Grow your life insurance book with cross-selling techniques, prospecting systems, and closing strategies from top life producers.
159 episodes from Craig Pretzinger & Jason Feltman, hosts of The Insurance Dudes Podcast
11/14/2025 · 6 min read
Brian Greenberg of True Blue Life Insurance reveals how combining AI tools, optimized landing pages, and relentless follow-up creates a modern life insurance sales engine that actually converts.
09/27/2025 · 6 min read
Melissa Dillon has spent her career healing the wounds that traditional education leaves on adults—including insurance agents who internalized failure as identity. Her reframe is immediately useful in any sales career.
09/16/2025 · 6 min read
Roger Short co-founded Life Insurance Academy after 25 years of entrepreneurial experience that taught him one thing: consistency and trust-building beat price competition every time. Here's his framework.
08/29/2025 · 6 min read
Julian Chambers went from network marketing straight out of high school to writing ten Medicare Advantage policies a week. His mindset systems and personal development rituals are the infrastructure behind the production.
06/05/2025 · 6 min read
Peter Fournier went from flipping Pokémon cards to mastering mortgage protection and referral systems that removed cold leads from the equation entirely. Here's the process that changed his business.
01/30/2025 · 6 min read
While everyone chases digital leads, Rudy Surovick has been quietly building insurance books using direct mail and relationship techniques that most agents have abandoned — and his results are hard to argue with.
01/22/2025 · 6 min read
Travis Gensler navigated a marketing franchise disaster before finding his footing as an independent insurance agent. The technology choices he made during the transition didn't just modernize his operation — they became his competitive moat.
01/15/2025 · 7 min read
Chris Cheatham saw that insurance's document complexity was a technology problem with a machine learning solution. His journey from law to co-founding Risk Genius to spinning out Milo is a blueprint for thinking about where AI fits in the insurance industry.
01/14/2025 · 4 min read
Chris Cheatham co-founded Risk Genius and pioneered insurance AI technology after discovering that complex legal documents were exactly the problem machine learning was built to solve. Full episode drops tomorrow.
01/08/2025 · 6 min read
Ryan Schaffer's journey from aspiring firefighter to mortgage professional to insurance strategist produced a cross-industry framework for identifying critical success traits, building durable referral partnerships, and scaling operations without losing competitive edge.
01/07/2025 · 4 min read
Ryan Schaffer survived the 2008 financial crisis in mortgage and translated those hard lessons into an insurance agency efficiency framework built around specific traits, referral partnerships, and systems that scale. Full episode drops tomorrow.
01/01/2025 · 6 min read
Chad Spaide built a sustainable, competitive insurance career by automating the work that depletes agents and protecting the human connection that actually closes deals. His specific framework for doing both is worth studying.
12/31/2024 · 4 min read
Chad Spaide cracked the code on staying competitive and avoiding burnout simultaneously — by letting technology handle the repetitive work while doubling down on genuine human connection where it matters most.
12/25/2024 · 6 min read
Ramis Hakim went from aspiring minister to final expense powerhouse by doing one thing most agents won't: picking a narrow lane and becoming the best in the country at it. His specialization philosophy and culture framework are immediately actionable.
12/19/2024 · 6 min read
With nearly two decades in insurance, Adam Pisani has seen what separates agents who build lasting businesses from those who plateau. His answer is uncomfortable but undeniable: motivation is infrastructure, not decoration.
12/11/2024 · 6 min read
Becky Isbell entered insurance in 2000 with a family to build and a career to launch simultaneously. Two decades of navigating captive-to-independent transitions, market volatility, and personal challenges left her with battle-tested wisdom every agent needs.
12/10/2024 · 4 min read
Becky Isbell entered insurance in 2000 and built her career on an unconventional foundation: family first, community always, and a deliberate practice of finding joy even when the business gets hard.
12/04/2024 · 6 min read
Khashayar Fadaie discovered that the gap between struggling and thriving wasn't knowledge — it was self-awareness. Recognizing his own patterns, behaviors, and blind spots became the most important business skill he ever developed.
12/03/2024 · 4 min read
Khashayar Fadaie's journey from humble beginnings to independent insurance success is a masterclass in self-awareness and the mindset required to thrive in an industry that tests you daily. Full episode tomorrow.
11/28/2024 · 6 min read
Dimitri Apostle didn't just build a referral-based agency — he engineered one like a production line, creating repeatable processes that grew his book to $11 million without depending on any single person's hustle.
