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01/30/2026 · 6 min read
Teams perform sustainably when intrinsic motivation replaces prize-based contests, accountability cultures lead with clarity instead of pressure, and data helps people understand themselves instead of catching them failing. Track daily activity, not just monthly results, and reward consistency, not just peaks.
01/23/2026 · 6 min read
Sustainable insurance agency growth runs on four levers: daily activity consistency that compounds, structured lead generation that delivers predictable volume, retention tracked obsessively as the most ignored growth metric, and team motivation built as a system, not a personality problem. Boring fundamentals done reliably beat exotic tactics.
01/19/2026 · 6 min read
Insurance agents should bring marketing in-house because lead aggregator economics broke after iOS 14. Owning your own Facebook and YouTube ad accounts means every improvement in copy, targeting, and landing pages drops your cost per acquisition instead of paying a flat price for shared leads.
01/09/2026 · 6 min read
Sustainable agency growth comes from depth, not from chasing new leads. Serve existing clients with advisory reviews, learn underwriting so you advocate better, build a real business plan before going independent, and hire with a 30/60/90 success scorecard.
01/02/2026 · 6 min read
Accident reconstructionist Eric Brown has seen single accidents generate $600,000 in liability against state-minimum policies, with the excess landing on the at-fault driver. State minimums are a floor, not a recommendation. Agents must run coverage adequacy conversations at every renewal, especially for young, senior, and asset-rich clients.
12/26/2025 · 5 min read
Culture beats strategy because tactics never survive bad leadership. Kelly Donahue's framework starts with the owner stepping out of every transaction, then layers in intentional culture, documented sales and rounding processes, and accountability built into weekly rhythms instead of crisis moments.
12/19/2025 · 5 min read
AI is solving the wildfire insurance crisis by replacing blanket ZIP code rules with property-level risk modeling. Kevin Stein's Delos uses aerospace-grade data and an MGA structure to price each home accurately, giving agents real options for clients traditional carriers will not cover.
12/12/2025 · 6 min read
After 25 years and over $1 billion recovered for policyholders, Galen Hair's lesson for agents is human: open every claim call with acknowledgment, be transparent about what you know and don't, check in on the family not just the file, and build a claims protocol for the worst moment.
12/05/2025 · 6 min read
Andy Neary's blueprint: define your audience before your content, commit to one primary channel (LinkedIn, YouTube, podcast, or email), publish valuable content on a fixed weekly cadence for 90 days without judging results, and accept that inbound shows up at month 6 to 18. The wall is structural.
11/28/2025 · 5 min read
Build confidence through action, not preparation. Consistency beats quality for visibility in the early stages. Motivation is an output of work, not a prerequisite. Manage self-doubt instead of trying to eliminate it. Build systems that don't depend on daily energy levels so growth and sustainability coexist.
11/21/2025 · 5 min read
After 25 years in insurance: follow up at least five times after first contact (most revenue lives there), document your sales process so the team can run without you, use AI to handle repetitive non-judgment tasks, and design systems flexible enough to survive disruptions.
11/14/2025 · 6 min read
Brian Greenberg's True Blue formula: AI handles the mechanical (scheduling, lead scoring, follow-up sequences) so agents focus on rapport. Add conversion-optimized landing pages, automated review collection, and multi-channel nurture (email, SMS, calls) until the buyer is ready. Persistence is a systems problem, not a character one.
11/07/2025 · 6 min read
Read attribution patterns in how candidates describe past jobs, study what they value outside work, test their planning capacity, trust early value-mismatch signals, and walk away before commitment locks you in. Casual conversation is more diagnostic than any structured interview.
10/31/2025 · 5 min read
Mark Flockhart built Valor Insurance Group on four reinforcing pillars: content that educates clients before they have a claim, carrier placement matched to risk profile, lead filtering for fit over volume, and documented training that makes the team's expertise transferable.
10/24/2025 · 6 min read
Empathy is structural, not personality. Engineer it into the agency with pause protocols (one clarifying question before any response), curiosity about what is driving behavior, and weekly team rituals that surface what is hard. Empathetically engineered cultures retain clients and producers.
10/20/2025 · 5 min read
Susana Gibb runs her agency like a director runs a production. Confidence is rehearsed, not waited for. Listening means hearing what's under the objection. Authenticity beats scripts. Accountability is collegial because ensemble work demands it. Hire for the non-industry competencies and your producers stop sounding like robots.
10/10/2025 · 6 min read
Kettle uses machine learning trained on satellite imagery, weather, and vegetation data plus funded community-level mitigation (controlled burns, brush management, defensible space) to actually lower wildfire risk, not just price it more precisely. For agents in wildfire and catastrophe states, this is the distribution opportunity replacing the carriers walking away.
09/27/2025 · 6 min read
Melissa Dillon teaches insurance agents to treat failure as data, not verdict. After every miss, ask what specifically did not work instead of "I'm bad at this." Build psychological safety on the team so mistakes produce learning instead of defensive behavior.
09/19/2025 · 6 min read
Approach clients, team, and family from genuine care rather than fear or transactional calculation. Clients detect the difference, and it shows up in referrals, retention, and team stability. Brian Ahearn's love-based framework treats love as an active decision in each interaction, not a feeling that happens to you.
09/16/2025 · 5 min read
Roger Short built Life Insurance Academy on a trust-first sales model: every interaction must reinforce the same brand promise, agents lead with understanding the client's risk (not price), and educational infrastructure makes product mastery scalable across a team. Consistency is a learnable discipline, and it's what converts leads into loyalty.
