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08/07/2023 · 5 min read
Your insurance agency's purpose beats your marketing budget because it filters hiring, retention, and client decisions faster than any ad spend. Make it specific enough to test against real options, co-create it with your team, and live it before you put it on the wall.
08/02/2023 · 5 min read
Owner ego shows up as control: rejecting team input, overriding the processes you wrote, taking credit for wins while blaming the team for losses, and rewarding loyalty over loyalty to the agency. Hand off one piece of authority for 60 days, then ask what makes their job harder.
07/31/2023 · 5 min read
The 5 Ps break the agency plateau: a documented Purpose, Principles that decide behavior when you are not in the room, People hired against values first, Processes written down instead of trapped in heads, and Performance metrics that track all of the above, not just revenue.
07/26/2023 · 5 min read
Modern agency freedom is built from equity, not income. Reinvest profit during growth years, hire ahead of need, document every process so someone else can run it, and refuse to be the critical path on any client relationship or daily decision. That produces actual freedom in five years.
07/24/2023 · 5 min read
Objections happen on 90% of insurance sales calls. Most agents wing it and lose deals they could have closed. The agencies that win build a team-driven objection playbook with documented responses, then practice it in role-play until the answers come out automatic on every common stall and price pushback.
07/19/2023 · 5 min read
An insurance proposal closes without pressure when it leads with a one-sentence summary, ties each coverage back to something the prospect said, states the price clearly without apology, and asks for the decision directly.
07/17/2023 · 5 min read
The What-How-Story-Tie-Down method stops coverage explanations from becoming data dumps: state the coverage in plain English (What), explain how it works mechanically (How), give a real scenario tied to the client's life (Story), then confirm with 'Does that make sense for your situation?' (Tie Down).
07/12/2023 · 5 min read
The 4-part P&C sales script opener: a pattern interrupt that breaks the prospect's automatic rejection response, a specific reason for calling, a concrete value statement focused on what they get, and a permission question that gives them control. Agents who use all four stop losing calls in 15 seconds.
07/10/2023 · 5 min read
A P&C sales team sustains high performance when five culture decisions are made deliberately: visible metrics, culture-fit hiring, consequences for culture violations, recognition rituals, and owner behavior that matches the standard. Without those five, every training initiative reverts within six weeks.
07/05/2023 · 5 min read
Top P&C agencies track every lead at the contact-attempt level and differentiate with a specific, verifiable claim (a named niche, a documented process, a referral network). Generic 'great service and competitive rates' is not a differentiator. Granular tracking plus specific positioning wins.
07/03/2023 · 5 min read
Track five activity metrics weekly per producer: contact attempts, contact rate, quote rate, close rate, and average premium. Pair the scorecard with a per-quote sheet that captures objections and follow-up dates. Patterns turn into next week's coaching curriculum.
06/28/2023 · 5 min read
Jason Feltman rehabilitated a failing P&C agency by leading every sales conversation with value before price, articulating one concrete reason this client should choose you, and using the napkin tactic: a simple drawing comparing current vs recommended coverage that anyone can explain.
06/26/2023 · 5 min read
Payout is what your insurance agency pays you this year. Payoff is the cumulative value of every renewing client across five, ten, twenty years. A $200 commission becomes $2,000 plus referrals when retention holds. Model the full picture before you decide what to invest in retention.
06/21/2023 · 5 min read
The six traits that separate exceptional insurance agency leaders from average ones are not personality gifts, they are learnable behaviors: attitude, empathy, work ethic, coachability, self-control, and energy. Each one can be measured, trained, and reinforced inside your team if the owner is willing to model them first.
06/19/2023 · 5 min read
Working more hours shrinks an agency once the owner becomes the bottleneck. Personal labor has a 168-hour ceiling. Strategic leverage (systems, delegated tasks, producer development) raises the ceiling. Calculate your real hourly rate, then remove yourself from low-leverage work.
06/14/2023 · 5 min read
Scale surety bond operations with a structured intake that pre-educates clients, documented workflows for every step, automated status communications at each handoff, structural cross-sell logic, and tech that handles renewals so producers focus on underwriting.
06/12/2023 · 5 min read
Use AI tools like ChatGPT to draft FAQs, coverage explanations, and social posts at scale, then edit them in your voice. Build authority in a surety bond niche through video, curation, and client-friendly content before chasing original volume.
06/07/2023 · 5 min read
Agency owners know when to push and when to pivot by separating execution problems from structural problems. If better process, skill, or time would change the result, it's a dip. If the constraint is the market, carrier, or product itself, it's a cul-de-sac and the right move is to pivot.
06/05/2023 · 5 min read
The belief that keeps agency owners stuck: growth is about external inputs (more leads, better market, lower competition). The truth: growth is about internal capacity. Find your real constraint in the funnel, build leverage instead of volume, and invest in capacity slightly ahead of demand.
05/31/2023 · 5 min read
Niching down an insurance agency unlocks growth because specialization replaces price competition with expertise. Pick a vertical you already know, go deep before broad, build relationships with the niche's lawyers and CPAs, and use specific marketing. Trust compounds. Referrals follow.