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08/03/2020 · 6 min read
Agencies plateau when they optimize a model with a fixed ceiling instead of questioning the model itself. Question your defaults, import ideas from outside insurance, run small experiments, and learn from failures faster than successes. In a market moving this quickly, staying with the same playbook is not neutral.
07/31/2020 · 6 min read
Self-discovery is the engine of agency growth. Build an accurate operator map of yourself in three areas: how you handle uncertainty, what you actually want the agency to be, and where your confidence is real versus performed. That map raises the ceiling.
07/27/2020 · 7 min read
Overcome fear in insurance by deciding in advance that you'll move anyway, not by trying to feel fearless. Build the mindset on three things: clarity of purpose, a documented track record of pushing through, and a short window between awareness and action.
07/22/2020 · 6 min read
Bryan Falchuk sees insurance reshaping around agents who update their identity from salesperson to trusted advisor faster than the market moves. Survivors close knowledge gaps with curiosity instead of defensiveness, write down what they believe the industry looks like in five years, then build the version of themselves it requires.
07/20/2020 · 7 min read
Insurance is not dead. Disruption is a filter, not a threat. Survivors double down on depth over breadth, get genuinely good at the human stuff, study change before they react, and refuse to participate in the doomsday loop. Mindset is the operating system underneath every system.
07/17/2020 · 6 min read
Most agency problems start with the owner, not the market or the team. Audit your own patterns, communication gaps, enforced standards, and what you have been tolerating. The leader who goes first on self-reflection unlocks every other change.
07/13/2020 · 6 min read
Self-accountability for agency owners is a four-step diagnostic: name the specific result you don't want, trace it back through behavior to decision to belief, identify one measurable behavior change inside your control, then run it for 60 days without negotiating. External conditions are real but they aren't the lever.
07/08/2020 · 6 min read
Randy Thompson runs his captive agency with a coach's operating system: develop people, not just train them; treat clients as diagnostic conversations, not pitches; and break production plateaus by addressing the mindset ceiling, not the market.
07/06/2020 · 7 min read
Unify your team around a vision by saying the mission in one clean sentence, connecting every role to it, building a usable success mantra, making the values visible in daily decisions, and earning buy-in by showing you care. A vision only in the owner's head is private aspiration, not culture.
07/03/2020 · 6 min read
Love your life as an insurance agent by deciding what you want first, then building the agency around it. Operate with deferred happiness off the table, build a business that runs without you, ground yourself against rejection, and treat client relationships as the actual point.
06/22/2020 · 6 min read
Brad Lea built Lightspeed VT and a billionaire network by treating sales as service and value creation as the real job. For agents: fix belief in the product and the close handles itself, build skill development as an ongoing function (not one-time onboarding), and answer who this business is for.
06/17/2020 · 6 min read
Persistent belief is behavior, not feeling. Write a specific measurable vision (premium target, close rate, retention), read it daily, manage inputs over outputs, and read results on a rolling 90-day window so one bad month is data, not a verdict. Carry conviction for your team.
06/15/2020 · 6 min read
Mike Watts built six companies and $50M in combined sales by aligning financial, personal, and spiritual goals into one integrated system. Specific income targets, calendared personal priorities, and a purpose bigger than the P&L produce better decisions under pressure and longer founder runway.
06/12/2020 · 7 min read
Agents who last 30-plus years are not more motivated on day one. They anchor their practice to a purpose durable enough to sustain them across market cycles, hard years, and industry disruption. Long-tenure books built on genuine relationships are also structurally more resistant to disruption than transactional books.
06/08/2020 · 6 min read
The top insurance agencies grow on clearer vision and stronger culture, not better leads or bigger ad budgets. Operational vision answers where the team is going, why it matters, and what each role does. Culture is the behavior you tolerate, celebrate, and model every Monday.
06/03/2020 · 6 min read
Sales objections in insurance are symptoms, not the problem. The price objection is usually a value gap. The think-about-it is usually weak trust or shallow discovery. Replace scripted rebuttals with deeper discovery, value before price, curiosity over defense, and honest post-call review.
05/27/2020 · 6 min read
Agency owners stop drifting by protecting attention and acting with intention. Block strategic time before the week starts, pick three non-negotiables daily, engineer focus barriers, and audit where your hours actually go. Drift dies when deliberate work owns your first two hours.
04/27/2020 · 7 min read
Ashley Mauldin's referral engine runs on four kinds of operational generosity: free coverage knowledge given before anyone signs, deliberate introductions between people in her network, specific public recognition for clients and partners, and consistent presence at community events. The result is lower acquisition cost than paid-lead agencies.
04/17/2020 · 6 min read
Most agents fail out in their first three years because they don't build uncomfortable prospecting habits before referrals can carry them. Veterans who last invest aggressively in product depth, treat clients as multi-year partners, and learn to read soft and hard market cycles.
04/15/2020 · 6 min read
Stay on offense during disruption. Increase non-sales check-in calls to your current book, shift marketing budget to the digital channels prospects flooded, and document one process per week. Coma mode preserves cash short-term and forfeits market share, relationships, and team cohesion long-term.
