5 Tips for Running a Multimillion-Dollar Insurance Sales Team

She was three months into the new hire. The producer was showing up, making dials, closing a few. But something was off — and the numbers finally told the story.

In this episode, Craig and Jason sit down with Craig Pretzinger & Jason Feltman for a conversation that cuts right to what matters. No rehearsed talking points — just an experienced agent sharing what they've learned the hard way, including the mistakes that cost them the most money and time.

The Problem Nobody Talks About

Welcome, welcome, welcome. And today I'm going to bring you my top five tips after years of running a multimillion dollar sales team.

That framing matters because it shifts the conversation from 'what do I do?' to 'what am I doing wrong?' — and those are very different questions with very different answers.

What This Changes

For established agents who feel busy but stuck, this hits the core issue. You're not lacking effort or knowledge. You're lacking leverage — and there's a very specific way to build it without hiring five people or burning your book down.

The agents who act on this don't wait for the perfect moment. They pick one thing, implement it imperfectly, measure the result, and adjust. That cycle — action, measurement, adjustment — is the real competitive advantage in this business.

This connects to what we've covered in [INTERNAL: insurance-cold-calling-scripts] and [INTERNAL: insurance-sales-objection-handling] . Same fundamentals, different angle. Stack them and the compound effect is real.

Your Move This Week

Here's where this stops being a podcast episode and starts being a business decision:

1. Write down exactly which tasks you'd hand off before you post the job. If you can't list 10 specific things, you're not ready to hire. This isn't someday-maybe territory. Block the time this week and get it done. The agents who implement within 48 hours of hearing an idea outperform the ones who bookmark it by a factor you wouldn't believe.

2. Build a 90-day onboarding plan with weekly checkpoints before the new person starts. The plan matters more than the hire. This isn't someday-maybe territory. Block the time this week and get it done. The agents who implement within 48 hours of hearing an idea outperform the ones who bookmark it by a factor you wouldn't believe.

3. Set a production floor — the minimum monthly output that justifies the cost. Communicate it on day one. No surprises. This isn't someday-maybe territory. Block the time this week and get it done. The agents who implement within 48 hours of hearing an idea outperform the ones who bookmark it by a factor you wouldn't believe.

For more tactical depth, check out [INTERNAL: insurance-dudes-podcast-guide] and [INTERNAL: insurance-cold-calling-scripts].

Hear The Full Episode

There's a lot more where this came from. Craig and Jason go deep with Craig Pretzinger & Jason Feltman in the full conversation — including war stories that didn't make it into this post and the specific frameworks that changed how Craig Pretzinger & Jason Feltman runs their agency. Worth every minute of your commute.

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🎙️ Listen to the full episode: My Top 5 Tips After Years Of Running A Multimillion Dollar Sales Team - Insurance Agency Playbook Apple Podcasts | Spotify | YouTube

The Insurance Dudes — Separating the real from the BS in insurance sales since 2019.