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10/25/2023 · 6 min read
Merchant Fleet CEO Brendan Keegan keeps the agents who ask business questions, not policy questions: what's changing in operations the next 24 months, where's driver turnover hurting, what does loss history reveal? Most agencies plateau because the owner is still the top producer. Stop fixing problems; build people who can.
10/23/2023 · 5 min read
Outshining your boss, your carrier rep, or your referring client makes them feel diminished, and diminished people quietly remove support. In a P&C agency, the producer who feeds wins back through their manager and the owner who makes the carrier rep look good keep capacity, exceptions, and loyalty.
10/18/2023 · 6 min read
Andy Neary's pre-sold pipeline runs on four pieces: pointed authority content that filters in your psychographic ideal client, strategic visibility where they gather, a systematic referral conversation with every top client, and one long-form piece per week repurposed into three to five shorter posts. Owned email is the asset.
10/16/2023 · 6 min read
Demographics tell you the prospect's zip code and industry. Psychographics tell you what they believe about risk, what frustrated them with prior agents, and the story they tell themselves. Build content and discovery questions off those beliefs and you stop competing on price because nobody else has the same conversation.
10/11/2023 · 5 min read
Replace vague goals with documented metrics like 120 dials, 8 quotes, 3 binds daily. Enforce consequences consistently when benchmarks are missed, run a two-way feedback loop, and put expectations in writing every new hire sees on day one. Your standard equals your team's output, and the owner sets it.
10/09/2023 · 6 min read
When insurance leads underperform, agencies blame the vendor. But the real culprits are almost always internal: abandoning leads before the fourth or fifth contact, weak CRM discipline, producers emotionally detached from the sale, commission-only cherry-picking, and quotes never tied to the prospect's situation. Fix execution before you switch lead sources.
09/27/2023 · 6 min read
Five hiring failures that show up predictably in P&C agencies: hiring from desperation instead of strategy, overweighting interview performance over job-relevant skills, skipping reference checks, ignoring red flag behavior, and sending new hires into ad hoc onboarding. Each one is structural and fixable.
09/20/2023 · 6 min read
Run conflict in three moves: establish safety before content (acknowledge the experience), separate the problem from the person, and drive toward commitment to future action rather than agreement on interpretation. Same framework works for angry clients, producer disputes, and accountability talks.
09/18/2023 · 6 min read
Communication is a professional competency, not a personality trait. Build it through five-minute daily reps over 90 days, not three-day workshops. At renewal, post-claim, and competitor-quote moments, surface the real driver behind the client's response before defending the position.
09/13/2023 · 5 min read
Nail the first 30 seconds of an insurance call by stating who you are with confidence, creating a specific reference point, delivering value in one sentence, and asking an engaging question. Skip the company history, the feature list, and the apology for calling.
09/11/2023 · 5 min read
Micromanagement is the costliest mistake in insurance agency leadership: it drives out your best producers, makes quality dependent on owner bandwidth, and caps the agency at the owner's attention. The fix is consistency: documented standards, trained execution, accountability against the standard instead of constant supervision.
08/30/2023 · 5 min read
Build a consistent insurance sales machine on a tight budget by buying leads daily (not in bursts), holding the spend stable for 90 days, installing a six-touch CRM follow-up, and pushing multi-policy conversation into every quote. Consistency compounds. Optimization without volume does not.
08/28/2023 · 5 min read
Clients buy insurance based on emotion and justify rationally. Work with four psychological principles: move them toward certainty, make every coverage relevant to their specific life, use social proof from similar clients, and end with a clear path forward instead of "let me know.
08/23/2023 · 5 min read
Build real client retention beyond price by operating as a consultant, not an order-taker: log personal details, run proactive quarterly touchpoints, anticipate coverage changes before clients ask, and handle complaints with ownership. Clients who feel known don't leave for a 7% rate.
08/21/2023 · 5 min read
Seven specific leaks that bleed P&C agency revenue every month: hiring for activity not values, rushing past human connection, accountability without diagnosis, treating clients as transactions, presenting generic coverage, follow-up that quits at touch two, and producers who do not actually care about the people on the call.
07/24/2023 · 5 min read
Objections happen on 90% of insurance sales calls. Most agents wing it and lose deals they could have closed. The agencies that win build a team-driven objection playbook with documented responses, then practice it in role-play until the answers come out automatic on every common stall and price pushback.
07/19/2023 · 5 min read
An insurance proposal closes without pressure when it leads with a one-sentence summary, ties each coverage back to something the prospect said, states the price clearly without apology, and asks for the decision directly.
07/17/2023 · 5 min read
The What-How-Story-Tie-Down method stops coverage explanations from becoming data dumps: state the coverage in plain English (What), explain how it works mechanically (How), give a real scenario tied to the client's life (Story), then confirm with 'Does that make sense for your situation?' (Tie Down).
07/12/2023 · 5 min read
The 4-part P&C sales script opener: a pattern interrupt that breaks the prospect's automatic rejection response, a specific reason for calling, a concrete value statement focused on what they get, and a permission question that gives them control. Agents who use all four stop losing calls in 15 seconds.
07/10/2023 · 5 min read
A P&C sales team sustains high performance when five culture decisions are made deliberately: visible metrics, culture-fit hiring, consequences for culture violations, recognition rituals, and owner behavior that matches the standard. Without those five, every training initiative reverts within six weeks.