14 posts found
08/23/2024 · 5 min read
Decide between outsourced and in-house insurance telemarketing by calculating the full economics of each (including your owner-management hours), tracking cost-per-appointment instead of cost-per-dial, and writing a detailed script and qualification spec. In-house fails on management capacity. Outsourced fails on under-specification.
07/05/2023 · 5 min read
Top P&C agencies track every lead at the contact-attempt level and differentiate with a specific, verifiable claim (a named niche, a documented process, a referral network). Generic 'great service and competitive rates' is not a differentiator. Granular tracking plus specific positioning wins.
07/03/2023 · 5 min read
Track five activity metrics weekly per producer: contact attempts, contact rate, quote rate, close rate, and average premium. Pair the scorecard with a per-quote sheet that captures objections and follow-up dates. Patterns turn into next week's coaching curriculum.
01/04/2023 · 6 min read
Eight specific moves raise P&C client lifetime value: a 90-day onboarding sequence, scheduled annual reviews, life-event cross-sell triggers in the CRM, a proactive four to six touch communication calendar, claim advocacy at filing, a systematic referral ask, an at-risk client early warning system, and trained relationship skills across the team.
12/21/2022 · 5 min read
Multiply average annual commission per client by average years retained, then add a multi-policy multiplier. A typical P&C client at $180 commission over 4.5 years is worth $810. Use that LTV to set max acquisition cost, justify retention spend, and budget service hires.
11/21/2022 · 5 min read
Most P&C agencies run at 60 to 70 percent of real capacity because sales agents handle service calls, admin work, and lead management. Separate sales from service, kill admin, and tighten CRM follow-up before buying more leads.
11/07/2022 · 5 min read
A talk time accountability system requires four parts: daily visibility on the dashboard, a defined four-hour minimum standard, weekly one-on-one coaching conversations, and removal of admin work that blocks selling time.
10/26/2022 · 5 min read
Five numbers run a smarter agency: conversion rate by agent, retention by cohort, revenue per client, cost per issued policy by lead source, and agent production trend. Track them weekly, share them with the team as growth context, and act on what you see.
10/12/2022 · 5 min read
Give yourself a raise without writing new policies: run round-out calls on every single-policy household, raise retention 5 points (it compounds), proactively shop renewals before clients ask, and build a systematic referral program with a specific ask, timing, and incentive.
03/12/2021 · 8 min read
Run paid traffic for an agency on Facebook and Instagram first, allocate 60-30-10 across cold-warm-hot stages at $15-20/day minimum, track cost per acquired client (not per lead), review monthly not weekly, and only scale after 60 consecutive days of stable unit economics.
02/05/2021 · 6 min read
Track three numbers weekly: cost per acquisition by lead source, close rate by lead source and producer, and policies per new household. Build the manual habit for eight weeks before automating reports. The agencies that scale make marginally better decisions over time, not dramatic pivots.
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.
02/13/2019 · 6 min read
Accounting technology like QuickBooks plus accountability systems make insurance agents stronger by automating monthly profit reports, connecting sales metrics to financial data, and putting close rates, retention, and revenue on a team dashboard everyone can see.