Page 37 of 43 · 845 total episodes
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."
02/17/2020 · 7 min read
Ryan Hanley has spent his career helping individuals and organizations create meaningful long-term growth through content strategy and marketing. His framework for insurance agents replaces short-term tactics with sustainable systems that compound over time.
02/14/2020 · 7 min read
Turn an agency disaster into redemption with three moves: accept that the problems start with the owner, shrink to profitability before rebuilding, and reinstall the daily fundamentals (prospecting, follow-up, metric tracking) that built the agency in the first place.
02/12/2020 · 6 min read
Craig's three worst leadership mistakes: micromanaging instead of leading (his top producer quit), only giving feedback when things went wrong, and hiring fast then firing slow (one bad 8-month hire cost $40K+). Fix the ratio to 3:1 positive to corrective, define decision boundaries, act on poor fit inside 30 days.
02/10/2020 · 7 min read
John Lee Dumas built Entrepreneurs On Fire into one of the most successful business podcasts in history. His principles of discipline, content creation, and audience-first thinking apply directly to insurance agents who want to grow beyond their current ceiling.
02/07/2020 · 7 min read
Start with the operational pain, not the tool. Sort tech into two buckets: sell-more (CRM, lead management, digital marketing) and serve-better (client portals, automated renewals, text messaging). Spend 10x on training what you spend on the software. Measure adoption first, then results.
02/05/2020 · 6 min read
Three operational moves for P&C agents this year: reverse-engineer your income goal into a daily contact number you can hit before lunch, build a referral system with a trigger, a specific script, and CRM tracking, and time-block the first three hours of every day for revenue-generating activity only.
02/03/2020 · 7 min read
Rob Kulessa dominates Medicare sales by setting up inside Walmart stores where Medicare-eligible seniors already shop, showing up the same days and times every week, and using authentic high-energy personality to turn confused enrollees into lifelong clients. Specialists in a narrow lane outearn generalists every time.
01/31/2020 · 7 min read
PJ Lewis built an insurance agency from nothing by starting before he was ready: licensed at 18, file clerk by day, prospecting cold by night. The blueprint is internal locus of control, full-stack operational learning, and stabilizing yourself before scaling anything else.
01/29/2020 · 6 min read
Pick three to five daily revenue activities (calls first, handwritten notes, one piece of content, five-minute number review) and execute them every day. Thirty calls daily produces about 150 policies a year; the same calls in one sprint week per month produces 36. Consistency wins.
