Meet Todd Wottring—Professor of Risk Management and Insurance at Butler University and owner of The Wottring Agency, an Allstate Insurance firm in Indianapolis.

Todd is a lifelong insurance professional who began his career as an agent right out of college. Determined to rise above mediocrity, he committed to making insurance a true career—not just another job.

Over the course of 30+ years with Indiana Farm Bureau Insurance, Todd held numerous leadership roles, including Agent, Agency Development Specialist, Agency Manager, District Sales Director, and Manager of Life Insurance Training.

In this episode, we explore:

• Recruiting and investing in top talent versus settling for “C-players.”
• Helping employees achieve their aspirations so everyone wins.
• Setting clear, focused strategies and processes that drive sales.
• Focusing on client retention—the cornerstone of long-term success.
• Overcoming the “microwave society” mindset by investing in your agency and team for sustainable growth.
• Leveraging a coach to help you reach goals that you can’t achieve alone.

Todd also serves as a facilitator in our Mastering Agency Management professional development series.

Learn more and enroll in our next session today!

Invest in yourself—start building the agency you’ve always envisioned.

Join us for an engaging conversation with Tom Faulconer, Professor of Risk Management, and Insurance at Butler University, practicing attorney, and financial advisor.

Tom brings a wealth of experience from his distinguished career in the insurance industry, having served in leadership roles such as Director of Agency Training, Senior Vice President of Marketing, and Chief Marketing Officer at Indiana Farm Bureau Insurance. In this first episode, we explore:

• Working ON your agency vs. IN your agency
• Making the leap from producer to managing producers
• Leveraging data to develop and empower your team
• Balancing discipline, diligence, and vision to create your “lifestyle for the future”

Tom is also a facilitator in our Mastering Agency Management professional development series. https://equisconsulting.com/mastering-agency-management/

Invest in yourself—enroll in our next session today!

Wrapping Up Our Conversation with Steve Cissna
Owner & President of Reedy Insurance Services, Seymour, Indiana

Steve shares his thoughts on agency perpetuation and some hard-earned wisdom from his journey:

• Choose Your Path: Will you pass your agency on to your team or sell to private equity?
• Grow Smart: Don’t rely on profitability bonuses—focus on organic growth and managing expenses.
• Lead with Flexibility: When staff are late, stay calm and ask yourself—will this really change my life?
• Stay Positive: Insurance has its challenges, but it offers freedom, good income and the chance to help others.
• Document Everything: Good records support what “really happened” vs. “what others think happened.”
• Put Clients First: Always err on their side.
• Learn from Competitors: Conversations can lead to growth.
• Keep Connections Alive: You never know when you’ll need a helping hand.