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01/30/2023 · 5 min read
Replacing a sales agent costs $15K to $25K once you stack recruiting, licensing, 2-to-4-month ramp, and lost sales. Most attrition is a lead-supply problem, not a hiring problem. Feeding your existing team a steady flow of quality leads is cheaper than another hire, every time.
01/25/2023 · 5 min read
Paul Woodburn's follow-up system: 5+ touches across phone, voicemail, text, and email over 30 to 45 days, with every touch adding value, short curiosity-driven voicemails, text after unanswered calls, a defined endpoint that moves unresponsive leads to long-term nurture, and delegation of early-stage work.
01/23/2023 · 5 min read
Cold calling still beats every other lead source because it is the lead channel you control. Paul Woodburn's framework: non-negotiable daily dial volume, openers that buy the next 30 seconds with directness over cleverness, treating objections as information, and tracking ratios at every stage instead of rejections.
01/18/2023 · 5 min read
Acquisition cost for a P&C agency is total marketing and prospecting spend divided by new clients written. $10K spend with 40 new clients equals $250 per client. Compare it to lifetime value (5-year retention, $1,200 premium, 15% commission, roughly $900 LTV) to know if you're profitable.
01/16/2023 · 5 min read
The biggest growth opportunity for P&C agency owners is the displaced business pouring out of agencies failing the hard market. Capture it with proactive 90-day renewal outreach, aggressive cross-sell, a public review strategy targeting frustrated clients, and a referral flywheel built on existing-client experience.
01/11/2023 · 5 min read
Justin Farnsworth scales an insurance agency past $500K to $1M with visible team scoreboards, scripts that anchor every stage of the client journey, retention tracked as hard as new business, attitude-first hiring, and a continuous personal development habit outside insurance circles.
01/09/2023 · 5 min read
Build a million-dollar book from scratch with five fundamentals: belief work before scripts, a systematic referral process baked into onboarding and renewals, sub-5-minute speed to lead, lifetime-value-based prospect selection, and an internal culture that leaks out into every client interaction.
01/04/2023 · 6 min read
Eight specific moves raise P&C client lifetime value: a 90-day onboarding sequence, scheduled annual reviews, life-event cross-sell triggers in the CRM, a proactive four to six touch communication calendar, claim advocacy at filing, a systematic referral ask, an at-risk client early warning system, and trained relationship skills across the team.
01/02/2023 · 6 min read
Three sequenced steps maximize insurance agency sales: invest in fundamentals (documented processes, defined roles, 3-5 tracked metrics), script for consistency so every agent hits a floor, then align the team and scale on that foundation. Skipping steps compounds errors.
12/26/2022 · 5 min read
Build a better agency by going deep in one niche instead of broad across every product line. Segment your book by client type and product mix, find the concentration that drives the best margins and retention, and shift marketing and team development toward that lane gradually.
12/21/2022 · 5 min read
Multiply average annual commission per client by average years retained, then add a multi-policy multiplier. A typical P&C client at $180 commission over 4.5 years is worth $810. Use that LTV to set max acquisition cost, justify retention spend, and budget service hires.
12/19/2022 · 6 min read
Over-relying on technology destroys insurance agency client relationships because automation cannot replicate the specific thing clients chose a human agent for: genuine advocacy and empathy in stressful moments. Use tech to create capacity for human interaction, not to replace it.
12/14/2022 · 5 min read
Raise your close rate this week by recording two calls, scoring three behaviors (trust-building before quoting, asking versus telling, silence management), installing specific replacements, and running one team roleplay weekly on difficult prospects.
12/12/2022 · 5 min read
Improve insurance sales calls and close more clients by killing four habits: premature quoting before trust is built, telling instead of asking, filler words that bleed credibility, and filling the silence after a closing question. Record ten calls and audit the first 60 seconds before changing anything else.
12/07/2022 · 5 min read
Lead quality is a system variable, not a property of the lead. Speed to call, attempts per lead (target 7+), contact rate (above 50%), and agent skill drive cost per issued policy. Audit 100 leads before cutting a source. The same lead closes at 15% or 5% depending on follow-up.
12/05/2022 · 5 min read
Open internet lead calls with the prospect's outcome in the first 30 seconds, ask one great qualifying question before quoting, present options transparently, and answer "I need to think about it" with a specific follow-up question. Text inside 10 minutes after any voicemail.
11/28/2022 · 10 min read
Build strategically by working on the business not just in it, applying second-order thinking to every decision, treating failure as diagnostic information, and competing on client experience instead of price. The best system beats the best salesperson every time.
11/23/2022 · 5 min read
The biggest lead-buying mistake is treating the lead as the lever instead of the system around it. Two agents on the same vendor close 18% vs 6%. Contact inside 5 minutes, run 7+ attempts over 14 days, track cost per issued policy (not cost per lead), and train follow-up.
11/21/2022 · 5 min read
Most P&C agencies run at 60 to 70 percent of real capacity because sales agents handle service calls, admin work, and lead management. Separate sales from service, kill admin, and tighten CRM follow-up before buying more leads.
11/16/2022 · 9 min read
Run a profitable insurance agency on five tactical practices: protect your highest-cognitive hours, run a 12-month touchpoint calendar with every client, make the first 90 days unforgettable, ask for referrals at moments of high satisfaction, and document every repeated process.
