Webinars and Whiskey: Hosting Live Events and Marketing Insurance Through Education
The Spirited Agent: Episode 5
In This Episode: The Spirited Agent, hosts Jason Combs and Matt Zelenik dive into the art of hosting events to market insurance effectively. From educational webinars to in-person gatherings, they explore what it takes to plan, execute, and follow up on successful client events. Discover strategies to boost engagement, build stronger client relationships, and make events memorable.
To keep things spirited, Jason and Matt also sample a trio of Michter’s Rye Bourbons, sharing their tasting notes and personal favorites. Whether you’re looking for marketing inspiration or bourbon recommendations, this episode has something for every agent ready to elevate their client experience. Cheers!
Featured Drink: Michter’s 2024 Barrel Strength Rye. Michter’s 2023 Toasted Barrel Strength Rye. Michter’s 2023 10 Year Rye.
Listen wherever you get your podcasts.
Episode Notes
In this holiday episode of The Spirited Agent, Jason Combs and Matt Zelleman ditch the guests and break out the bourbon for a candid, insight-packed conversation. With a glass of Michter’s in hand, the duo reflects on what’s really working for life insurance agents in today’s market—from retention strategies and policy education to building legacy through structured events.
They also unpack how to make life insurance a living asset (not just a death benefit), why younger agents need a long-term plan, and how educational outreach can create exponential ROI. Pour yourself something neat and join them for the ride.
Key Takeaways for Life Insurance Agents:
1. Life insurance is built on trust—and as an agent, you already have that with your clients. Use it to introduce conversations that go beyond property and casualty.
2. Retention is gold. Cross-selling life, LTC, and DI products isn’t just smart—it’s a hedge against market instability in other lines.
3. Success is a 3-5 year play. Agents who treat life insurance like a long game are building meaningful new revenue streams that give their business flexibility.
4. Education over hard sales. The most successful agencies are committed to teaching—not pitching. Narrow your topics, stay consistent, and repeat your messaging.
5. Use life insurance while you’re living. Many clients have no idea they can borrow against their policy and create positive arbitrage. Teach them how.
6. Events still work. Whether it’s webinars or in-person workshops, clients respond to structured learning. Focus on recurring themes like taxation, market volatility, and longevity.
7. Tech-enhanced follow-up is key. Record your sessions, analyze attendance and open rates, and use targeted follow-ups to drive real conversion—not just conversations.
8. Don’t reinvent the wheel. Repetition builds authority. Running the same educational events yearly builds credibility and brand memory in your local market.
Brought to you by Millennium Brokerage Group. Helping agents build legacy through strategy, education, and connection.
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Experts in this Episode
Jason Combs
Executive Vice President at Millennium Brokerage Group
Jason Combs is the Executive Vice President at Millennium Brokerage Group, bringing over 25 years of experience in life insurance, retirement income planning, and advanced markets. Since joining Millennium in 2018, Jason has played a key role in expanding the firm’s reach and helping agents deliver high-impact solutions in wealth transfer, long-term care, and income protection.
Prior to Millennium, Jason spent two decades with Nationwide, where he served in multiple leadership roles including Regional Vice President and Business Development VP, covering key markets across Tennessee, Georgia, and Alabama.
Matt Zelenik
Vice President of Sales and Marketing at Millennium Brokerage Group
Matt Zelenik is Vice President of Sales and Marketing at Millennium Brokerage Group, where he’s spent over a decade developing strong client relationships and building the firm’s presence in the disability insurance space. Since stepping into his VP role in 2019, Matt has led association partnerships, driven product marketing strategies, and served as the company’s resident disability insurance expert. He also hosts The Spirited Agent podcast, where he interviews industry leaders and advisors on life insurance, planning, and everything in between.
Insurance Insights &
Premium Spirits
The Spirited Agent was created to empower insurance professionals to navigate the ever-evolving world of insurance and grow their business. Each episode features candid conversations about the insurance industry, financial planning strategies, and the challenges agents face in today’s market.
Our hosts Matt Zelenik and Jason Combs, along with special guests, share valuable insights while sampling premium spirits, creating an engaging and enjoyable listening experience. Whether you’re an insurance professional looking to enhance your practice or someone interested in better understanding insurance and financial planning, The Spirited Agent offers wisdom worth sipping on.
Listen wherever you get your podcasts.
Brought to you by Millennium Brokerage Group, we’re committed to elevating the conversation around insurance while making it accessible and entertaining.
