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07/16/2021 · 6 min read
Two phrases close more P&C deals: 'Here's what that means for you' (after a question, made specific to their situation) and 'Does that make sense for your situation?' (a real-time comprehension check). Both require discovery first to land authentically.
07/09/2021 · 5 min read
Top P&C agents stop selling and start understanding. They lead with questions about the prospect's life, not their coverage. Defenses stay down, the prospect articulates the need in their own words, and the close, the policy size, and the referral rate all climb.
06/11/2021 · 6 min read
Play the hero role with insurance clients by leading with discovery (not quotes), being proactive about coverage gaps before renewal, showing up advocate-style at claim time, and owning the client outcome. Heroes get the referrals and the retention. Order takers get the price shoppers.
02/19/2021 · 6 min read
Lyneil Mitchell, a former athlete turned agency owner, runs the wobble diagnostic: when production dips, isolate the specific mechanical deviation (close rate, contact rate, average premium) and correct that one variable, not the whole system. Athletes train so execution is automatic. So should agents.
02/17/2021 · 6 min read
Stories close insurance better than statistics because actuarial data activates rational processing while a specific client claim story activates the emotional processing that drives buying decisions. Every working story has a real person, a near-miss tension, and the coverage as the difference. Keep it under two minutes.
02/10/2021 · 6 min read
A father-son insurance alliance works when roles are complementary, not duplicate, and the senior partner transfers carrier relationships, client trust, and reputation gradually. The Kamperts built theirs deliberately, with David anchoring credibility while Joe handles the next-generation digital side.
02/03/2021 · 6 min read
Captive agencies grow year over year by working retention as active outbound contact, hiring for capability not capacity, and auditing weekly activity for what actually drives production. Protect prospecting time first. The captive model holds up when the agent stops resenting it.
02/01/2021 · 6 min read
Captive agents who grow inside Farmers run three plays: multi-line density on every household from the first call, active use of carrier programs and MDF other agents ignore, and renewals worked as prospecting touchpoints rather than retention checks. Mindset filters the noise.
01/25/2021 · 6 min read
Standard homeowners policies exclude flood. Roughly 25% of NFIP claims come from outside high-risk zones, and the NFIP carries a 30-day waiting period that traps reactive buyers. Talk flood with every residential client, learn the private market, and document acceptance or decline in writing.
01/22/2021 · 6 min read
Four knowledge pillars build a real insurance agency: product knowledge, self-knowledge, market knowledge, and systems knowledge. Most owners have one and a half. Score yourself honestly, pick the weakest pillar, and commit one specific improvement this quarter. Lifting the lowest pillar raises the ceiling on everything else.
01/15/2021 · 6 min read
Three Stoic principles run an insurance agency through turmoil: discipline of perception (separate facts from stories), direct-action bias (move on the situation as it actually is, not as you wish it were), and long-game orientation (use obstacles to expose and fix structural weaknesses, not just replace what's lost).
12/30/2020 · 7 min read
Sustain $250K-a-month production by staging support hires (part-time at month 4, full-time by month 7), protecting prospecting time as the book grows, treating renewals as production with a 60/30-day outreach sequence, and recovering with the same intentionality you bring to activity.
12/28/2020 · 7 min read
Hit $250K a month in premium in under a year by setting the daily call volume the night before, running 60 calls a day with objection logging, building a specific scripted referral ask into every close, and refusing to let anyone else's benchmarks define your ceiling.
11/06/2020 · 7 min read
Contact inbound leads within five minutes, deliver the quote before the call ends, and bind in the moment with payment infrastructure already ready. Speed to lead, speed to quote, and speed to close compound into a conversion advantage no marketing budget can buy back.
08/31/2020 · 6 min read
Move the needle in your insurance agency today by identifying which of five conditions is your real constraint (production, retention, team, leadership, or financial clarity) and taking one concrete action against it before close of business. 250 days of compounding beats waiting for the right moment.
08/28/2020 · 6 min read
Five agency fundamentals determine whether advanced strategy has anything to land on: follow-up cadence above five touches, quote-to-close ratio tracking, retention as a revenue strategy, staff accountability to specific metrics, and owner time allocation above 70% on growth work. Skip any one and the book stagnates.
08/14/2020 · 6 min read
The only thing that increases insurance sales today is more conversations with prospects. Not better scripts, not a new dialer, not a rebrand. If you are having five real prospect conversations a day and you need to double your production, double the conversations. The math is that direct.
06/03/2020 · 6 min read
Sales objections in insurance are symptoms, not the problem. The price objection is usually a value gap. The think-about-it is usually weak trust or shallow discovery. Replace scripted rebuttals with deeper discovery, value before price, curiosity over defense, and honest post-call review.
05/04/2020 · 6 min read
Tom Paterson built his Allstate agency on community presence, not cold calls. He shows up at local events, gives referrals first, and lets insurance come up naturally. Lower acquisition cost, higher retention, and a book that survives rate spikes.
03/30/2020 · 7 min read
Eric Brown of Crashtech Accident Investigation explains the claims truth no one tells clients: police accident reports are often wrong, fault determinations can be challenged with reconstruction, and agents who understand the post-crash process become trusted advisors instead of replaceable vendors.
