Page 6 of 42 · 834 total episodes
08/23/2024 · 5 min read
Decide between outsourced and in-house insurance telemarketing by calculating the full economics of each (including your owner-management hours), tracking cost-per-appointment instead of cost-per-dial, and writing a detailed script and qualification spec. In-house fails on management capacity. Outsourced fails on under-specification.
08/21/2024 · 6 min read
Escape the Dunning-Kruger valley with deliberate practice, not repetition. Recognize the dip as a learning phase, get a mentor who has been through it, run a documented sales process so data points to the root cause, and keep a failure archive that converts expensive losses into institutional learning.
08/16/2024 · 5 min read
Avoid costly insurance lead generation mistakes by measuring cost per bound policy (not cost per lead), matching every channel to your ideal client profile, testing with 200 to 500 leads before scaling, and diversifying sources strategically. Cheap leads that don't close are the most expensive ones.
08/07/2024 · 5 min read
The telefunnel is a three-phase insurance agency growth system: a dedicated dialing specialist generates conversations, an appointment setter qualifies them, and a licensed producer closes the policy. Roles are separated, every stage is measured, and revenue becomes predictable. Volume work stops eating closer time.
07/26/2024 · 6 min read
Manage a remote insurance team by replacing implicit office accountability with explicit systems: hire only candidates who can articulate a personal productivity system, require daily CRM metric logging, run cameras-on team meetings, and schedule quarterly in-person gatherings.
07/24/2024 · 6 min read
Build a producer team that actually closes by defining 30/60/90-day success milestones in numbers, running behavioral past-action interviews, matching candidate motivation type to your culture and comp plan, and treating onboarding as the final phase of the hiring decision.
07/02/2024 · 5 min read
Sell life insurance and final expense to your P&C book by acknowledging the discomfort openly, framing funeral costs of $8,000 to $12,000 as a real family burden, using life-event trigger questions in every annual review, and running a systematic but gentle follow-up cadence.
06/27/2024 · 5 min read
Build a durable agency in year one by setting culture intentionally, using humor as a leadership tool, treating painful lessons as durable infrastructure, starting with direction not a perfect plan, and investing in peer relationships with more experienced owners who'll tell you the truth.
06/25/2024 · 5 min read
Justin Brock's $70 million agency runs on three layers: an AI content engine that earns attention, an automation layer that handles every non-judgment task, and a human team focused only on discovery, needs analysis, and the close. Each layer feeds the others.
06/20/2024 · 5 min read
Justin Brock scaled to a $70 million insurance agency by treating AI and automation as core infrastructure, not add-ons. Automate high-volume, low-judgment work first, preserve humans for the close, and design every system for ten times your current size.
06/11/2024 · 5 min read
Retention is the hidden growth engine in an insurance agency because a $2,800 client retained six years is $16,800 in premium. When you model lifetime value correctly, you can spend three times more per lead and still win. Build a 90-day onboarding and cross-sell every monoline.
06/06/2024 · 5 min read
State your role and context, define audience precisely, name the exact outcome, drop in a good example, write in plain language, specify format and length, ask for three variations, and iterate. Apply those eight principles and ChatGPT output goes from generic to useful in one prompt.
06/04/2024 · 5 min read
Use ChatGPT to draft client emails, follow-up sequences, social content, FAQ scripts, training material, and objection brainstorms. Start with a problem you already have, build a saved library of proven prompts, and train your team. AI amplifies P&C expertise. It does not replace it.
05/30/2024 · 5 min read
Adapt to AI in P&C by using it for volume and humans for value. Let AI draft follow-up email, FAQ replies, social copy, and quote nurtures. Reserve human time for needs analysis, claim navigation, and relationship calls. The advisor who compounds trust gets multiplied; the speed-only mid-performer gets disrupted.
05/21/2024 · 5 min read
Build an insurance referral system by asking immediately after a win, using a specific named-profile ask, planting the referral seed in onboarding, partnering with three to five adjacent professionals, and tracking every referral source in your CRM. Referred leads close at 50% or higher.
05/16/2024 · 5 min read
Free 20+ hours per week by automating four agency workflows: a centralized CRM logging every interaction, automated email/text follow-up sequences (new lead, quote, annual review), dialing efficiency tools that double dial volume, and renewal/birthday/cross-sell triggers.
05/14/2024 · 5 min read
Craft an insurance agency UVP by naming the specific client you serve, the specific problem you solve, and the specific outcome you deliver. Pull the language from real client reviews, run three versions on outbound calls, and replace every generic claim with a verifiable differentiator.
05/09/2024 · 5 min read
Scale your agency by moving from operator to architect: hire to roles with defined KPIs, document your three highest-volume processes, run weekly standups to known numbers, and protect margin with intentional pricing. The behaviors that got you to $500K block you from $2M because you are the bottleneck.
04/25/2024 · 6 min read
Solve persistent agency problems with the scientific method: observe with specificity, generate multiple hypotheses, test the most likely one, measure honestly, and iterate. Gut-feel produces personnel responses to process problems. Investigation produces resolutions that actually hold past 90 days.
04/23/2024 · 6 min read
Let someone go without destroying agency culture by making sure it isn't a surprise (clear expectations long before), preparing the exact words in advance, handling pay and references quickly, and showing calm forward-looking leadership to the remaining team in the days after.