11/20/2024 · 6 min read
Stephanie Riggins launched her insurance agency during a pandemic with no conventional playbook to follow. The systems she built out of necessity turned into her most durable competitive advantages.
11/13/2024 · 6 min read
Nicholas Sakha discovered that tracking exactly where every client comes from unlocks the growth lever most agents are missing. Combined with consistent Instagram and TikTok content, his Las Vegas agency generates leads that convert at rates paid traffic can't match.
11/12/2024 · 4 min read
Nicholas Sakha built a thriving Las Vegas insurance agency while refusing to sacrifice his health or his family. His approach to sustainable growth challenges the hustle-at-all-costs narrative.
11/05/2024 · 4 min read
Troy Korsgaden has helped thousands of agents reposition their agencies for growth. His power positioning framework challenges how most agents think about their market presence and client value.
10/23/2024 · 6 min read
Nik Champion built Champion Insurance Agency by doing two things most owners get wrong: hiring producers with the right traits instead of the right resume, and then actually letting them work.
10/17/2024 · 5 min read
The spark that made you start your agency doesn't have to fade forever. Specific, actionable changes to how you structure your day and lead your team can bring back the energy that made this business feel exciting.
10/16/2024 · 4 min read
The top 1% of P&C agents aren't working harder than you — they've built systems that make elite performance repeatable. Here's what those systems actually look like.
10/15/2024 · 4 min read
Founding member status in Agent Elite means lifetime access to the one P&C community built around real operational knowledge, not generic motivational content. The window closes October 21st.
10/14/2024 · 4 min read
The agents who build million-dollar books of business don't do it alone — they surround themselves with people who've already solved the problems they're facing. That's what Agent Elite is built for.
09/20/2024 · 6 min read
Carson Porter has turned the cross-sell from an awkward afterthought into a systematic revenue driver. His approach to P&C-to-life conversion reveals why most agents leave half their revenue on the table.
09/12/2024 · 6 min read
Craig's agency went from unpredictable revenue to explosive, measurable growth once the telefunnel clicked. Here are the actual numbers, the timeline, and what it takes to replicate them.
09/11/2024 · 6 min read
The difference between an agency that grows and one that just gets busier is a scalable process. Craig's journey from DIY chaos to a documented sales machine reveals the specific inflection points that change everything.
09/06/2024 · 5 min read
Bad dialing hires are one of the most expensive mistakes an insurance agency can make. Craig's blueprint for finding, vetting, and onboarding dialing specialists who produce from day one.
09/04/2024 · 5 min read
The telefunnel works — when it's built right. When it's built wrong, it eats lead budget and generates frustration instead of premium. These are the specific mistakes Craig sees most often and exactly how to avoid them.
08/30/2024 · 5 min read
Craig's agency journey from 2008 to today is a masterclass in knowing which parts of insurance sales to automate and which parts to protect from automation. The hybrid model is where agency growth actually lives.
08/28/2024 · 5 min read
Once you've hired dialing specialists, how do you actually manage them for maximum performance? The metrics, coaching practices, and daily rhythms that make the difference between a dialing team and a dialing machine.
08/27/2024 · 6 min read
Your licensed agents are too expensive and too skilled to spend their days cold-calling lists. Dialing specialists change the math entirely — here's the role they play and how they should be measured.
08/23/2024 · 5 min read
The outsource-vs-in-house debate for insurance telemarketing has a real answer — and it depends on factors most agency owners never think to measure. Here's the framework to make the right call.
08/21/2024 · 6 min read
Every insurance agent passes through the Dunning-Kruger valley — the painful gap between early confidence and earned competence. Understanding this psychology is the gateway to building a consistently profitable agency.
08/16/2024 · 5 min read
Craig spent $6,000 on shopping cart ads and learned an expensive lesson. Here's the lead generation framework that came out of years of costly experiments — so you don't have to repeat them.
08/07/2024 · 6 min read
Most insurance agencies grow through luck and hustle. The telefunnel replaces both with a documented, repeatable system that generates predictable premium month after month.
07/26/2024 · 6 min read
Managing a remote insurance team requires a completely different leadership playbook. Jorge Carbonell shares the culture systems, accountability frameworks, and hard lessons that make distributed teams work.
07/24/2024 · 6 min read
Jorge Carbonell has hired and developed more insurance producers than most agency owners will ever meet. In Part 1, he shares the hiring frameworks and culture principles that separate high-performing agencies from the rest.
