In this special three-year anniversary episode of Licensed to Talk Insurance, Amanda and Kelsey sit down with Mike O’Donnell, Vice President at Chicagoland SIA and Producer at Concklin Insurance Agency. With over 30 years of industry experience, Mike shares why clearly defining your ideal client is one of the most important steps to growing a profitable and sustainable agency.

You’ll learn how to identify the traits of your best clients, why carrier alignment matters, and how focusing your time on the right prospects can lead to stronger referrals and long-term success. Whether you’re just starting out or refining your niche, this episode offers practical insights to help independent insurance agents nationwide attract and retain clients who are the right fit for their business.