Page 34 of 43 · 850 total episodes
08/24/2020 · 6 min read
The one agency practice that produces both growth and happiness: full presence in whatever domain you're currently in. On the prospect call, fully on the call. With family, fully there. Built on protected calendar blocks and transition rituals between modes.
08/21/2020 · 6 min read
Run a five-area self-assessment in writing every quarter: personal production habits, response to adversity, relationship with discomfort, awareness of your blind spots, and ability to develop people. Comfort is not a growth strategy. Your agency reflects your current level of development.
08/19/2020 · 6 min read
Garrett J. White's wake-up call for insurance agents: you cannot build a great agency on a broken personal foundation. Standards aren't departmental. Inventory the areas where you tolerate mediocrity outside the office, pick the most neglected one, and close the gap. Owner standard sets team standard.
08/17/2020 · 5 min read
Insurance agency owners develop leadership by practicing three skills: clear expectations, consistent accountability, and coaching instead of fixing. Leadership is not innate. It's a learnable craft built through repetition, the same way you learned to sell.
08/14/2020 · 6 min read
The only thing that increases insurance sales today is more conversations with prospects. Not better scripts, not a new dialer, not a rebrand. If you are having five real prospect conversations a day and you need to double your production, double the conversations. The math is that direct.
08/12/2020 · 7 min read
Frame of Mind Coaching rewires leaders at the belief level, not the behavior level. Kim Ades uses a structured journaling diagnostic to find the thinking that produces stuck results, then deliberately installs a new frame. Skills change nothing if the underlying beliefs still cap the ceiling.
08/07/2020 · 7 min read
Letting go of ego is the producer-to-leader transition every agency owner has to make. Stop closing deals your team could close, stop rescuing every process failure, ask for help visibly, and let decisions get made without you in the room.
08/05/2020 · 7 min read
Winning final expense takes deep product knowledge, empathy over urgency, systematic follow-up, and a referral-led lead mix. Face amounts run $5,000 to $25,000. Seniors price-shop less when trust is real. Disciplined producers build the most stable books in life insurance.
08/03/2020 · 6 min read
Agencies plateau when they optimize a model with a fixed ceiling instead of questioning the model itself. Question your defaults, import ideas from outside insurance, run small experiments, and learn from failures faster than successes. In a market moving this quickly, staying with the same playbook is not neutral.
07/31/2020 · 6 min read
Self-discovery is the engine of agency growth. Build an accurate operator map of yourself in three areas: how you handle uncertainty, what you actually want the agency to be, and where your confidence is real versus performed. That map raises the ceiling.
07/29/2020 · 6 min read
Before posting on social media, learn how each platform actually works: post native content, understand engagement velocity, and target a specific audience instead of broadcasting. Observe each platform as a consumer for 30 minutes, study top accounts in your niche, then create.
07/27/2020 · 7 min read
Overcome fear in insurance by deciding in advance that you'll move anyway, not by trying to feel fearless. Build the mindset on three things: clarity of purpose, a documented track record of pushing through, and a short window between awareness and action.
07/22/2020 · 6 min read
Bryan Falchuk sees insurance reshaping around agents who update their identity from salesperson to trusted advisor faster than the market moves. Survivors close knowledge gaps with curiosity instead of defensiveness, write down what they believe the industry looks like in five years, then build the version of themselves it requires.
07/20/2020 · 7 min read
Insurance is not dead. Disruption is a filter, not a threat. Survivors double down on depth over breadth, get genuinely good at the human stuff, study change before they react, and refuse to participate in the doomsday loop. Mindset is the operating system underneath every system.
07/17/2020 · 6 min read
Most agency problems start with the owner, not the market or the team. Audit your own patterns, communication gaps, enforced standards, and what you have been tolerating. The leader who goes first on self-reflection unlocks every other change.
07/15/2020 · 6 min read
AI is already reshaping underwriting, claims, and customer-facing comparison tools at the carrier level. Build AI literacy now, automate the work that does not require your judgment, and double down on relationships, expertise, and advocacy. Agents competing on price and speed lose to machines.
07/13/2020 · 6 min read
Self-accountability for agency owners is a four-step diagnostic: name the specific result you don't want, trace it back through behavior to decision to belief, identify one measurable behavior change inside your control, then run it for 60 days without negotiating. External conditions are real but they aren't the lever.
07/10/2020 · 6 min read
A coaching culture creates team cohesion through regular developmental one-on-ones, structured skills practice on real client scenarios, specific timely feedback, and peer coaching. The owner gets coached first. Cohesive teams retain clients better, refer more, and keep top producers longer.
07/08/2020 · 6 min read
Randy Thompson runs his captive agency with a coach's operating system: develop people, not just train them; treat clients as diagnostic conversations, not pitches; and break production plateaus by addressing the mindset ceiling, not the market.
07/06/2020 · 7 min read
Unify your team around a vision by saying the mission in one clean sentence, connecting every role to it, building a usable success mantra, making the values visible in daily decisions, and earning buy-in by showing you care. A vision only in the owner's head is private aspiration, not culture.
