

Move Over Extroverts: How to Build a Successful Real Estate Career as an Introvert

Amazon – https://a.co/d/dTn2mkg

Barnes & Noble – https://www.barnesandnoble.com/w/move-over-extroverts-ashley-harwood/1147097413?ean=9781917496025

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 301: How Your Team Takes Ownership For Their Agency Role with Joel McKinley

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The fastest-growing agencies aren’t just built on strategy—they’re powered by accountability. In this episode, I sit down with Joel McKinley, our Director of Accountability at UPP and a 20-year U.S. Army Ranger veteran, to talk about how true ownership transforms teams from task-driven to results-driven. We dive deep into what it really takes to create a culture where accountability is embraced, not enforced—and where every team member takes responsibility for their own success.

Sharing how trust, clear expectations, and consistent follow-through can help agency owners shift from micromanaging to leading with confidence. Together, we break down practical ways to build accountability into your agency’s foundation—so your people don’t just show up for work, they show up for results.

Highlights:

  • How accountability builds trust and empowers independent insurance agency teams to own their results.
  • Why accountability must start with leadership—and how agency owners can model it daily.
  • The difference between holding people to tasks versus holding them to outcomes that truly matter.
  • How consistent one-on-one accountability builds confidence, clarity, and momentum across your agency.
  • Ways to identify and eliminate “busy work” so your team focuses on high-value, productive activity.
  • How building an accountability culture attracts A-players who want to grow and lead within your agency.

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 300: Lead Your People to Greatness and More Money with Natty Lewis

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True leadership isn’t about tasks—it’s about unlocking the greatness inside your people. In this episode, I talk with Natty Lewis, an entrepreneur who has built and sold seven companies and now leads Ascend EQ, helping agencies harness emotional intelligence to elevate culture, retention, and revenue.

Natty shares powerful insights into why so many agency teams get stuck in “task mode,” how identity and labeling impact performance, and what leaders can do to close the gap between expectations and reality. We also dive into the role of emotions in the workplace and why employees can’t deliver an experience for clients that they don’t feel themselves. This conversation is a roadmap for agency owners who want to build a team that is not only productive but inspired—one that creates lasting client loyalty and greater profitability.

Highlights:

  • How shifting from a task list mindset to a big-picture identity transforms performance and client experience.
  • Why labels like “CSR” or “sales rep” limit potential and how to reframe them into empowering identities.
  • The direct connection between emotional intelligence, retention, and revenue growth.
  • How leaders can intentionally shape agency culture through communication and expectations.
  • Why emotions drive behavior and how to equip employees with tools to manage them effectively.
  • Ways to ensure your team feels seen, heard, and valued—so they can provide that same experience to clients.

About Natty Lewis:

Meet Natty, a true entrepreneur. She has started and sold 7 companies. She is currently the visionary behind Ascend EQ, a company that dives into human emotions and how to use them to your advantage. She has 25 years of experience in marketing and sales. Her expertise extends far beyond traditional business strategies; Natty has delved deeply into understanding human behavior, particularly what drives people to initiate projects but often prevents them from seeing them through to success.

Natty has not only founded companies but has also collaborated closely with diverse professionals ranging from athletes to business owners and influencers. Through these interactions, she uncovered a profound insight: the transformative power of emotional intelligence (EQ). Natty believes that elevating EQ levels doesn’t just enhance individual capabilities; it catalyzes a ripple effect across all aspects of life — from increased revenue and productivity to fostering purposeful relationships and living with greater intention.

In essence, Natty’s journey is a testament to her commitment to empowering individuals to achieve holistic success, where personal and professional growth converge to create a better life for all.

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 299: Roadmap to AI Freedom and Success with Daniel Metcalf

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The agencies that will win in the future are the ones embracing AI today—and Daniel Metcalf is laying out the roadmap. In this episode, I talk with Daniel about how generative AI and automation are transforming independent insurance agencies into faster, smarter, more profitable operations.

As we continue to break down AI and integrate it into real-world workflows, we explore how top agencies are combining quick wins with long-term strategy to achieve measurable ROI, free up staff time, and create capacity for growth. Daniel also shares how AI dashboards are giving leaders the visibility to track progress, hold teams accountable, and make smarter decisions. This conversation is about more than technology—it’s about overcoming fear, embracing innovation, and building a culture positioned for long-term freedom and success.

