Agency Nation Radio

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Agency Nation - Insurance Marketing and Technology Strategists
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Marketing Business Entrepreneurship
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765 - 1.3K listeners Female 4.2 rating 51 reviews 681 episodes USA
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Agency Nation is the leading digital publication helping insurance professionals dominate marketing, sales and technology in the modern marketplace.

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Recent Hosts, Guests & Topics

Here's a quick summary of the last 5 episodes on Agency Nation Radio.

Hosts

Peter Van Aartrijk Agency Nation Radio Susan Bonner Johanna Holling

Previous Guests

Ryan Towle
Ryan Towle is the Vice President of Davis & Towle Insurance Group, a prominent insurance agency based in Concord, New Hampshire. With extensive experience in the insurance industry, Ryan specializes in agency operations and strategic growth, focusing on best practices for agency acquisitions and enhancing client relationships.
Keith J. Mangini
Keith J. Mangini serves as the Vice President and Commercial Team Leader at InsurBanc, located in Farmington, Connecticut. He has a strong background in the insurance sector, particularly in commercial insurance and agency financing. Keith is known for his insights on agency acquisitions and the financial aspects of insurance operations.
Michelle O'Connor
Michelle O'Connor is the president of O'Connor Insurance Associates based in Charlotte, North Carolina. With over 25 years of experience in the insurance industry, she has been a strong advocate for the Independent Insurance Agents of North Carolina (IIANC), where she has served in various capacities including as the national director. O'Connor's involvement with IIANC began with the young agent committee, and she has since participated in numerous committees focused on member benefits and industry advocacy. She is particularly passionate about political action committees (PACs) and believes in the importance of legislative change to drive progress in the insurance sector.
Denise Johnson
Denise Johnson is the president and CEO of Big I Oklahoma, where she leads initiatives to support independent insurance agents. With a strong focus on empowering women in the industry, she has been instrumental in organizing events like the EmpowerHER conference, which aims to foster professional development and networking among women in the insurance sector.
Jill Epstein
Jill Epstein is the CEO of Independent Insurance Agents & Brokers of California (IIABCal). She has a significant role in promoting women in the insurance industry and has hosted events such as the Independent Women Summit, which emphasizes creating a supportive environment for women to connect and develop leadership skills within the independent agency system.
Kelly Gonyo
Kelly Gonyo is the owner and agent of Blue Line Insurance in Lake Placid, New York. She has extensive experience in the insurance industry, having worked in various roles within an independent agency before starting her own at the age of 32 with limited resources. Under her leadership, Blue Line Insurance has grown to include four branches and 15 employees, with a notable emphasis on female representation, as 14 of her employees are women. Gonyo is actively involved in the industry, serving on the Big I New York board of directors and is set to become the chair in May. She is recognized for her contributions to the field and has been featured in industry publications.
Ashley Engl
Ashley Engl is a business development manager at Jencap, where she focuses on fostering relationships and driving growth within the insurance sector. With a strong background in business development, Engl is passionate about attracting young talent to the insurance industry and enhancing its image through effective communication and education.
Hal Soden, Jr.
Hal Soden, Jr. is a principal and risk management advisor at Oliver L.E. Soden Agency Corp. He specializes in providing risk management solutions and is dedicated to mentoring young professionals in the insurance field. Soden is actively involved in initiatives that promote insurance education and career opportunities for the next generation.

Topics Discussed

agency acquisition insurance agencies financing best practices intangible value insurance marketing sales technology advocacy political action committees legislative change women in insurance leadership skills EmpowerHER conference Independent Women Summit professional development women-led initiatives business legacy women in business leadership success independent agency recruiting young professionals insurance industry talent attraction Invest program DECA insurance education volunteering

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Episodes

Here's the recent few episodes on Agency Nation Radio.

0:00 46:33

Scaling Smart: Acquisition Best Practices for Independent Insurance Agencies

Hosts
Peter Van Aartrijk
Guests
Ryan Towle Keith J. Mangini
Keywords
agency acquisition insurance agencies financing best practices intangible value
On this episode of Agency Nation Radio, Peter Van Aartrijk, executive vice president with insurance branding firm Aartrijk, hosts a discussion with Ryan Towle, vice president of Davis & Towle Insurance Group in Concord, New Hampshire, and Keith J. Mangini, vice president and commercial team leader at InsurBanc in Farmington, Connecticut, on best practices when making an agency acquisitionwhether its your first purchase or just your most recent acquisition.

They discuss the first steps you should take when considering an agency acquisition opportunity and what to do as a buyer to prepare for financing from a lender. Further in the episode, they end with their final thoughts on what to keep in mind after closing on an acquisition.

"We talk about multiples all the time. But if it's a multiple of revenue, or if it's a multiple of EBITDA, if it's 3 times revenue or 4 times revenue, what are you willing to pay for? And why might you be willing to pay up a little bit?" Mangini said, referring to intangible value of an acquisition, such as talent, carrier synergies and more.

Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failurestories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazinewe've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.
0:00 17:14

Powering Growth and Pushing for Change with Michelle O'Connor

Hosts
Agency Nation Radio
Guests
Michelle O'Connor
Keywords
insurance marketing sales technology advocacy political action committees legislative change
On this episode of Agency Nation Radio, we meet Michelle O'Connor, president of O'Connor Insurance Associates in Charlotte, North Carolina.

When O'Connor and her husband started their insurance agency 25 years ago, they knew from the very beginning that joining the Independent Insurance Agents of North Carolina (IIANC) was a must. Michelle knew of other successful agents that belonged to the Big “I" and also knew of the association's industry advocacy efforts.

