Page 20 of 35 · 683 total
09/15/2021 · 10 min read
Agents commonly leave clients underinsured: NFIP building caps at $250K, contents are sub-limited, and the 30-day waiting period traps clients who buy reactively. NFIP Risk Rating 2.0 changes pricing, and private flood offers higher limits, broader coverage, and shorter waits worth quoting on every account.
09/13/2021 · 6 min read
Emotional intelligence beats technical knowledge as the variable that separates top producers from also-rans. Insurance is an emotional transaction: prospects buy safety, not coverage details. Develop it with a reflection log, label emotions before responding, ask staff and clients how you make them feel.
09/13/2021 · 5 min read
Emotional mastery for an agency owner is real-time awareness of your internal state plus the ability to regulate it before it leaks into the team. Check in before calls and meetings, run a 5-minute reset between frustrating moments, and process hard emotions in private. Leader state spreads to team performance.
09/11/2021 · 5 min read
Motivation is an emotional state that decays in about 72 hours. Inspiration is cultivated through habits, origin-story reconnection, evidence of impact, and time with people further along. High-performing agents run on inspiration plus systems, not motivation.
09/11/2021 · 5 min read
When motivation goes quiet, lean on discipline structure and actively reconnect with purpose. Build morning routines and call blocks that run regardless of feelings, then tie the daily work to specific client outcomes: claims paid, businesses saved, families protected.
09/10/2021 · 7 min read
Content marketing makes insurance agents the trusted local expert by answering real client questions on video, email, or LinkedIn with consistency. Pick one channel, commit to a 90-day publishing schedule, and track inbound inquiries to know whether to double down or adjust.
09/06/2021 · 5 min read
Two moves for P&C agents this week: audit your last five closed and five lost accounts and build a five-touch follow-up sequence to close the gap, and stop opening email first thing so the first 30 to 45 minutes of your day is spent on forward-moving work.
09/04/2021 · 6 min read
Robin Sharma's four interiors are Mindset (beliefs), Heartset (emotional regulation), Healthset (sleep, movement, nutrition), and Soulset (purpose). All four must be developed in parallel because neglecting one undermines the others. Your agency's ceiling is set by your weakest interior, no matter how hard the other three work.
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.
