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
276 episodes
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
Micro Moves, Massive Results
Big change isn’t always the answer. Shane and Tonya break down how small, strategic adjustments can create a massive impact on your agency. From tweaking processes to rethinking priorities, learn how to stay nimble, lead with clarity, and build...
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Season 1
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Episode 268
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32:22
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Swing Big. Miss Big. Win Big.
Great ideas don’t build successful agencies, action does! Shane and Tonya discuss why taking big swings (and sometimes missing) is the only way to truly grow. From overcoming analysis paralysis to tuning out the noise of social media “experts,”...
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Season 1
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Episode 267
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30:54
From Burnout to Balance
Shane and Tonya tackle the cultural obsession with busyness and unpack why a full calendar doesn’t always equal fulfillment. From personal stories to leadership lessons, they explore how agency owners can shift from hustle mode to healthy balan...
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Season 1
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Episode 266
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26:56
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More than a Green Jacket: Lessons from Augusta for Your Agency
Shane and Tonya tee off with a conversation about what The Masters can teach us about agency ownership. From Rory McIlroy’s daughter reminding him, “You already know how to play golf,” to recognizing the value of your own strengths and systems,...
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Season 1
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Episode 265
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29:51
Visibility or Sustainability? Defining Your Agency’s Path
Shane and Tonya discuss the rise of insurance influencers, the pressure to chase visibility over sustainability, and the challenge of rethinking your agency’s direction to create a business that aligns with your goals and works for you.
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Season 1
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Episode 264
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30:11
Resilience, Relationships & Real Conversations
Resilience isn’t just a word, it’s a way of showing up when things get tough. In this episode, Shane and Tonya dive into what resilience really looks like in the independent agency world, why relationships matter more than ever, and how honest ...
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Season 1
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Episode 263
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34:58
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What AI Really Means for Independent Agents (with Chad Jackson and Justin White)
Shane and Tonya talk AI in the independent insurance channel with special guests Chad Jackson and Justin White of Strawberry Antler. From automating quoting to solving real agency problems, they explore how AI can transform the way small and mi...
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Season 1
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Episode 262
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28:20
Fees & Fumbles: Avoiding E&S Mistakes
Excess and surplus lines (E&S) can open up new opportunities, but it also comes with its own set of challenges. Shane and Tonya break down the common fumbles agents make, share how to avoid costly mistakes, decide when to say no, and discus...
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Season 1
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Episode 261
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24:34
Don’t Lose Your Agency Identity at Baggage Claim
When Southwest Airlines starts charging for checked bags, it’s more than a policy change; it’s a brand identity crisis. Shane and Tonya discuss how staying true to your agency’s unique strengths, rather than chasing trends or comparisons, is th...
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Season 1
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Episode 260
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29:02
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Own Your Business, Don’t Let It Own You: The Power of JOMO
What if the real key to success is JOMO (the Joy of Missing Out)? Shane and Tonya break down how to stay focused, make intentional decisions, and let your business serve you—rather than the other way around.
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Season 1
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Episode 259
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27:54
Don't Just Complain, Create Change: How Agents Can Shape the Industry
Feeling frustrated with the lack of control in the insurance industry? Shane and Toya discuss how independent agents can move beyond frustration and take action. From carrier councils to industry advocacy, learn how to create real change for yo...
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Season 1
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Episode 258
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25:14
We’re Here to Run A Business with Aaron and Justin Husman
Shane and Tonya sit down with Justin and Aaron Husman of The Phoenix Insurance to discuss the mindset shift from “helping people” to strategically running a successful agency. They discuss building a business with intention, protecting your tim...
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Season 1
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Episode 257
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38:50
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60-Second Stories: Selling Insurance With Real-Life Lessons
The best way to connect with clients is through storytelling, not by being boring or overly technical. Shane and Tonya discuss into the power of 60-second stories that turn real-life lessons into personal, memorable, and successful sales moment...
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Season 1
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Episode 256
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28:46
Fail. Learn. Grow. Repeat. Celebrate.
Does agency size determine success? Shane and Tonya break down the challenges of scaling, the myths around agency size, and why success isn’t one-size-fits-all. In this special anniversary episode, they reflect back on lessons learned over the ...
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Season 1
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Episode 255
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31:21
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The Power of Personalization with Kristyn Klaes and Kylie Lowery
Tonya is joined by Kristyn Klaes and Kylie Lowery to explore the power of personalization in the insurance industry, strategies for making every client interaction meaningful, and setting your agency apart from the competition. They discuss how...
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Season 1
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Episode 254
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26:21
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Resilience: How to Thrive Through Challenges
Shane and Tonya explore what it takes to thrive through challenges, from navigating a hard market to managing client expectation, and reveal their Words of the Year for 2025. Tune in for insights on staying steady, pushing forward, and embracin...
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Season 1
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Episode 253
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27:03
From Mac and Cheese to McLaren: Financial Expectations of Success
Shane and Tonya explore the shifting perceptions of financial success, diving into surprising salary and net worth expectations. Listen for insights on building realistic goals, managing "expense creep," and finding true financial fulfillment i...
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Season 1
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Episode 252
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26:21
Follow the Directions (Or Skip Them): Balancing Tradition With Innovation
Shane and Tonya dive into the eternal struggle between following directions and blazing your own trail. From puffer jackets to agency best practices, they explore how independent agents can balance tradition with innovation to drive success.&nb...
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Season 1
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Episode 251
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27:18
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From Comfort Zones to Milestones: Celebrating 250 Episodes of IA Forward Insights
Celebrate with Shane and Tonya in the 250th episode of IA Forward! From the power of discipline over motivation to the best way to create a "stop-doing list," this one is full of practical insights, a look back at the most popular episodes, and...
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Season 1
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Episode 250
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41:09
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