Recent Blog Posts

Day: November 6, 2020

What is Your Sales Process?

November 6, 2020

If you ever hear me talk, you’re going to hear me say time and again, “It’s never the process. It’s always the person.” The problem

Do You Produce or Do You Practice?

November 6, 2020

My question for you today is do you produce or you just practice? That’s the topic of today’s post. I hear it all the time

Is Your Desire to Succeed Greater Than Your Team’s?

November 6, 2020

One of the things I was thinking about today is how come it is that leaders have a greater desire for their people to succeed

From Cold Calls to Carpool Closers: How Insurance Producers Can Build Trust with Educational Content

October 7, 2025

In the modern commercial insurance landscape, trust is no longer built solely through in-person meetings, networking events, or polished brochures. It’s earned digitally—often before a prospect ever takes your call. As sales dynamics shift and competition tightens, the producers who will thrive are those who understand one thing: educational content is the new handshake.

How to Build Referral Networks That Drive Revenue and Recruit Elite Producers in Commercial Insurance

October 7, 2025

Most commercial insurance producers think of referral networks as an afterthought—something that might generate a lead or two if they attend enough events, shake enough hands, or stay active in their BNI chapter. But the producers who consistently dominate the middle market think differently. They treat referral networks like revenue engines, built with the same discipline as a sales pipeline, and they use those relationships not only to generate appointments but to recruit the next generation of elite producers.

How Curious Leadership and Operational Audits Drive Middle Market Business Growth

October 1, 2025

In a rapidly changing business landscape, the difference between thriving and merely surviving often boils down to one core attribute: curiosity. But curiosity alone isn’t enough. When paired with operational audits, strong leadership, and a growth mindset, it becomes a powerful tool for transformation—especially in the middle market. In this post, we explore how curious leadership and deep operational insights can revolutionize how insurance producers approach sales, consult with clients, and build long-term partnerships rooted in value.

How to Win Middle Market Accounts with Workers’ Compensation Strategy and Year-End Client Engagement

October 1, 2025

In this article, we’ll walk you through how to use Workers’ Comp as your entry point, how to dissect the experience mod, how to turn loss runs into strategy, and how to capitalize on the year-end season to build stronger client relationships and fill your pipeline with warm referrals.

From Fragmented Systems to Intelligent Automation: How AI and Expert Marketplaces Are Revolutionizing Insurance Operations – A Conversation with Jonathan Maloney

September 23, 2025

The insurance industry is at a pivotal moment. As artificial intelligence (AI), robotic process automation (RPA), and API-driven tools continue to accelerate, the conversation has shifted from “should we adopt tech?” to “how can we implement the right tech without breaking our operations?”

Why Most Producers Don’t Fail From Lack of Sales Skill

September 16, 2025

Let’s set the record straight: most commercial insurance producers don’t fail because they can’t sell. They fail because they don’t plan. They lack process. They don’t follow up consistently—or when they do, it’s weak and generic.

In today’s competitive environment, trust is not built through hard closes. It’s built through consistency. Being present when the incumbent fails. Being available when the buyer is finally ready. Being prepared with insight when everyone else is just pushing a quote.

Recent Blog Posts

Day: November 6, 2020

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