In this episode of Ask the Experts, Andy Arter sits down with Matt Ricker, Channel Sales Manager at EverQuote, to break down what actually makes lead generation work for insurance agencies.

Matt shares his journey into the insurance space, what he has learned from nearly a decade in lead strategy, and why most agents misunderstand how to measure success when buying leads.

This conversation gets into the real mechanics of profitable lead buying, including contact rates, quote rates, bind rates, cost per acquisition, and why consistency matters more than most agents realize. Matt also explains why agencies need to stop treating lead generation like a one month experiment and start building a real system around it.

• Why most agents give up on leads too early

• The difference between high volume low cost leads and lower volume higher cost leads

• How to think about cost per acquisition the right way

• Why contact rate and follow up cadence matter so much

• What metrics agencies should actually be tracking

• How telemarketing and after hours staffing can improve lead performance

• Why newer agents often overspend or overmarket too fast

• How AI and transparency are changing the future of lead generation

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In this episode of Ask the Experts, host David Williams welcomes Kevin Spann, a highly accomplished insurance professional, bestselling author, inspirational speaker, and industry leader with nearly four decades of experience.

Kevin shares powerful insights into the paradigm shift from traditional brick-and-mortar insurance agencies to a fully digital business model. Drawing from his own transformation, he explains how agents can adapt to changing consumer expectations, leverage AI, and build meaningful relationships in a virtual world.

The conversation explores actionable strategies for improving digital presence, increasing customer engagement, and leading teams effectively in a remote environment. Kevin also discusses the importance of mentorship, continuous learning, and embracing change to stay competitive in today’s rapidly evolving marketplace.

• The transition from an analog to a digital insurance landscape
• Why a strong digital footprint is essential for agency growth
• How texting and multi-channel communication improve customer relationships
• Practical ways to leverage AI tools like ChatGPT for efficiency and innovation
• The importance of mentorship, coaching, and industry collaboration
• Strategies for leading and holding remote teams accountable
• How personal branding and community involvement build long-term trust
• Why embracing change is critical to long-term success

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In this episode of Ask the Experts, Andy Arter sits down with Brett Schickler, Sales Director at Ricochet, to talk about sales growth, automation, CRM adoption, and what actually helps teams become more productive.

Brett shares his journey from commission furniture sales to leading growth at Ricochet, along with the personal experiences that shaped how he thinks about work ethic, financial security, and opportunity.

The conversation digs into why most teams struggle with CRM adoption, how contact rates impact revenue, what great reporting should really look like, and why technology should support the salesperson instead of slowing them down.

In this episode you will learn:

• Why most sales teams waste too much time on non revenue generating work

• How better systems increase talk time, contact rates, and production

• Why CRM adoption fails when leadership is unclear

• The role speed to lead plays in winning more business

• How local presence and spam protection impact contact rates

• Why clarity of purpose matters for leadership and team buy in

• What separates top performing teams from average ones

• Why AI and automation will keep changing sales over the next few years

If you want to build a more efficient sales operation and help your team spend more time actually selling, this episode delivers practical insight.

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