Page 21 of 35 · 683 total
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.
08/04/2021 · 5 min read
Smarter premium billing is a retention tool, not just a cash flow lever. Landon shows agencies how to align installment dates with client pay cycles, sell annual-pay discounts on purpose, and turn the past-due call into a service moment that uncovers cross-sells.
08/02/2021 · 5 min read
Building lasting legacy in insurance means three things: enterprise value the agency holds when you step back, client relationships maintained by the system instead of your phone, and staff who become better professionals because they worked for you.
07/30/2021 · 5 min read
An agency manifesto replaces generic mission-statement language with specific behavioral commitments that filter hiring, guide daily decisions, and communicate to clients what you actually stand for. Write it from your real decisions, not from what sounds good.
07/29/2021 · 6 min read
Real delegation requires written one-to-two page process docs for every recurring task, role design where each function has a single accountable owner, and hiring matched to ownership versus execution capacity. Document, train, transfer, step back. The first few processes feel slower than doing it yourself, and pay back indefinitely.
07/28/2021 · 6 min read
Unburden an agency by separating only-the-owner-can-do tasks from work anyone could do with training. Most delegation fails for three reasons: no defined outcome, no support structure, no transferred authority. Fix all three. Start with a five-day time audit and sort every hour into owner-only, delegable, or waste.
07/26/2021 · 6 min read
Insurance agents self-sabotage in three predictable ways: procrastination dressed as preparation, success anxiety that resets production to comfortable levels, and perfectionism that blocks every launch. The fix starts with naming one stuck project and taking the smallest possible next step inside 24 hours.
07/22/2021 · 5 min read
Sell the meaning behind the coverage instead of explaining the product. Earn referrals by becoming the agent clients tell stories about. Build a real expertise-first niche from industries you already know. One prepared client call per week compounds into retention and warm introductions.
07/21/2021 · 6 min read
Run your agency like an instrument-rated pilot: trust the KPIs, run pre-flight checklists on critical processes, build deep specialization that resists commoditization, and eliminate single points of failure so the agency keeps flying without you in the cockpit.
07/19/2021 · 5 min read
Run client experience like Disney runs the parks: filter every decision through Safety, Courtesy, Show, and Efficiency in that order. Audit every touchpoint (hold music, auto-replies, renewal calls), build anticipatory service, and use the client's name on every call.
07/16/2021 · 6 min read
Two phrases close more P&C deals: 'Here's what that means for you' (after a question, made specific to their situation) and 'Does that make sense for your situation?' (a real-time comprehension check). Both require discovery first to land authentically.
07/15/2021 · 6 min read
The hardest part of niche strategy is staying in the lane once success creates pressure to expand. Vertical depth within your existing niche is almost always the right move. Generalist drift, one exception at a time, erodes the focus and reputation that made the niche valuable in the first place.
07/14/2021 · 6 min read
Select your insurance niche by finding where you already have natural credibility, network access, or genuine interest. Then build knowledge depth, join the relevant associations, publish educational content for that client type, and develop referral partners from the adjacent professionals who serve the same community.
