Stay Paid Podcast: Episode Summary

Episode Title: Relationships, Referrals & The Power of Partnerships
Hosts: Luke Acree & Josh Stike (ReminderMedia)
Guests: Jason Myers (West Director, Broker Relations, Ritter Insurance Marketing), Don Myers (VP of Sales & Marketing, Ritter Philadelphia Region)
Date: October 30, 2025

Episode Overview

This episode delves into the power of relationships, the importance of referrals, and the strategic value of partnerships within the insurance and financial services industries. Hosts Luke Acree and Josh Stike are joined by Jason Myers and Don Myers from Ritter Insurance Marketing, who share their experiences on how meaningful partnerships fuel long-term business growth, discuss strategies for successful client relations, and explore the critical role of community and networking in today’s market.

Key Discussion Points & Insights

1. The Power and Value of Relationships

• Origin Story: How Partnerships Begin

  • The hosts and guests recount the serendipitous beginnings of their partnership, tracing it back to a connection made at a steak dinner through mutual industry contact Brad Swinehart.
  • Quote:
    • "Never underestimate the power of a relationship and where it can go." — Luke Acree [02:02]
  • Real value often arises indirectly, and business relationships may take years to yield results.
  • The take-home: Long-term business development isn't about instant returns—it's about continual engagement and trust.

• The Ritter & ReminderMedia Partnership

  • The story demonstrates how small actions (attending a dinner, collaborating locally) create opportunities that eventually grow into major partnerships—including with industry giants like Integrity.

2. Who is Ritter Insurance Marketing?

• Background & Achievements

  • Ritter is described as an 'insurtech pioneer', having developed early tools like Medicareful—a quote engine and enrollment tool.
  • Now part of Integrity, they serve thousands of agents nationwide and millions of seniors.
  • Quote:
    • "Ritter's kind of the insurtech pioneer... before all this talk about tools to help agents succeed, it all started with Craig Ritter and his dad Cal back in the early 2000s." — Don Myers [04:09]

• Emphasizing People over Tech

  • Despite world-class technology and AI enhancements, the bedrock of success remains close, personal relationships with agents and clients.
  • Quote:
    • "What has really made Ritter successful... is that we meet agents where they are. We go to their offices, we have coffee... and we build those relationships." — Jason Myers [04:58]

3. Differentiating Good Agents from the Rest

• Keys to Success for Agents

  • Staying genuinely available for clients, even beyond 9–5 hours.
    • "Issues... are not going to occur 9 to 5, Monday through Friday... It's going to happen on a Saturday when the member walks into CVS or Walgreens..." — Don Myers [10:00]
  • Prioritizing individual, face-to-face relationships versus high-volume, impersonal interactions.
  • Creating "sticky" relationships that lead to multi-generational, community-wide referrals.

• Importance of Communication

  • Lack of communication is cited as the top reason clients leave agents or businesses.
    • "Our biggest complaints come from communication, lack of response..." — Luke Acree [12:02]
  • Setting clear boundaries is encouraged, but responsiveness is crucial.

• Habits & Personal Motivation

  • Building routines and embracing activities agents "don't want to do" is vital for success.
  • Reference to The Common Denominator of Success by Albert E.N. Gray.
    • "The most successful agent becomes successful by forming habits, doing things they don't want to do." — Jason Myers [13:02]

• Purpose Beyond Profit

  • Agents' value is in helping clients with essential life needs, not just making sales.
  • "You have to have a bigger reason that is outside of just making the money." — Luke Acree [14:38]

4. Referrals, Partnerships & Community Engagement

• Community Involvement as a Strategy

  • Top agents work their immediate community, attending events, shopping locally, and greeting neighbors.
    • "I grocery shop with my clients... I walk my Neighborhood and hi, Mrs. Smith..." — Don Myers [16:01]

• Developing a “Six Degrees of Separation” Referral Network

  • Agents should proactively refer others, support non-competitive businesses in their community, and look for cross-industry partnerships.
    • "If you want more referrals in your life, ask yourself, are you a referrer?" — Luke Acree [17:05]

• Holistic Approach to Client Service

  • Integration of health, wealth, and ancillary services—supported by the broader Integrity ecosystem—creates more value for clients.
  • Agents are encouraged to think beyond their immediate locale, leveraging Ritter’s national network.

5. Leveraging National Networks for Referrals

• Cross-State Referrals

  • Ritter keeps agent referrals "in house" to ensure trusted client experiences as clients move or have family in other states.
    • "We have a Dawn and Jason in every [region]..." — Don Myers [22:24]

• Best Practices for Training & Expanding

  • Host small, focused "lunch and learns" pairing seasoned and new agents, maximizing both mentorship and recruitment outcomes.
    • "It's a less is more approach. It's really working out quite well." — Jason Myers [23:32]

6. Rapid Fire Q&A (Actionable Nuggets)

• Most Impactful Book
  • Don: Prefers magazines, especially ReminderMedia’s.
  • Jason: Stop Blocking and Start Connecting by Lee Broek (on communication and difficult conversations) [25:43].
• Top Prospecting Activity
  • Don: "Connect with a local pharmacist." [26:34]
  • Jason: Join professional associations like NABIP for networking and advocacy.
• Best Advice to Younger Self
  • Jason: "Be fabulous." [27:57]
  • Don: "Start earlier. This is a fantastic job—lifetime renewals. Start earlier." [28:03]

Memorable Quotes & Moments

• On Business Development:
  "Life is about relationships. How can we help Don? Don became a client of ours, and you've been an amazing advocate for us." — Luke Acree [07:41]

• On Public Perception:
  "There’s a big PR problem today with agents... a lot of the good agents have been lumped in with the bad actors lately. So we're trying to kind of unravel that ball of yarn." — Jason Myers [08:35]

• On Showing Up:
  "80% of success is showing up. It's just—it's activity. It's getting in the mix and letting people know that you're out there." — Jason Myers [27:29]

Timestamps for Important Segments

• Partnership Origin Story: 02:00 – 04:00
• Ritter's Background and Tech: 04:09 – 05:44
• Agent Success Factors: 09:28 – 13:00
• Community Prospecting & Partnerships: 15:40 – 18:31
• Referrals and National Network: 19:16 – 23:17
• Recruiting and Event Strategy: 23:28 – 24:21
• Rapid Fire Q&A: 25:10 – 28:03

Actionable Takeaways

(As highlighted by Luke Acree at [29:47]):

1. Build Masterminds/Referral Partnerships

   • List your top local referral partners (agents, attorneys, advisors, etc.).
   • Host a mastermind or small gathering, inviting potential recruits and collaborators.
   • Leverage these groups to build stronger relationships and expand your influence.

2. Promote Your National Network

   • Regularly remind your clients and connections (via social and direct outreach) that you have a network to help them or their friends nationwide.
   • Encourage referrals and highlight your ability to serve beyond your local area.

Final Thoughts

This episode reinforces that the most successful agents and businesses are those who invest in genuine relationships, prioritize communication, give back to their communities, and aren’t afraid to leverage partnerships for mutual success. The practical advice, real-world anecdotes, and proven strategies shared here offer a blueprint for any agent or entrepreneur seeking to build a referral-based business and unlock new levels of growth through the power of connection.