Highlights:

  • How generative AI and automation are working together to transform agency workflows beyond simple task elimination.
  • Ways to achieve measurable ROI, including examples of agencies saving hours per employee each week.
  • Why quick wins build the confidence needed for long-term AI adoption and cultural integration.
  • How an AI dashboard can act as your agency’s scoreboard, keeping you accountable and on track.
  • The mindset shifts required to overcome fear and lead your team confidently into an AI-driven future.
  • Why younger, tech-enabled producers are already outpacing their peers—and how agencies can harness this advantage.

About Daniel Metcalf:

AI & Cyber Authority for Independent Insurance Agencies

Daniel Metcalf is the Co-Founder & President of CyberFin, Strategic Partner and team member for the Unstoppable Profit Producer Program and a nationally recognized speaker, strategist, and evangelist for AI and Cybersecurity in the Independent Insurance Agency industry. His mission is simple but urgent: to help independent agency owners harness the power of AI while staying protected from the growing wave of cybercrime and compliance risks.

With a unique blend of expertise in marketing, technology, and cybersecurity, Daniel translates complex challenges into clear, actionable strategies agency leaders can use today. He has spent his career building and scaling ventures in tech, e-commerce, and revenue operations, and now channels that experience into one clear purpose—empowering insurance agencies to grow safely and profitably in the digital age.

Through CyberFin, Daniel and his team deliver practical, agency-focused AI and cybersecurity solutions designed to protect clients, drive efficiency, and ensure compliance. He is widely recognized as a trusted voice in the industry, regularly speaking at insurance conferences, agency networks, and leadership events across the country.

At his core, Daniel is a tech enthusiast with an entrepreneurial spirit—a leader passionate about protecting and advancing the independent agency channel. His message is clear: the future of insurance belongs to those who embrace AI and protect against cyber risks, and he’s here to guide agencies every step of the way.

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 297: Easier Money in Your Bank Account with Ray Huang of Canopy Connect

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The fastest way to lose a prospect is friction, and Ray Huang is helping agents eliminate it for good. In this episode, I sit down with Ray, Head of Growth at Canopy Connect, to explore how their insurance data intake platform is helping over 12,000 agents collect complete, verified client information in seconds.

Ray and I discuss why reducing the number of follow-ups, form fields, and back-and-forth emails is the key to winning more business faster. We dive into how Canopy Connect lets clients share policy details, dec pages, driver info, and even claims history directly from their carrier, streamlining the quoting process while building trust and professionalism. If your agency is still chasing down missing documents or rekeying data, you’re leaving time, revenue, and client satisfaction on the table.

Highlights:

  • How eliminating friction in your intake process leads to higher quote conversion and better client experience.
  • Verified data direct from the carrier is more accurate, secure, and time-saving than manual entry.
  • Ways to use Canopy Connect to shorten sales cycles and boost professionalism from the first interaction.
  • How to implement smart automations that guide prospects and reduce drop-off during the quoting process.
  • The real reasons prospects ghost agents—and how better intake removes barriers to trust.
  • Actionable steps to increase revenue per lead by leveraging data instead of chasing it.

 

About Ray Huang: Ray Huang has helped dozens of startups and growth companies over his 20-year career develop strategies and implement tactics that yield high-impact business results. As the Head of Marketing for Canopy Connect, he’s grown the platform into the market-leading insurance intake platform for insurance agents and beyond.

https://www.usecanopy.com/

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

 

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 296: Your Online Presence

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Diving into the crucial topic of why you MUST monitor your online presence. From branding essentials to cutting-edge tools, Mike shares invaluable tips to help you enhance your brand identity and consistency. He recommends Donald Miller’s book “Building A Story Brand” for mastering brand messaging and discusses the importance of social media engagement, content marketing, and robust email marketing strategies.

This episode also highlights the importance of maintaining a stellar e-commerce platform and leveraging analytics for informed business decisions. We’ll explore the vital role of customer support, adaptability, and innovation, all aimed at impacting lives personally and professionally.

Whether you’re looking to ramp up your recruiting efforts, improve your business success, or simply ensure your online presence is top-notch, this episode has you covered. So tune in and get ready to transform your online presence into a world-class operation.

