Page 9 of 16 · 311 total
06/21/2021 · 5 min read
Five canary signals every agency owner must watch weekly: staff disengagement before resignation, slowing client service response times, top producer production dips, renewals processed without review, and owner complacency. Track them on a weekly scorecard, not monthly.
06/18/2021 · 5 min read
Insure your insurance agency's tomorrow by allocating at least 10% of monthly budget and five weekly hours to building (technology, marketing infrastructure, producer development) instead of just running. The agencies that hit $3M to $10M did this for three years in a row. Compounding does the rest.
06/14/2021 · 5 min read
The conversations agency owners avoid (with underperforming staff, difficult clients, and their own reflection) are exactly the conversations that determine whether the business grows or stalls. Courage isn't a personality trait. It's a business skill, and operators who practice it consistently are the ones building something worth owning.
06/11/2021 · 6 min read
Play the hero role with insurance clients by leading with discovery (not quotes), being proactive about coverage gaps before renewal, showing up advocate-style at claim time, and owning the client outcome. Heroes get the referrals and the retention. Order takers get the price shoppers.
05/17/2021 · 5 min read
EQ in insurance sales is three trainable skills: reading the prospect's emotional state accurately, resetting your own state between calls so residue doesn't bleed forward, and staying calm when a client escalates. Agents who develop these close more, retain more, and burn out less.
05/14/2021 · 6 min read
Agents recover energy by reconnecting with meaning (call a real client about a real win), building a small-wins streak (three controllable daily targets, five days in a row), and operating at the edge of capability instead of in the comfort zone. Waiting in the chasm makes it permanent.
05/10/2021 · 5 min read
Vague goals produce vague results. Get specific about the destination, the current binding constraint, and the single behavior change that would close the gap. Block two uninterrupted hours, write down the 12-month picture, the biggest gap, and the one behavior shift, then share it with an accountability partner.
05/07/2021 · 5 min read
The routine that built your agency calcifies into a ceiling. Break the humdrum with deliberate variation at the edges: one new input, one new conversation, one new experiment per month. Keep the consistency core that clients trust. Add novelty at the periphery until the edge learnings move the core.
05/06/2021 · 5 min read
Figuring it out after a commitment looks like a fast asset inventory, ruthless prioritization of obstacles, and a 90-day no-quit window. Julian Chambers explains how committed action unlocks capabilities that never show up during evaluation.
05/05/2021 · 5 min read
Commit first, figure it out second. Julian Chambers built his agency by deciding on a direction before he had all the data, then letting the commitment force the answers. The fear of getting it wrong is almost always bigger than the actual recoverable cost.
05/03/2021 · 5 min read
Process beats sales goals because attention to the close creates anxiety that derails the call. Focus the producer on the structure of the conversation, fix the highest-leak step, and the scoreboard takes care of itself.
04/30/2021 · 5 min read
Stop letting the internal "can't" voice rule the case. Notice the moment between opportunity and response, ask for the smallest version of the action you do believe you can take, get one data point that feeds the "can" file, then escalate. More shots produce more hits.
04/28/2021 · 10 min read
Three high-leverage moves compound a sales career: study a producer two levels above you, hire a coach who tells you what you don't want to hear, and commit to the 1% improvement practice (one specific thing better every month). Skills are the highest-return investment most agents never make.
04/23/2021 · 6 min read
Find your agency's purpose by ignoring mission-statement answers and asking three honest questions: when were you last actually proud, who do you go above and beyond for unprompted, and what would you keep doing if money were not the issue. Purpose drives persistence, and persistence drives long-term results.
04/21/2021 · 5 min read
A declaration is a statement. A decision is a behavior change. Close the gap with a four-step loop: identify the daily inputs your goal requires, track those behaviors (not results), review weekly, and stay direct so today's hours connect to this month's target.
04/14/2021 · 6 min read
Trying to please every client trains them to push you around, drives you to cut coverage to hit a number, and produces hostile relationships after claims. Boundaries are professional integrity. Clear limits build trust with good clients, run off the bad ones, and protect your pipeline.
04/12/2021 · 6 min read
Build a career in insurance that lasts by showing up authentic instead of polished, leaning on your partner's strengths to expose your gaps, and using humor as a delivery mechanism for the real stuff. Memorable agents beat low rates every time.
04/09/2021 · 6 min read
Craig Pretzinger is an agency owner who got humbled early, responded with curiosity instead of defensiveness, built a high-trust peer relationship with Jason that sharpened both of them, and learned to name his own leadership mistakes out loud. That accounting is the person behind The Insurance Dudes mic.
04/09/2021 · 6 min read
Jason Feltman came to insurance from a serious music background that taught him stage presence, rehearsal discipline, and outsider-pattern-recognition. Those translate directly into sales connection, engineered conversations, and seeing inefficiencies insiders miss. He co-built The Insurance Dudes because honest operator talk was missing from the industry.
04/09/2021 · 6 min read
Randy Thompson's coaching playbook: ask instead of tell so producers build independent judgment, treat teaching as the leader's main job by explaining the reasoning behind every significant decision, and replace vague feedback with specific behavioral forward-looking observations that point at the exact moment to change.
