Page 36 of 42 · 834 total episodes
04/03/2020 · 7 min read
Direct mail works for insurance agencies because the mailbox is the channel competitors abandoned. Run targeted lists (homeowner value brackets, vehicle data, renewal windows), test creative with a clear offer, mail three times in 90 days, and track every response on a dedicated number. Frequency plus targeting beats one-off blasts.
04/01/2020 · 7 min read
Kirk Baker uses Team By the Minute to delegate service tasks on demand instead of carrying full-time overhead. The model only works because he documents every process first, defines what done looks like, and measures the output instead of the activity.
03/30/2020 · 7 min read
Eric Brown of Crashtech Accident Investigation explains the claims truth no one tells clients: police accident reports are often wrong, fault determinations can be challenged with reconstruction, and agents who understand the post-crash process become trusted advisors instead of replaceable vendors.
03/27/2020 · 7 min read
Joy is a performance condition, not a luxury. After 21 years in business, Katherine Kinney argues that operators who stay energized make better decisions, attract better clients, and last longer than those running on fumes. State is trainable, and the work is operational.
03/25/2020 · 6 min read
Email your whole book with a human note from the owner, shift ad messaging from price to context, and double down on social, email, and Google while competitors go dark. Manage remote teams with daily five-minute check-ins, transparent activity metrics, and acknowledgment of what staff are dealing with at home.
03/23/2020 · 6 min read
Build predictable insurance sales by tracking your own ratios (doors or calls to appointments, appointments to demos, demos to closes), then reverse-engineer monthly production into daily activity targets. Daily consistency compounds. Heroic sprints followed by burnout don't. The rejection is the training.
03/20/2020 · 6 min read
Kelly Donahue-Piro transforms insurance agency performance by replacing instinct with measured close rate, items per household, and retention. The biggest wins come from turning service calls into 15 to 25 percent items-per-household lift through trained, accountable cross-sell.
03/18/2020 · 5 min read
Treat uncertainty as a condition to operate in, not a problem to solve. Lean on existing relationships, accept that figuring out video selling and remote staff will involve repeated failure, and treat humor as load-bearing infrastructure. Confidence based on conditions being normal collapses the moment they aren't.
03/16/2020 · 6 min read
Jack Wingate automates routine activity and protects his time using a Faith, Family, Friends, Entrepreneur priority stack. Automate anything that doesn't need a human judgment call, assign clear ownership to the rest, and block life priorities on the calendar before the business claims them.
03/13/2020 · 7 min read
Data-driven insurance marketing means using the information already sitting in your AMS for four levers: predictive targeting on life events, lookalike modeling from your best clients, retention intelligence that flags at-risk accounts before they cancel, and campaign optimization that compounds over time.
03/11/2020 · 6 min read
Most P&C agency underperformers are misplaced, not bad hires. Sort your team into hunters, farmers, and operators using behavioral signals: what they gravitate to, where they outperform, and what energizes them. Move them into roles aligned with their wiring and watch the numbers move.
03/09/2020 · 6 min read
Troy Korsgaden's power positioning runs three levels: market clarity (a surgically narrow ideal client), value architecture (systematized differentiated services), and authority positioning (content, speaking, media). Lifts close rate, retention, and referrals because effort gets strategic leverage.
03/06/2020 · 6 min read
Peter Fournier's four lessons: show up before you feel ready, the sale happens in the follow-up (not the first call), your network compounds over decades, and ego kills growth. Apply all four consistently and the career produces results no shortcut can.
03/04/2020 · 6 min read
Insurance agents burn out because motivation is treated like a feeling instead of an output. Engineer it with three engines: clarity of purpose tied to specific numbers, environmental design that makes the right behavior easy, and daily metrics that close the feedback loop between activity and result.
03/02/2020 · 6 min read
Win commercial insurance by replacing the pitch with questions about the business, running 90-day pre-renewal reviews, and scheduling annual coverage audits. Lead with expertise, not price. A $5K BOP can compound into a $50K multi-line account over 3 to 5 years when the agent operates as a partner.
02/28/2020 · 6 min read
Raghav Tanna built Tarmika, a commercial lines comparative rater, after years of manually entering the same data across multiple carrier portals as a producer. Agencies writing commercial lines without a comparative tool burn hours per quote and lose deals on speed alone.
02/26/2020 · 6 min read
Always Be Recruiting because a bad hire costs an agency $50K to $150K and an empty producer seat costs $5K to $15K per month. Build a candidate profile, run behavioral assessments before interviews, keep a bench, and systematize the pipeline so you hire from strength, not panic.
02/24/2020 · 6 min read
Robby Burton modernized a 129-year-old agency by fixing operations before marketing, putting relationships ahead of technology, and protecting culture as a competitive moat. New tools serve the client relationship instead of replacing it, and every change gets filtered through the agency's identity.
02/21/2020 · 6 min read
Neal Tricarico's sales process framework prevents poor production by scripting critical moments, requiring daily practice, measuring inputs not just outcomes, and eliminating decision fatigue. Process beats talent because a documented system survives turnover and a star closer never can.
02/19/2020 · 7 min read
Grow an agency faster with four moves: show up daily with mechanical consistency, give educational value before asking for business, ruthlessly simplify to two or three highest-leverage activities, and shift identity from "agent who markets" to "marketer who happens to sell insurance."