07/02/2024 · 6 min read
Matthew Murray's approach to life insurance and final expense conversations reveals why most agents leave money on the table — and what to say instead to help clients and grow your revenue simultaneously.
06/27/2024 · 6 min read
Matthew Murray built his agency his way — with equal parts humor, hard-won wisdom, and a refusal to follow the conventional playbook. Part 1 covers the wild early days and the mindset that made the difference.
06/25/2024 · 6 min read
Part 2 of our conversation with Justin Brock goes deep on the actual AI systems behind his $70 million agency — the content engine, the automation architecture, and what he'd build first if starting over today.
06/20/2024 · 5 min read
Justin Brock grew a small insurance agency into a $70 million operation — and he did it by letting AI and automation do what humans can't sustain. Part 1 of a conversation that changes how you see your agency's ceiling.
06/11/2024 · 5 min read
Craig almost cancelled his 2019 Christmas trip to Kauai before a single insight about client lifetime value changed everything. Here's the math that changes how you think about every dollar you spend.
06/06/2024 · 5 min read
Most agents get mediocre results from ChatGPT because they ask mediocre questions. These 8 prompting principles will transform your AI output from generic to genuinely useful.
06/04/2024 · 5 min read
Language models like ChatGPT aren't a curiosity — they're a career skill. Insurance agents who learn to use them well will outperform those who don't, starting today.
05/30/2024 · 5 min read
Blockbuster had 60 million customers and missed the streaming wave. Insurance agencies that ignore AI right now are making the same mistake. Here's how to be Netflix.
05/21/2024 · 6 min read
Referrals aren't luck — they're a system. The agencies growing fastest have a repeatable referral engine that runs without chasing clients or begging for introductions.
05/16/2024 · 5 min read
The right technology stack doesn't just save time — it makes your agency scalable without hiring your way to chaos. Here's how to audit, automate, and actually use the tools available to you.
04/25/2024 · 6 min read
Jason Feltman makes the case for bringing a scientific, data-driven approach to the problems that drain insurance agency productivity — and why clear processes are the prerequisite for every solution that lasts.
04/16/2024 · 6 min read
In-N-Out Burger built a cult following with four menu items. The same radical focus that keeps their lines long can make your P&C agency consistently outperform competitors who try to do everything.
02/14/2024 · 6 min read
Larry Nisenson gets tactical on the specific objections that derail long-term care conversations — and the narrative tools that move advisors and clients past resistance into genuine protection decisions. Part 2 of 2.
02/12/2024 · 5 min read
Long-term care insurance is the hardest sell in the business. Larry Nisenson cracked it with humor, narrative, and a deep understanding of why advisors avoid the conversation entirely. Part 1 of 2.
01/10/2024 · 6 min read
The remote vs. in-office debate isn't about ideology — it's about what produces consistent results for specific people in specific roles. Jason Feltman shares what he learned going 100% remote.
01/08/2024 · 6 min read
Most insurance agency bonus programs produce a temporary spike and a long-term entitlement problem. Jason Feltman explains the incentive design that actually sustains motivation — and it's not what you think.
12/27/2023 · 6 min read
Flexibility without accountability is chaos. Eric Yaverbaum's Part 2 delivers the specific management practices that turn a flexible workplace into a high-performing one.
12/20/2023 · 6 min read
Ericho Communications CEO and author Eric Yaverbaum has spent decades studying what makes workplaces attract and keep top talent. His findings should concern any agency owner still operating 2019 policies.
12/11/2023 · 7 min read
It's not about trying harder. It's about building systems designed for how your brain actually operates. Antonia Bowring's Part 2 delivers the practical framework for ADHD-informed performance.
12/06/2023 · 6 min read
More insurance producers than anyone admits are wired for ADHD — and that's not a liability if you understand how to work with your neurology instead of against it. Executive coach Antonia Bowring explains.
11/29/2023 · 7 min read
Turnover is costing insurance agencies more than they realize — and the usual solutions aren't working. Kathleen Quinn Votaw of TalenTrust brings a decade of recruitment expertise to the real problem.
11/27/2023 · 6 min read
Knowing AI matters is step one. Knowing where to start, what to build first, and how to avoid the implementation traps is what separates agencies that succeed with tech from those that stall.
