Close more policies, handle objections, and build a sales machine. Real scripts, real techniques, and real results from top-producing agents.
322 episodes from Craig Pretzinger & Jason Feltman, hosts of The Insurance Dudes Podcast
03/13/2026 · 6 min read
Dean Bowen of Patriotic Insurance Group built a commercial prospecting system from scratch using cold email and data—and learned why selling to friends and family is a strategy that eventually runs dry.
02/20/2026 · 5 min read
A paid traffic pipeline, group interviews, behavioral assessments, structured onboarding, and activity-based standards—here's the complete 5-step hiring framework from the Insurance Dudes Mailbag.
01/30/2026 · 6 min read
Seth Preus built Racing Snail and Leaderboard Legends by studying what actually drives human performance. His framework on intrinsic motivation and data-driven accountability transforms how agencies build high-performing teams.
01/23/2026 · 6 min read
Former Farmers Insurance agency owner Sheppard Bowen shares the real mechanics of sustainable agency growth—consistency over time, structured lead generation, and team accountability that sticks.
01/19/2026 · 6 min read
Justin Thomas left insurance to build Insurance Advertising Masters—helping agents use Facebook and YouTube ads to create consistent conversations without buying cold leads. Here's the model.
01/02/2026 · 6 min read
Eric Brown reconstructs accidents for a living and has seen firsthand what happens when coverage is inadequate. His insights on liability gaps, underinsured drivers, and the agent's duty to educate will change how you talk to clients.
11/21/2025 · 5 min read
With over 25 years in insurance, Michelle O'Connor shares how structured follow-ups, intentional use of technology, and management systems create businesses that don't require owners to be everywhere at once.
11/14/2025 · 6 min read
Brian Greenberg of True Blue Life Insurance reveals how combining AI tools, optimized landing pages, and relentless follow-up creates a modern life insurance sales engine that actually converts.
11/07/2025 · 5 min read
Nathan Glass, founder of Utopia Risk, breaks down how everyday conversations reveal character—and why catching red flags early is the most valuable business skill you can develop.
10/31/2025 · 5 min read
Mark Flockhart built Valor Insurance Group by combining digital content, careful carrier selection, and hands-on client relationships. His system turns complexity into competitive advantage.
10/24/2025 · 5 min read
Dr. Nicole Price's book 'Spark the Heart' reframes empathy not as a feeling but as a deliberate organizational system. Here's what that means for insurance agency owners.
10/20/2025 · 5 min read
Theater training and insurance sales have more in common than you'd think. Susana Gibb turned her acting background into a leadership superpower—here's the playbook.
10/10/2025 · 6 min read
Andrew Engler co-founded Kettle to combine machine learning, real-world mitigation, and reinsurance into a model that actually lowers wildfire risk—not just prices it. The implications for the future of insurance are significant.
09/27/2025 · 6 min read
Melissa Dillon has spent her career healing the wounds that traditional education leaves on adults—including insurance agents who internalized failure as identity. Her reframe is immediately useful in any sales career.
09/19/2025 · 6 min read
Brian Ahearn's second conversation goes deeper: how choosing love over fear in business relationships—with clients, partners, and family—creates the authentic influence that actually builds lasting agencies.
09/16/2025 · 6 min read
Roger Short co-founded Life Insurance Academy after 25 years of entrepreneurial experience that taught him one thing: consistency and trust-building beat price competition every time. Here's his framework.
09/05/2025 · 6 min read
Chase Beach co-founded InsureGrid to solve the data collection problem that wastes hours of every agent's week. The technology is already changing how agents buy and sell—here's what you need to know.
08/29/2025 · 6 min read
Julian Chambers went from network marketing straight out of high school to writing ten Medicare Advantage policies a week. His mindset systems and personal development rituals are the infrastructure behind the production.
08/15/2025 · 6 min read
Don Wilson went from running retail clothing stores in West Virginia to building a multi-state insurance agency on the strength of authentic branding and relentless persistence. His prospecting creativity is something else entirely.
08/08/2025 · 5 min read
Brandon Wolfe of Jordan Partners has negotiated insurance agency deals from both sides of the table. What he's learned about what makes an agency valuable—or not—will change how you build yours.
08/01/2025 · 6 min read
Kathy Hitchcock opened Hitchcock Insurance Group in 2015 and immediately faced back-to-back rate hikes in the worst possible market conditions. What she built through that period is a resilience blueprint every agent needs.
07/16/2025 · 5 min read
Sethe Smith built a top-performing Fort Wayne agency by being relentlessly honest about the hard parts—hiring, retention, failure—and building a culture that turns those lessons into performance.
07/09/2025 · 5 min read
Tung Le launched his Allstate agency in Houston in March 2020—the same week the world shut down. Three years later he had a $12 million book. What he did differently is a masterclass in adaptation.
07/02/2025 · 5 min read
Cassidy Arbeli walked away from a thriving captive agency to build something better—a multi-business operation with systems that give her real freedom. Here's what she built and how she did it.
06/25/2025 · 5 min read
Dan Kitajima built a $17 million captive agency, then watched his carrier non-renew $6 million in policies. His pivot to independent—and what he learned about resilience, flexibility, and survival—is essential reading.
06/18/2025 · 5 min read
Ben Bucher went from McDonald's manager to owning multiple insurance agencies across the country. His most valuable lessons came from the moments his business nearly collapsed—not from when it was thriving.
06/12/2025 · 5 min read
BJ Hill traded a basketball coaching career for insurance and built Summit Insurance into an $18 million agency in Loveland, Colorado. The leadership principles that win games also build extraordinary teams.
06/05/2025 · 5 min read
Rob Liano went from financial rock bottom to becoming a top sales coach by mastering one principle: stop selling at people and start solving their problems. Here's the framework that changes everything.
06/05/2025 · 5 min read
David Carothers built a powerhouse Tampa commercial agency by deliberately hiring people with zero insurance experience. His counter-intuitive approach to recruiting is producing results the industry can't ignore.
06/05/2025 · 5 min read
David Kelly wrote the book on incentive compensation management and founded BobTrack to fix it. If your agency can't reconcile its commissions, you're leaving real money on the table every month.
06/05/2025 · 5 min read
Wild Bill Rice has seen what separates agents who convert internet leads from those who waste them. It comes down to nurturing, persistence, and understanding what leads actually are.
06/05/2025 · 5 min read
Jas Takhar built a personal media squad that transformed his business. His content-first approach to staying top-of-mind is exactly what insurance agents need to steal right now.
06/05/2025 · 5 min read
Brian Ahearn has spent decades studying how human psychology drives decisions. His principles of ethical influence apply directly to how insurance agents build trust and close more business.
06/05/2025 · 5 min read
Gleb Tsipursky, the 'Decision Doctor,' reveals the cognitive biases costing insurance agents money every day—and the specific techniques to override them for better business outcomes.
06/05/2025 · 5 min read
Jay Bregman couldn't get insurance for his drone gigs, so he built Thimble to fix it. His story of disciplined expansion and market-driven product design is a masterclass in insurtech done right.
01/30/2025 · 6 min read
While everyone chases digital leads, Rudy Surovick has been quietly building insurance books using direct mail and relationship techniques that most agents have abandoned — and his results are hard to argue with.
01/22/2025 · 6 min read
Travis Gensler navigated a marketing franchise disaster before finding his footing as an independent insurance agent. The technology choices he made during the transition didn't just modernize his operation — they became his competitive moat.
