Page 19 of 41 · 820 total episodes
11/10/2021 · 5 min read
The mortgage guy has your future clients sitting across the desk before you ever know they exist. Matt breaks down why lender relationships are one of the most underutilized growth levers in independent insurance.
11/08/2021 · 7 min read
Urgency is one of the most misunderstood forces in agency management. Most agents either manufacture it artificially — creating pressure that clients resent — or fail to create it at all, leaving deals and decisions in endless limbo. This episode is about building real urgency that serves clients and moves agencies forward.
11/06/2021 · 6 min read
The internet lead conversion framework is back for a second recast, and for good reason — the same fundamental mistakes keep costing agencies money. Speed, follow-up depth, and qualification-first conversations remain the difference between an agency that converts and one that complains about lead quality.
11/06/2021 · 6 min read
If the first recast of the internet leads material prompted you to act, this one is a check-in. If the first recast prompted you to nod and move on, this one is a second chance. The close rate gap between agents who work internet leads systematically and those who don't is wide enough to justify another visit.
11/05/2021 · 6 min read
Jason walked into a situation he did not expect, based entirely on an assumption that turned out to be wrong. The story is funny. The lesson for agency owners is not — or at least not only. Skipping the briefing, assuming shared context, and failing to verify your understanding creates problems whether you're at a bath house or managing a client.
11/05/2021 · 6 min read
Sometimes the most memorable lessons come from the most absurd situations. A case of wildly misread expectations in a Japanese bath house turns into a story about communication, assumptions, and why the gap between what you meant and what the client heard can cost you in any business context.
11/04/2021 · 6 min read
You did the keyword research. Now what? Part 2 of the Perry Olson conversation covers the content creation strategy that turns keywords into website pages, blog posts, and landing pages that show up in search results and bring in leads without a paid advertising budget behind them.
11/04/2021 · 6 min read
Part 1 established the keyword strategy. Part 2 is where Perry Olson explains how to turn that research into content that actually ranks, attracts the right prospects, and converts them into conversations — completing the marketing sanctuary framework.
11/03/2021 · 6 min read
Most insurance agencies have a website. Very few have a digital presence that actually generates inbound leads without paid advertising. Perry Olson explains what separates a website that sits there from one that works — starting with the keywords that connect your agency to the clients already searching for you.
11/01/2021 · 6 min read
There is a version of client relationship management that is manufactured and transactional — and clients can tell. The agencies that retain the most are the ones where the relationships are genuinely warm, and that starts with agents who actually like their clients.
11/01/2021 · 6 min read
People buy insurance from agents they like. This is not a soft observation — it's a hard business reality with measurable impact on close rates, retention, and referrals. The question is whether likeability is something you have or something you build.
10/30/2021 · 5 min read
Laura Harris's conversation about surrendering the need to control everything, redefining what winning looks like, and building processes as the actual engine of agency success deserves a second listen. This recast surfaces what the original conversation made possible for the agencies that actually applied it.
10/30/2021 · 6 min read
Laura Harris figured out that the path to agency freedom runs directly through the processes most agency owners resist building. Surrendering to the discipline of documented systems isn't giving up control — it's the only way to actually have it.
10/29/2021 · 6 min read
Most insurance agencies are playing defense — reacting to calls, managing problems, responding to market changes. The agencies that grow consistently have figured out how to play offense: getting ahead of client needs, market shifts, and competitive threats before they become crises.
10/29/2021 · 5 min read
The old saying is that the best defense is a good offense. Most insurance agencies run the opposite playbook — reacting to threats rather than creating advantages. This episode makes the case for flipping that equation before the market forces you to.
10/28/2021 · 6 min read
Part 1 exposed the gap between satisfied clients and loyal ones. Part 2 with Eric Spring is about closing it — the specific design choices, communication touchpoints, and service standards that convert a client who's fine with your agency into one who brags about you.
10/28/2021 · 6 min read
Part 2 of the Eric Spring conversation moves from the measurement framework into the action layer — how to use satisfaction data to drive retention decisions, referral programs, and the kind of service culture that produces Promoters instead of Passives.
10/27/2021 · 5 min read
Satisfaction scores are everywhere in the insurance industry. Most agencies either ignore them or celebrate them without really understanding what they're measuring. Eric Spring brings a more rigorous perspective — what satisfaction metrics actually tell you, where they mislead you, and how to use them to build something durable.
10/27/2021 · 6 min read
Most insurance agencies have a general sense of whether their clients are happy. Very few actually measure it. Eric Spring makes the case for why the Net Promoter Score is one of the most important metrics an agency can track — and what to do with the data once you have it.
10/25/2021 · 5 min read
The phrase 'inspect what you expect' sounds like a management cliche — but in an insurance agency context, it's a risk management imperative. The gap between what you expect from your team and what you inspect for is where E&O claims and client complaints are born.