Page 6 of 41 · 820 total episodes
05/16/2024 · 5 min read
The right technology stack doesn't just save time — it makes your agency scalable without hiring your way to chaos. Here's how to audit, automate, and actually use the tools available to you.
05/14/2024 · 5 min read
In a sea of sameness, most insurance agencies sound identical. Learn how to build a UVP that makes prospects stop scrolling, pick up the phone, and choose you over every other option.
05/09/2024 · 5 min read
Most agents hustle harder when growth stalls — but the ones who actually scale have learned to work smarter. Here's the strategic playbook for sustainable agency expansion.
04/25/2024 · 6 min read
Jason Feltman makes the case for bringing a scientific, data-driven approach to the problems that drain insurance agency productivity — and why clear processes are the prerequisite for every solution that lasts.
04/23/2024 · 6 min read
Saying goodbye to a team member is one of the hardest things an agency owner does. Done well, it strengthens culture. Done poorly, it poisons the team. Here's the framework for doing it right.
04/18/2024 · 6 min read
Research shows people retain only 25% of what they hear. Craig breaks down the active listening techniques that dramatically improve sales conversations, client retention, and conflict resolution in any agency.
04/16/2024 · 6 min read
In-N-Out Burger built a cult following with four menu items. The same radical focus that keeps their lines long can make your P&C agency consistently outperform competitors who try to do everything.
04/09/2024 · 6 min read
Matching and mirroring, reframing objections, and anchoring positive associations are the tools that top agents use to build rapport beyond scripts. Here's how to use them ethically and effectively.
04/04/2024 · 5 min read
People decide emotionally and justify logically. These five psychology-backed sales principles help insurance agents build genuine rapport, credibility, and trust that translate into better outcomes for everyone.
04/03/2024 · 6 min read
After covering what doesn't work, Craig and Jason get direct: real-time internet leads are the foundation, live transfers have a role but serious limits, and direct mail is not what you think it is.
04/02/2024 · 6 min read
New P&C agents keep repeating the same marketing mistakes. Craig and Jason lay out exactly why cold calling, generic email blasts, and social media ads are a losing game — and what to do instead.
03/28/2024 · 6 min read
The biggest hiring error isn't picking the wrong candidate — it's not being in the market until desperation forces you. Craig and Jason break down five strategies for hiring before you need to.
03/26/2024 · 6 min read
Richard Feynman's famous learning technique, adapted for insurance, gives agents a four-step framework that simplifies complex coverage concepts for clients and deepens agents' own mastery simultaneously.
03/18/2024 · 5 min read
Pushing 100% on four hiring pillars while ignoring a fifth is worse than hitting 80% on all five. Craig and Jason's talent acquisition framework explains why balance beats intensity every time.
03/06/2024 · 6 min read
Jorge Carbonell gets tactical on the lead systems, producer development frameworks, and growth strategies that keep his agency thriving regardless of market conditions. Part 2 of 2.
03/04/2024 · 5 min read
Agency owner Jorge Carbonell has mastered something most insurance owners never do: adapting to continuous change without losing team cohesion, personal resilience, or forward momentum. Part 1 of 2.
02/26/2024 · 5 min read
The most expensive line item in your agency isn't your lead budget or your rent. It's the wrong person in the wrong seat — and most agency owners can't see it until the damage is done.
02/23/2024 · 5 min read
Short-term competitions and activity-based incentives aren't gimmicks — they're precision instruments for breaking through performance plateaus. Here's the blueprint that actually works.
02/19/2024 · 5 min read
Even a mediocre salesperson following a solid process can outperform a talented one without one. Craig and Jason break down why fixing your process is the highest-leverage move your agency can make.
02/14/2024 · 6 min read
Larry Nisenson gets tactical on the specific objections that derail long-term care conversations — and the narrative tools that move advisors and clients past resistance into genuine protection decisions. Part 2 of 2.