Page 15 of 17 · 332 total
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.
04/06/2022 · 5 min read
Consistency in premium production comes from a documented sales process, a premium floor that defines minimum daily activity, weekly data-led one-on-ones, and structured referral asks at every touchpoint. Motivation fluctuates and systems don't. Run the machine, not the mood.
04/04/2022 · 5 min read
Chad Kish keeps premium constant with a protected daily production block, input-metric tracking (calls, contacts, quotes), immediate CRM logging, and a rejection framework that treats every no as a neutral data point. Evaluate the system on weeks, not days, and the output stays stable.
03/09/2022 · 5 min read
Put Cialdini's persuasion principles into practice by treating them as communication improvements, not tricks. Lead with proactive value (reciprocity), use specific client stories (social proof), recommend with conviction (authority), and run a values-to-stakes-to-solution sequence so the close completes a commitment the prospect already made.
02/09/2022 · 5 min read
Drive Florida production by mixing referral partners (realtors, mortgage brokers, closing attorneys) with fast-contact internet leads and direct outreach to new homeowners. Track contact rate by source, quote-to-close by agent, and voluntary retention separate from carrier non-renewals.
02/07/2022 · 4 min read
Build a Florida production machine by writing across multiple carriers and lines, investing two years in deep market intelligence, systematizing the referral ask on every service touch, and treating carrier reps as professional partners with clean submissions and known appetite.
02/02/2022 · 5 min read
Before a prospect buys a policy, they buy you. The first sale is yourself, built through curious questions, slowing down on coverage complexity, and conversational qualification. Make that sale first and the close becomes a confirmation of terms, not a fight.
01/31/2022 · 6 min read
The phone is still the most powerful sales tool in insurance because trust builds faster in a real conversation than in any other medium. Open with a collaborative frame, ask more than you pitch, match the prospect's pace, and treat objections as information rather than rejection.
01/26/2022 · 5 min read
Mike Monaghan protects morning hours for outreach, batches admin work in the afternoon, logs every contact and follow-up task in real time, runs sequenced follow-ups that build on prior calls, and systematizes referral asks plus early cross-sell triggers tied to client life events.
01/24/2022 · 5 min read
Mike Monaghan's production is built on sustained high-volume contact, disciplined follow-up past four contacts, deep product knowledge that creates speed and confidence in close conversations, and a functional relationship with rejection that treats every no as data, not a verdict on the agent.
01/18/2022 · 5 min read
Cheap leads cost more once you do the math. A $22 exclusive at 35 percent close is $63 per issued policy. An $8 shared lead at 9 percent close is $89. Measure cost per issued policy by source and agent, not cost per lead, and let data drive spend.
11/06/2021 · 6 min read
Internet leads convert on three rules: contact in under five minutes, run a seven to ten touch sequence over two weeks before retiring a lead, and do 60 seconds of discovery before quoting. Most agents skip step two, where attempts four through seven close.
11/01/2021 · 6 min read
Likeability is built, not inherited. Four learnable behaviors drive it: genuine interest in the prospect, finding real similarity, pairing warmth with competence, and consistency across every interaction. Each one moves close rate, retention, and referrals.
10/23/2021 · 6 min read
Agents close internet leads with three principles: contact every new lead in under five minutes, run a written seven to ten touch sequence across phone, text, voicemail, and email, and open every first call with three to five discovery questions before any number leaves your mouth.