01/15/2025 · 7 min read
Chris Cheatham saw that insurance's document complexity was a technology problem with a machine learning solution. His journey from law to co-founding Risk Genius to spinning out Milo is a blueprint for thinking about where AI fits in the insurance industry.
01/14/2025 · 4 min read
Chris Cheatham co-founded Risk Genius and pioneered insurance AI technology after discovering that complex legal documents were exactly the problem machine learning was built to solve. Full episode drops tomorrow.
01/08/2025 · 6 min read
Ryan Schaffer's journey from aspiring firefighter to mortgage professional to insurance strategist produced a cross-industry framework for identifying critical success traits, building durable referral partnerships, and scaling operations without losing competitive edge.
01/07/2025 · 4 min read
Ryan Schaffer survived the 2008 financial crisis in mortgage and translated those hard lessons into an insurance agency efficiency framework built around specific traits, referral partnerships, and systems that scale. Full episode drops tomorrow.
01/01/2025 · 6 min read
Chad Spaide built a sustainable, competitive insurance career by automating the work that depletes agents and protecting the human connection that actually closes deals. His specific framework for doing both is worth studying.
12/31/2024 · 4 min read
Chad Spaide cracked the code on staying competitive and avoiding burnout simultaneously — by letting technology handle the repetitive work while doubling down on genuine human connection where it matters most.
12/25/2024 · 6 min read
Ramis Hakim went from aspiring minister to final expense powerhouse by doing one thing most agents won't: picking a narrow lane and becoming the best in the country at it. His specialization philosophy and culture framework are immediately actionable.
12/19/2024 · 6 min read
With nearly two decades in insurance, Adam Pisani has seen what separates agents who build lasting businesses from those who plateau. His answer is uncomfortable but undeniable: motivation is infrastructure, not decoration.
12/11/2024 · 6 min read
Becky Isbell entered insurance in 2000 with a family to build and a career to launch simultaneously. Two decades of navigating captive-to-independent transitions, market volatility, and personal challenges left her with battle-tested wisdom every agent needs.
12/04/2024 · 6 min read
Khashayar Fadaie discovered that the gap between struggling and thriving wasn't knowledge — it was self-awareness. Recognizing his own patterns, behaviors, and blind spots became the most important business skill he ever developed.
12/03/2024 · 4 min read
Khashayar Fadaie's journey from humble beginnings to independent insurance success is a masterclass in self-awareness and the mindset required to thrive in an industry that tests you daily. Full episode tomorrow.
11/28/2024 · 6 min read
Dimitri Apostle didn't just build a referral-based agency — he engineered one like a production line, creating repeatable processes that grew his book to $11 million without depending on any single person's hustle.
11/20/2024 · 6 min read
Stephanie Riggins launched her insurance agency during a pandemic with no conventional playbook to follow. The systems she built out of necessity turned into her most durable competitive advantages.
11/19/2024 · 4 min read
Stephanie Riggins went from waitress to thriving insurance agency owner in a journey that required a fundamental change in how she thought about selling, scaling, and self-worth. The full episode drops tomorrow.
11/13/2024 · 6 min read
Nicholas Sakha discovered that tracking exactly where every client comes from unlocks the growth lever most agents are missing. Combined with consistent Instagram and TikTok content, his Las Vegas agency generates leads that convert at rates paid traffic can't match.
11/12/2024 · 4 min read
Nicholas Sakha built a thriving Las Vegas insurance agency while refusing to sacrifice his health or his family. His approach to sustainable growth challenges the hustle-at-all-costs narrative.
11/05/2024 · 4 min read
Troy Korsgaden has helped thousands of agents reposition their agencies for growth. His power positioning framework challenges how most agents think about their market presence and client value.
10/23/2024 · 6 min read
Nik Champion built Champion Insurance Agency by doing two things most owners get wrong: hiring producers with the right traits instead of the right resume, and then actually letting them work.
10/17/2024 · 5 min read
The spark that made you start your agency doesn't have to fade forever. Specific, actionable changes to how you structure your day and lead your team can bring back the energy that made this business feel exciting.
10/16/2024 · 4 min read
The top 1% of P&C agents aren't working harder than you — they've built systems that make elite performance repeatable. Here's what those systems actually look like.
10/15/2024 · 4 min read
Founding member status in Agent Elite means lifetime access to the one P&C community built around real operational knowledge, not generic motivational content. The window closes October 21st.
10/14/2024 · 4 min read
The agents who build million-dollar books of business don't do it alone — they surround themselves with people who've already solved the problems they're facing. That's what Agent Elite is built for.
10/10/2024 · 5 min read
When your agency stops growing and employees drain your energy, most owners grind harder. The real fix is a six-step framework that runs your business on math and leads your team with emotion.
09/20/2024 · 6 min read
Carson Porter has turned the cross-sell from an awkward afterthought into a systematic revenue driver. His approach to P&C-to-life conversion reveals why most agents leave half their revenue on the table.
09/12/2024 · 6 min read
Craig's agency went from unpredictable revenue to explosive, measurable growth once the telefunnel clicked. Here are the actual numbers, the timeline, and what it takes to replicate them.
09/11/2024 · 6 min read
The difference between an agency that grows and one that just gets busier is a scalable process. Craig's journey from DIY chaos to a documented sales machine reveals the specific inflection points that change everything.
09/06/2024 · 5 min read
Bad dialing hires are one of the most expensive mistakes an insurance agency can make. Craig's blueprint for finding, vetting, and onboarding dialing specialists who produce from day one.
09/04/2024 · 5 min read
The telefunnel works — when it's built right. When it's built wrong, it eats lead budget and generates frustration instead of premium. These are the specific mistakes Craig sees most often and exactly how to avoid them.
08/30/2024 · 5 min read
Craig's agency journey from 2008 to today is a masterclass in knowing which parts of insurance sales to automate and which parts to protect from automation. The hybrid model is where agency growth actually lives.
08/28/2024 · 5 min read
Once you've hired dialing specialists, how do you actually manage them for maximum performance? The metrics, coaching practices, and daily rhythms that make the difference between a dialing team and a dialing machine.
08/27/2024 · 6 min read
Your licensed agents are too expensive and too skilled to spend their days cold-calling lists. Dialing specialists change the math entirely — here's the role they play and how they should be measured.
08/21/2024 · 6 min read
Every insurance agent passes through the Dunning-Kruger valley — the painful gap between early confidence and earned competence. Understanding this psychology is the gateway to building a consistently profitable agency.
08/16/2024 · 5 min read
Craig spent $6,000 on shopping cart ads and learned an expensive lesson. Here's the lead generation framework that came out of years of costly experiments — so you don't have to repeat them.
08/07/2024 · 6 min read
Most insurance agencies grow through luck and hustle. The telefunnel replaces both with a documented, repeatable system that generates predictable premium month after month.
07/26/2024 · 6 min read
Managing a remote insurance team requires a completely different leadership playbook. Jorge Carbonell shares the culture systems, accountability frameworks, and hard lessons that make distributed teams work.
07/24/2024 · 6 min read
Jorge Carbonell has hired and developed more insurance producers than most agency owners will ever meet. In Part 1, he shares the hiring frameworks and culture principles that separate high-performing agencies from the rest.
07/02/2024 · 6 min read
Matthew Murray's approach to life insurance and final expense conversations reveals why most agents leave money on the table — and what to say instead to help clients and grow your revenue simultaneously.
06/27/2024 · 6 min read
Matthew Murray built his agency his way — with equal parts humor, hard-won wisdom, and a refusal to follow the conventional playbook. Part 1 covers the wild early days and the mindset that made the difference.
