Page 38 of 43 · 850 total episodes
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.
01/27/2020 · 7 min read
Cody Askins built four insurance companies and crossed $5M in sales by age 28 by treating growth as an investment, not a reward. He hired before revenue justified it, ran multi-company architecture instead of one agency, and removed decision fatigue from daily production.
01/24/2020 · 7 min read
Agency ownership in a catastrophe-prone market like Colorado requires deep local risk expertise, education-first selling, strategic carrier relationships, and real community presence. The compound effect of referrals, retention, and book equity kicks in around year four or five, but only for agents who keep going.
01/22/2020 · 7 min read
Run an agency through physical pain by separating discomfort from danger, modifying how you work (standing desks, video calls, walking meetings), and treating every shutdown as a systems audit. The fix is delegation and prevention, not toughness.
01/20/2020 · 7 min read
Bill Cline survived year one of agency ownership by accepting the valley (months 4-8) as a feature, banking 12 months of personal living expenses on top of business capital, outworking larger agencies on response time, and investing in community presence before digital spend. Track warm-market vs cold-market close rates separately.
01/17/2020 · 7 min read
Use a smartphone to record daily 45-second hook-value-CTA videos answering real client questions. Video builds trust faster than any other medium because prospects evaluate a person, not a claim. Nicholas Sakha's phone-camera content compounds into a 24/7 lead engine.
01/15/2020 · 6 min read
Three enemies stall most insurance agencies: complication (adding unnecessary steps as preparation), hesitation (waiting for 100 percent certainty instead of moving at 70 percent), and excusenation (treating conditions as reasons to surrender). Strip every project to version 1.0, set a 48-hour decision rule, find one agent winning anyway.
01/14/2020 · 7 min read
Captive agency growth comes from three places: diversifying lead sources so no single channel exceeds 40% of new business, cutting first-contact time to under five minutes, and treating retention as the highest-leverage growth activity available. An agency improving retention by 10 points can double its net growth rate.
01/10/2020 · 6 min read
Build breakthroughs across mind, body, and business by treating them as one system: daily mental training, four workouts a week with seven hours of sleep, and documented agency systems that run independent of the owner's energy. Discipline transfers from one domain to all three.
01/08/2020 · 6 min read
Rejection on a sales call fires the same threat response as physical danger, and your reptilian brain hijacks the conversation. Retrain it with high-volume call exposure, environment design, box breathing for vagus reset, and pattern-interrupt questions when you feel activation rising.
01/06/2020 · 6 min read
Build a tribe in four steps: proximity through in-person community presence, shared identity clients can belong to, co-creation that puts them in your content, and generosity with no strings. Track referral rate, not just policy count. Fans refer. Customers shop.
01/03/2020 · 7 min read
Grant Botma cut turnover to near zero over a decade by hiring for values alignment, onboarding around mission before skills, weaving purpose into weekly rhythms, and modeling the values himself when it costs him something.
01/01/2020 · 7 min read
Resolutions fail because they are wishes without structure. About 80% are dead by mid-February. Replace them with an honest audit, three specific targets, 90-day sprints, a weekly scoreboard, and an external accountability partner. That is the revolution that produces a different year.
12/30/2019 · 7 min read
Fix the insurance hiring crisis with a five-stage system: define the role before posting, write a job ad that sells, run scored structured interviews, install a written 90-day onboarding plan, and start retention on day one. Most agencies have a process problem, not a talent problem.
12/27/2019 · 7 min read
Stefan Aarnio's three closing pillars translated for P&C: expect the close before you open your mouth, treat every objection as a buying signal that maps the path to yes, and compress the timeline (present and close same call, not next week). Ask for the business more than once.
12/25/2019 · 7 min read
An agency accountability system has four parts: clear daily numbers per role, daily visibility for the person and the manager, a 10-minute morning huddle plus 5-minute end-of-day report, and real consequences and recognition tied to the numbers. The owner has to be inside the system, not exempt from it.
