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06/15/2022 · 5 min read
Tony Merwin's Medicare playbook runs on a fixed annual calendar: pre-enrollment review call, real plan comparison every year, referral ask at the end of the review, and quarterly service touches. CRM and a comparison tool keep it on autopilot.
06/13/2022 · 5 min read
Tony Merwin wins Medicare by educating prospects first, segmenting by real situation, and treating service as a sales strategy. Slower close, fewer first-month deals, much bigger book in year three. Precision and proactive service beat volume.
06/08/2022 · 6 min read
The three hiring mistakes that keep insurance agencies stuck are picking candidates on interview enthusiasm instead of production evidence, under-investing in a real 90-day onboarding curriculum, and avoiding the early performance conversation until it has to happen under crisis conditions.
06/06/2022 · 5 min read
Bad hires are expensive. Most agency owners hire reactively without a real standard, then absorb the cost of training someone who never fits. These three non-negotiables filter out the wrong candidates before you spend a dollar on training and protect the team culture you spent years building.
06/01/2022 · 5 min read
Christine Angles' strategy stack: niche deep instead of broad, convert renewal into a real conversation instead of a transaction, build a team of complementary strengths, treat every setback as diagnostic data, and have hard conversations early. Every day a hard conversation is delayed makes it worse.
05/30/2022 · 5 min read
Christine Angles' four mindset shifts: replace hope with a scientist's experiment mindset, redirect performance anxiety into process commitment, compete against your own previous best instead of peers, and claim the next-level identity before the results justify it.
05/25/2022 · 5 min read
Without clear boundaries, every agent becomes a yes-machine that serves everyone but themselves. Here is how bold boundaries create the space that real agency growth requires, and why owners who refuse to set them stay stuck working in the business instead of building one that scales without their constant attention.
05/23/2022 · 5 min read
Handle every common insurance objection by translating the stated objection into the real concern: too expensive means value not yet clear; talk to my spouse means comfort exit; let me think means no emotional connection. Acknowledge, redirect with a question, and use prepared scripts your team has drilled.
05/18/2022 · 5 min read
Develop your insurance agency team with quarterly development conversations (not performance reviews), weekly visible numbers, explicit role clarity, behavior-specific recognition, structured training based on metric gaps, and cross-training that builds resilience and retention.
05/16/2022 · 5 min read
Grow your insurance agency by building a business, not a practice. Hire ahead of the growth curve, design client experience as a consistent system, build peer accountability into the team, and pick niches and go deep instead of chasing every product.
05/11/2022 · 5 min read
Owning an insurance agency is hard because you own every problem, manage people you were never trained to manage, carry six months of cash burn, and set the cultural temperature daily. Build financial and emotional reserves, invest in leadership development early, and surround yourself with operators who have done it.
05/09/2022 · 5 min read
Elite insurance sales agents share five traits: systematic consistency, process orientation over outcome obsession, genuine curiosity about clients, emotional resilience under rejection, and a built-in commitment to continuous learning. Every one of them is screenable in interviews and trainable on the job.
05/04/2022 · 5 min read
Build consistent production with a Sunday planning habit, protected sales blocks, weekly producer scorecards with five to seven metrics, performance-weighted lead distribution, script mastery, and a five-minute daily debrief that turns activity into iterative improvement.
05/02/2022 · 5 min read
Drive consistent agency growth by tracking the five daily behaviors you control instead of the outcomes you don't, treating rejection as evidence of activity, and reframing every challenge as a skill you haven't built yet. Client relationships are the revenue engine, not the soft stuff.
04/27/2022 · 5 min read
Running an insurance agency as a real business means a documented operations manual, a financial model you understand (CAC, LTV, revenue per producer), structured hiring and onboarding, a consistent client experience that runs without you, and a 3-year written plan. The inflection point hits between $500K and $1M in premium.
04/25/2022 · 5 min read
Internet leads need first contact inside five minutes, three call attempts per day for three days, a parallel text channel, and curiosity-only voicemails. Run the sequence from your CRM, not memory. Most agents quit at two touches when six to twelve is what converts.
04/20/2022 · 5 min read
Chris Marok's playbook: ask for referrals at the moment of yes, run a multi-touch follow-up cadence inside the CRM, build automated client anniversary touchpoints for retention, treat every no as a relationship in incubation, and hire for character with insurance trained on top.
04/18/2022 · 5 min read
Chris Marok grew an Alaska agency by going phone-first instead of in-person, leading every conversation with education and questions instead of pitch, segmenting the market by industry and referral potential, and treating follow-up discipline as the non-negotiable in a thin market.
04/13/2022 · 5 min read
The real roadmap to a successful insurance career follows five phases: 90 days of activity volume (20+ prospect conversations a day), identify your one best lead source, build a CRM-driven follow-up system, ask for referrals at every natural moment, then cross-sell existing clients. Sequence beats talent.
04/11/2022 · 5 min read
Your insurance agency needs a training manual before the next hire because it cuts ramp time from six months to six weeks, institutionalizes what works after turnover, and turns hiring into a system. Five modules: playbook, products, sales process, tools, expectations.