06/25/2024 · 6 min read
Part 2 of our conversation with Justin Brock goes deep on the actual AI systems behind his $70 million agency — the content engine, the automation architecture, and what he'd build first if starting over today.
06/20/2024 · 5 min read
Justin Brock grew a small insurance agency into a $70 million operation — and he did it by letting AI and automation do what humans can't sustain. Part 1 of a conversation that changes how you see your agency's ceiling.
06/11/2024 · 5 min read
Craig almost cancelled his 2019 Christmas trip to Kauai before a single insight about client lifetime value changed everything. Here's the math that changes how you think about every dollar you spend.
06/06/2024 · 5 min read
Most agents get mediocre results from ChatGPT because they ask mediocre questions. These 8 prompting principles will transform your AI output from generic to genuinely useful.
06/04/2024 · 5 min read
Language models like ChatGPT aren't a curiosity — they're a career skill. Insurance agents who learn to use them well will outperform those who don't, starting today.
05/30/2024 · 5 min read
Blockbuster had 60 million customers and missed the streaming wave. Insurance agencies that ignore AI right now are making the same mistake. Here's how to be Netflix.
05/21/2024 · 6 min read
Referrals aren't luck — they're a system. The agencies growing fastest have a repeatable referral engine that runs without chasing clients or begging for introductions.
05/16/2024 · 5 min read
The right technology stack doesn't just save time — it makes your agency scalable without hiring your way to chaos. Here's how to audit, automate, and actually use the tools available to you.
05/14/2024 · 5 min read
In a sea of sameness, most insurance agencies sound identical. Learn how to build a UVP that makes prospects stop scrolling, pick up the phone, and choose you over every other option.
05/09/2024 · 5 min read
Most agents hustle harder when growth stalls — but the ones who actually scale have learned to work smarter. Here's the strategic playbook for sustainable agency expansion.
04/25/2024 · 6 min read
Jason Feltman makes the case for bringing a scientific, data-driven approach to the problems that drain insurance agency productivity — and why clear processes are the prerequisite for every solution that lasts.
04/23/2024 · 6 min read
Saying goodbye to a team member is one of the hardest things an agency owner does. Done well, it strengthens culture. Done poorly, it poisons the team. Here's the framework for doing it right.
04/18/2024 · 6 min read
Research shows people retain only 25% of what they hear. Craig breaks down the active listening techniques that dramatically improve sales conversations, client retention, and conflict resolution in any agency.
04/16/2024 · 6 min read
In-N-Out Burger built a cult following with four menu items. The same radical focus that keeps their lines long can make your P&C agency consistently outperform competitors who try to do everything.
04/09/2024 · 6 min read
Matching and mirroring, reframing objections, and anchoring positive associations are the tools that top agents use to build rapport beyond scripts. Here's how to use them ethically and effectively.
04/04/2024 · 5 min read
People decide emotionally and justify logically. These five psychology-backed sales principles help insurance agents build genuine rapport, credibility, and trust that translate into better outcomes for everyone.
04/02/2024 · 6 min read
New P&C agents keep repeating the same marketing mistakes. Craig and Jason lay out exactly why cold calling, generic email blasts, and social media ads are a losing game — and what to do instead.
03/28/2024 · 6 min read
The biggest hiring error isn't picking the wrong candidate — it's not being in the market until desperation forces you. Craig and Jason break down five strategies for hiring before you need to.
03/26/2024 · 6 min read
Richard Feynman's famous learning technique, adapted for insurance, gives agents a four-step framework that simplifies complex coverage concepts for clients and deepens agents' own mastery simultaneously.
03/18/2024 · 5 min read
Pushing 100% on four hiring pillars while ignoring a fifth is worse than hitting 80% on all five. Craig and Jason's talent acquisition framework explains why balance beats intensity every time.
03/06/2024 · 6 min read
Jorge Carbonell gets tactical on the lead systems, producer development frameworks, and growth strategies that keep his agency thriving regardless of market conditions. Part 2 of 2.
03/04/2024 · 5 min read
Agency owner Jorge Carbonell has mastered something most insurance owners never do: adapting to continuous change without losing team cohesion, personal resilience, or forward momentum. Part 1 of 2.
02/23/2024 · 5 min read
Short-term competitions and activity-based incentives aren't gimmicks — they're precision instruments for breaking through performance plateaus. Here's the blueprint that actually works.
02/19/2024 · 5 min read
Even a mediocre salesperson following a solid process can outperform a talented one without one. Craig and Jason break down why fixing your process is the highest-leverage move your agency can make.
02/14/2024 · 6 min read
Larry Nisenson gets tactical on the specific objections that derail long-term care conversations — and the narrative tools that move advisors and clients past resistance into genuine protection decisions. Part 2 of 2.
02/12/2024 · 5 min read
Long-term care insurance is the hardest sell in the business. Larry Nisenson cracked it with humor, narrative, and a deep understanding of why advisors avoid the conversation entirely. Part 1 of 2.
02/07/2024 · 6 min read
Kian Gohar gets tactical on developing emotional intelligence, structured curiosity, and the human-AI collaboration model that future-proofs your agency. Part 2 of 2.
02/05/2024 · 5 min read
Innovation expert Kian Gohar argues that the agencies winning in the AI era aren't the ones with the best tech — they're the ones with the sharpest human skills. Part 1 of 2.
01/31/2024 · 6 min read
Core values, mission, and vision aren't HR buzzwords — they're the operational infrastructure that separates agencies that thrive from ones that churn through people and plateau. Here's how to build them.
01/29/2024 · 5 min read
Bill Eggert didn't need a CRM to build an extraordinary insurance career. Craig unpacks what the Green Sheets framework reveals about time, control, and the human edge in a tech-saturated industry.
01/24/2024 · 6 min read
Alejandro and Laura go deeper on the community mechanics and brand architecture that turned a December startup into a loyalty-driven business — with direct lessons for your insurance agency. Part 2 of 2.
01/22/2024 · 5 min read
Alejandro and Laura built a mushroom coffee company from scratch with an NFL legend. The systems, community, and brand discipline they used are a masterclass for any insurance agency owner. Part 1 of 2.
01/17/2024 · 5 min read
Bastion Agency USA founder Dax Cornelius gets tactical on what digital alignment actually looks like in practice — and why most agencies are solving the wrong problem entirely. Part 2 of 2.
01/15/2024 · 5 min read
A decorated Air Force fighter pilot turned insurance entrepreneur shares what combat taught him about connectivity, relevance, and surviving the digital age. Part 1 of 2.
01/10/2024 · 6 min read
The remote vs. in-office debate isn't about ideology — it's about what produces consistent results for specific people in specific roles. Jason Feltman shares what he learned going 100% remote.
01/08/2024 · 6 min read
Most insurance agency bonus programs produce a temporary spike and a long-term entitlement problem. Jason Feltman explains the incentive design that actually sustains motivation — and it's not what you think.
01/03/2024 · 6 min read
Technology is the what. Mindset is the how. Stacey Brown's Part 2 explains the internal orientation that determines whether insurance agencies adapt to change or get left behind by it.
01/01/2024 · 7 min read
Stacey Brown built InsurTech Hartford into a global network connecting carriers, startups, and investors. Her front-row view of insurance's technological transformation has direct implications for every agency owner paying attention.
12/27/2023 · 6 min read
Flexibility without accountability is chaos. Eric Yaverbaum's Part 2 delivers the specific management practices that turn a flexible workplace into a high-performing one.
