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Getting Past the Premium

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Elliot Bassett & Ryan Brott

Welcome to Getting Past the Premium, hosted by Elliot Bassett and Ryan Brott! What's different about our podcast? We focus on breaking down problems that advisors face in the risk management industry and talk about solutions that bring value to clients. The industry is changing and clients are expecting more than just shopping their insurance for a cheaper price. Let's get past the premium and talk about truly meaningful solutions!

#147

S5E13 | Producers Aren't Losing Clients to Price...They're Losing Them to Specialists feat. Joshua V...

Most mid-market construction companies are outgrowing their brokers without even realizing... more

23 Jul 2025

42 MINS

42:51

23 Jul 2025

#146

S5E12 | How to Build a Top-Tier Book of Business Without Cold Calls or Commodity Pitches - feat. Tom...

Most producers chase every lead and wonder why they’re stuck in the price game.But Tom Gil... more

16 Jul 2025

41 MINS

41:55

16 Jul 2025

#145

S5E11 | How to Eliminate 90% of Back-Office Chaos Without Hiring Another Person feat. Chris Peabody

Most agencies are burning out their team to protect their bottom line.More remarketing. M... more

09 Jul 2025

42 MINS

42:34

09 Jul 2025

#144

S5E10 | How to Fix Your Message So the Right Clients (and Referrals) Find You - feat. Abby Arcishews...

Most insurance producers think they need more leads.What they actually need is more clarit... more

02 Jul 2025

39 MINS

39:41

02 Jul 2025

#143

S5E9 | You Can't Scale What You Don't See...Why Most Producers Get Stuck and Flatline. feat. Ryan D...

Most insurance producers cap out at $600K.Not because they lack talent...but because the s... more

26 Jun 2025

54 MINS

54:29

26 Jun 2025

#142

S5E8 | The $1M Producer’s Blueprint: Niches, Mentors, and Relentless Follow-Up feat. Wells Gunn

Most insurance producers don’t make it past year three. Wells Gunn did…and built a thrivin... more

18 Jun 2025

45 MINS

45:31

18 Jun 2025

#141

Josh Gurley - Changing the Way You View Your Sales Process

In this throwback episode, originally aired on January 4, 2023, Josh Gurley, Insurance Age... more

21 May 2025

57 MINS

57:24

21 May 2025

#140

Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh

In this throwback episode, originally aired on July 17, 2024, Brandon Schuh of Christensen... more

14 May 2025

40 MINS

40:51

14 May 2025

#139

The Core Principles of an Effective Sales Presentation with David Sliman

David Sliman, CEO of Sales Proformance Consulting, is back! We dive deep into the core pri... more

07 May 2025

45 MINS

45:07

07 May 2025

#138

Andrew Atkinson - The Best Ways to Provide Value - From A Million+ Producer

In this throwback episode, originally aired on September 1, 2022, Andrew Atkinson, Busines... more

30 Apr 2025

40 MINS

40:59

30 Apr 2025

#137

How Face-to-Face Meetings Can Set You Apart, with Michael Bodack

Let’s face it… tech is taking over! But sometimes, nothing beats the power of a face-to-fa... more

23 Apr 2025

44 MINS

44:52

23 Apr 2025

#136

The Four Main Principles of Selling with David Sliman

How do you earn the right for a prospect's time? How do you set yourself apart from the ag... more

12 Mar 2025

42 MINS

42:27

12 Mar 2025

#135

Advisor vs. Broker: How to Shift to Driving Value vs. Searching for Sales with Casey Schrader

"I hate the word broker." Casey Schrader is more a fan of the word advisor. As Regional Sa... more

26 Feb 2025

42 MINS

42:39

26 Feb 2025

#134

Training New and Experienced Producers with Brett Young

We all want the best talent. Recruiting can be pain, but even beyond finding good people, ... more

12 Feb 2025

49 MINS

49:24

12 Feb 2025

#133

Creating Intentional Agency Growth with Tim Leman, CEO at Gibson

Tim Leman, CEO at Gibson, joins the show today to talk through one of the biggest catalyst... more

15 Jan 2025

43 MINS

43:06

15 Jan 2025

#132

You Control Your Own Destiny in Insurance Sales – Creating Lifetime Value with Coach Angus Nelson

When you're building a book of business, you control your own destiny. If you hit a platea... more

11 Dec 2024

42 MINS

42:36

11 Dec 2024

#131

Talking All Things Insurance Sales with Micah Salas

Micah Salas, Senior Vice President for Christensen Group Insurance, started inside of a la... more

13 Nov 2024

43 MINS

43:10

13 Nov 2024

#130

Building and Scaling your Sales Approach with Brett Young

There is a difference between marketing and sales. And the sooner you create that distinct... more

30 Oct 2024

39 MINS

39:08

30 Oct 2024

#129

A New Way to Think about Property Insurance with Julie Richt

Julie Richt, President and Founder at Lucid Insurance, has seen about every side of the in... more

16 Oct 2024

43 MINS

43:50

16 Oct 2024

#128

Your Commissions Won’t Change, So How Can You Add More Value to Your Clients?

