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10/10/2022 · 5 min read
Most insurance agency owners stall because they identify as the best producer in the room instead of the builder of sales systems. Shifting to system-builder thinking, tracking team metrics instead of personal numbers, and treating discomfort as information are the unlocks that produce real owner freedom.
10/05/2022 · 5 min read
Garrett Wagner's insurance agency growth playbook is execution over everything: run the shop like a sports team not a family, buy lead quality before quantity, build a 30-60-90 onboarding system, protect peak hours for strategy, and treat retention as a revenue stream with scheduled touchpoints.
10/03/2022 · 5 min read
Scale a sustainable insurance agency by treating it as craft, not hustle: hire for character first and skill second, train producers to competence not to a calendar, and design every client relationship for a 10-year horizon. Quality over speed compounds into retention, referrals, and team stability.
09/28/2022 · 4 min read
Reviewing your team's recorded sales calls is the most underrated insurance agency growth activity. Thirty minutes a week catches script drift, surfaces systemic objections your training misses, captures the moves that actually work, and makes coaching credible because it cites specifics.
09/26/2022 · 5 min read
Lead mistake #4 is inconsistency: weeks where conversion hits 15% blended with weeks at 8% because response time slipped or follow-up was skipped. Document the process, run a daily checklist, audit weekly, and track conversion by week, not month.
09/21/2022 · 5 min read
Miguel's referral system uses three trigger moments with specific scripts and a one-tap forwarding path. His hiring filter screens for concrete income goals, and his structured 90-day onboarding cut producer ramp time. He would also build CRM and hire an operator earlier.
09/19/2022 · 5 min read
Miguel built a top-producing agency by testing the standard playbook instead of inheriting it. He ran lead-source experiments, invested in underwriter relationships, treated prospect education as a moat, and captured referrals at peak-satisfaction moments instead of renewal.
09/14/2022 · 5 min read
Three qualities separate high-performance agencies from ones that plateau: a documented accountability culture with daily leading indicators, a consistent training system (not one-time onboarding events), and alignment between marketing, sales, and service. Score your agency on each. Fix the lowest first.
09/12/2022 · 5 min read
Four internet lead mistakes destroy insurance agency ROI: no cost-per-issued-policy tracking by source, slow response times beyond 5 minutes, abandoning leads before 6 to 8 contact attempts, and treating all lead types as interchangeable. Fix these before spending another dollar on leads.
09/07/2022 · 5 min read
Steve Hovland's top producers share five habits: protected morning routines, personal financial goals tied to specific life outcomes, energy-based scheduling that puts top prospects on morning calls, genuine coachability with self-recorded calls, and a full life outside the agency. Frame habits as performance inputs, not wellness.
09/05/2022 · 5 min read
Steve Hovland built a high-producing agency by treating sleep, morning movement, daily gratitude, deliberate relationships, and real disconnection as performance inputs, not lifestyle luxuries. Protecting the inputs that produce his best days made his best days repeatable and his production durable.
08/31/2022 · 5 min read
Leads contacted within 5 minutes convert up to 100 times higher than leads called 30 minutes later. Most agencies run 30-plus minute response times and pay for fresh leads they're working stale. Fix it with real-time mobile notifications, defined coverage windows, and 2-minute escalation.
08/29/2022 · 4 min read
Build real insurance agency leverage with four levers: documented systems, producers trained to a written standard, a lead system that runs without you, and automation that reclaims hours every week. Owner-dependent agencies have a job. Leveraged agencies have a business.
08/24/2022 · 5 min read
Break the P&C growth ceiling by hiring a dedicated account manager before the retention math says you can, segmenting service by book type (commercial separate from personal), paying producer overrides on renewals so they protect retention, and running quarterly business reviews on commercial accounts. Service first, growth second.
08/22/2022 · 5 min read
Scale a P&C agency from scratch by building service capacity before the book demands it, going deep with fewer carriers instead of writing every appointment, measuring issued policies and average premium instead of quote count, and niching aggressively. Sheppard Bowen's first hire set the standard for every later hire.
08/17/2022 · 4 min read
Lead mistake #1 is buying leads on cost-per-lead instead of cost-per-issued-policy. A $12 lead converting at 8% costs $150 a policy. A $40 lead at 30% costs $133. Track source, contact rate, conversion rate, and average premium per policy by source. Most agents fly blind on this number.
08/15/2022 · 5 min read
The most effective client retention strategy for insurance agencies is the pre-renewal touchpoint: a five-minute check-in 30 to 45 days before renewal asking what has changed in the client's life. Agencies that run it systematically typically gain 10 to 15 percentage points of retention inside a year.
08/10/2022 · 5 min read
Manage team energy through rejection by normalizing the call ratio up front, celebrating activity not just outcomes, building mid-day recovery rituals between calling blocks, naming hard days out loud, and using peer accountability. Resilience is environment design, not willpower.
08/08/2022 · 4 min read
Pamela De La Cruz grew her agency by treating personal energy as a business asset. She tracked her morning energy against team production, locked in a non-negotiable morning protocol, removed depleting tasks from her plate, and built energy awareness into her one-on-ones with producers.
08/03/2022 · 5 min read
Find and hire producers who close by writing a specific ideal producer profile, running a five-minute phone screen on coachability and persistence, presenting the role honestly (including the hard parts), moving fast on offers, and setting a written 30/60/90 day ramp plan before day one.