12/20/2023 · 6 min read
Ericho Communications CEO and author Eric Yaverbaum has spent decades studying what makes workplaces attract and keep top talent. His findings should concern any agency owner still operating 2019 policies.
12/18/2023 · 6 min read
One good ideation session doesn't make an innovative agency. Jeremy Utley's Part 2 builds the organizational culture that keeps creative problem-solving as the daily default — not the annual retreat.
12/13/2023 · 6 min read
Stanford's Jeremy Utley has studied innovation at the world's most creative organizations. His core insight — that volume of ideas beats quality of ideas — has immediate applications for stagnant insurance agencies.
12/11/2023 · 7 min read
It's not about trying harder. It's about building systems designed for how your brain actually operates. Antonia Bowring's Part 2 delivers the practical framework for ADHD-informed performance.
12/06/2023 · 6 min read
More insurance producers than anyone admits are wired for ADHD — and that's not a liability if you understand how to work with your neurology instead of against it. Executive coach Antonia Bowring explains.
12/04/2023 · 6 min read
Going remote without the right infrastructure is how agencies lose culture, accountability, and their best people. Kathleen Quinn Votaw's framework builds the foundation first.
11/29/2023 · 7 min read
Turnover is costing insurance agencies more than they realize — and the usual solutions aren't working. Kathleen Quinn Votaw of TalenTrust brings a decade of recruitment expertise to the real problem.
11/27/2023 · 6 min read
Knowing AI matters is step one. Knowing where to start, what to build first, and how to avoid the implementation traps is what separates agencies that succeed with tech from those that stall.
11/22/2023 · 6 min read
Jeff Pedowitz has spent decades at the intersection of technology and business growth. His take on AI's impact on insurance is urgent, practical, and impossible to ignore.
11/20/2023 · 6 min read
The shift from struggling producer to top performer isn't just tactical — it's deeply personal. Gary Cooper's Part 2 reveals the specific inner work that makes lasting performance change possible.
11/15/2023 · 6 min read
Gary Cooper built success the hard way — through adversity, self-doubt, and the strategic use of a mindset most people misunderstand. His story reframes what confidence actually means in insurance sales.
11/13/2023 · 6 min read
A great training event fades in 30 days. A coaching culture compounds forever. Phil Geldart's Part 2 shows you how to build the leadership capacity that makes continuous development the default.
11/08/2023 · 6 min read
PowerPoints and product knowledge quizzes don't build sales skills. Phil Geldart's immersive learning framework is rewriting how the insurance industry develops its people.
11/06/2023 · 6 min read
After you know what you want from an M&A deal, you need to know how to structure it. Bill Snow's Part 2 is the practical guide to getting the deal right — not just getting a deal.
11/01/2023 · 6 min read
Mergers and acquisitions in insurance are accelerating. Bill Snow — author, speaker, and M&A veteran — breaks down the personality-first question every agency owner needs to answer before they sign anything.
10/30/2023 · 6 min read
Great agencies aren't built by great salespeople — they're built by leaders who can replicate themselves. Brendan Keegan's mentorship framework shows you exactly how to do it.
10/25/2023 · 6 min read
Brendan Keegan runs one of the country's largest fleet companies and has a clear-eyed view of risk that most insurance agents never hear from the client side of the table.
10/23/2023 · 5 min read
Robert Greene's first law — Never Outshine the Master — is one of the most misunderstood principles in professional life. Here's how it plays out in the PNC insurance world.
10/18/2023 · 6 min read
Having clarity on who you serve is step one. Andy Neary's Part 2 deep-dive shows how to build the marketing infrastructure that turns that clarity into a steady stream of warm prospects.
10/16/2023 · 6 min read
Demographics tell you who your prospect is. Psychographics tell you why they buy. Insurance veteran Andy Neary explains why the second question is the one that changes everything.
10/11/2023 · 5 min read
Most agencies underperform not because of bad agents but because of blurry standards. Here's how to define and enforce expectations that actually drive elite performance.
10/09/2023 · 6 min read
When leads underperform, the first instinct is to blame the leads. But the real culprits are almost always internal — follow-up failures, poor CRM discipline, emotional detachment from the sale. Here's the full breakdown.
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.
09/20/2023 · 6 min read
From de-escalating frustrated clients to resolving producer conflicts that affect agency morale, Dr. Lori Morocco's concrete toolkit gives insurance professionals the communication skills that no licensing exam ever teaches.
09/18/2023 · 6 min read
Dr. Lori Morocco coaches insurance professionals on the communication and conflict resolution skills that every agent needs but almost no one formally develops. Part 1 covers the foundation — and why small consistent steps beat dramatic transformations.
09/13/2023 · 5 min read
The first 30 seconds of a phone call either earns the next two minutes or loses the entire conversation. Here's exactly how to open every call in a way that builds instant credibility and keeps prospects engaged.
09/11/2023 · 5 min read
When Craig and Jason finally sat down together after a long stretch apart, they agreed on one thing: the urge to control everything is the single most common and most costly mistake in insurance agency leadership.
08/30/2023 · 5 min read
You don't need a massive marketing budget to build a consistent sales machine. Jason Feltman's cost-effective approach — daily lead buying, conversion optimization, systematic follow-up — compounds over time.
08/28/2023 · 5 min read
Understanding why people say yes — and why they stall — transforms every sales call from a performance into a conversation. Jason Feltman breaks down the psychology that top producers use intuitively.
08/23/2023 · 5 min read
Rate is rarely the real reason clients leave. Jason Feltman reveals the retention strategies — rooted in genuine care and consultant-level service — that keep clients for decades instead of months.
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.
07/24/2023 · 5 min read
Objections happen on 90% of insurance sales calls. Most agents wing it. The agencies that win build a team-driven objection playbook and practice it until responses are automatic.
07/19/2023 · 5 min read
A proposal that just lists coverage options is a document. A proposal that sells is a story with a conclusion. Part 7 of the sales script series shows how to build the second kind.
07/17/2023 · 5 min read
Explaining coverage to clients doesn't have to be a data dump. The What-How-Story-Tie-Down method turns complex insurance terms into stories clients understand — and buy.
07/12/2023 · 5 min read
Most insurance agents lose the call in the first 15 seconds. The 4-part opener framework changes that by giving prospects a reason to stay on the line and actually listen.
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.
07/05/2023 · 5 min read
Part 3 of the P&C sales system series: the specific lead tracking tool every agent needs and the differentiation approach that turns your agency into something prospects remember.
07/03/2023 · 5 min read
Part 2 of Jason Feltman's sales system: the specific metrics, scorecards, and tracking tools that allow agency owners to coach producers from data rather than gut feel.
06/28/2023 · 5 min read
Part 1 of Jason Feltman's deep-dive into the exact sales approach that rehabilitated a struggling agency: value-first positioning, the napkin tactic, and how to make clients feel the difference.
06/26/2023 · 5 min read
Jason Feltman unpacks the crucial difference between what an agency pays you today and what it's actually worth over time — and why most owners dramatically underestimate the long-term return.
06/21/2023 · 5 min read
The six traits that separate exceptional insurance agency leaders from average ones aren't personality gifts — they're learnable behaviors. Attitude, empathy, work ethic, coachability, self-control, and energy.
06/19/2023 · 5 min read
Craig Pretzinger names the painful trap most P&C agents fall into: the more hours they work, the less their hourly output is worth. The fix isn't more hustle — it's strategic leverage.