Ryan Brott, Chief Growth Officer at Ellerbrock-Norris, joins Elliot this week to talk abou... more

09 Oct 2024

35 MINS

35:07

09 Oct 2024

#127

Where to Focus If You’re a New Agency Owner, with Shawn Fitzgerald

Shawn Fitzgerald of Sound Harbor Insurance is in a similar place to the majority of Gettin... more

25 Sep 2024

44 MINS

44:51

25 Sep 2024

#126

The 5 Agency Sales Metrics You Need to Be Tracking with Ryan Brott

From brand awareness to sales activities to written revenue, what you measure and how you ... more

18 Sep 2024

39 MINS

39:14

18 Sep 2024

#125

Thriving Agencies Do These Things to Grow Organically, with Consultant Harrison Brooks

Acquisitions have become a major part of growth in our industry, but without strong organi... more

11 Sep 2024

38 MINS

38:30

11 Sep 2024

#124

The Catalysts Behind Insurance Agency Growth with Caleb Cramer

Growing an insurance agency can be done hundreds of different ways. The tools you use to e... more

04 Sep 2024

36 MINS

36:20

04 Sep 2024

#123

Articulating Your Agency's Story with Andy Bassett

What's your story as an agency? In the insurance and risk advisory world, many stories are... more

21 Aug 2024

31 MINS

31:36

21 Aug 2024

#122

The Art of the BOR Sales Strategy with Nick Aube

Insurance sales for years was based on carrier availability and exclusivity. Today, it's m... more

14 Aug 2024

39 MINS

39:08

14 Aug 2024

#121

How to Hire, Train and Find Success with Your New Producer

How do you set a new producer or insurance advisor up for success? From selecting a traini... more

24 Jul 2024

41 MINS

41:17

24 Jul 2024

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#147

S5E13 | Producers Aren't Losing Clients to Price...They're Losing Them to Specialists feat. Joshua V...

#146

S5E12 | How to Build a Top-Tier Book of Business Without Cold Calls or Commodity Pitches - feat. Tom...

#145

S5E11 | How to Eliminate 90% of Back-Office Chaos Without Hiring Another Person feat. Chris Peabody

#144

S5E10 | How to Fix Your Message So the Right Clients (and Referrals) Find You - feat. Abby Arcishews...

#143

S5E9 | You Can't Scale What You Don't See...Why Most Producers Get Stuck and Flatline. feat. Ryan D...

#142

S5E8 | The $1M Producer’s Blueprint: Niches, Mentors, and Relentless Follow-Up feat. Wells Gunn

#141

Josh Gurley - Changing the Way You View Your Sales Process

#140

Run Your Agency Like a Law Firm and Get Out of the Quote Game with Brandon Schuh

#139

The Core Principles of an Effective Sales Presentation with David Sliman

#138

Andrew Atkinson - The Best Ways to Provide Value - From A Million+ Producer

#137

How Face-to-Face Meetings Can Set You Apart, with Michael Bodack

#136

The Four Main Principles of Selling with David Sliman

#135

Advisor vs. Broker: How to Shift to Driving Value vs. Searching for Sales with Casey Schrader

#134

Training New and Experienced Producers with Brett Young

#133

Creating Intentional Agency Growth with Tim Leman, CEO at Gibson

#132

You Control Your Own Destiny in Insurance Sales – Creating Lifetime Value with Coach Angus Nelson

#131

Talking All Things Insurance Sales with Micah Salas

#130

Building and Scaling your Sales Approach with Brett Young

#129

A New Way to Think about Property Insurance with Julie Richt

#128

Your Commissions Won’t Change, So How Can You Add More Value to Your Clients?

#127

Where to Focus If You’re a New Agency Owner, with Shawn Fitzgerald

#126

The 5 Agency Sales Metrics You Need to Be Tracking with Ryan Brott

#125

Thriving Agencies Do These Things to Grow Organically, with Consultant Harrison Brooks

#124

The Catalysts Behind Insurance Agency Growth with Caleb Cramer

#123

Articulating Your Agency's Story with Andy Bassett

#122

The Art of the BOR Sales Strategy with Nick Aube

#121

How to Hire, Train and Find Success with Your New Producer