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10/04/2023 · 6 min read
Getting millennial producers in the door is only half the challenge. Tony Canas explains what keeps them — and what sends them searching for the exit even when they like their work.
10/02/2023 · 6 min read
Tony Canas — insurance nerd, blogger, and millennial advocate — brings a frank assessment of why the industry struggles to attract young talent and what agencies can do differently starting now. Part 1 of 2.
09/27/2023 · 6 min read
These 5 hiring mistakes show up in agencies of every size and every market. They're predictable, costly, and entirely avoidable — but only if you know what to look for before the offer letter goes out.
09/25/2023 · 5 min read
Great hires don't happen by accident. These 5 specific hiring practices — from structured interviews to values-first screening — are what separate agencies with consistently strong teams from those stuck in a perpetual hiring cycle.
08/21/2023 · 5 min read
From hiring the wrong people to skipping accountability coaching, these 7 mistakes are bleeding your agency's revenue quietly. Jason breaks down each one with specific fixes.
08/14/2023 · 6 min read
Most agency owners spend more time managing the wrong people than developing the right ones. Here's the full cycle — recruiting through separation — built around values alignment, not just skill screening.
07/10/2023 · 5 min read
The final piece of the P&C sales team series: the culture decisions and accountability structures that sustain high performance over time instead of producing a one-month spike and a regression.
05/10/2023 · 6 min read
Most insurance salespeople don't fail because they lack talent — they fail because nobody fixed the specific, fixable habits that kill deals before they start. Here are 10 reasons and 9 real solutions.
05/03/2023 · 5 min read
A winning P&C insurance team isn't an accident. It's an architecture — specific roles, clear expectations, and a culture that makes the right people want to stay and perform.
04/26/2023 · 5 min read
The gap between a struggling agency and a thriving one is almost always a leadership gap. These three traits separate the owners who build lasting businesses from the ones who stay stuck.
04/19/2023 · 5 min read
Part 2 of the Jamie Bragg conversation digs into the real mechanics of agency culture — how to build it, protect it, and use it to attract producers who actually perform.
04/17/2023 · 6 min read
Jamie Bragg didn't build his agency by accident. Part 1 of this conversation unpacks how he used connectivity tools, recruitment strategy, and pricing discipline to construct a high-performance team.
04/10/2023 · 5 min read
The insurance agencies spending the most on marketing aren't always the ones growing fastest. The fastest-growing agencies often run on a marketing strategy that costs nothing but intentionality: making their clients feel genuinely valued.
01/30/2023 · 5 min read
Constant sales agent turnover is draining your agency's time and money. The counterintuitive fix? More leads — not more headcount. Here's the math that changes how you think about staffing.
08/03/2022 · 5 min read
Most agencies hire warm bodies and hope for producers. The ones that grow predictably have a different approach — a hiring system that identifies closers before the first day on the floor.
08/01/2022 · 5 min read
Growing an insurance agency without aligning your marketing, hiring, and sales systems is like pressing the gas with the parking brake on. Here's how to sync all three for maximum velocity.
06/08/2022 · 6 min read
Every agency makes hiring mistakes. But these three specific errors keep appearing in agencies that can't hold onto producers — and all three are completely preventable once you see them.
06/06/2022 · 5 min read
Bad hires are expensive. But most agency owners hire reactively without a real standard. These three non-negotiables filter out the wrong candidates before you spend a dollar on training.
03/30/2022 · 5 min read
The talent problem in insurance is real, but it's not unsolvable. This SOLO Playbook episode breaks down the recruiting strategies that produce a consistent pipeline of quality candidates — so you're never scrambling to fill seats with whoever's available.
03/16/2022 · 5 min read
Hiring too early bleeds cash. Hiring too late costs growth. Finding the right moment to add staff is one of the most consequential timing decisions an insurance agency owner makes. This SOLO Playbook episode is the decision framework.