06/14/2023 · 5 min read
Part 2 with Jackson Cromer goes inside his surety bond operation — the workflows, client education systems, and agency processes that allow him to serve a specialized market at scale.
06/12/2023 · 5 min read
Jackson Cromer is doing things with surety bonds and artificial intelligence that most insurance agents haven't even considered. Part 1 covers the AI tools changing how agencies create content and serve clients.
06/07/2023 · 5 min read
Seth Godin's 'The Dip' holds the key to one of the hardest decisions in business: knowing when persistence is a virtue and when it's just stubbornness with a better story.
06/05/2023 · 5 min read
Jason Feltman identifies the single most common misconception that prevents insurance agency owners from breaking through their growth ceiling — and it's probably not what you think it is.
05/31/2023 · 5 min read
The counterintuitive truth about insurance agency growth: serving fewer types of clients better produces more business than trying to be everything to everyone. Here's how niche specialization works.
05/29/2023 · 5 min read
No commission check compensates for a broken marriage or kids who barely know you. Jason Feltman challenges insurance agency owners to redefine what success actually means before it's too late.
05/24/2023 · 5 min read
Jason Feltman ran a multimillion-dollar sales team and extracted five lessons most managers learn too late. These aren't motivational platitudes — they're operational truths that change how you lead.
05/22/2023 · 5 min read
The final episode in the scaling trilogy: how Craig Pretzinger breaks down big agency goals into executable pieces, communicates them to his team, and builds the momentum that makes scaling feel inevitable.
05/17/2023 · 5 min read
Part 2 of the agency scaling series goes deeper into team dynamics: the communication habits, cultural norms, and environment-setting decisions that separate thriving agencies from chaotic ones.
05/15/2023 · 5 min read
Scaling an insurance agency without the right systems doesn't produce growth — it produces chaos at higher volume. These three foundational systems make scaling sustainable.
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.
05/08/2023 · 5 min read
Every business problem eventually comes back to one core skill. Master it and your agency grows. Ignore it and no amount of leads, technology, or talent will save you.
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.
05/01/2023 · 5 min read
Internet leads are expensive and competitive. Most agencies convert under 20%. The blueprint to fix that isn't more leads — it's a faster, smarter follow-up process on the ones you already have.
04/24/2023 · 5 min read
Retention is the profit engine most agencies ignore while chasing new business. These proven strategies stop the bleed and turn your existing book into your biggest competitive advantage.
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.
04/12/2023 · 5 min read
Most P&C agents obsess over prospecting while ignoring the easiest retention tool in the business: genuine gratitude. Here's why saying thank you properly changes everything.
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.
04/05/2023 · 5 min read
The agents who win in the AI era won't be the ones who resist the technology — they'll be the ones who out-relationship it. Part 2 of Matt Sutika's conversation delivers the tactical roadmap.
04/03/2023 · 5 min read
AI is coming for the insurance industry. Matt Sutika — who sits at the intersection of technology and agency production — has a nuanced take on what it means for agents, and what the survivors will look like.
03/29/2023 · 5 min read
The Tiffany's effect is real: how you package and present the client experience matters as much as the product itself. Here's how to use courtesy and maintenance marketing to build loyalty that survives premium spikes.
03/27/2023 · 5 min read
Every agency owner blames the departed agent. But the agents who leave aren't leaving randomly — they're leaving for consistent, predictable, fixable reasons. Here are the five that matter most.
03/22/2023 · 5 min read
In Part 2, Victor Figueroa breaks down the specific strategies, habits, and systems he built over a decade in insurance — the ones that turned a hungry beginner into a successful agency owner.
03/20/2023 · 5 min read
Victor Figueroa's path to insurance success wasn't a straight line — it ran through hard times, hard decisions, and the kind of discipline that turns a struggling young man into a respected business owner. Part 1 covers where he started.
03/14/2023 · 5 min read
Every agency owner says they want freedom. Very few do the one hard thing that makes it possible. Here's what that step is, why it's so difficult, and how to take it anyway.
03/08/2023 · 5 min read
The transition from top producer to agency owner requires a completely different mindset and skill set. In Part 2, Sethe Smith shares the hard lessons and proven strategies from crossing that divide.
03/06/2023 · 5 min read
Ten years in insurance teaches you things no training can. Sethe Smith shares the hard-won strategies from a decade in the business — starting with how he got in and what he figured out fast.
03/01/2023 · 5 min read
If your agency falls apart when you leave, you don't own a business — you own a job that owns you. Here's the honest diagnosis of why agency owners can't disconnect, and the specific changes that fix it.
02/27/2023 · 5 min read
Property and casualty insurance looks like a stable, accessible business from the outside. The reality is more demanding — and more rewarding — than most new agents expect. Here's what to know before you begin.
02/22/2023 · 5 min read
Growing a values-driven agency is the hardest kind of scaling because the thing you're scaling is culture, not just process. Part 2 of Jennifer Haring's conversation covers the systems that preserve what matters while the business grows.
02/20/2023 · 5 min read
Jennifer Haring built her insurance agency on a simple belief: clients remember how you made them feel far longer than they remember your premium. Part 1 covers her origin story and the values that drive her approach.
02/15/2023 · 5 min read
Most insurance agencies are held together by a patchwork of texts, emails, and tribal knowledge. The right communication tool doesn't just clean up the chaos — it fundamentally changes what your team can accomplish.
02/13/2023 · 5 min read
Your bonus structure either drives the behavior you want or undermines it — there's no neutral. These three questions will reveal whether your incentive design is working for your agency or against it.
02/08/2023 · 5 min read
Going independent means trading structure for freedom — but the best independents keep the structure. In Part 2, Robert Junge shares the specific frameworks he brought from corporate insurance into his own agency.
02/06/2023 · 5 min read
Robert Junge spent years learning the fundamentals inside one of insurance's biggest players before going independent. In Part 1, he shares what corporate insurance training gets right — and what it leaves out.
02/01/2023 · 5 min read
Incremental improvement keeps you in the game. A quantum leap changes the game entirely. Here's the mindset and strategic framework for making a non-linear jump in your agency's performance.
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.
01/25/2023 · 5 min read
Most cold calling fails not in the first call but in the follow-up. Paul Woodburn's Part 2 reveals the follow-up sequences and scaling strategies that turn a solo cold caller into a systematic lead engine.
01/23/2023 · 5 min read
Paul Woodburn left a warm market behind and built a thriving agency through disciplined cold outreach. Part 1 covers his origin story and the cold-calling framework that changed everything.
01/18/2023 · 5 min read
If you can't calculate your client acquisition cost, you're flying blind on every marketing and hiring decision you make. Here's a simple framework to fix that this week.
01/16/2023 · 5 min read
Most agency owners are focused on fighting yesterday's battles. Here's the overlooked opportunity sitting right in front of every P&C agency in 2023 — and how to move on it fast.
01/11/2023 · 5 min read
Part 2 of our conversation with Justin Farnsworth goes deep on the advanced strategies he used to scale his agency — from team-building and culture to the metrics that actually predict success.
01/09/2023 · 5 min read
Justin Farnsworth has cracked the code on building a thriving insurance agency. In Part 1, he reveals the foundational mindset and habits that separate top producers from everyone else.
01/04/2023 · 6 min read
Acquiring a P&C client is expensive. Keeping them and growing them is where the real money is. These 8 strategies will transform how long clients stay, how much they're worth, and how many others they send you.
