Page 12 of 43 · 850 total episodes
07/17/2023 · 5 min read
The What-How-Story-Tie-Down method stops coverage explanations from becoming data dumps: state the coverage in plain English (What), explain how it works mechanically (How), give a real scenario tied to the client's life (Story), then confirm with 'Does that make sense for your situation?' (Tie Down).
07/12/2023 · 5 min read
The 4-part P&C sales script opener: a pattern interrupt that breaks the prospect's automatic rejection response, a specific reason for calling, a concrete value statement focused on what they get, and a permission question that gives them control. Agents who use all four stop losing calls in 15 seconds.
07/10/2023 · 5 min read
A P&C sales team sustains high performance when five culture decisions are made deliberately: visible metrics, culture-fit hiring, consequences for culture violations, recognition rituals, and owner behavior that matches the standard. Without those five, every training initiative reverts within six weeks.
07/05/2023 · 5 min read
Top P&C agencies track every lead at the contact-attempt level and differentiate with a specific, verifiable claim (a named niche, a documented process, a referral network). Generic 'great service and competitive rates' is not a differentiator. Granular tracking plus specific positioning wins.
07/03/2023 · 5 min read
Track five activity metrics weekly per producer: contact attempts, contact rate, quote rate, close rate, and average premium. Pair the scorecard with a per-quote sheet that captures objections and follow-up dates. Patterns turn into next week's coaching curriculum.
06/28/2023 · 5 min read
Jason Feltman rehabilitated a failing P&C agency by leading every sales conversation with value before price, articulating one concrete reason this client should choose you, and using the napkin tactic: a simple drawing comparing current vs recommended coverage that anyone can explain.
06/26/2023 · 5 min read
Payout is what your insurance agency pays you this year. Payoff is the cumulative value of every renewing client across five, ten, twenty years. A $200 commission becomes $2,000 plus referrals when retention holds. Model the full picture before you decide what to invest in retention.
06/21/2023 · 5 min read
The six traits that separate exceptional insurance agency leaders from average ones are not personality gifts, they are learnable behaviors: attitude, empathy, work ethic, coachability, self-control, and energy. Each one can be measured, trained, and reinforced inside your team if the owner is willing to model them first.
06/19/2023 · 5 min read
Working more hours shrinks an agency once the owner becomes the bottleneck. Personal labor has a 168-hour ceiling. Strategic leverage (systems, delegated tasks, producer development) raises the ceiling. Calculate your real hourly rate, then remove yourself from low-leverage work.
06/14/2023 · 5 min read
Scale surety bond operations with a structured intake that pre-educates clients, documented workflows for every step, automated status communications at each handoff, structural cross-sell logic, and tech that handles renewals so producers focus on underwriting.
06/12/2023 · 5 min read
Use AI tools like ChatGPT to draft FAQs, coverage explanations, and social posts at scale, then edit them in your voice. Build authority in a surety bond niche through video, curation, and client-friendly content before chasing original volume.
06/07/2023 · 5 min read
Agency owners know when to push and when to pivot by separating execution problems from structural problems. If better process, skill, or time would change the result, it's a dip. If the constraint is the market, carrier, or product itself, it's a cul-de-sac and the right move is to pivot.
06/05/2023 · 5 min read
The belief that keeps agency owners stuck: growth is about external inputs (more leads, better market, lower competition). The truth: growth is about internal capacity. Find your real constraint in the funnel, build leverage instead of volume, and invest in capacity slightly ahead of demand.
05/31/2023 · 5 min read
Niching down an insurance agency unlocks growth because specialization replaces price competition with expertise. Pick a vertical you already know, go deep before broad, build relationships with the niche's lawyers and CPAs, and use specific marketing. Trust compounds. Referrals follow.
05/29/2023 · 5 min read
Agency success that costs your marriage, kids, or health is not success, it's a very expensive hobby. Real success means a business that funds your life without consuming it. Redefine winning before the bill comes due.
05/24/2023 · 5 min read
Five leadership lessons from running a multimillion-dollar insurance sales team: lead with recognition (3-to-1 over correction), coach from the numbers, monitor floor chatter, anchor on process over emotion, and stay humble enough to learn from your producers.
05/22/2023 · 5 min read
Set agency goals that actually move premium: pick an annual revenue number, split into quarterly milestones, monthly production targets, weekly activity quotas, and daily contact counts. Share every level with the team and run a 30-minute monthly review on a standing agenda.
05/17/2023 · 5 min read
Three non-negotiables for P&C agency owners: an enforced communication standard with one defined channel and cadence for raising concerns, a deliberate work environment built on immediate, specific recognition, and direct conflict conversations the owner does not avoid. Skip any one and culture rots while the systems still look fine.
05/15/2023 · 5 min read
Three systems let you scale without burning out: documented processes for every repeatable function (with automation on tasks that don't need judgment), real delegation with clear authority and a review cadence, and a CRM your whole team uses as single source of truth. Skip these and growth turns into chaos.
05/10/2023 · 6 min read
Most insurance salespeople don't fail because they lack talent : they fail because nobody fixed the specific, fixable habits that kill deals before they start. Here are 10 reasons and 9 real solutions.