11/22/2023 · 6 min read
Jeff Pedowitz has spent decades at the intersection of technology and business growth. His take on AI's impact on insurance is urgent, practical, and impossible to ignore.
11/20/2023 · 6 min read
The shift from struggling producer to top performer isn't just tactical — it's deeply personal. Gary Cooper's Part 2 reveals the specific inner work that makes lasting performance change possible.
11/15/2023 · 6 min read
Gary Cooper built success the hard way — through adversity, self-doubt, and the strategic use of a mindset most people misunderstand. His story reframes what confidence actually means in insurance sales.
11/13/2023 · 6 min read
A great training event fades in 30 days. A coaching culture compounds forever. Phil Geldart's Part 2 shows you how to build the leadership capacity that makes continuous development the default.
11/08/2023 · 6 min read
PowerPoints and product knowledge quizzes don't build sales skills. Phil Geldart's immersive learning framework is rewriting how the insurance industry develops its people.
11/06/2023 · 6 min read
After you know what you want from an M&A deal, you need to know how to structure it. Bill Snow's Part 2 is the practical guide to getting the deal right — not just getting a deal.
11/01/2023 · 6 min read
Mergers and acquisitions in insurance are accelerating. Bill Snow — author, speaker, and M&A veteran — breaks down the personality-first question every agency owner needs to answer before they sign anything.
10/30/2023 · 6 min read
Great agencies aren't built by great salespeople — they're built by leaders who can replicate themselves. Brendan Keegan's mentorship framework shows you exactly how to do it.
10/25/2023 · 6 min read
Brendan Keegan runs one of the country's largest fleet companies and has a clear-eyed view of risk that most insurance agents never hear from the client side of the table.
04/10/2023 · 5 min read
The insurance agencies spending the most on marketing aren't always the ones growing fastest. The fastest-growing agencies often run on a marketing strategy that costs nothing but intentionality: making their clients feel genuinely valued.
04/05/2023 · 5 min read
The agents who win in the AI era won't be the ones who resist the technology — they'll be the ones who out-relationship it. Part 2 of Matt Sutika's conversation delivers the tactical roadmap.
04/03/2023 · 5 min read
AI is coming for the insurance industry. Matt Sutika — who sits at the intersection of technology and agency production — has a nuanced take on what it means for agents, and what the survivors will look like.
03/29/2023 · 5 min read
The Tiffany's effect is real: how you package and present the client experience matters as much as the product itself. Here's how to use courtesy and maintenance marketing to build loyalty that survives premium spikes.
03/27/2023 · 5 min read
Every agency owner blames the departed agent. But the agents who leave aren't leaving randomly — they're leaving for consistent, predictable, fixable reasons. Here are the five that matter most.
03/22/2023 · 5 min read
In Part 2, Victor Figueroa breaks down the specific strategies, habits, and systems he built over a decade in insurance — the ones that turned a hungry beginner into a successful agency owner.
03/20/2023 · 5 min read
Victor Figueroa's path to insurance success wasn't a straight line — it ran through hard times, hard decisions, and the kind of discipline that turns a struggling young man into a respected business owner. Part 1 covers where he started.
03/14/2023 · 5 min read
Every agency owner says they want freedom. Very few do the one hard thing that makes it possible. Here's what that step is, why it's so difficult, and how to take it anyway.
03/08/2023 · 5 min read
The transition from top producer to agency owner requires a completely different mindset and skill set. In Part 2, Sethe Smith shares the hard lessons and proven strategies from crossing that divide.
03/06/2023 · 5 min read
Ten years in insurance teaches you things no training can. Sethe Smith shares the hard-won strategies from a decade in the business — starting with how he got in and what he figured out fast.
03/01/2023 · 5 min read
If your agency falls apart when you leave, you don't own a business — you own a job that owns you. Here's the honest diagnosis of why agency owners can't disconnect, and the specific changes that fix it.
02/27/2023 · 5 min read
Property and casualty insurance looks like a stable, accessible business from the outside. The reality is more demanding — and more rewarding — than most new agents expect. Here's what to know before you begin.
02/22/2023 · 5 min read
Growing a values-driven agency is the hardest kind of scaling because the thing you're scaling is culture, not just process. Part 2 of Jennifer Haring's conversation covers the systems that preserve what matters while the business grows.
02/20/2023 · 5 min read
Jennifer Haring built her insurance agency on a simple belief: clients remember how you made them feel far longer than they remember your premium. Part 1 covers her origin story and the values that drive her approach.