01/02/2023 · 6 min read
With over 13 years in the insurance trenches, Jason Feltman has distilled the path to peak agency sales potential into three steps that work regardless of market conditions. Here's the formula.
12/26/2022 · 5 min read
Josh Phanco built a thriving agency by doing the opposite of what most growth advice says. Instead of expanding in every direction, he went deeper in one lane — and the results rewrote his expectations.
12/21/2022 · 5 min read
Most P&C agents know lifetime value matters but don't know how to calculate it — or how to use the number to make better decisions. Here's the framework that changes how you spend, hire, and grow.
12/19/2022 · 6 min read
Technology can make your agency more efficient or it can make it more robotic. The agencies getting destroyed by automation aren't failing because of the tech — they're failing because they forgot why clients chose a human agent in the first place.
12/14/2022 · 5 min read
Jackie Crane delivers the specific corrections in Part 2 — the scripts, frameworks, and practice methods that turn the call mistakes from Part 1 into higher conversion rates, starting immediately.
12/12/2022 · 6 min read
Jackie Crane has listened to more bad insurance sales calls than most people will in a lifetime — and she knows exactly what's going wrong. Part 1 covers the call mistakes that are silently destroying your close rate.
12/07/2022 · 5 min read
Every insurance agent has complained about lead quality. But the honest conversation — the one that actually helps — isn't about which leads are good. It's about what 'quality' actually means and who controls it.
12/05/2022 · 5 min read
Internet leads are a different animal than referrals or walk-ins, and most P&C agents are using the wrong approach. Here are the specific tactics that turn skeptical internet leads into issued policies.
11/30/2022 · 5 min read
Joel Schwiebert moves from strategy to execution in Part 2 — the specific decisions, systems, and daily practices that turn smart thinking into measurable agency growth.
11/28/2022 · 5 min read
Joel Schwiebert doesn't think small. Part 1 of this conversation covers the unconventional mental frameworks and strategic perspectives that set elite insurance agency builders apart from the pack.
11/23/2022 · 5 min read
Most insurance agents are buying leads wrong. Not the wrong source — the wrong way. The mistake is almost universal, the fix is straightforward, and the agents who make it are leaving significant revenue on the table.
11/21/2022 · 5 min read
Running at partial capacity while chasing more leads is the trap that keeps P&C agencies small. Understanding capacity — and building to it deliberately — is what separates scaling agencies from stalled ones.
11/16/2022 · 5 min read
Rhiannon Ward gets tactical in Part 2 — the specific practices, frameworks, and hard-won lessons that she applies daily to run a profitable, purpose-driven insurance agency.
11/14/2022 · 5 min read
Rhiannon Ward brings a perspective that cuts through the noise: hard-won wisdom from building an insurance career on her own terms. Part 1 covers the journey and the beliefs that set her apart.
11/09/2022 · 5 min read
Agency culture isn't built by ping pong tables or free lunches. It's built by how your team feels in three specific emotional states. Get these right and everything else follows.
11/07/2022 · 5 min read
Talk time is the one metric most P&C agency owners track but few actually manage. Build a real accountability system around it and watch your team's production transform in 30 days.
11/02/2022 · 5 min read
Toby Hedges goes deep on the tactical side in Part 2 — the scripts, systems, and team decisions that turned his Mississippi agency into a high-performing operation worth studying.
10/31/2022 · 5 min read
Toby Hedges didn't build his insurance agency in a coastal hub or a major metro. He built it in Mississippi, and that context makes his growth story all the more instructive for agents everywhere.
10/26/2022 · 5 min read
Most insurance agency owners make their most important decisions on instinct. The ones outperforming the market are making those same decisions with data. Here's how to close that gap.
10/25/2022 · 5 min read
High-performance pressure is where the real sorting happens in insurance. Most agents don't fail because they lack skill — they fail because they haven't built the mental and operational infrastructure to handle the heat.
10/19/2022 · 5 min read
Zach Farris gets tactical in Part 2 — the specific systems, team structures, and daily habits that are actually moving the needle in his fast-growing insurance agency.
10/17/2022 · 5 min read
Zach Farris is moving fast and building something real. In Part 1, he shares the early decisions and belief systems that set his agency on an accelerated path toward freedom and scale.
10/12/2022 · 5 min read
Most insurance agents chase new leads when the real money is hiding in the business they already wrote. Here's how to extract maximum revenue from your existing book and pay yourself more.
10/10/2022 · 5 min read
The ceiling most insurance agency owners hit isn't a market problem or a lead problem — it's a thinking problem. Here's how to break through it and build the freedom you got into this business for.
10/05/2022 · 5 min read
Garrett Wagner returns to finish unpacking the systems, mindset shifts, and hard-won lessons that took his insurance agency from struggling to thriving. The real work starts now.
10/03/2022 · 6 min read
Garrett Wagner doesn't just run an insurance agency — he crafts one. The precision, intentionality, and workmanship he brings to every system and relationship is what sets him apart from agents who are merely busy — Part 1.
09/28/2022 · 4 min read
Every agency owner knows about it. Almost none of them do it consistently. This single activity has one of the highest ROIs in the insurance agency business — and it takes less than 30 minutes a week.
09/26/2022 · 5 min read
The fourth lead mistake is the one that cancels out everything else you do right. It's a consistency failure — and fixing it costs nothing but discipline. Here's what it is and how to solve it for good.
09/21/2022 · 5 min read
Miguel reveals the referral program structure that became his agency's most productive lead source, the hiring insight that cut producer ramp time in half, and what he'd do differently from day one — Part 2.
09/19/2022 · 5 min read
Miguel didn't follow the standard playbook to build his agency — he questioned it at every step. The moves he made instead are what put him in a different category from most agents — Part 1.
09/14/2022 · 5 min read
Study the top-performing insurance agencies long enough and three qualities emerge every single time — not as nice-to-haves, but as structural necessities. Your agency either has them or it doesn't.
09/12/2022 · 5 min read
Internet leads are one of the most powerful tools in an insurance agency's growth arsenal — and one of the easiest ways to burn money fast. These four mistakes are where the money disappears.
09/07/2022 · 5 min read
Steve Hovland transferred his personal habit framework into a team culture — and the shared practices his highest performers have in common might surprise you. Part 2 of a conversation about building a genuinely happy, high-producing team.
09/05/2022 · 5 min read
Steve Hovland figured out that happiness and high production aren't in conflict — they're connected. The habits he built to sustain both changed what his agency was capable of permanently — Part 1.
08/31/2022 · 5 min read
Speed-to-lead is one of the most documented variables in insurance sales conversion — and most agencies are getting it catastrophically wrong. Here's what the data says and what to do about it.
08/29/2022 · 4 min read
An agency that depends entirely on the owner's personal effort has no leverage — just a job with more risk. Here's how top agency owners build the leverage that creates freedom and scale simultaneously.
08/24/2022 · 5 min read
Sheppard Bowen reveals the exact operational moves that broke him through the plateau every P&C agency hits — including how he built an account management team that protects retention at scale — Part 2.
08/22/2022 · 5 min read
Sheppard Bowen didn't stumble into a large P&C agency. He engineered it — with specific moves at each growth stage that most agents never think to make. Here's the origin story — Part 1.
08/17/2022 · 4 min read
Most insurance agents are burning lead dollars on the same avoidable mistake — and they don't know it because the results look normal until you see what's possible with a cleaner system.
08/15/2022 · 5 min read
Most agencies spend three times more money acquiring clients than keeping them. The one retention strategy that consistently outperforms all others costs almost nothing and takes less than five minutes per client.
