14 posts found
03/30/2022 · 5 min read
Insurance recruiting that works runs as a permanent function, not an emergency project. Build an always-on pipeline from employee referrals, industry-adjacent professionals, LinkedIn outreach, and career-transition candidates, then protect every hire with a real 90-day onboarding plan.
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.
03/16/2022 · 5 min read
Hire when the owner spends more than 20 percent of time on tasks a well-trained staff member could handle, revenue is stable enough to support payroll, or service quality is visibly slipping. Hire in the right sequence: service first, production support second, operations and management roles third.
03/14/2022 · 5 min read
Work backward from your new-client target through close rate, contact-to-quote rate, contact rate, and cost per lead to size your marketing budget. At a $20 CPL, 30 percent close, and a $2,000 LTV, 150 new clients costs $100,000 and returns 3:1.
03/02/2022 · 4 min read
Calculated risk means you have assessed the probability, the worst-case cost, and the expected value before acting. The highest-return categories: investing in capacity ahead of revenue, entering a new market once you have hit a ceiling, and saying no to bad business that erodes book quality.
02/28/2022 · 5 min read
Trying to serve everyone is a strategy for serving no one particularly well. Go narrow and deep: pick one client type, build genuine expertise in their risks, and become the agent that community sends to each other. Specialization beats generalism in every measurable outcome.
02/16/2022 · 5 min read
Agent scorecards track five buckets: activity, contact rate, conversion, revenue, and first-term retention by agent. Review weekly with the team, debrief on one or two specific improvements, and use the data to coach rather than catch people. That is the difference between a scorecard culture and a surveillance culture.
02/14/2022 · 5 min read
Better insurance agency hiring comes from building a pipeline before you are desperate, screening for activity tolerance and coachability, running behavioral interviews and role play, then moving fast on the offer once you have decided. Slow in screening, fast in close.
02/02/2022 · 5 min read
Before a prospect buys a policy, they buy you. The first sale is yourself, built through curious questions, slowing down on coverage complexity, and conversational qualification. Make that sale first and the close becomes a confirmation of terms, not a fight.
01/31/2022 · 6 min read
The phone is still the most powerful sales tool in insurance because trust builds faster in a real conversation than in any other medium. Open with a collaborative frame, ask more than you pitch, match the prospect's pace, and treat objections as information rather than rejection.
01/19/2022 · 5 min read
Customer lifetime value for insurance agents: $2,200 average premium at 12 percent commission over 8.3 years of 88 percent retention is roughly $2,191. At a 3:1 target return, you can spend up to $730 per acquired client, or $219 per lead at a 30 percent close rate.
01/18/2022 · 5 min read
Cheap leads cost more once you do the math. A $22 exclusive at 35 percent close is $63 per issued policy. An $8 shared lead at 9 percent close is $89. Measure cost per issued policy by source and agent, not cost per lead, and let data drive spend.
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.
01/03/2022 · 5 min read
Run four meetings on purpose: a 15-minute weekly standup, a weekly performance review, a monthly training session, and a quarterly planning review. Add ad hoc issue meetings as needed. Use agendas, hard end times, and documented decisions and owners.