02/15/2023 · 5 min read
Most insurance agencies are held together by a patchwork of texts, emails, and tribal knowledge. The right communication tool doesn't just clean up the chaos — it fundamentally changes what your team can accomplish.
02/13/2023 · 5 min read
Your bonus structure either drives the behavior you want or undermines it — there's no neutral. These three questions will reveal whether your incentive design is working for your agency or against it.
02/08/2023 · 5 min read
Going independent means trading structure for freedom — but the best independents keep the structure. In Part 2, Robert Junge shares the specific frameworks he brought from corporate insurance into his own agency.
02/06/2023 · 5 min read
Robert Junge spent years learning the fundamentals inside one of insurance's biggest players before going independent. In Part 1, he shares what corporate insurance training gets right — and what it leaves out.
02/01/2023 · 5 min read
Incremental improvement keeps you in the game. A quantum leap changes the game entirely. Here's the mindset and strategic framework for making a non-linear jump in your agency's performance.
01/30/2023 · 5 min read
Constant sales agent turnover is draining your agency's time and money. The counterintuitive fix? More leads — not more headcount. Here's the math that changes how you think about staffing.
01/25/2023 · 5 min read
Most cold calling fails not in the first call but in the follow-up. Paul Woodburn's Part 2 reveals the follow-up sequences and scaling strategies that turn a solo cold caller into a systematic lead engine.
01/23/2023 · 5 min read
Paul Woodburn left a warm market behind and built a thriving agency through disciplined cold outreach. Part 1 covers his origin story and the cold-calling framework that changed everything.
01/18/2023 · 5 min read
If you can't calculate your client acquisition cost, you're flying blind on every marketing and hiring decision you make. Here's a simple framework to fix that this week.
01/16/2023 · 5 min read
Most agency owners are focused on fighting yesterday's battles. Here's the overlooked opportunity sitting right in front of every P&C agency in 2023 — and how to move on it fast.
01/11/2023 · 5 min read
Part 2 of our conversation with Justin Farnsworth goes deep on the advanced strategies he used to scale his agency — from team-building and culture to the metrics that actually predict success.
01/09/2023 · 5 min read
Justin Farnsworth has cracked the code on building a thriving insurance agency. In Part 1, he reveals the foundational mindset and habits that separate top producers from everyone else.
12/26/2022 · 5 min read
Josh Phanco built a thriving agency by doing the opposite of what most growth advice says. Instead of expanding in every direction, he went deeper in one lane — and the results rewrote his expectations.
12/14/2022 · 5 min read
Jackie Crane delivers the specific corrections in Part 2 — the scripts, frameworks, and practice methods that turn the call mistakes from Part 1 into higher conversion rates, starting immediately.
12/12/2022 · 6 min read
Jackie Crane has listened to more bad insurance sales calls than most people will in a lifetime — and she knows exactly what's going wrong. Part 1 covers the call mistakes that are silently destroying your close rate.
11/30/2022 · 5 min read
Joel Schwiebert moves from strategy to execution in Part 2 — the specific decisions, systems, and daily practices that turn smart thinking into measurable agency growth.
11/28/2022 · 5 min read
Joel Schwiebert doesn't think small. Part 1 of this conversation covers the unconventional mental frameworks and strategic perspectives that set elite insurance agency builders apart from the pack.
11/16/2022 · 5 min read
Rhiannon Ward gets tactical in Part 2 — the specific practices, frameworks, and hard-won lessons that she applies daily to run a profitable, purpose-driven insurance agency.
11/14/2022 · 5 min read
Rhiannon Ward brings a perspective that cuts through the noise: hard-won wisdom from building an insurance career on her own terms. Part 1 covers the journey and the beliefs that set her apart.
11/02/2022 · 5 min read
Toby Hedges goes deep on the tactical side in Part 2 — the scripts, systems, and team decisions that turned his Mississippi agency into a high-performing operation worth studying.
10/31/2022 · 5 min read
Toby Hedges didn't build his insurance agency in a coastal hub or a major metro. He built it in Mississippi, and that context makes his growth story all the more instructive for agents everywhere.
10/19/2022 · 5 min read
Zach Farris gets tactical in Part 2 — the specific systems, team structures, and daily habits that are actually moving the needle in his fast-growing insurance agency.
10/17/2022 · 5 min read
Zach Farris is moving fast and building something real. In Part 1, he shares the early decisions and belief systems that set his agency on an accelerated path toward freedom and scale.
