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03/02/2020 · 6 min read
Win commercial insurance by replacing the pitch with questions about the business, running 90-day pre-renewal reviews, and scheduling annual coverage audits. Lead with expertise, not price. A $5K BOP can compound into a $50K multi-line account over 3 to 5 years when the agent operates as a partner.
02/26/2020 · 6 min read
Always Be Recruiting because a bad hire costs an agency $50K to $150K and an empty producer seat costs $5K to $15K per month. Build a candidate profile, run behavioral assessments before interviews, keep a bench, and systematize the pipeline so you hire from strength, not panic.
02/24/2020 · 6 min read
Robby Burton modernized a 129-year-old agency by fixing operations before marketing, putting relationships ahead of technology, and protecting culture as a competitive moat. New tools serve the client relationship instead of replacing it, and every change gets filtered through the agency's identity.
02/12/2020 · 6 min read
Craig's three worst leadership mistakes: micromanaging instead of leading (his top producer quit), only giving feedback when things went wrong, and hiring fast then firing slow (one bad 8-month hire cost $40K+). Fix the ratio to 3:1 positive to corrective, define decision boundaries, act on poor fit inside 30 days.
01/27/2020 · 7 min read
Cody Askins built four insurance companies and crossed $5M in sales by age 28 by treating growth as an investment, not a reward. He hired before revenue justified it, ran multi-company architecture instead of one agency, and removed decision fatigue from daily production.
01/14/2020 · 7 min read
Captive agency growth comes from three places: diversifying lead sources so no single channel exceeds 40% of new business, cutting first-contact time to under five minutes, and treating retention as the highest-leverage growth activity available. An agency improving retention by 10 points can double its net growth rate.
01/10/2020 · 6 min read
Build breakthroughs across mind, body, and business by treating them as one system: daily mental training, four workouts a week with seven hours of sleep, and documented agency systems that run independent of the owner's energy. Discipline transfers from one domain to all three.
01/03/2020 · 7 min read
Grant Botma cut turnover to near zero over a decade by hiring for values alignment, onboarding around mission before skills, weaving purpose into weekly rhythms, and modeling the values himself when it costs him something.
12/30/2019 · 7 min read
Fix the insurance hiring crisis with a five-stage system: define the role before posting, write a job ad that sells, run scored structured interviews, install a written 90-day onboarding plan, and start retention on day one. Most agencies have a process problem, not a talent problem.
12/25/2019 · 7 min read
An agency accountability system has four parts: clear daily numbers per role, daily visibility for the person and the manager, a 10-minute morning huddle plus 5-minute end-of-day report, and real consequences and recognition tied to the numbers. The owner has to be inside the system, not exempt from it.
12/20/2019 · 6 min read
Double digit growth math: lift retention above 90% first, build a trigger-based referral system, invest in team capacity before lead spend, and track leading indicators daily. Pick two lead sources and master both before adding a third. Hope is not a strategy.
12/16/2019 · 6 min read
Veteran agents navigate insurance industry change by filtering signal from noise: meet new consumer service expectations, position your agency as a retention partner to carriers, and rebuild your talent pipeline. The core value of expert risk advice does not change. The delivery mechanism does.
12/13/2019 · 6 min read
Every P&C sales producer fights three problems: inconsistent lead flow, confidence erosion during slumps, and isolation on the sales floor. Fix lead supply, install a process that survives bad days, and build real team rituals. These are systems problems with systems fixes.
12/11/2019 · 6 min read
P&C agencies lose 10 to 15 percent of their book annually to non-renewals. Cutting marketing or freezing hiring during flat quarters accelerates the decline. The fix is a growth floor: a monthly new-business minimum that beats attrition, tracked weekly with a team that knows the number.
12/09/2019 · 6 min read
Shaan Patel's underdog playbook turns constraints into advantages, systematizes expertise into scalable assets, and prepares obsessively for high-stakes moments. Insurance agents who package their proprietary process the way Patel packaged SAT prep stop trading hours for dollars and build agencies that scale past personal capacity.
12/02/2019 · 6 min read
Pro skater Mikey Taylor runs Commune Capital, a private equity real estate firm, by transferring four skating skills: productive suffering through repetition, calculated risk assessment, brand equity that compounds, and team leverage. The same traits scale insurance agencies.
11/29/2019 · 6 min read
Millennial producers stay where they get purpose, frequent specific feedback, and thoughtful flexibility. Keep production and activity minimums firm. Replace the annual review with weekly 15-minute one-on-ones, pair every new hire with a mentor, and recognize progress, not just top writers.
11/29/2019 · 6 min read
Insurance agents apply Natalie Jill's playbook by rejecting limiting stories about market and leads, reverse-engineering daily habits from a specific book-size goal, building a personal brand publicly with consistent storytelling, and protecting sleep, movement, and nutrition as performance levers.
11/22/2019 · 6 min read
Daily 15-minute structured roleplay builds three layers: scripted (word-for-word for top 10 objections), adaptive (prospect goes off-script), and pressure (owner plays a sophisticated buyer trying to win). Agencies that run it see close rates climb and discounting drop within 30 days. Five minutes daily beats two hours monthly.
11/21/2019 · 7 min read
Break through the agency plateau with three moves: pay for structured mentorship with weekly accountability, build documented systems before you scale headcount, and treat your agency as a platform that can produce training, marketing, and coaching ventures alongside the book.
