If you’re like most producers, you’re probably operating off of a sales funnel. Guess what? That’s more than likely half your problem. You’re going to think I’m nuts, but I promise you I’m not. That’s what we’re going to talk about in today’s article.
So here’s the thing. I don’t believe in funnels. Well, I mean, I do. I believe in funnels. I know they exist, and I know there’s a lot of my competition, and even people that come into our program are using them. But here’s the problem with the funnel. It’s a funnel! How much time is wasted by operating from a funnel? A lot. The truth is if you want to be useful as a salesperson, you don’t need a sales funnel. You need a sales cylinder! How’s that happen? Well, it’s real simple. You have to take the time to make sure you’re not putting garbage in there. The reason funnels exist is because we’re throwing everything under the sun into the top end of that thing, and by the time it gets weaned out, it has a deep cut V.
Take the time ahead of time to make sure that you’re only putting those prospects in that fit your ideal prospect profile. Opportunities you’ve researched to qualify or disqualify, and make sure that they fit 100% of what your objectives are. Then you’re going to have yourself a sales cylinder. It’s no longer a sales funnel. See until agencies can figure out how much time they’re actually wasting on the front end instead of investing that time wisely, they’re going to operate out of that deep cut V continuously, and guys like me are going to go in and be able to kill them on the streets.
The reason why is because while they’re screwing around calling on leads and following up on things that we’re never going to buy from them, the quality of stuff in my sales cylinder is leading me to a 99% close rate. Does it take me a little more time to figure out what I’m going to put in there? Absolutely. However, I close way more than the average agency because I invest that time. Who wins at the end of the year? What if you’ve generated $100,00 worth of revenue, and I have made $500,000? That’s up to you to decide. My challenge to you is, spend time, spend time on the front. You have plenty of time right now that you can be qualifying and disqualifying leads before you ever attempt to make them suspects, prospects, or clients.
Spend time refining what the different stages are in your sales process. But most importantly, don’t just throw everybody in there. There’s no point. Some people you waste your time on are never going to buy from you. Cut bait and move on. Yeah, I get it. We’re all under pressure to produce, but why put ourselves under that pressure, and if we are, put ourselves under the weight of closing accounts that we know we can close. People who need us, people who fit the demographic that we desire. If you can do that, if you can slow down in your prospecting and you can prequalify every single person before you allow them to get in the top end of that funnel, you’re going to find out that funnel is not a funnel anymore. You have yourself a sale cylinder. You’re going to kill it in commercial when that happens.
Until next time, kill or get killed!
In commercial insurance, the most dangerous threats to your book of business aren’t always visible on the loss runs. One of the most overlooked vulnerabilities for middle market producers is ignoring the personal lines needs of their business owner and executive clients.
In an industry where tradition often outweighs innovation, artificial intelligence and automation are slowly but steadily reshaping how independent insurance agencies operate. The push toward smarter, more efficient workflows is no longer a matter of if—but when. While many agencies are still evaluating how AI fits into their operations, early adopters are already reaping the benefits of streamlined submissions, faster processing, and actionable data insights.
The commercial insurance industry is changing faster than ever—and not always for the better. Consolidation is accelerating. Service levels are declining. Private equity is pushing agencies to scale in ways that strip out the personal touch that once defined the independent channel. But for the producers willing to do the work, lean into mentorship, and sharpen their craft, this isn’t a challenge—it’s an opportunity.
The commercial insurance industry is in the midst of a major evolution. The traditional workflows that once drove agency productivity are now dragging down growth, overloading staff, and frustrating owners who are trying to scale efficiently. For independent insurance agencies—especially those in the middle market—adapting to these challenges without increasing overhead is a tightrope walk.
Few industries reward consistency, discipline, and patience quite like middle-market commercial insurance. Initially, every producer starts with a different story, background, and path into the business. However, the ones who rise are the ones who learn to embrace the long game. Moreover, while success may take time, those who persevere ultimately reap the benefits. Furthermore, this industry values resilience, and those who remain committed often find themselves achieving great success in the end.
In today’s performance-obsessed culture, achieving elite status in your profession can often come with a hidden price. Tania Khazaal, known to many as Tanya the Herbalist, knows this truth firsthand. After climbing the ranks in the insurance industry and landing in the top 1% of sales professionals, she found herself at a crossroads. Despite the accolades, international travel perks, and consistent recognition, she was suffering from a quiet crisis: burnout.
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