08/10/2022 · 5 min read
Pamela De La Cruz reveals the specific practices her team uses to sustain high energy through rejection-heavy dialing stretches and the culture shifts that transformed her producers' resilience — Part 2.
08/08/2022 · 5 min read
Pamela De La Cruz didn't optimize her way to a thriving agency. She elevated her energy — and discovered that everything else followed. Here's the story behind the shift — Part 1.
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.
07/27/2022 · 5 min read
Bryan Taylor reveals the specific practices he uses to maintain a positive agency culture through tough months, how he handles underperformers, and why his team stays bought-in when other agencies fall apart — Part 2.
07/25/2022 · 4 min read
Bryan Taylor built his agency culture around deliberate positivity — and the retention, morale, and production numbers show it's not soft stuff. It's a real competitive advantage — Part 1.
07/20/2022 · 5 min read
Agencies that lead with marketing build a compounding advantage over agencies that lead with cold outreach. Here's what the shift looks like and why it changes your cost-per-acquisition permanently.
07/18/2022 · 5 min read
Selling more insurance isn't about working harder; it's about removing the friction points that slow every conversation down. These are the tactics that move the needle fast.
07/13/2022 · 5 min read
Eric Mangano goes deep on the follow-up sequences, script frameworks, and training systems that turned his dialing operation into a consistent revenue machine — Part 2.
07/11/2022 · 5 min read
Eric Mangano built his agency around volume phone activity when most agents were retreating from the phone. Here's what separates his dialing culture from everyone else's — Part 1.
07/06/2022 · 4 min read
Most agency owners set commissions once and forget them. The agents pulling in six figures know that how you structure comp changes everything about producer behavior.
07/04/2022 · 5 min read
Agents who blame their leads for low production almost always have an activity problem. Here's the math that proves it — and the discipline framework that fixes it.
06/29/2022 · 5 min read
Part 2 with Stacey Giulianti: how to read shifting carrier appetites before they impact your book, navigate complex placements, and use market intelligence as a genuine growth lever.
06/27/2022 · 5 min read
Stacey Giulianti brings an inside-the-carrier perspective most agents never get. Part 1 reveals what insurers are really looking for — and how smart agents use that knowledge to grow faster.
06/22/2022 · 5 min read
Tracking the wrong numbers gives you the illusion of management without the benefit. Here's how to identify the metrics that actually predict agency growth and build a dashboard that drives decisions.
06/20/2022 · 5 min read
You can have great products, a strong team, and a solid lead source — and still hit a ceiling. The skill that breaks through that ceiling is the one most agency owners have never formally developed.
06/15/2022 · 5 min read
In Part 2, Tony Merwin breaks down the specific systems, annual enrollment strategy, and referral engine that keep his Medicare book growing year after year without the churn.
06/13/2022 · 5 min read
Tony Merwin cracked the Medicare market not by going bigger but by going smarter. Part 1 reveals the measured philosophy behind his outsized results in a competitive niche.
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.
06/01/2022 · 5 min read
Part 2 with Christine Angles: the specific business moves, client retention tactics, and team dynamics that turned her mental clarity into a high-performing insurance agency.
05/30/2022 · 5 min read
Christine Angles built her agency by finding the angles others missed — starting with the mental frameworks most agents overlook. Part 1 covers the mindset work that changed everything.
05/25/2022 · 5 min read
Without clear boundaries, every agent becomes a yes-machine that serves everyone but themselves. Here's how bold boundaries create the space that real agency growth requires.
05/23/2022 · 5 min read
Objections aren't rejections — they're questions in disguise. Here's how to hear them correctly and respond in ways that move the conversation toward a close.
05/18/2022 · 5 min read
In Part 2, Melissa Hudson reveals her team development framework, management rhythms, and the specific moves that accelerated her agency's growth past the growth plateaus most agencies hit.
05/16/2022 · 5 min read
Melissa Hudson didn't just grow her agency — she elevated it. Part 1 explores the philosophy and early decisions that allowed her to build something most agents only dream about.
05/11/2022 · 6 min read
Owning an insurance agency is harder than the recruiter told you — and more rewarding than you imagined. Here's the unvarnished reality so you can prepare, not quit.
05/09/2022 · 5 min read
Talent is overrated. The agents who build lasting careers in insurance share five specific traits — and most of them can be developed deliberately if you know what to look for.
05/04/2022 · 5 min read
Part 2 with Jay Franklin gets specific: the weekly structure, team management approach, and tactical systems that translate his relentless philosophy into consistent premium production.
05/02/2022 · 5 min read
Jay Franklin doesn't do passive. His approach to building an insurance agency is deliberate, aggressive, and grounded in a philosophy that most agents talk about but few actually live.
04/27/2022 · 5 min read
Most insurance agents own a job, not a business. The leap from one to the other requires a specific set of moves most agencies never make — until now.
04/25/2022 · 5 min read
Most agents treat lead calling like a lottery. The ones who build real agencies treat it like a system. Here's the difference between dialing and actually converting.
04/20/2022 · 5 min read
In Part 2, Chris Marok gets specific — the referral systems, the daily disciplines, and the mindset reframes that took his Alaskan agency from survival mode to genuine scale.
04/18/2022 · 5 min read
Chris Marok built a serious insurance agency in Alaska — where the population is sparse, the winters brutal, and the excuses for not producing are endless. He chose a different path.
04/13/2022 · 5 min read
Success as an insurance agent isn't about talent or luck — it's about sequencing the right moves in the right order. Here's what the top producers actually did to get there.
04/11/2022 · 5 min read
A well-built insurance agency training manual isn't busywork — it's the difference between a producer who hits their stride in 60 days and one who flounders for six months.
04/06/2022 · 5 min read
Chad Kish returns to go deeper on what it actually takes to maintain constant premium production month after month without burning out or losing momentum.
04/04/2022 · 5 min read
Chad Kish is putting up premium numbers that don't slow down. In Part 1, he breaks down the habits, systems, and mindset that sustain top-tier production not just in a good month but consistently, year after year.
03/09/2022 · 5 min read
Part 1 introduced the six principles of influence and their insurance applications. Part 2 is about implementation — how Brian Ahearn teaches agents to weave these principles into natural conversation and make every client interaction more effective.
02/09/2022 · 5 min read
Part 1 set the stage. Part 2 is where Jason Killings gets into the specific mechanics — the systems, metrics, and operational decisions that produce massive insurance production in the Florida market.
02/07/2022 · 4 min read
Jason Killings is putting up numbers in Florida that turn heads. Part 1 gets into how he built his production machine in one of the most competitive and challenging insurance markets in the country.
02/02/2022 · 5 min read
The close isn't where the sale is made — it's where the sale is confirmed. Everything that matters happens before that moment. This SOLO Playbook episode is about the first sale every insurance agent must make before any policy gets written.
01/31/2022 · 5 min read
The phone is still the most powerful sales tool an insurance agent has; however, most agents are using it badly. This SOLO Playbook episode is a complete breakdown of phone skills that separate mediocre agents from top producers.
01/26/2022 · 5 min read
The mindset is Part 1. The mechanics are Part 2. Mike Monaghan breaks down exactly how he structures his days, manages his pipeline, and maintains production levels that put him among the top performers in the business.
01/24/2022 · 5 min read
Mike Monaghan is the kind of insurance professional who redefines what's possible in this business. Part 1 digs into the habits, decisions, and work ethic that built one of the more impressive production stories in the industry.
