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05/04/2022 · 5 min read
Build consistent production with a Sunday planning habit, protected sales blocks, weekly producer scorecards with five to seven metrics, performance-weighted lead distribution, script mastery, and a five-minute daily debrief that turns activity into iterative improvement.
05/02/2022 · 5 min read
Drive consistent agency growth by tracking the five daily behaviors you control instead of the outcomes you don't, treating rejection as evidence of activity, and reframing every challenge as a skill you haven't built yet. Client relationships are the revenue engine, not the soft stuff.
04/20/2022 · 5 min read
Chris Marok's playbook: ask for referrals at the moment of yes, run a multi-touch follow-up cadence inside the CRM, build automated client anniversary touchpoints for retention, treat every no as a relationship in incubation, and hire for character with insurance trained on top.
04/18/2022 · 5 min read
Chris Marok grew an Alaska agency by going phone-first instead of in-person, leading every conversation with education and questions instead of pitch, segmenting the market by industry and referral potential, and treating follow-up discipline as the non-negotiable in a thin market.
04/06/2022 · 5 min read
Consistency in premium production comes from a documented sales process, a premium floor that defines minimum daily activity, weekly data-led one-on-ones, and structured referral asks at every touchpoint. Motivation fluctuates and systems don't. Run the machine, not the mood.
03/28/2022 · 5 min read
Agent identity caps the agency at your personal capacity. Owner identity builds enterprise value beyond any one person. The shift requires systems thinking, real leadership over management, and permission to let your team produce results instead of you.
01/24/2022 · 5 min read
Mike Monaghan's production is built on sustained high-volume contact, disciplined follow-up past four contacts, deep product knowledge that creates speed and confidence in close conversations, and a functional relationship with rejection that treats every no as data, not a verdict on the agent.
01/05/2022 · 5 min read
Insurance agency goal setting works when you layer one annual anchor, quarterly milestones, and monthly process commitments, then review them on a fixed rhythm. Goals that include controllable inputs survive April. Goals built only on revenue targets rarely do.
12/29/2021 · 5 min read
Three honest lessons from 2021: conversations outperformed content, slow-build marketing got squeezed by urgency, and hiring under time pressure cost months of cleanup. The 2022 fixes are protected schedule blocks, earlier hiring, and tighter rules for when to pivot.
12/27/2021 · 5 min read
Step one of agency success is mindset and vision built on an honest year-end assessment, a concrete picture of next year's premium, team, and market position, and behavioral commitments specific enough to track weekly. New tactics run on old thinking produce old results.
11/15/2021 · 5 min read
Clarity on why you are building this agency is operational, not motivational. A specific purpose acts as a decision filter for hires, products, and client situations, which prevents the slow drift that caps most agencies at their first retention or culture ceiling.
11/05/2021 · 5 min read
Unverified assumptions cost agencies clients, staff, and E&O exposure. Brief plainly on coverage before the claim, confirm team expectations before the standard is tested, and document the process before the handoff. Verify shared understanding instead of assuming it. The three-minute brief prevents the three-hour problem.
11/01/2021 · 6 min read
Likeability is built, not inherited. Four learnable behaviors drive it: genuine interest in the prospect, finding real similarity, pairing warmth with competence, and consistency across every interaction. Each one moves close rate, retention, and referrals.
10/30/2021 · 5 min read
Laura Harris's framework: surrender control to documented processes, redefine winning to include team health and business value (not just revenue), and treat your process library as the one asset competitors cannot copy. Build one process, run it 30 days, refine, repeat.
10/29/2021 · 5 min read
Proactive insurance agencies win by moving first: 60-day pre-renewal calls before clients see the rate hike, specific referral asks after positive moments, monthly leading-indicator reviews with producers, and active carrier rep relationships. Reactive management feels efficient daily and costs you over a year.
10/22/2021 · 5 min read
Every agency has wins, losses, and draws right now. Run the 90-minute self-assessment: score retention, new business production, team performance, profitability, client satisfaction, and owner time allocation with actual numbers. Name the losses. Find the draws that are eating capacity. Build one fix for the biggest loss.
10/22/2021 · 6 min read
Most agency owners who do this assessment honestly land in draw territory: revenue flat, team stable but not growing, owner busy but not strategic. Winning means positive trajectory and growth problems. Losing means declining leading indicators. Drawing means comfortable stagnation. The diagnosis determines the intervention.
10/21/2021 · 7 min read
Three de-biasing techniques that actually move agency decisions: the pre-mortem (assume the decision failed, list why), structured disagreement (assign one person to argue against the plan), and the information audit (where did this data come from, who has a different view).
10/20/2021 · 5 min read
Four cognitive biases drain agency decisions: confirmation bias (only seeing what supports your call), sunk cost (keeping the producer because of past salary spent), availability bias (one vivid loss skews your whole strategy), and overconfidence (10 years of experience builds blind spots).
10/18/2021 · 5 min read
Every insurance agency owner operates in one of four modes at any given time: manifesting, thriving, surviving, or prevailing through adversity. Understanding which mode you're in and what it takes to shift changes how you approach every decision in your business.
