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03/26/2021 · 6 min read
Agency owners take back control of their routine by building the calendar from their priorities outward, not from other people's requests inward. Block the strategic work first, defend it like a client meeting, and reschedule (never delete) anything that has to move. That is how you rule the week.
03/22/2021 · 6 min read
Phillip Boyd's pipeline runs on a 5+ touch follow-up cadence rotating phone, email, text, and handwritten cards, scripts built on questions not pitches, and a tracked daily rejection budget. The systems that scale are documented, sequenced, and practiced past the mechanical phase.
03/08/2021 · 6 min read
Most agency anxiety is a visibility problem. Run accountability across four domains, production (daily leading indicators, not just monthly close), activity (calls, follow-ups, asks), service (response time, first-contact resolution, errors), and owner (external coach or peer group). Knowing the numbers is what kills the anxiety.
03/05/2021 · 7 min read
Build an agency that runs without you by converting processes into systems (steps plus the why, trigger, and exception protocol). Audit your five most important recurring activities, record your best operator doing them on Loom, transcribe to a checklist, test with a non-expert, then run the owner exit test.
02/22/2021 · 6 min read
Build an agency that runs without adrenaline by adopting a training identity over a sales identity, designing the environment to remove friction, rehearsing tough conversations, and coaching producers with granular, impersonal feedback ('your contact rate is 23%; top is 41%').
12/30/2020 · 7 min read
Sustain $250K-a-month production by staging support hires (part-time at month 4, full-time by month 7), protecting prospecting time as the book grows, treating renewals as production with a 60/30-day outreach sequence, and recovering with the same intentionality you bring to activity.
12/25/2020 · 6 min read
Run a year-end agency playbook audit before January 1: source every new account from this year, name your cancellation reasons (not just rates), define your best client specifically, copy what your top producer does, and pick three broken systems to fix before the new year starts.
12/18/2020 · 6 min read
Beat the blank page by starting stupidly small. Write the dumbest version of the script, process, or plan. The cost of starting badly is always lower than the cost of not starting. Ship the imperfect version this week, learn from feedback, iterate. That is the entire blank page process.
12/09/2020 · 8 min read
A $17M agency runs on four operating systems: a written job scorecard plus paid trial period for hiring, role-segmented comp with retention modifiers, daily producer number tracking with weekly substantive accountability conversations, and a proactive retention cadence that keeps renewal rates in the high 80s to 90s.
11/06/2020 · 7 min read
Contact inbound leads within five minutes, deliver the quote before the call ends, and bind in the moment with payment infrastructure already ready. Speed to lead, speed to quote, and speed to close compound into a conversion advantage no marketing budget can buy back.
10/30/2020 · 6 min read
Operators are the agency's bottleneck. Owners build systems, playbooks, and teams so the business runs without them. Move from operator to owner with a weekly two-to-three-hour owner's block protected for system work, plus delegation to anyone willing to do tasks at 85 percent of your standard.
10/26/2020 · 11 min read
Execute insurance marketing by capturing content from real client conversations, sending a monthly value-first email to your AMS list, building manual audiences for paid ads, and tracking only four numbers: cost per lead, lead-to-quote, quote-to-bind, and 12-month retention.
10/16/2020 · 6 min read
Build owner freedom with four frameworks: a documented client journey, a decision matrix that names who can decide what, a weekly operating rhythm, and a quarterly freedom checkpoint. Stop being the bottleneck for the 70% of daily decisions that don't actually need you.
08/28/2020 · 6 min read
Five agency fundamentals determine whether advanced strategy has anything to land on: follow-up cadence above five touches, quote-to-close ratio tracking, retention as a revenue strategy, staff accountability to specific metrics, and owner time allocation above 70% on growth work. Skip any one and the book stagnates.
06/05/2020 · 6 min read
Ben Barrientos and the By The Minute team accelerate agency growth by measuring activity in minutes, hitting new leads inside the first few minutes, building proactive retention touchpoints between renewals, and moving the owner from producer to leader. Acquisition, retention, and team structure have to fire together.
04/24/2020 · 6 min read
The Ramiz Hakim playbook runs in three steps in this exact order: document your process first, apply that process to a specific niche, then scale. Skip step one and the niche stalls. Skip step two and the process serves nobody well.
04/22/2020 · 6 min read
Build agency pay around four pillars: lead generation, sales system compliance, operations and retention, and culture. Reward prospecting, not just closing. Tie part of pay to retention. Bonus team development. Walk every hire through the plan in detail and revisit it at 90 days and one year.
04/13/2020 · 6 min read
Fix lead process before lead spend. Contact every fresh internet lead inside five minutes, run a five-touch sequence across call, text, and email in 72 hours, track close rate by source, and apply automation to retention too. Lead quality matters less than lead process.
04/08/2020 · 6 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.
04/01/2020 · 7 min read
Kirk Baker uses Team By the Minute to delegate service tasks on demand instead of carrying full-time overhead. The model only works because he documents every process first, defines what done looks like, and measures the output instead of the activity.