01/18/2022 · 5 min read
That $5 lead looks great on paper until you run the real math. The SOLO Playbook breaks down why chasing cheap leads is one of the most expensive habits an insurance agency can have — and what to measure instead.
11/06/2021 · 6 min read
If the first recast of the internet leads material prompted you to act, this one is a check-in. If the first recast prompted you to nod and move on, this one is a second chance. The close rate gap between agents who work internet leads systematically and those who don't is wide enough to justify another visit.
11/01/2021 · 6 min read
People buy insurance from agents they like. This is not a soft observation — it's a hard business reality with measurable impact on close rates, retention, and referrals. The question is whether likeability is something you have or something you build.
10/23/2021 · 6 min read
Internet leads have a reputation for being difficult. Low intent, high competition, price-shoppers who disappear the moment you give them a number. But the agents who work them at the highest close rates know something the frustrated majority doesn't. This recast delivers the three principles that change the game.
10/11/2021 · 6 min read
Sales scripts get a bad reputation in insurance. Agents say they sound robotic. Managers say clients can tell. But the agents who are closing at the highest rates? They have a script — they've just internalized it to the point where it sounds like conversation.
07/16/2021 · 6 min read
Most agents talk too much in the sales conversation and say too little that matters. Two specific phrases — used at the right moment, with the right intention — can shift the entire dynamic of a sales conversation. These aren't gimmicks. They're anchored in how people actually make decisions.
07/09/2021 · 5 min read
The agents who are closing the most business in insurance today are doing something that looks counterintuitive from the outside: they've stopped trying to sell. Not because they stopped caring about production — but because they've figured out that the selling posture itself is the thing getting in the way.
06/11/2021 · 6 min read
Every client who calls your agency is in the middle of a story. Something is uncertain, something is at risk, something is keeping them up at night. Your job isn't to sell them a policy. Your job is to be the hero who makes the threat go away.
02/19/2021 · 6 min read
Former athletes don't just bring discipline to insurance. They bring a framework for losing, adjusting, and winning that most agents never develop.
02/17/2021 · 7 min read
Jason makes the case for storytelling as the most underused sales tool in insurance. Stats inform. Stories move people. There's a difference — and it shows up in your close rate.
02/10/2021 · 6 min read
David is Joe's father. That relationship is the foundation, but the business they've built together is something bigger than family — it's a real insurance alliance. Part 1 of a two-part conversation.
02/03/2021 · 6 min read
Part 2 with David Seagraves goes deeper into the specific moves that keep a captive agency growing year over year — retention systems, team dynamics, and how to avoid the traps that stall most agents.
02/01/2021 · 6 min read
David Seagraves has built something most Farmers agents talk about and never reach. In Part 1, he breaks down the positive plays that separate the agents who grow from the ones who plateau.
01/25/2021 · 6 min read
Flood insurance is the single most misunderstood coverage in P&C — and agents who don't know it are leaving money on the table and exposing clients to six-figure losses. Chris Greene, the Flood Insurance Guru, is back with the knowledge that changes that.
01/22/2021 · 6 min read
Product knowledge alone doesn't build agencies. The agents who grow consistently have mastered four specific knowledge domains — and most of your competitors have gaps in at least two of them.
01/15/2021 · 6 min read
Ryan Holiday's book turned ancient Stoic philosophy into a modern performance framework. The principles — discipline your perception, take direct action, embrace the long game — apply to insurance agency life with uncomfortable precision.
12/30/2020 · 7 min read
Jorge Carbonell didn't just hit $250,000 a month — he built the infrastructure to sustain it. Craig digs into the operational side: how Jorge managed a fast-growing book, avoided burnout, and kept the machine running.
12/28/2020 · 7 min read
Jorge Carbonell hit $250,000 a month in sales in under a year. Jason sits down with him to find out exactly how — the mindset, the systems, and the daily behaviors that made it possible.
11/06/2020 · 7 min read
Jason channels his inner Maverick to make the case that speed — not pitch quality, not product knowledge, not charm — is the single most decisive variable in modern insurance sales.
08/31/2020 · 6 min read
It's Motivation Monday and Jason Feltman isn't bringing you a pep talk. He's bringing you a framework for what agency success actually requires — and what you can do today to move toward it.
08/28/2020 · 6 min read
Agency owners love to talk about advanced strategies while their fundamentals are broken. Craig Pretzinger is done being polite about it. Miss these basics and no strategy in the world will save you.
08/14/2020 · 6 min read
Every agent wants more sales. They buy more leads, run more ads, add more products. Craig Pretzinger says stop. There is one thing — and only one thing — that moves the needle right now.
06/03/2020 · 6 min read
Every insurance agent hears the same objections. The price is too high. I need to talk to my spouse. Let me think about it. Jason breaks down why the objection is rarely the real issue — and what to do instead.
05/04/2020 · 6 min read
Tom Paterson runs an Allstate agency built on relationships, not cold calls. His approach to soft prospecting and community-based selling turns neighbors into clients without a script in sight.
03/30/2020 · 7 min read
Eric Brown is back for his third appearance — and this one is the one that changes how you think about insurance entirely. As an agency owner and founder of Crashtech Accident Investigation, he knows things about claims that most agents never learn and most clients desperately need to hear.
03/23/2020 · 6 min read
At 19 years old, Seth Preus was knocking on stranger's doors trying to sell vacuum cleaners. That experience — brutal, humbling, and deeply instructive — is what made him one of the clearest thinkers on sales predictability in the insurance industry.
02/14/2020 · 7 min read
Javier Najera — known as 'The Mortician' — nearly lost everything in his Texas insurance agency before engineering one of the most dramatic turnarounds in independent agency history. His story is raw, honest, and packed with lessons for any agent fighting to survive.
02/05/2020 · 7 min read
A new year brings new excuses — or new results. These three actionable tips give insurance agents a concrete framework to stop drifting through the year and start stacking wins from day one.
02/03/2020 · 7 min read
Rob Kulessa carved a massively profitable niche selling Medicare plans inside Walmart stores. His high-energy approach and unconventional tactics reveal a blueprint any agent can adapt to dominate a specific market.
01/31/2020 · 7 min read
PJ Lewis got his insurance license at 18 years old in Virginia — one of the youngest ever. He started as a file clerk, opened one office, and built an agency from scratch. His story is a masterclass in saving yourself before you can save anyone else.
11/21/2019 · 7 min read
Jay Adkins co-founded ProVest Insurance Group, Agency Sales Academy, and Agency Marketing Machine. His blueprint for mentoring agents and building scalable insurance ventures reveals what separates agency owners who plateau from those who break through.
11/13/2019 · 7 min read
Remember the anticipation of your first concert? That's the energy your leads need to feel. Persistent, structured follow-up turns cold leads into bound policies — if you show up enough times to make them listen.
10/23/2019 · 6 min read
Most agents buy internet leads and watch them die in a CRM. These three tips separate the agents who crush internet leads from the agents who waste money on them.
05/15/2019 · 6 min read
Ever wonder where your internet leads actually come from? Justin Marks pulls back the curtain on the data aggregation machine that powers the P&C lead industry.
05/07/2019 · 6 min read
Nicholas Ayers cracked the code on YouTube for insurance. No cold calls, no purchased leads — just a camera, a strategy, and a calendar full of booked appointments.
02/20/2019 · 6 min read
The insurance industry has a hiring problem — and it's not what you think. Agencies post job listings looking for 'experienced' agents, overlooking the exact people who would dominate in this business.