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01/05/2022 · 5 min read
Insurance agency goal setting works when you layer one annual anchor, quarterly milestones, and monthly process commitments, then review them on a fixed rhythm. Goals that include controllable inputs survive April. Goals built only on revenue targets rarely do.
12/31/2021 · 5 min read
Craig's 2021 year-end accounting: the podcast and cross-industry referral relationships outperformed, hiring under pressure and premature strategy pivots cost months. The 2022 fixes are structured onboarding, more protected slow-build time, and a clearer framework for when to stay in a strategy.
12/29/2021 · 5 min read
Three honest lessons from 2021: conversations outperformed content, slow-build marketing got squeezed by urgency, and hiring under time pressure cost months of cleanup. The 2022 fixes are protected schedule blocks, earlier hiring, and tighter rules for when to pivot.
12/27/2021 · 5 min read
Step one of agency success is mindset and vision built on an honest year-end assessment, a concrete picture of next year's premium, team, and market position, and behavioral commitments specific enough to track weekly. New tactics run on old thinking produce old results.
12/17/2021 · 5 min read
Insurance agency marketing works when you concentrate on two or three channels matched to your ideal client, fund them as a fixed percentage of target revenue, and measure leading indicators like cost per lead and close rate, not just bookings.
12/10/2021 · 5 min read
Final expense rewards multi-source lead strategy and deep underwriting knowledge across carriers. A tribe (not a following) compounds because consistency, genuine usefulness, and authenticity build trust that converts agents and clients at rates an audience never will.
12/06/2021 · 5 min read
Step 6 of the framework is structural, not tactical. Run a yearly assessment on three things: owner dependency, book quality, and business direction. Fix structure before stacking growth tactics on top of a shaky foundation.
11/15/2021 · 5 min read
Clarity on why you are building this agency is operational, not motivational. A specific purpose acts as a decision filter for hires, products, and client situations, which prevents the slow drift that caps most agencies at their first retention or culture ceiling.
11/06/2021 · 6 min read
Internet leads convert on three rules: contact in under five minutes, run a seven to ten touch sequence over two weeks before retiring a lead, and do 60 seconds of discovery before quoting. Most agents skip step two, where attempts four through seven close.
11/05/2021 · 5 min read
Unverified assumptions cost agencies clients, staff, and E&O exposure. Brief plainly on coverage before the claim, confirm team expectations before the standard is tested, and document the process before the handoff. Verify shared understanding instead of assuming it. The three-minute brief prevents the three-hour problem.
11/03/2021 · 6 min read
Build a marketing sanctuary by targeting three keyword tiers: local intent phrases (city plus coverage), problem-based questions prospects type, and long-tail variations. SEO compounds. Paid stops the moment you stop spending. Most local insurance markets are still uncontested.
11/01/2021 · 6 min read
Genuine client relationships retain better than scripted touchpoints. Hire for warmth, capture specific client details in your CMS, and use them in every call (the lake cabin, the new house, the kid's wedding). The data system supports the relationship, it doesn't replace it.
11/01/2021 · 6 min read
Likeability is built, not inherited. Four learnable behaviors drive it: genuine interest in the prospect, finding real similarity, pairing warmth with competence, and consistency across every interaction. Each one moves close rate, retention, and referrals.
10/30/2021 · 5 min read
Laura Harris's framework: surrender control to documented processes, redefine winning to include team health and business value (not just revenue), and treat your process library as the one asset competitors cannot copy. Build one process, run it 30 days, refine, repeat.
10/29/2021 · 5 min read
Proactive agencies grow because they play offense on three fronts: client retention (reach out 60 days before renewal), team retention (ask producers what would keep them two years), and market shifts (read carrier signals early). Protect 10 hours a week for proactive work and delegate the reactive.
10/29/2021 · 5 min read
Proactive insurance agencies win by moving first: 60-day pre-renewal calls before clients see the rate hike, specific referral asks after positive moments, monthly leading-indicator reviews with producers, and active carrier rep relationships. Reactive management feels efficient daily and costs you over a year.
10/28/2021 · 6 min read
Turn satisfied insurance clients into loyal ones by designing four stages: an onboarding welcome call that introduces your service model, proactive mid-year and event-based touchpoints, claims conversations that lead with acknowledgment, and rate increase outreach 30 days before renewal instead of after.
10/28/2021 · 6 min read
Turn NPS data into growth: call every detractor personally within 48 hours, give every promoter a frictionless referral mechanism, mine open-ended feedback for the two or three behaviors creating detractors, and tie team-member-level NPS to coaching and hiring decisions.
10/27/2021 · 5 min read
Agency satisfaction scores measure the absence of friction, not the presence of loyalty, which is why satisfied clients still leave at renewal. Eric Spring says watch retention through rate hikes, referral rate, unsolicited contact, and multi-line ratio instead. The gap between satisfaction and retention is the real strategic problem.
10/25/2021 · 6 min read
Prevent E&O claims with four agency QC practices: structured application review before binding, policy review against the quote at delivery, structured renewal audits with real client questions, and documentation discipline so every coverage discussion lives in the CRM.