Page 30 of 43 · 850 total episodes
03/08/2021 · 6 min read
Most agency anxiety is a visibility problem. Run accountability across four domains, production (daily leading indicators, not just monthly close), activity (calls, follow-ups, asks), service (response time, first-contact resolution, errors), and owner (external coach or peer group). Knowing the numbers is what kills the anxiety.
03/05/2021 · 7 min read
Build an agency that runs without you by converting processes into systems (steps plus the why, trigger, and exception protocol). Audit your five most important recurring activities, record your best operator doing them on Loom, transcribe to a checklist, test with a non-expert, then run the owner exit test.
03/03/2021 · 7 min read
Krista Mashore's full marketing playbook for insurance agents runs on a content ecosystem, four repeatable formats, and a small retargeting budget. Spend ten dollars a day on warm audiences, publish FAQ video and direct-to-camera takes, and the funnel builds itself.
02/28/2021 · 6 min read
Krista Mashore teaches insurance agents to sell by inverting the transaction. Build trust first with authentic video that answers real customer questions, publish consistently, and the close conversation happens at the end of a relationship instead of at the start of a price war.
02/26/2021 · 6 min read
Stop competing on price by defining a blue ocean: niche by industry (contractors, restaurants, trucking), by life stage (first-time buyers, retirees), or by service model (premium high-touch). Commit for 12 to 24 months and the referral flywheel beats lead-vendor scraps.
02/24/2021 · 6 min read
After a record month, name the specific numbers, recognize individual contributions, then reset daily execution standards to match the behavior that produced the win. Lock in the new floor before raising the ceiling. The danger month is the one after the record, when habits quietly loosen and results slide back.
02/22/2021 · 6 min read
Build an agency that runs without adrenaline by adopting a training identity over a sales identity, designing the environment to remove friction, rehearsing tough conversations, and coaching producers with granular, impersonal feedback ('your contact rate is 23%; top is 41%').
02/19/2021 · 6 min read
Lyneil Mitchell, a former athlete turned agency owner, runs the wobble diagnostic: when production dips, isolate the specific mechanical deviation (close rate, contact rate, average premium) and correct that one variable, not the whole system. Athletes train so execution is automatic. So should agents.
02/17/2021 · 6 min read
Stories close insurance better than statistics because actuarial data activates rational processing while a specific client claim story activates the emotional processing that drives buying decisions. Every working story has a real person, a near-miss tension, and the coverage as the difference. Keep it under two minutes.
02/15/2021 · 6 min read
Insurance agents who complain less grow faster because complaining feels productive but burns the time and attention that builders spend responding. Run a one-week complaint audit, categorize every gripe as within or outside your control, and shorten the gap between problem and response.
02/12/2021 · 6 min read
Run father-son agency disagreements by entertaining the other side's read as real, not as courtesy. Make succession gradual so clients move with the brand. Younger producers connect faster with thirty-something households who will not renew on inertia alone.
02/10/2021 · 6 min read
A father-son insurance alliance works when roles are complementary, not duplicate, and the senior partner transfers carrier relationships, client trust, and reputation gradually. The Kamperts built theirs deliberately, with David anchoring credibility while Joe handles the next-generation digital side.
02/08/2021 · 6 min read
Prepared agencies have four structural buffers: diversified lead sources so no single channel is above 60% of new production, multiple carrier relationships, a book not dependent on any one producer, and three to six months of cash. Build them before you need them.
02/05/2021 · 6 min read
Track three numbers weekly: cost per acquisition by lead source, close rate by lead source and producer, and policies per new household. Build the manual habit for eight weeks before automating reports. The agencies that scale make marginally better decisions over time, not dramatic pivots.
02/03/2021 · 6 min read
Captive agencies grow year over year by working retention as active outbound contact, hiring for capability not capacity, and auditing weekly activity for what actually drives production. Protect prospecting time first. The captive model holds up when the agent stops resenting it.
02/01/2021 · 6 min read
Captive agents who grow inside Farmers run three plays: multi-line density on every household from the first call, active use of carrier programs and MDF other agents ignore, and renewals worked as prospecting touchpoints rather than retention checks. Mindset filters the noise.
01/29/2021 · 6 min read
Real social media presence for an insurance agent is consistent (three posts a week for six months), personal (your face and voice, not carrier graphics), educational (umbrella coverage, post-accident steps, premium changes), and platform-targeted (Facebook for homeowners, LinkedIn for commercial). Results land at month six.
01/25/2021 · 6 min read
Standard homeowners policies exclude flood. Roughly 25% of NFIP claims come from outside high-risk zones, and the NFIP carries a 30-day waiting period that traps reactive buyers. Talk flood with every residential client, learn the private market, and document acceptance or decline in writing.
01/22/2021 · 6 min read
Four knowledge pillars build a real insurance agency: product knowledge, self-knowledge, market knowledge, and systems knowledge. Most owners have one and a half. Score yourself honestly, pick the weakest pillar, and commit one specific improvement this quarter. Lifting the lowest pillar raises the ceiling on everything else.
01/20/2021 · 6 min read
Build peak agency performance with three daily non-negotiables: seven to nine hours of sleep, 30 minutes of intense movement four days a week, and intentional nutrition. Periodize the year with peak campaigns and deload weeks so the operator never breaks.
