Facebook
Twitter
LinkedIn

In this episode of The Power Producers Podcast, David Carothers sits down with Andy Mathisen from Glovebox and Jerry Conrey, CEO of Conrey Insurance Brokers & Risk Managers. Andy and Jerry share their insights on one of the lively discussions on LinkedIn regarding the classification and operation of agencies.

Episode Highlights:

  • Jerry and Andy share their insights from a recent LinkedIn discussion about agencies and how they are classified. (2:52)
  • Jerry shares his background and how he got his own company back in 2002. (8:20)
  • Andy explains that it is impossible to grow in a culture that is built on wanting to talk to every client. (13:24)
  • Jerry shares his motivation to achieve and focus on EBITA as well as maximizing the numbers at his agency. (23:58)
  • Jerry and Andy discuss why they think insurance careers are great. (30:27)
  • Jerry explains that, at his agency, every producer has an account manager, and people are associated with producers through a team approach. (36:15)
  • Jerry and Andy discuss people, operations, and how they impact an organization’s culture. (41:03)
  • Jerry explains that you differentiate your agency by defining what differentiates you from everyone else. (46:55)
  • Andy shares that different companies entail different mentalities, which require different operations, systems, processes, and staff. (49:54)
  • Jerry shares that there are people in the industry that really share useful information, and you just have to find the right platform in order to be successful. (56:09) 
  • Andy explains the new category that they have in the company called “client experience.” (58:40)

Tweetable Quotes:

  • “I recognized in this business that you have to build and maintain, if I only focused on sales, too much would be going off at some point in time.” -Jerry Conrey
  • “Who your people are is your culture, and how they communicate and how they work together and how they work within processes is what defines what your culture is.” – Jerry Conrey
  • “Growth is different from retention. In order to grow, you have to retain, obviously, but you have to make sales to keep that growth.” – Andy Mathisen

Resources Mentioned:

The Power Producers Podcast where we are refining and redefining the sales game.

Kyle Houck

Employee

Why Employee Ownership is the Key to Sustainable Agency Growth and Talent Retention

In an increasingly competitive commercial insurance landscape, agency owners are struggling to find long-term solutions for succession planning, talent retention, and business perpetuation. Many have considered private equity sales, others offer limited equity to top producers—but a growing number are discovering a more powerful alternative: the Employee Stock Ownership Plan (ESOP).

Read More »
Sales

How to Reverse Engineer Your Sales Funnel and Crush Your Q4 Insurance Production Goals

As we enter the fourth quarter, many commercial insurance producers begin to panic. Whether you’re behind on your goals or just trying to hit that final sprint, the Q4 crunch is real. But the producers who consistently win don’t treat Q4 as a Hail Mary. They plan with precision, reverse engineer their goals, and execute with ruthless consistency.

In this post, we’ll break down how you can reverse engineer your sales funnel, identify your revenue gaps, and finish the year stronger than you started. Whether you’re writing workers’ comp or cyber liability, these strategies apply across all middle market verticals.

Read More »
wholesale

Mastering Wholesale Partnerships: Submission Strategies, Underwriter Relationships, and Technology Tools for Middle-Market Success

In today’s competitive insurance marketplace, middle-market agencies must leverage every available advantage to win and retain business. One of the most underutilized yet powerful resources at an agent’s disposal is the wholesale market. By establishing strong partnerships with wholesalers, agents can access capacity, expertise, and proprietary programs that are often unavailable through direct channels. However, success in the wholesale arena requires more than simply submitting risks and hoping for the best.

Read More »
Client

How AI-Powered Workflows Are Transforming Sales, Marketing, and Client Communication

In the fast-paced world of commercial insurance, where every hour counts and every interaction matters, producers and agency owners are turning to artificial intelligence not as a replacement for human connection—but as a force multiplier. AI tools like ChatGPT are no longer just novelties or futuristic concepts. They are strategic business assets, helping commercial producers streamline workflows, scale personalization, and reclaim valuable time.

Read More »
Killing Commercial Login