Page 27 of 43 · 845 total episodes
06/17/2021 · 11 min read
Profitable insurance Facebook ads need a three-stage funnel (cold for awareness, retargeting for warmed clickers, direct offers and lookalikes at the bottom), 20% budget increases at most every two weeks, creative refreshed every two to three weeks, and ad spend treated as capital allocation, not as cost to minimize.
06/14/2021 · 5 min read
The conversations agency owners avoid (with underperforming staff, difficult clients, and their own reflection) are exactly the conversations that determine whether the business grows or stalls. Courage isn't a personality trait. It's a business skill, and operators who practice it consistently are the ones building something worth owning.
06/11/2021 · 6 min read
Play the hero role with insurance clients by leading with discovery (not quotes), being proactive about coverage gaps before renewal, showing up advocate-style at claim time, and owning the client outcome. Heroes get the referrals and the retention. Order takers get the price shoppers.
06/10/2021 · 6 min read
Execute brand by capture, not creation. Note three personality adjectives, voice-memo real client stories as they happen, publish one honest post a week, and measure conversations started, not follower counts. Authenticity compounds. Outsourced voice doesn't.
06/09/2021 · 6 min read
Insurance branding is not your logo. It's the personality, point of view, voice, and emotional hook that make you irreplaceable in your market. Build the brand and price stops being your only differentiator. Skip it and you're a placeholder competing on whoever answers the phone first.
06/07/2021 · 5 min read
Internet leads work when you call within five minutes, run a five-to-seven touch follow-up across calls, texts, and emails, and measure cost-per-bound-policy instead of cost-per-lead. The leads are not the variable. Speed, persistence, and process are. Agents who blame the channel are losing share to the ones with systems.
06/04/2021 · 6 min read
Four TeleFunnel stages, four conversion rates: contact (target 60 to 80 percent), quote (60 to 75 percent), close (25 to 40 percent), bind-to-issue (90 percent plus) and first-year retention (80 percent plus). Track every stage to diagnose exactly which leak you have. Each leak has a different fix.
06/03/2021 · 6 min read
AIA delivers value to independent agents through vetted technology stacks at preferential pricing, marketing and lead generation programs, compliance support, and structured peer groups. The agents who get the most engage actively; passive carrier-access members see almost no ROI.
06/02/2021 · 5 min read
Patrick Albrecht of AIA argues that the right insurance network adds operational value beyond carrier access: vetted technology, real training and best practices, and business development support in marketing, referrals, and cross-sell systems most independent agents pay tuition to learn alone.
05/31/2021 · 5 min read
Killing with kindness is a retention machine, not a soft skill. The standard runs on systematic touchpoints, genuine problem ownership, and a same-day response rule. Build it into the system instead of relying on whoever picks up the phone.
05/28/2021 · 5 min read
Real coaching starts with the agent's self-assessment, moves into exploration questions instead of prescriptions, and ends with the agent naming the specific change they will make and why. Anything else is management, performance review, or cheerleading dressed up in coaching language.
05/27/2021 · 6 min read
Protect your insurance agency with three documentation practices: a same-day confirmation email after every substantive client interaction, a written record any time a client declines a coverage you offered, and an annual review that documents the conversation. Stop guessing when you don't know. Say so and follow up in writing.
05/26/2021 · 5 min read
Insurance attorney Galen Hair names the three legal vulnerabilities that produce most agent E&O claims: verbal coverage promises that never made it in writing, undocumented declined coverages, and skipped renewal conversations. Documentation is the legal foundation. E&O is backup, not strategy.
05/24/2021 · 5 min read
Skip voicemails in the first 30 to 60 minutes after a lead submits, dial rapid-fire for live contact instead. Leave voicemails only on aged leads or after the first-contact window closes, and make them specific enough to earn a callback.
05/21/2021 · 5 min read
Drill four elements before opening the rating system: prior claim experience, the life-change trigger that brought them in, the right way to ask about budget, and the full decision process. Skip these and your quote is technically accurate and emotionally irrelevant.
05/20/2021 · 6 min read
Four process updates: discovery that opens with what the prospect already learned, presentation that hits only the three things they care about, value-based follow-up on a three-touch sequence inside 48 hours, and a digital referral layer. Run one update at a time for 30 days and measure.
05/19/2021 · 5 min read
Modern prospects arrive pre-researched. Update the sales process: start with a strong digital footprint, contact inbound leads in minutes, run a discovery that asks what they've already learned, then fill the actual gaps. Trust is built fast through consultant-level honesty, not scripted objection handling.
05/17/2021 · 5 min read
EQ in insurance sales is three trainable skills: reading the prospect's emotional state accurately, resetting your own state between calls so residue doesn't bleed forward, and staying calm when a client escalates. Agents who develop these close more, retain more, and burn out less.
05/14/2021 · 6 min read
Agents recover energy by reconnecting with meaning (call a real client about a real win), building a small-wins streak (three controllable daily targets, five days in a row), and operating at the edge of capability instead of in the comfort zone. Waiting in the chasm makes it permanent.
05/13/2021 · 6 min read
To implement an AI chatbot in your agency, deploy on digital inbound leads first, change agent workflow to treat pre-qualified appointments differently than cold callbacks, and budget a 90-day calibration ramp. Done right, contact rates on internet leads move from under 50% to above 70%.
