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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.
04/10/2020 · 6 min read
Travis Gensler runs a tech-forward agency by building three things: digital intake so prospects can start the process at 10 PM, automated multi-channel follow-up, and renewal and retention workflows that run without the owner. Same leverage logic as the lawncare business he ran at fourteen.
04/08/2020 · 5 min read
Build a modern insurance agency on four pillars: diversified lead generation across three channels, a documented sales system, operations and retention systems that don't depend on the owner, and an intentional culture. Score yourself one to ten on each, then spend the next 90 days on the weakest one.
04/06/2020 · 6 min read
Becky Isbell is building a Goosehead franchise in Killeen, TX, a transient military market around Fort Hood. The new-agent survival formula: measure controllable activity inputs (not outcomes), embed in the local military community, and ask for mentorship before you need it.
03/30/2020 · 7 min read
Eric Brown of Crashtech Accident Investigation explains the claims truth no one tells clients: police accident reports are often wrong, fault determinations can be challenged with reconstruction, and agents who understand the post-crash process become trusted advisors instead of replaceable vendors.
03/27/2020 · 7 min read
Joy is a performance condition, not a luxury. After 21 years in business, Katherine Kinney argues that operators who stay energized make better decisions, attract better clients, and last longer than those running on fumes. State is trainable, and the work is operational.
03/23/2020 · 6 min read
Build predictable insurance sales by tracking your own ratios (doors or calls to appointments, appointments to demos, demos to closes), then reverse-engineer monthly production into daily activity targets. Daily consistency compounds. Heroic sprints followed by burnout don't. The rejection is the training.
03/18/2020 · 5 min read
Treat uncertainty as a condition to operate in, not a problem to solve. Lean on existing relationships, accept that figuring out video selling and remote staff will involve repeated failure, and treat humor as load-bearing infrastructure. Confidence based on conditions being normal collapses the moment they aren't.
03/16/2020 · 6 min read
Jack Wingate automates routine activity and protects his time using a Faith, Family, Friends, Entrepreneur priority stack. Automate anything that doesn't need a human judgment call, assign clear ownership to the rest, and block life priorities on the calendar before the business claims them.
03/06/2020 · 6 min read
Peter Fournier's four lessons: show up before you feel ready, the sale happens in the follow-up (not the first call), your network compounds over decades, and ego kills growth. Apply all four consistently and the career produces results no shortcut can.
03/04/2020 · 6 min read
Insurance agents burn out because motivation is treated like a feeling instead of an output. Engineer it with three engines: clarity of purpose tied to specific numbers, environmental design that makes the right behavior easy, and daily metrics that close the feedback loop between activity and result.
02/21/2020 · 6 min read
Neal Tricarico's sales process framework prevents poor production by scripting critical moments, requiring daily practice, measuring inputs not just outcomes, and eliminating decision fatigue. Process beats talent because a documented system survives turnover and a star closer never can.
02/19/2020 · 7 min read
Grow an agency faster with four moves: show up daily with mechanical consistency, give educational value before asking for business, ruthlessly simplify to two or three highest-leverage activities, and shift identity from "agent who markets" to "marketer who happens to sell insurance."
02/10/2020 · 7 min read
John Lee Dumas built Entrepreneurs On Fire into one of the most successful business podcasts in history. His principles of discipline, content creation, and audience-first thinking apply directly to insurance agents who want to grow beyond their current ceiling.
01/29/2020 · 6 min read
Pick three to five daily revenue activities (calls first, handwritten notes, one piece of content, five-minute number review) and execute them every day. Thirty calls daily produces about 150 policies a year; the same calls in one sprint week per month produces 36. Consistency wins.
01/22/2020 · 7 min read
Run an agency through physical pain by separating discomfort from danger, modifying how you work (standing desks, video calls, walking meetings), and treating every shutdown as a systems audit. The fix is delegation and prevention, not toughness.
01/20/2020 · 7 min read
Bill Cline survived year one of agency ownership by accepting the valley (months 4-8) as a feature, banking 12 months of personal living expenses on top of business capital, outworking larger agencies on response time, and investing in community presence before digital spend. Track warm-market vs cold-market close rates separately.
01/15/2020 · 6 min read
Three enemies stall most insurance agencies: complication (adding unnecessary steps as preparation), hesitation (waiting for 100 percent certainty instead of moving at 70 percent), and excusenation (treating conditions as reasons to surrender). Strip every project to version 1.0, set a 48-hour decision rule, find one agent winning anyway.
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.