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09/03/2021 · 6 min read
Cannabis insurance is a surplus lines market with thin competition, high commissions, and real demand from dispensaries, cultivators, and delivery operators. Most agents avoid it because it feels complicated. A few hours of education and a wholesaler relationship gets you in.
09/02/2021 · 6 min read
RiskGenius uses machine learning to read insurance policies, identify provisions, exclusions, and conditions, and flag gaps against standardized language in minutes instead of hours. Agents who pair the tool with coverage knowledge stop competing on price and start competing on expertise.
08/30/2021 · 5 min read
Apply Michael Jordan's excellence standard to insurance: practice like you play (record and review your calls), study tape when you're winning, make your own standard non-negotiable, and treat every loss as data. Standards that flex with circumstance aren't standards.
08/30/2021 · 5 min read
Apply the Jordan standard to your agency by isolating one specific metric (close rate, retention, average premium), designing deliberate work on that one gap, refusing to settle for 'pretty good,' and building a culture where the owner models the standard before demanding it from the team.
08/28/2021 · 5 min read
A real agency hiring system has four parts: outcome-based role definition (30/60/90 day wins), wider sourcing into adjacent industries, structured behavioral interviews, and a 90-day onboarding plan with milestones. Skip any one and you get a revolving door.
08/28/2021 · 5 min read
Build a repeatable insurance agency hiring process with three components: a written candidate profile of behaviors and attitudes (not just licenses), a warm pipeline of 2-3 candidates you keep loose contact with year-round, and structured interviews that test specific job behaviors live.
08/27/2021 · 5 min read
Split testing replaces opinion with evidence. Test one variable at a time across enough volume to matter (200+ calls or contacts), write the hypothesis first, and measure honestly. Highest leverage areas: email subject lines, call scripts, landing pages, and follow-up sequences.
08/26/2021 · 5 min read
Convert internet leads with a 30-day, multi-channel follow-up sequence (phone, text, email) instead of a 5-day three-call drop, personalize the outreach to the original coverage need, and run a thoughtful re-engagement to dormant leads from the past 6 months before buying new volume.
08/25/2021 · 5 min read
Make internet leads pay by understanding consumer intent before you buy the volume, separating shared and exclusive economics, and prioritizing follow-up systems over obsessive speed-to-lead on every channel. Lead quality is an intent profile, not a demographic match.
08/23/2021 · 5 min read
Agency momentum turns into a runaway train when activity keeps running while results decline. Watch for the gap between effort and output. Block a 90-minute solo strategic review every two weeks, look at close rate, retention, and producer numbers, and make one stop, start, or change decision.
08/21/2021 · 5 min read
Calculate true customer lifetime value (average tenure, premium, cross-sell, referrals) and let it set your acquisition spend. Transition from founder-led to team-led by giving real authority and then standing back. Control and scale are incompatible, design instead.
08/20/2021 · 5 min read
Hold conviction during evidence gaps. Culture takes 18 months to show in retention; marketing investments take six months to compound; staff development pays out in years. Keep the destination constant and adapt the route. Doubt projected by the owner becomes the team's ceiling.
08/19/2021 · 5 min read
Apply ethical persuasion in insurance with three moves: swap "but" for "and" in objections, pre-suade the conversation by establishing yourself as advisor before any pitch, and treat objections as information requests (ask what would help, don't push). Small language shifts compound across hundreds of client conversations.
08/18/2021 · 5 min read
Cialdini-certified influence expert Brian Ahearn says ethical persuasion helps clients see their own interests clearly. Manipulation exploits bias and produces compliance plus churn. Use the six principles (reciprocity, commitment, social proof, authority, liking, scarcity) honestly and clients stay, refer, and tolerate rate changes without shopping.
08/16/2021 · 5 min read
Bold moves in an agency are rational when you size the downside before you swing. Identify the worst realistic outcome, confirm you can absorb it, then fully commit. Half-commitments produce half-results. The riskiest path is chronic caution dressed up as prudence.
08/13/2021 · 6 min read
When a client says the price is too high, they usually mean one of three things: the rate change feels jarring, they found a lower number online, or they need to feel the value. Each version has a different response. Folding on coverage or delivering a defensive monologue are wrong.
08/12/2021 · 5 min read
Wildfire clients need agents who can pair property-level risk pricing with proactive mitigation conversations. Kevin Stein lays out the surplus-lines path, the pre-non-renewal talk that earns loyalty, and the defensible space changes that move a home into an insurable category.
08/11/2021 · 5 min read
Wildfire insurance is in crisis because major carriers built models for a fire environment that no longer exists. Kevin Stein left aerospace, built Inyo around granular risk modeling, and proved there is real margin in pricing individual properties accurately instead of redlining ZIP codes.
08/06/2021 · 5 min read
Only four levers grow insurance agency revenue: get more clients, lose fewer clients, sell more to existing clients, and earn more per transaction. Diagnose which lever has been most neglected, build a 90-day system around it, and stop spreading effort thin across all four at once.
08/05/2021 · 5 min read
Premium billing becomes a retention engine when agencies map the workflow before automating, frame the non-payment call as service instead of collections, and run a proactive billing calendar that contacts clients before renewals instead of chasing them after a lapse.