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01/13/2021 · 6 min read
Elite morning routines hold up because of environmental design, an evening wind-down that prepares the next morning, and the don't-miss-twice rule. Phone across the room, exercise clothes laid out, three priorities written the night before. Identity changes first, behavior follows, results compound over a year.
01/11/2021 · 6 min read
The 5AM Club gives insurance agents a competitive edge by claiming the first hour after waking, when cortisol is high and the prefrontal cortex is most plastic. Robin Sharma's 20/20/20 Formula splits that hour into intense movement, reflection, and learning. Agents who run it consistently make sharper decisions all day.
01/08/2021 · 6 min read
Insurance agency hiring works when you run it as an always-on system: a specific candidate profile, an ongoing pipeline, a three-stage interview process, and a structured 90-day onboarding plan with weekly metric checkpoints. Reactive hiring breaks agencies.
01/06/2021 · 6 min read
Break the agency plateau by importing ideas from outside insurance, applying every concept within 72 hours, teaching what you learn to your team, and building external accountability through a coach or mastermind. Behavior change, not content consumed, is the only real education metric.
01/04/2021 · 6 min read
Fix the education gap most agents carry by investing in mindset, physical performance, and business skills in parallel. Audit your last 90 days: hours on CE versus hours on leadership, hiring, and marketing. Reverse the ratio and your agency stops breaking at the human level.
12/30/2020 · 7 min read
Sustain $250K-a-month production by staging support hires (part-time at month 4, full-time by month 7), protecting prospecting time as the book grows, treating renewals as production with a 60/30-day outreach sequence, and recovering with the same intentionality you bring to activity.
12/28/2020 · 7 min read
Hit $250K a month in premium in under a year by setting the daily call volume the night before, running 60 calls a day with objection logging, building a specific scripted referral ask into every close, and refusing to let anyone else's benchmarks define your ceiling.
12/25/2020 · 6 min read
Run a year-end agency playbook audit before January 1: source every new account from this year, name your cancellation reasons (not just rates), define your best client specifically, copy what your top producer does, and pick three broken systems to fix before the new year starts.
12/18/2020 · 6 min read
Beat the blank page by starting stupidly small. Write the dumbest version of the script, process, or plan. The cost of starting badly is always lower than the cost of not starting. Ship the imperfect version this week, learn from feedback, iterate. That is the entire blank page process.
12/14/2020 · 11 min read
Pick one marketing channel and commit to it for 90 days before evaluating. Lead with educational value, not product pitches. Treat brand as the consistent feeling across every touchpoint, not the logo. Systemize referrals by asking at defined moments and telling clients exactly what to say.
12/11/2020 · 6 min read
Waiting for perfect systems, scripts, or timing is procrastination dressed as standards. The fix is to ship an 80 percent version of one initiative this week, measure what happens, and improve it on the next pass. Done beats perfect on every revenue metric.
12/09/2020 · 8 min read
A $17M agency runs on four operating systems: a written job scorecard plus paid trial period for hiring, role-segmented comp with retention modifiers, daily producer number tracking with weekly substantive accountability conversations, and a proactive retention cadence that keeps renewal rates in the high 80s to 90s.
12/07/2020 · 7 min read
Dan Herrenbruck built a $17M insurance agency on three strategic decisions: commit to a niche before it proves itself (turn down off-profile prospects), hire for character outside the industry and train product knowledge in-house, and build systems anticipatorily before each next hire.
12/02/2020 · 7 min read
Open a new insurance agency the right way by making your first hire a CSR before you feel ready, documenting your top ten tasks with written steps and Loom videos before onboarding, picking one or two lead channels and going deep, and reviewing weekly production metrics with discipline.
11/30/2020 · 7 min read
Open a new insurance agency the right way by building four things before you write a single policy: a monthly break-even number, a defined target market that drives carrier selection, a configured CRM, and a lead follow-up system. Then write yourself a month-six letter.
11/25/2020 · 7 min read
Build a government entity practice by sourcing public-entity MGAs, wholesale brokers, and state insurance pools, then targeting a small local account (water district, library district) first. Win one, serve it hard, and let public-sector buyers refer you through their associations.
11/23/2020 · 6 min read
Government entity insurance covers cities, counties, school districts, and water districts. Carson Saville built his book in this niche because the accounts are larger, retention is decades long, and most agents won't do the work to learn the procurement process.
11/20/2020 · 5 min read
A TeleFunnel is a phone funnel with five designed stages: a tested hook that buys the first 30 seconds, structured qualification questions, a solve stage matched to prepared scenarios, a scripted close, and a defined follow-up sequence after every unclosed call. Improvised phone sales lose to designed phone sales.
11/18/2020 · 6 min read
Agency marketing wins on conversion infrastructure before acquisition spend. Three rules: first contact within five minutes of every lead, a seven-touchpoint nurture across three channels over 30 days, and message-to-market alignment so first-time homebuyers and small business owners do not see the same generic ad.
11/16/2020 · 8 min read
Measure first, then pick one primary marketing channel and dominate it. Build the website as a sales tool with one clear CTA. Establish local SEO around Google Business Profile, run a basic email program with a renewal sequence, and systemize the referral ask at defined moments. Work the sequence.