Highlights:

  • Ensure all brand elements are uniform across platforms for a cohesive identity.
  • Create engaging and relevant content to captivate your audience.
  • Develop a unique selling proposition that clearly differentiates your brand.
  • Maintain active and engaging profiles on key social media platforms.
  • Respond promptly to customer reviews and feedback.
  • Produce blogs, videos, and educational content to maintain visibility.
  • Focus on personalized, value-driven messages and consistent newsletters.
  • Ensure your e-commerce platform is reliable and user-friendly.
  • Use tools like Google Analytics for informed decision-making.
  • Guarantee responsive design, fast loading speeds, and effective CTAs.

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 295: Building an AI-First Agency with Erik Jensen

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The future isn’t coming—it’s already here, and it’s AI-first. In this powerful conversation with Erik Jensen, I uncover what it really takes to build an agency from the ground up with automation, bots, and agentic AI at the core. Erik, a seasoned executive leader and founder of InsureCor and Hatteras Insurance, brings over two decades of experience in operations, M&A, and technology strategy, making him one of the most forward-thinking voices in insurance tech today.

Diving into how he’s reimagined every aspect of his operations by starting with AI first, building workflows where bots do the heavy lifting and humans step in only where truly needed. From native AI and robotic process automation (RPA) to team leadership and scalable tech stacks, this conversation is a masterclass in building an optimized, future-proof agency. If you’re ready to multiply your team’s capacity, increase revenue per employee, and truly operate with a growth mindset, this is the blueprint.

Highlights:

  • Understand the difference between native AI, agentic AI, and RPA—and how to use each strategically in your agency.
  • Learn how starting with AI-first operations can increase revenue per employee to $400K–$600K or more.
  • Discover why listening to your team is the critical first step to identifying what should be automated.
  • Explore real-world examples of AI intake bots, quoting bots, and multi-layered automations working together.
  • Learn how to create a “tech brain” hierarchy with multiple bots feeding into a central AI system.
  • Get inspired by the agency-as-a-lab model that tests, learns, and adapts in real time to stay ahead of the curve.

 

About Erik P. Jensen:

Erik P. Jensen is a tech-forward insurance strategist with over 20 years of experience across sales, operations, and executive leadership. As founder of Holistic Business Consultants, he leads a suite of interconnected companies transforming how independent insurance agencies grow, compete, and scale through technology.

Erik is the creator of:

  • InsurCore – A consulting and implementation firm focused exclusively on modernizing independent agencies.
  • ZoInsure – A full-featured, customizable AMS/CRM built on Zoho One with native AI agents, workflow automation, and real-time insight tools.
  • Hatteras Insurance – His own Florida-based agency, operating as a living case study for modern tech-enabled growth.
  • IO – A lead gen platform using AI to qualify, route, and nurture leads automatically.

He and his team have developed one of the industry’s most comprehensive and intelligent ecosystems, including a proprietary AI-enhanced knowledgebase with thousands of carrier profiles, SOPs, training scripts, and service workflows—powering both agency staff and automated AI agents.

With voice-based learning tools and native AI support rolling out soon in ZoInsure, Erik continues to push the boundaries of what’s possible in the insurance space—helping independent agencies thrive without adding overhead.

Websites:

LinkedIn: linkedin.com/in/erikpjensen

[email protected]

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 294: Accelerating the Speed of Trust with Ryan Hanley

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When trust becomes your agency’s fastest growth lever, the game changes—and Ryan Hanley is here to prove it. In this episode, I talk with Ryan about his journey from agency owner to tech innovator and how his new venture, Linqura, is transforming the way commercial insurance agencies build trust more efficiently.

We dive into the rising importance of data privacy in AI tools, why most agents are still overwhelmed by fragmented tech stacks, and how Linqura is creating a secure, AI-powered solution that makes every agent a commercial expert, without needing to reinvent the wheel. Ryan shares how agency teams can reduce 15 tabs down to 3, win more business by identifying policy gaps, and finally give CSRs the time and space to upsell, cross-sell, and serve at a higher level. If you’re serious about operational excellence and lasting client relationships, this conversation is packed with insight.

