The Number Your Producers Have Never Run
There is a producer I want you to picture. He is in his fourth year. Shows up on time, every day. His clients like him. He handles renewals without a […]
Your Bottom 80% Is Holding Your Top 20% Hostage
There is a producer I want you to picture. He has been in commercial insurance for 12 years. He works hard. His clients like him. He writes new business every […]
Why You Keep Losing to Incumbents You Know You’re Better Than
You believe you’re the better option. You’ve told yourself this before every competitive appointment. Your team works harder. Your service model is stronger. That incumbent agent hasn’t done a proactive […]
Insurance Producer Introductions: Why the Ask Feels Wrong
There is a producer I know who had 32 commercial insurance clients… good accounts, strong relationships, friendly at renewal… and still made cold calls every Monday morning. Not because he […]
Your Clients Have Already Stopped Expecting You
Your best clients, the ones who have been with you for years, who are friendly at renewal, who have never complained, most of them have already quietly adjusted their expectations […]
Your Closing Ratio Problem Is Actually a First Meeting Problem
The first meeting sales problem is something almost no producer wants to hear. When you lose a deal at the second meeting — when the prospect says “we’d like to […]
Why 92% of Deals Stay With the Incumbent And How To Break That Pattern
You probably think you are losing on price. You’re not. You’re losing to physics. Incumbent agents retain 92% of their accounts. That’s not a coincidence.That’s a system working exactly as […]
The 20-Minute Pre-Call Playbook That Separates Top Producers from Everyone Else
Most producers think they lose the deal when the prospect says no. They don’t. They lose it the night before—when they decide to “just show up and see what happens.” […]
Someone Has to Lose for You to Win in Commercial Insurance
Most producers were taught to sell commercial insurance the wrong way. Build relationships.Get a better quote.Hope the client switches. But here’s the reality: Every account you want is already taken. […]
Ditch the Coverage Gap Pitch: Here’s What Really Sells Insurance in 2024
Insurance agencies need to stop trying to win business as ‘the local expert who can close a coverage gap’. If they want to stop quoting business and start winning it, […]