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05/22/2023 · 5 min read
Set agency goals that actually move premium: pick an annual revenue number, split into quarterly milestones, monthly production targets, weekly activity quotas, and daily contact counts. Share every level with the team and run a 30-minute monthly review on a standing agenda.
05/17/2023 · 5 min read
Three non-negotiables for P&C agency owners: an enforced communication standard with one defined channel and cadence for raising concerns, a deliberate work environment built on immediate, specific recognition, and direct conflict conversations the owner does not avoid. Skip any one and culture rots while the systems still look fine.
05/15/2023 · 5 min read
Three systems let you scale without burning out: documented processes for every repeatable function (with automation on tasks that don't need judgment), real delegation with clear authority and a review cadence, and a CRM your whole team uses as single source of truth. Skip these and growth turns into chaos.
05/10/2023 · 6 min read
Most insurance salespeople don't fail because they lack talent : they fail because nobody fixed the specific, fixable habits that kill deals before they start. Here are 10 reasons and 9 real solutions.
05/08/2023 · 5 min read
Communication is the one skill that separates thriving insurance agencies from struggling ones. Sales, retention, culture, and marketing all run through it. Master deep listening, clarity over cleverness, audience-flexed style, modeled internal feedback, and written communication that scales without you in the room.
05/03/2023 · 5 min read
Build a winning P&C team by separating sales from service as soon as you can afford it, quantifying producer output (calls, quotes, premium, close rate) instead of vague job descriptions, drawing a visible career ladder, running a daily 20-minute huddle (scoreboard, win, one focus), and enforcing consistent non-punitive accountability.
05/01/2023 · 5 min read
Internet leads are expensive and competitive. Most agencies convert under 20%. The blueprint to fix that isn't more leads : it's a faster, smarter follow-up process on the ones you already have.
04/26/2023 · 5 min read
Three leadership traits separate the best insurance agency owners from average ones: radical ownership of outcomes (no externalizing blame), coaching instead of directing (ask more than you tell), and relentless transparency about strategy and vision. None are personality, all are practiced behaviors.
04/24/2023 · 5 min read
Real retention runs on five systems: a mid-year check-in around month six, a three-call claims touchpoint sequence, an annual coverage review (not just a quote), structured referral asks, and automated CRM touchpoints. Make every step an owned, scheduled task, not wishful thinking at month eleven.
04/19/2023 · 5 min read
Build agency culture that attracts top producers by holding standards when you are not in the room, measuring producers against clear weekly metrics, structuring a real 30-day onboarding, and tying renewal retention to producer compensation.
04/17/2023 · 5 min read
Build a winning agency culture by standardizing team communication on Slack, recruiting continuously instead of when a seat opens, holding pricing discipline that filters out price-only shoppers, and articulating value at every client touchpoint.
04/12/2023 · 5 min read
Gratitude is a P&C retention system, not a feeling. Run five plays: handwritten notes, same-day referral acknowledgments, gift cards tied to claim experiences, milestone check-ins between renewals, and a 48-hour post-bind confirmation call. Trigger each one inside your CRM.
04/10/2023 · 5 min read
The zero-cost marketing strategy that out-performs ad campaigns is gratitude: handwritten notes after binding, anniversary calls, and post-claim check-ins with no pitch attached. It produces unincentivized referrals, sticky retention, and word-of-mouth growth that no paid channel can replicate.
03/29/2023 · 5 min read
Keep P&C clients through rate increases by running maintenance marketing on your book: scheduled, non-commercial touches that make clients feel valued between renewals. Map a touchpoint calendar, segment by life stage, train courtesy into staff scripts, and measure retention and referrals, not just new business.
03/27/2023 · 5 min read
Your best insurance agents leave for five fixable reasons: no clear career path, lead supply that doesn't match hiring promises, no skill development, missing recognition, and a culture that doesn't match what was sold. Turnover isn't random. It's a culture problem dressed up as a hiring problem.
03/22/2023 · 5 min read
Victor Figueroa's decade-tested playbook: pick a niche and go deep, follow up until they buy on touch four or five, treat claims as the relationship-defining moment, hire people who don't need you, and align personal brand with agency brand. Fewer activities, higher intentionality.
03/20/2023 · 5 min read
Victor Figueroa is a 10-year insurance agency owner who grew up in working-class Anaheim, made hard early choices, and turned discipline forged from necessity into a thriving book. His edge is empathy, community roots, and showing up every day for a decade without negotiating with himself.
03/14/2023 · 5 min read
The hardest step to freeing yourself from your insurance agency is letting go of control. Accept that work done by someone else doesn't have to be done your way to meet the standard. Trust builds through iterations of small delegations, not declarations. Frameworks, not micromanagement.
03/08/2023 · 5 min read
Sethe Smith's second-decade ownership strategies: shift from doing to enabling, build culture through consistent behavior not values statements, track retention as hard as new sales, upgrade your peer network to other owners and coaches, and treat personal health as a business strategy.
03/06/2023 · 5 min read
Sethe Smith's first five years in insurance came down to four tactics: build prospecting skills before referrals make them optional, get comfortable with uncomfortable conversations early, invest in deep product knowledge as a competitive moat, and find one mentor doing what you want and learn everything you can.