10/05/2022 · 5 min read
Garrett Wagner returns to finish unpacking the systems, mindset shifts, and hard-won lessons that took his insurance agency from struggling to thriving. The real work starts now.
10/03/2022 · 6 min read
Garrett Wagner doesn't just run an insurance agency — he crafts one. The precision, intentionality, and workmanship he brings to every system and relationship is what sets him apart from agents who are merely busy — Part 1.
09/28/2022 · 4 min read
Every agency owner knows about it. Almost none of them do it consistently. This single activity has one of the highest ROIs in the insurance agency business — and it takes less than 30 minutes a week.
09/26/2022 · 5 min read
The fourth lead mistake is the one that cancels out everything else you do right. It's a consistency failure — and fixing it costs nothing but discipline. Here's what it is and how to solve it for good.
09/21/2022 · 5 min read
Miguel reveals the referral program structure that became his agency's most productive lead source, the hiring insight that cut producer ramp time in half, and what he'd do differently from day one — Part 2.
09/19/2022 · 5 min read
Miguel didn't follow the standard playbook to build his agency — he questioned it at every step. The moves he made instead are what put him in a different category from most agents — Part 1.
09/14/2022 · 5 min read
Study the top-performing insurance agencies long enough and three qualities emerge every single time — not as nice-to-haves, but as structural necessities. Your agency either has them or it doesn't.
09/12/2022 · 5 min read
Internet leads are one of the most powerful tools in an insurance agency's growth arsenal — and one of the easiest ways to burn money fast. These four mistakes are where the money disappears.
08/31/2022 · 5 min read
Speed-to-lead is one of the most documented variables in insurance sales conversion — and most agencies are getting it catastrophically wrong. Here's what the data says and what to do about it.
08/29/2022 · 4 min read
An agency that depends entirely on the owner's personal effort has no leverage — just a job with more risk. Here's how top agency owners build the leverage that creates freedom and scale simultaneously.
08/17/2022 · 4 min read
Most insurance agents are burning lead dollars on the same avoidable mistake — and they don't know it because the results look normal until you see what's possible with a cleaner system.
08/03/2022 · 5 min read
Most agencies hire warm bodies and hope for producers. The ones that grow predictably have a different approach — a hiring system that identifies closers before the first day on the floor.
08/01/2022 · 5 min read
Growing an insurance agency without aligning your marketing, hiring, and sales systems is like pressing the gas with the parking brake on. Here's how to sync all three for maximum velocity.
07/18/2022 · 5 min read
Selling more insurance isn't about working harder; it's about removing the friction points that slow every conversation down. These are the tactics that move the needle fast.
07/06/2022 · 4 min read
Most agency owners set commissions once and forget them. The agents pulling in six figures know that how you structure comp changes everything about producer behavior.
07/04/2022 · 5 min read
Agents who blame their leads for low production almost always have an activity problem. Here's the math that proves it — and the discipline framework that fixes it.
06/29/2022 · 5 min read
Part 2 with Stacey Giulianti: how to read shifting carrier appetites before they impact your book, navigate complex placements, and use market intelligence as a genuine growth lever.
06/27/2022 · 5 min read
Stacey Giulianti brings an inside-the-carrier perspective most agents never get. Part 1 reveals what insurers are really looking for — and how smart agents use that knowledge to grow faster.
06/22/2022 · 5 min read
Tracking the wrong numbers gives you the illusion of management without the benefit. Here's how to identify the metrics that actually predict agency growth and build a dashboard that drives decisions.
06/20/2022 · 5 min read
You can have great products, a strong team, and a solid lead source — and still hit a ceiling. The skill that breaks through that ceiling is the one most agency owners have never formally developed.
06/15/2022 · 5 min read
In Part 2, Tony Merwin breaks down the specific systems, annual enrollment strategy, and referral engine that keep his Medicare book growing year after year without the churn.
06/13/2022 · 5 min read
Tony Merwin cracked the Medicare market not by going bigger but by going smarter. Part 1 reveals the measured philosophy behind his outsized results in a competitive niche.
06/08/2022 · 6 min read
Every agency makes hiring mistakes. But these three specific errors keep appearing in agencies that can't hold onto producers — and all three are completely preventable once you see them.
06/06/2022 · 5 min read
Bad hires are expensive. But most agency owners hire reactively without a real standard. These three non-negotiables filter out the wrong candidates before you spend a dollar on training.
