IA Forward
The Independent Insurance Agency Playbook: The insurance business is all about playing an infinite game. Shane and Tonya discuss how to play the long-term game of being a successful agent and creating a culture of freedom for yourself.
Episodes
295 episodes
Cloning Yourself: Building An Agency That Runs Without You
Shane and Tonya explore what it truly means to “clone yourself” through systems, people, and AI. From documenting what’s in your head to empowering team members to make confident decisions, they discuss how to build an agency that runs smoothly...
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Season 1
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Episode 293
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21:30
Don’t Waste the Last Six Weeks: Making the Most of Thanksgiving to New Year
As the holidays ramp up, most agency owners quietly hit pause and tell themselves, “We’ll circle back after the first of the year.” Shane and Tonya challenge that mindset and discuss how to use the six weeks from Thanksgiving to New Year to you...
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Season 1
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Episode 294
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57:06
Beyond 10X Hype: A Real-World Take on Growth and Chaos
In a world obsessed with 10X growth, Shane and Tonya ask, what does scaling really mean for independent agency owners? They discuss achievement culture, the chaos that comes with growth, and how real progress is forged in discomfort. This episo...
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Season 1
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Episode 291
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42:43
Turning Sales into Sustainability: The Accounting Mindset for Agency Owners
Most agency owners love selling, but dread accounting. Shane and Tonya tackle the side of agency ownership that doesn’t always come naturally to sales-driven entrepreneurs, and break down the basics that turn chaos into clarity. Learn how clean...
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Season 1
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Episode 290
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41:54
The Shutdown Showdown: When Politics Hit Your Agency
When Washington stalls, Main Street feels the impact. Shane and Tonya discuss how a government shutdown ripples through independent insurance agencies. They also draw parallels between political gridlock and the realities of running an agency, ...
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Season 1
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Episode 289
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28:08
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Building Trust Without the Label
In the independent channel, freedom isn’t just a philosophy, it’s your competitive edge. Shane and Tonya unpack the recent sale of Trusted Choice, what it reveals about branding, autonomy, and the true power of local trust, and how owning your ...
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Season 1
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Episode 288
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32:09
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Ask Shane: Tough Questions, Honest Answers
Every once in a while, we put Shane in the hot seat, and this time, the questions don’t hold back. From navigating what to do when a top producer plateaus, to handling tricky referrals and ownership conversations, this "Ask Shane" episode digs ...
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Season 1
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Episode 287
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30:29
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Playing Defense: Keeping Clients When Rates Keep Rising
Premiums keep climbing. Customers are tired. Agents are exhausted. So how do you keep client loyalty when everyone’s feeling the pressure? Shane and Tonya break down how to play defense for your book, turn frustration into understanding, and pr...
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Season 1
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Episode 286
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29:26
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Hard Market Hangover: Battling Burnout
The hard market isn’t just hitting premiums, it’s hitting people. Shane and Tonya discuss what burnout really looks like for overwhelmed frontline teams and exhausted agency owners. They share strategies for rebuilding capacity, keeping your be...
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Season 1
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Episode 285
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35:30
What Does $20 Billion Mean For You: The Personal Lines Shift to Independent Agencies
Independent agents just scored a major win! The personal lines market share for the IA channel has grown nearly $20 billion in the last four years. Shane and Tonya break down what this momentum means for agency owners, why consumers are choosin...
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Season 1
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Episode 284
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27:50
From Just Do It to Why Do It: What Nike’s Change Means for Independent Agency Owners
Nike’s iconic Just Do It has shifted to Why Do It, but what does that mean for independent agency owners? Shane and Tonya break down Nike’s pivot, the risks of fixing what isn’t broken, and why asking “why” may be the most important step in bui...
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Season 1
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Episode 283
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31:39
Paper, Texts, or FaceTime: Bridging Communication Gaps
How do you communicate effectively when your clients and staff can span generations? Traditionalists trust paper, Boomers want a phone call, Gen X prefer bullet-point emails, a millennial seeks collaboration, and Gen Z has a s video-first minds...
