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12/14/2022 · 5 min read
Raise your close rate this week by recording two calls, scoring three behaviors (trust-building before quoting, asking versus telling, silence management), installing specific replacements, and running one team roleplay weekly on difficult prospects.
12/12/2022 · 5 min read
Improve insurance sales calls and close more clients by killing four habits: premature quoting before trust is built, telling instead of asking, filler words that bleed credibility, and filling the silence after a closing question. Record ten calls and audit the first 60 seconds before changing anything else.
11/28/2022 · 10 min read
Build strategically by working on the business not just in it, applying second-order thinking to every decision, treating failure as diagnostic information, and competing on client experience instead of price. The best system beats the best salesperson every time.
11/16/2022 · 9 min read
Run a profitable insurance agency on five tactical practices: protect your highest-cognitive hours, run a 12-month touchpoint calendar with every client, make the first 90 days unforgettable, ask for referrals at moments of high satisfaction, and document every repeated process.
11/02/2022 · 5 min read
Toby Hedges runs every client through a 30-day welcome call, a 90-day check-in, and an annual review scheduled at inception. Every role has a written playbook. Call reviews happen weekly. Training continues for 90 days with structured milestones. These are ordinary fundamentals executed with extraordinary consistency.
10/31/2022 · 5 min read
Market size does not determine agency ceiling. Toby Hedges built a high-performing operation in Mississippi by applying the same fundamentals that work anywhere: defined roles, tracked metrics, a client experience built for referrals, and a culture that keeps producers from leaving. Geography is not the variable. Execution is.
10/19/2022 · 6 min read
Zach Farris scales his agency with a five-minute daily huddle on three numbers, weekly conversion reviews by agent and lead source, a structured day-two-through-five follow-up system, and ruthless ROI tracking of cost per issued policy by source.
10/17/2022 · 5 min read
Zach Farris builds agency freedom fast by operating on a five-year horizon: hire before the revenue justifies it, build systems before volume demands them, and delegate the tasks you're best at. Speed is a choice, not a result of circumstance.
10/05/2022 · 5 min read
Garrett Wagner's insurance agency growth playbook is execution over everything: run the shop like a sports team not a family, buy lead quality before quantity, build a 30-60-90 onboarding system, protect peak hours for strategy, and treat retention as a revenue stream with scheduled touchpoints.
10/03/2022 · 5 min read
Scale a sustainable insurance agency by treating it as craft, not hustle: hire for character first and skill second, train producers to competence not to a calendar, and design every client relationship for a 10-year horizon. Quality over speed compounds into retention, referrals, and team stability.
09/28/2022 · 4 min read
Reviewing your team's recorded sales calls is the most underrated insurance agency growth activity. Thirty minutes a week catches script drift, surfaces systemic objections your training misses, captures the moves that actually work, and makes coaching credible because it cites specifics.
09/26/2022 · 5 min read
Lead mistake #4 is inconsistency: weeks where conversion hits 15% blended with weeks at 8% because response time slipped or follow-up was skipped. Document the process, run a daily checklist, audit weekly, and track conversion by week, not month.
09/21/2022 · 5 min read
Miguel's referral system uses three trigger moments with specific scripts and a one-tap forwarding path. His hiring filter screens for concrete income goals, and his structured 90-day onboarding cut producer ramp time. He would also build CRM and hire an operator earlier.
09/19/2022 · 5 min read
Miguel built a top-producing agency by testing the standard playbook instead of inheriting it. He ran lead-source experiments, invested in underwriter relationships, treated prospect education as a moat, and captured referrals at peak-satisfaction moments instead of renewal.
09/14/2022 · 5 min read
Three qualities separate high-performance agencies from ones that plateau: a documented accountability culture with daily leading indicators, a consistent training system (not one-time onboarding events), and alignment between marketing, sales, and service. Score your agency on each. Fix the lowest first.
09/12/2022 · 5 min read
Four internet lead mistakes destroy insurance agency ROI: no cost-per-issued-policy tracking by source, slow response times beyond 5 minutes, abandoning leads before 6 to 8 contact attempts, and treating all lead types as interchangeable. Fix these before spending another dollar on leads.
08/31/2022 · 5 min read
Leads contacted within 5 minutes convert up to 100 times higher than leads called 30 minutes later. Most agencies run 30-plus minute response times and pay for fresh leads they're working stale. Fix it with real-time mobile notifications, defined coverage windows, and 2-minute escalation.
08/29/2022 · 4 min read
Build real insurance agency leverage with four levers: documented systems, producers trained to a written standard, a lead system that runs without you, and automation that reclaims hours every week. Owner-dependent agencies have a job. Leveraged agencies have a business.
08/17/2022 · 4 min read
Lead mistake #1 is buying leads on cost-per-lead instead of cost-per-issued-policy. A $12 lead converting at 8% costs $150 a policy. A $40 lead at 30% costs $133. Track source, contact rate, conversion rate, and average premium per policy by source. Most agents fly blind on this number.
08/03/2022 · 5 min read
Find and hire producers who close by writing a specific ideal producer profile, running a five-minute phone screen on coachability and persistence, presenting the role honestly (including the hard parts), moving fast on offers, and setting a written 30/60/90 day ramp plan before day one.