While O'Connor's initial involvement with the association was with the state's young agent committee (YAC), she became more involved when she was asked by Kelley Erstine, IIANC's CEO at the time, to become part of a special committee charged with analyzing member benefits. Since then, she has served in numerous committees and is currently the national director for IIANC.

“I've always been a super strong advocate of political action committees (PACs) on both the national and state association level,” she says. “Our insurance system in North Carolina is very unique and that's what started my interest. I realized that if you want change to happen, it has to come from the legislative level.”

Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear.

For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. O'Connor was also featured in the April issue of Independent Agent. Check out her interview here or read the full issue online.

https://www.iamagazine.com/magazine/issues/2025/april/declaration-of-independents-michelle-oconnor

This podcast is sponsored by the Insurance Marketing & Communications Association (IMCA). IMCA Ignite 2025 is taking place in Scottsdale, Arizona, June 23-25. Don’t miss the only conference where the insurance marketing and communications community comes together to share content-rich, forward-thinking and relevant topics while also networking for lasting connections.
0:00 46:32

In Good Company: Women Creating Opportunities for Independent Insurance Agents

Hosts
Susan Bonner
Guests
Denise Johnson Jill Epstein
Keywords
women in insurance leadership skills EmpowerHER conference Independent Women Summit professional development women-led initiatives
On this episode of Agency Nation Radio, Susan Bonner, Big “I” vice president of marketing and communications, chats with Denise Johnson, president and CEO of Big I Oklahoma, and Jill Epstein, CEO of Independent Insurance Agents & Brokers of California (IIABCal), about their achievements as women in the independent insurance agency channel and how they’re shaping the industry by offering more women-led events and highlighting opportunities for women in insurance.

Big “I” Oklahoma recently hosted the EmpowerHER conference, while IIABCal hosted the Independent Women Summit. Both events sought to foster not only professional development but also genuine friendship and connection among women in the independent agency system and the wider insurance industry. “It was just a really comfortable environment,” Epstein said about the Independent Women Summit, which IIABCal hosted in February. “Everyone was super present, super engaged, chatting, happy and making connections. That was my goal, to bring that to women.”

During the episode, Epstein and Johnson also shared strategies for how women can develop leadership skills and learnings from their own experiences, as well as highlighted other Big “I” state associations that are working on similar women-led initiatives.

Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. 

------------------ Susan Bonner https://www.linkedin.com/in/susiebonnerpugh/

Denise Johnson https://www.linkedin.com/in/denise-johnson-2a680312/

Jill Epstein https://www.linkedin.com/in/jill-poznick-epstein-b330745/
0:00 16:39

Building a Business and a Legacy with Kelly Gonyo

Hosts
Agency Nation Radio
Guests
Kelly Gonyo
Keywords
business legacy insurance women in business leadership marketing success independent agency
On this episode of Agency Nation Radio, we meet Kelly Gonyo, owner and agent of Blue Line Insurance in Lake Placid, New York.

Gonyo worked every role in an independent agency—from working the front desk to producing—before starting her own agency at 32 years old with “minimal money in a tiny little office," she says. Today, Blue Line Insurance has four branches and 15 employees, 14 of whom are women.

“I'm proud to be a woman in business. I'm aware that I am one of few women in my state that have started a scratch independent agency," she says. “I've learned a lot from other women in the industry, and I've also learned a lot from men in the industry as well."

Gonyo serves on the Big I New York board of directors and will become the chair in May.

Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts. Gonyo was also featured in the March issue of Independent Agent. Check out her interview here or read the full issue online.

---------- Kelly Gonyo https://www.linkedin.com/in/kelly-gonyo-9494a221/
0:00 19:24

Recruiting and Attracting Young Professionals to the Insurance Industry

Hosts
Johanna Holling
Guests
Ashley Engl Hal Soden, Jr.
Keywords
recruiting young professionals insurance industry talent attraction Invest program DECA insurance education volunteering
On this episode of Agency Nation Radio, Johanna Holling, volunteer relations program manager at National Invest Program, hosts a conversation about attracting young talent to the insurance industry with Ashley Engl, business development manager at Jencap, and Hal Soden, Jr., principal and risk management advisor at Oliver L.E. Soden Agency Corp. Together, they discuss what Invest is, how they got involved with the program and how it can help attract more talent to the insurance industry. "I think a lot of it is the image that we put out there, and the content that either resides on your company's website or your social media", Engl says. “That's where they're looking for roles. They're trying to get a picture of what this job looks like.”

Also, it’s about “educating the general public on careers and insurance,” Engl continues. “If someone is looking to hire people, you want to showcase that they can make a career at your agency or your company, so find ways to communicate that." Over the past year, Invest has collaborated with DECA—a 75-year-old organization dedicated to preparing young leaders for business and entrepreneurial careers. Invest has introduced insurance education to DECA through classroom connections, corporate challenges and insurance volunteers.

There are also numerous opportunities to volunteer at Deca events, such as being a judge at a competition, representing Invest at a booth and participating in insurance career panels.

To learn more about volunteering, please visit investprogram.org/volunteer. If you are unable to volunteer, but would still like to contribute to the program, you can use the donation button as Invest is a 501C. Agency Nation Radio is where insurance professionals turn on the mic and share unscripted stories about leadership, technology, marketing, success, and failure—stories that helped make them the professionals they are today. From Main Street USA to the pages of Independent Agent magazine—we've got the stories you want to hear. For more, catch Agency Nation Radio on your favorite streaming platform or visit iamagazine.com/podcasts.

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4.2 rating 51 reviews

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4.3 ratings 48 reviews

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