Highlights:

  • Why agentic AI will reshape commercial insurance—and how it differs from traditional large language models.
  • How to win more business by shifting your focus from speed-to-bind to speed-to-trust.
  • A simple strategy to reduce systems from 15 to 3 and save hours on every submission.
  • Ways to automate coverage gap analysis and use it to create better client conversations.
  • The real reason CSRs don’t upsell—and how better tech can free them up to do so.
  • How to ethically harness client data with privacy-first AI and still deliver unmatched insights.

About Ryan Hanley:

Ryan Hanley is the Chief Growth Officer of Linqura, the only agentic AI growth engine for commercial insurance profitability, and the founder of Finding Peak, a leadership coaching company. Ryan previously founded Rogue Risk, a first-of-its-kind digital commercial insurance agency, and held executive leadership positions across the technology, fitness, and insurance industries. In addition, Ryan is a sought-after keynote speaker on leadership, growth, and technology, bestselling author of Content Warfare, and producer of the Apple Top 20 podcast, The Ryan Hanley Show.

https://ryanhanley.com/hanley/

https://lnk.to/ryanhanleyshow

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Live Events: http://uppmastermind.com/

Podcast: http://unstoppableprofitpodcast.com

 

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

Episode 293: Harnessing AI for Growth with Daniel Metcalf

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When a speaker leaves an entire room buzzing, you know they’re onto something powerful—and that’s exactly what happened when Daniel Metcalf shared his insights at our Grand Mastermind. In this episode, I finally got him behind the mic to break down what’s really happening at the intersection of AI, cybersecurity, and independent insurance agency growth.

Daniel, co-founder of CyberFin and a seasoned expert in both AI and security, shares how agencies can stop drowning in AI “features” and start extracting real business benefits. We explore how to build a protected, efficient agency tech stack with AI and automation at the core—freeing up your people, reducing risk, and ultimately driving profitability. Daniel also walks us through how to identify repetitive tasks ripe for automation, the right way to adopt AI tools without compromising data, and why building a custom AI “co-CEO” might be your smartest next move.

Highlights:

  • How to identify and automate the most time-consuming, repetitive agency tasks for maximum efficiency gains.
  • Why “features fatigue” is real—and how to focus on AI tools that actually deliver measurable ROI.
  • What agentic AI is, how it differs from bots, and how it’s quietly reshaping operations in forward-thinking agencies.
  • The real risks of unsecured AI use in agencies and how to implement zero-trust, verifiable AI policies.
  • How to reverse-engineer your agency’s structure by leading with AI, then layering in VAs and licensed experts.
  • Why your first AI move should be building a custom GPT “co-CEO” to guide strategic decisions and save hours of thinking time.

 

About Daniel Metcalf:

Daniel Metcalf, Co-founder & President of CyberFin. Daniel’s a Speaker & Cybersecurity Evangelist for the Insurance Industry on a mission to simplify cybersecurity for SMBs, and especially for Financial and Insurance Agencies.

His mission and my passion is to protect entrepreneurs and agency owners from cyber-crimes & compliance fines.

But my journey doesn’t stop there.

With a rich background in marketing, tech, and e-commerce, Daniel’s worn multiple hats – from a visionary entrepreneur to a results-driven Chief Revenue Officer. His expertise in revenue operations for tech and e-commerce companies has consistently driven growth and innovation to all my endeavors.

At his core, he’s a tech enthusiast with an entrepreneurial spirit, a Marketing Maverick with a Tech Twist, always eager to connect, collaborate, and create.

Whether it’s pioneering cybersecurity solutions at CyberFin or strategizing revenue growth for tech ventures, Daniel thrives on challenges and the thrill of innovation.

If you’re an entrepreneur, business owner, or just someone passionate about tech and innovation, let’s connect and explore synergies!

 

Until next time, get out there and make a difference, be unstoppable, and leave no regrets!

Mike Stromsoe
The Unstoppable Profit Producer
Call 800-770-9984

Email: [email protected]

Website: http://unstoppableprofitproducer.com/

Virtual Events: http://www.uppfaststart.com/

Podcast: http://unstoppableprofitpodcast.com

If you want to learn more about our Coaching & Mastermind Programs and how they can help you grow your agency business, schedule your private Agency Growth Session with Mike Stromsoe Now (click here)!

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