06/01/2022 · 5 min read
Part 2 with Christine Angles: the specific business moves, client retention tactics, and team dynamics that turned her mental clarity into a high-performing insurance agency.
05/30/2022 · 5 min read
Christine Angles built her agency by finding the angles others missed — starting with the mental frameworks most agents overlook. Part 1 covers the mindset work that changed everything.
05/25/2022 · 5 min read
Without clear boundaries, every agent becomes a yes-machine that serves everyone but themselves. Here's how bold boundaries create the space that real agency growth requires.
05/23/2022 · 5 min read
Objections aren't rejections — they're questions in disguise. Here's how to hear them correctly and respond in ways that move the conversation toward a close.
05/18/2022 · 5 min read
In Part 2, Melissa Hudson reveals her team development framework, management rhythms, and the specific moves that accelerated her agency's growth past the growth plateaus most agencies hit.
05/16/2022 · 5 min read
Melissa Hudson didn't just grow her agency — she elevated it. Part 1 explores the philosophy and early decisions that allowed her to build something most agents only dream about.
05/11/2022 · 6 min read
Owning an insurance agency is harder than the recruiter told you — and more rewarding than you imagined. Here's the unvarnished reality so you can prepare, not quit.
05/09/2022 · 5 min read
Talent is overrated. The agents who build lasting careers in insurance share five specific traits — and most of them can be developed deliberately if you know what to look for.
05/04/2022 · 5 min read
Part 2 with Jay Franklin gets specific: the weekly structure, team management approach, and tactical systems that translate his relentless philosophy into consistent premium production.
05/02/2022 · 5 min read
Jay Franklin doesn't do passive. His approach to building an insurance agency is deliberate, aggressive, and grounded in a philosophy that most agents talk about but few actually live.
04/27/2022 · 5 min read
Most insurance agents own a job, not a business. The leap from one to the other requires a specific set of moves most agencies never make — until now.
04/25/2022 · 5 min read
Most agents treat lead calling like a lottery. The ones who build real agencies treat it like a system. Here's the difference between dialing and actually converting.
04/20/2022 · 5 min read
In Part 2, Chris Marok gets specific — the referral systems, the daily disciplines, and the mindset reframes that took his Alaskan agency from survival mode to genuine scale.
04/18/2022 · 5 min read
Chris Marok built a serious insurance agency in Alaska — where the population is sparse, the winters brutal, and the excuses for not producing are endless. He chose a different path.
04/13/2022 · 5 min read
Success as an insurance agent isn't about talent or luck — it's about sequencing the right moves in the right order. Here's what the top producers actually did to get there.
04/11/2022 · 5 min read
A well-built insurance agency training manual isn't busywork — it's the difference between a producer who hits their stride in 60 days and one who flounders for six months.
04/06/2022 · 5 min read
Chad Kish returns to go deeper on what it actually takes to maintain constant premium production month after month without burning out or losing momentum.
12/13/2021 · 5 min read
David Duford's tribe didn't build itself — it was the product of specific content systems, deliberate agent development practices, and a long-term orientation that most insurance marketers lack. Part 2 is the execution chapter.
12/10/2021 · 5 min read
David Duford came back to the podcast with more to say — specifically about the final expense market's evolution and the power of building a dedicated community around your insurance brand. Part 1 covers the final expense landscape and the tribe-building philosophy.
08/05/2020 · 7 min read
David Duford built one of the most recognized platforms in final expense life insurance by doing two things most agents won't: going deep on a niche and teaching everything he knows. His secrets aren't really secrets — they're just discipline most people don't apply.
06/26/2020 · 6 min read
Eddie Millan spent 20 years earning top industry awards and landing in the top 1% of his peers. His secret isn't a sales script — it's a philosophy about what financial planning actually means for the people who need it most.
04/19/2019 · 6 min read
Tyler Jack Harris proved that one person can sell 8,000 life policies. The bigger question: how do you take those lessons and build a team that multiplies the output without losing the quality?
04/16/2019 · 6 min read
Selling 44 life policies a week isn't about working harder. It's about building a machine that turns activity into appointments and appointments into issued policies without dropping anything.
04/12/2019 · 6 min read
Eight thousand life policies. Face to face. One on one. No group plans, no online transactions. Just a guy in a hotel room 200 nights a year who decided that ordinary production numbers weren't an option.