The Insurance Playbook

Niche or Die: 53 Years of Insurance Lessons with Rick Bersnak

fter 53 years in the insurance industry, Rick Bersnak has seen it all — from $800-a-month paychecks to million-dollar books of business. But his real secret? He built his entire career by specializing in what others ignored — niche markets and “uninsurable” risks. In this episode of The Insurance Playbook Podcast, host Brinton Atkinson sits down with Rick Bersnak to unpack how he turned oddball accounts into consistent revenue, why “peddling policies” is the wrong approach, and what it really means to build trust and longevity in insurance. 🎯 You’ll hear: * How to pick profitable insurance niches (even without prior experience) * Why generalists struggle while niche producers thrive * The art of selling people — not products * How to stay passionate and successful after 50+ years in the business Whether you’re a brand-new agent or a seasoned producer, this episode will challenge how you think about sales, service, and the future of insurance. 🎧 Listen now and learn why the riches are still in the niches.

Inside Florida’s Insurance Rebuild: Jeff Brandes on Policy, Politics, and the Path Forward

Former Florida Senator Jeff Brandes joins The Insurance Playbook to break down how Florida’s property insurance market went from collapse to comeback. From the inside of the legislature to the boardroom of Patriot Select Insurance, Brandes brings a rare perspective on how policy, politics, and premiums intersect. We cover: • What caused Florida’s insurance crisis • How assignment of benefits and litigation reshaped the market • Why 17 new companies entered Florida in 2024–2025 • The role government plays in both fixing and breaking insurance If you’re an agent, agency owner, or industry insider, this episode gives you the play-by-play on one of the most important insurance turnarounds in the country. 🎧 The Insurance Playbook — powered by Spark AI Partners.

Stop Leaving Money on the Table: Winning the Claims Process w/ Brian Evans

Most people file an insurance claim at some point in their lives — but few actually get the full amount they’re owed. In this episode of The Insurance Playbook, I sit down with Brian Evans, CEO of Eastern Public, to talk about how public adjusters help level the playing field for policyholders. Brian shares how he went from construction to fighting for consumers — including the story of a historic opera house flooded just weeks before opening night — and what it taught him about how claims really work. We break down: * Why so many claims are underpaid * When it makes sense to bring in a public adjuster * Hidden coverages most people miss (code upgrades, mold caps, temporary housing, and more) * How to navigate the process without leaving money on the table Whether you’re an agent, broker, or policyholder, this episode will give you a whole new perspective on the claims game. 🎧 Subscribe to The Insurance Playbook for more real stories, smart strategies, and insider tips to help you win in the insurance world.

Listen First, Advise Second: How Teams Win Trust with Ruben Sneor

After tragedy hit early, Ruben Sneor turned protection into a mission—spending 30+ years building a trusted, client-first insurance agency. He shares why listening beats selling, how teams outperform lone wolves, and how to design plans that cover every what-if. We get into guarantees vs market hypotheticals, upgrading clients into better products, hybrid long-term care, buy-sell and key person strategies, infinite banking, and building a culture of advisors over product pushers. Sponsored by Spark AI Partners.

From Black Belt to Medicare Insurance Expert: Aubrey Fitzloff’s Playbook for Women in Insurance

From “never insurance” to leading her own Medicare agency, Aubrey Fitzloff has built an inspiring career rooted in resilience, relationships, and discipline. In this episode of The Insurance Playbook Podcast, Aubrey shares how she went from an admin assistant to a respected insurance agency owner—and how her martial arts training gave her the confidence to succeed in a male-dominated industry. We talk about: * Why relationships and referrals beat buying leads * How to survive the first 2–5 years as an insurance agent * The role of mentorship and networking in building a book of business * Advice for women in insurance stepping into leadership * The parallels between martial arts and insurance success Whether you’re a new agent, a woman entering the industry, or a seasoned professional, Aubrey’s story is proof that resilience, empathy, and hard work can build a thriving insurance career.