Page 20 of 43 · 845 total episodes
12/13/2021 · 5 min read
Run YouTube on a fixed schedule with topics pulled from audience questions, recruit agents who already consumed the content, and develop them with mentor-led field reps. Master fundamentals, not new tactics. The content-to-organization flywheel takes years and compounds.
12/10/2021 · 5 min read
Final expense rewards multi-source lead strategy and deep underwriting knowledge across carriers. A tribe (not a following) compounds because consistency, genuine usefulness, and authenticity build trust that converts agents and clients at rates an audience never will.
12/08/2021 · 5 min read
Plan agency hires twelve to eighteen months ahead of the need, write a fit profile before you start the search, and onboard with a defined ninety-day path. That sequence prevents the two failure modes that keep most agencies understaffed or badly staffed.
12/06/2021 · 5 min read
Step 6 of the framework is structural, not tactical. Run a yearly assessment on three things: owner dependency, book quality, and business direction. Fix structure before stacking growth tactics on top of a shaky foundation.
12/03/2021 · 5 min read
Train sales process through deliberate practice, then verify execution with live call observation, recorded conversations, and documented discovery notes. Give specific feedback tied to specific moments. Run monthly role-plays and quarterly call reviews. Process decays in three to six months without reinforcement.
12/01/2021 · 5 min read
A documented sales process drives consistency and conversion by fixing structural errors in ordinary client conversations. Standardize stages (qualification, discovery, presentation, objections, close, follow-up). Let individual style fill the structure. Document every conversation so cold leads stay continuable.
11/29/2021 · 5 min read
Community involvement converts to a referral pipeline on a 3-to-5-year horizon, not a quarterly one. Track every meaningful contact in a CRM, follow up within 48 hours, let the professional relationship emerge organically, and ask every new referral how they actually heard about you.
11/26/2021 · 5 min read
Community and non-profit work builds higher-trust professional relationships than business networking because the context is shared purpose, not extraction. Cami Baker's data: referrals from community ties convert at higher rates, with lower price sensitivity and stronger retention. Board seats produce the most valuable referral relationships.
11/24/2021 · 6 min read
Track four non-negotiables, retention rate, closing rate, cost per acquisition, and premium per policy. Add quote-to-bind time, cancellation reasons, activity ratios, and cross-sell rate as diagnostics. When a metric moves, respond fast with a targeted or systemic fix.
11/22/2021 · 5 min read
Tracking metrics transforms agency performance because data turns vague problems into specific ones with specific fixes. Measure acquisition, conversion, retention, and staff performance, then review the numbers in the weekly team meeting so they drive decisions instead of decorating dashboards.
11/19/2021 · 6 min read
Realtor partnerships last when reciprocity, market-relevant communication, and transparent problem-handling replace one-way lead consumption. Refer business back, send quarterly market updates the realtor can use with clients, and surface coverage issues early instead of three days before closing.
11/17/2021 · 5 min read
Real estate and insurance share the same buyer at the same closing table. A realtor's recommendation converts dramatically better than cold leads because the trust is already built. Insurance agents who become an asset to the realtor's process, not a vendor waiting at binding, capture that flow.
11/15/2021 · 5 min read
Clarity on why you are building this agency is operational, not motivational. A specific purpose acts as a decision filter for hires, products, and client situations, which prevents the slow drift that caps most agencies at their first retention or culture ceiling.
11/11/2021 · 5 min read
Keep lender referrals coming for years by closing the loop after every transaction, calling clients at 30 days, competing on consultation not price, sending quarterly market updates instead of monthly noise, and actively referring back. Mutual value beats one-way pipelines.
11/10/2021 · 5 min read
Win lender referrals by removing friction from their closings, not by dropping off donuts. Be fast on certificates, get the mortgagee clause and dwelling minimum right, and specialize in the kinds of buyers (first-time, flood zone, investor) the lender actually serves. Lead with value to them.
11/08/2021 · 7 min read
Real urgency in P&C sales is concrete risk tied to the prospect's actual situation plus a clear next step, not fake deadlines. Inside the agency, real urgency means naming the one issue you have been deprioritizing for weeks, assigning a 30-day resolution date, and treating it like a client commitment.
11/06/2021 · 6 min read
Internet lead conversion comes down to three things: first contact in under five minutes (contact rates drop 10x at 30 minutes), five to eight multi-channel follow-ups across phone, text, and email over three weeks, and qualification questions before the quote so you stop competing as a rate machine.
11/06/2021 · 6 min read
Internet leads convert on three rules: contact in under five minutes, run a seven to ten touch sequence over two weeks before retiring a lead, and do 60 seconds of discovery before quoting. Most agents skip step two, where attempts four through seven close.
11/05/2021 · 5 min read
Unverified assumptions cost agencies clients, staff, and E&O exposure. Brief plainly on coverage before the claim, confirm team expectations before the standard is tested, and document the process before the handoff. Verify shared understanding instead of assuming it. The three-minute brief prevents the three-hour problem.
11/05/2021 · 5 min read
The lesson: verify understanding, don't just deliver information. Most E&O claims and retention failures trace to gaps between what the agent said and what the client heard. Ask clients to restate coverage in their own words at sale, renewal, policy change, and claim. Catch misalignment before a claim does.