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Season 1
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Episode 282
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35:38
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Chasing New Business and Cultivating Clients
Some people thrive on the thrill of landing the next account, others excel at deepening relationships and growing existing business, and some focus on building systems that attract opportunities. Shane and Tonya explore how these different appr...
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Season 1
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Episode 281
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26:44
What Got You Here Won’t Get You There
Shane and Tonya discuss what it means to pivot with purpose, and why embracing change isn’t risky when it’s rooted in strategy. Whether you're an agency owner stuck in the daily grind, a producer ready to lead, or someone clinging to w...
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Season 1
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Episode 280
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32:28
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Pitching Gen Z Perspectives with Campbell Bagshaw
What happens when a Division I athlete spends her summer interning in the insurance world? You get a fresh, insightful look at how Gen Z views our industry. Shane and Tonya talk with Campbell Bagshaw, University of Kansas softball player and In...
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Season 1
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Episode 279
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33:59
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Buying Dreams, Blaming Insurance: FHA Loans Under the Microscope
Headlines say rising insurance premiums are crushing the American dream of homeownership. But is insurance really the problem? Shane and Tonya discuss FHA loans, skyrocketing costs, and why insurance keeps getting blamed for issues created else...
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Season 1
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Episode 278
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36:43
The Legislation That Could Change Your Agency and Why It Matters
What if one bill could change how you do business overnight? Shane and Tonya discuss the Insurance Regulatory Reform Act, federal legislation that has very real consequences for independent agents. From the threat of dual regulation to the risk...
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Season 1
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Episode 277
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29:49
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Building Your Agency Like Jeter Played Ball
Drawing inspiration from baseball great Derek Jeter, Shane and Tonya discuss how focusing on daily consistency, foundational systems, and small wins can create powerful long-term momentum. Whether you're building a personal lines powerhouse or ...
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Season 1
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Episode 276
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29:03
Delegate to Elevate with Beaux Pilgrim
Beaux Pilgrim of IA Blueprint joins Shane and Tonya to discuss how virtual assistants are transforming independent insurance agencies, including better documentation, improved retention, and freeing up producers to actually produce. If you’re o...
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Season 1
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Episode 275
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46:02
Quoting Is For The Weak: A Conversation with Charles Specht
Charles Specht, host of the Millionaire Insurance Producer podcast, joins Shane and Tonya to discuss how independent agents can win bigger with commercial insurance through his unique “quoting is for the weak” approach to pre-prospecting, micro...
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Season 1
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Episode 274
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38:41
Lessons from the Inside: What’s Working for Us
Shane and Tonya sit down with Retail Director Tara Graham to share real-world lessons from inside the Integra “lab.” From evolving service roles and managing change to improving customer experience and boosting team morale during a hard market,...
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Season 1
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Episode 273
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31:13
Midyear Micro Moves for Maximum Impact
It’s halftime of 2025, and you’re still in the game! Shane and Tonya break down what winning agency owners do in the second half of the year with small shifts and smart strategy.
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Season 1
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Episode 272
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28:37
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Renewal Isn’t Retention (Wait, What?)
Just because a policy renewed doesn’t mean your client is loyal. Shane and Tonya discuss the surprising difference between renewals and retention, explore why insurance agents often confuse the two, and why that mindset is costing them long-ter...
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Season 1
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Episode 271
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31:49
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Still Thinking About It? It’s Not Too Late
You’ve built something, thinking about walking away, and are now asking, “Do I have it in me to start again” Shane and Tonya explore why starting over isn’t a step back, it’s a strategic move forward. With experience, clarity, and relationship ...
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Season 1
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Episode 270
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25:15
Cash Out vs. Cash Flow: What is Your Retirement Plan?
Selling your agency might sound like the ultimate success, but is it the best path for your financial future? Shane and Tonya discuss the options of cashing out or creating long-term, sustainable revenue. They explore what buyers are really loo...
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Season 1
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Episode 269
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28:59