Page 23 of 43 · 845 total episodes
10/06/2021 · 6 min read
Real delegation transfers ownership, not just the task. Kirk Baker sorts agency work into three tiers, points the owner only at tier-one decisions, and uses an explicit authority map so team members stop bouncing every question back to the top of the org chart.
10/06/2021 · 6 min read
Handing off agency service work requires written process, explicit standards, and repeated observation, not a single walk-through. Kirk Baker explains why the new frontier rewards agencies that document service tasks, train against the document, and inspect what they expect.
10/04/2021 · 6 min read
OKRs (Objectives and Key Results) transform insurance agency goal-setting by translating ambitious targets into three to five measurable Key Results per Objective, reviewed weekly. A solid agency OKR set covers production, retention, pipeline, and team metrics with clear baselines and targets.
10/02/2021 · 5 min read
Turn agency disaster into growth by treating the rebuild as a design exercise, not a restoration. Extract the specific lessons about your own failure modes, build systems that account for those blind spots, and use the stress test as a structural advantage over agencies never forced to examine their foundation.
10/01/2021 · 5 min read
Get out of the sales dog house with rehearsed language built on the acknowledgment-redirect-offer structure. Three scripts to write today: the unanswered follow-up, the I-need-to-think-about-it stall, and the I'm-shopping-it-around deflection. Authenticity comes from preparation, not improvisation.
09/29/2021 · 10 min read
Talage is a SaaS platform that compresses small commercial quoting from days to minutes through carrier integrations, embedded underwriting rules, and structured upfront data collection, so independent agents can profitably write the small business accounts (landscapers, small contractors, sub-$5K premium risks) the traditional process makes uneconomic.
09/28/2021 · 5 min read
Four lessons from 400 episodes: consistent prospecting beats every other growth lever, multi-line at point of sale beats cross-sell-later, three excellent hires beat six mediocre ones, and clean systems before scaling beats activity without infrastructure. Branding and tech don't fix what behavior won't.
09/27/2021 · 6 min read
Seven staff principles that separate well-run agencies: clarity beats motivation, real-time feedback beats annual reviews, recognition isn't optional, culture is what you tolerate, hire attitude train skill, weekly one-on-ones, and exit promptly with grace.
09/25/2021 · 5 min read
Action is the only currency that builds an agency. Replace planning with testing. Set a 20-minute timer, take the imperfect version of the one move you've been preparing for, then learn and run the next imperfect version. Fifty slightly better actions beat the perfect plan.
09/24/2021 · 6 min read
The agency owners who build great teams share two characteristics: they have high hiring standards and they act on performance problems quickly. Most owners have the first or the second, rarely both.
09/23/2021 · 6 min read
Independent agents win the next decade by deploying client-facing technology (digital quote, bind, service) before back-office optimization, building a deliberate niche from the patterns in their highest-LTV clients, and making succession or acquisition decisions on their own timeline rather than under consolidation pressure.
09/22/2021 · 5 min read
Independent agents face a real channel shift: rising agent age, accelerating consolidation, and direct-to-consumer erosion in personal lines. The defensible opportunities are commercial lines (where complex risk requires advice), digital adaptation, and carrier relationships built like partnerships, not vendor management.
09/20/2021 · 5 min read
Stop the backslide by tracking behavior metrics (call volume, contact rate, quote conversion, referral asks) on a weekly dashboard with thresholds that trigger defined responses. Complacency softens the behaviors that produced growth, one small concession at a time. Recover sequentially: one behavior at full intensity for 30 days.
09/20/2021 · 5 min read
Spot agency backslide early by watching leading indicators (new business conversion rate, 90-day cancellation rate, team activity volume, retention by cohort) instead of waiting for monthly production to drop. Catch the slide while it's people drift or process decay, before culture changes turn into revenue changes.
09/18/2021 · 5 min read
Serial entrepreneurs compound pattern recognition across businesses, not within one. The combination that builds durable agencies pairs eye-of-the-tiger competitive drive with heart-of-gold investment in people. Drive sets standards. Care builds teams that outperform extractive cultures over time.
09/18/2021 · 6 min read
Dave Williams's serial-entrepreneur framework pairs competitive drive (eye of the tiger) with personal integrity (heart of gold). Treat failure as information, not identity. Anchor drive to specific people in your life so it sustains. Character compounds because the insurance product is trust.
09/17/2021 · 6 min read
Insurance hiring is brutal because licensing filters out potential, commission scares off salaried candidates, and the industry lacks employer brand recognition. Survive by running a warm pipeline year-round, shortening your interview process, and testing behavior instead of trusting resumes.
09/16/2021 · 6 min read
Private flood beats NFIP on higher limits, replacement-cost contents, 24-to-48-hour bind versus the 30-day NFIP wait, and broader coverages like business income. Build flood into every coverage review, get an MGA appointment alongside your NFIP access, and document every client's decision in writing.
09/15/2021 · 5 min read
Most agents assume clients in low-risk zones don't need flood. More than 40% of NFIP claims come from outside high-risk zones. Document the flood conversation, learn NFIP Risk Rating 2.0, and quote private flood for higher limits and replacement-cost settlement before clients find the gap after a loss.
09/15/2021 · 10 min read
Agents commonly leave clients underinsured: NFIP building caps at $250K, contents are sub-limited, and the 30-day waiting period traps clients who buy reactively. NFIP Risk Rating 2.0 changes pricing, and private flood offers higher limits, broader coverage, and shorter waits worth quoting on every account.
