So you’re using LinkedIn to build your business. Guess what? There are three things that I’m going to talk to you about today that I see people doing all the time, or not doing for that matter, that will change the game for you. And they’re simple! Using LinkedIn is not difficult at all, but like a lot of other things that we do, we make it way too complicated. Today, I’m going to give you three things that everybody should do with LinkedIn to make sure that you’ve set yourself up for success.
The first one, make sure your profile is complete. That’s simple people. LinkedIn is the only social network that I know of that actually gives you a scorecard for how close you are to profile completion. They even rank us based on being all-stars or whatever that rank is when you get it completely done. But here’s the thing, if you don’t have a complete profile, it’s like showing up for a job interview, undressed, missing your pants. So many people go to LinkedIn to check us out before we meet with them, that you got to have your profile right. If you don’t have your profile right, you may not even get invited to the dance. Take the time to clearly let people know what it is that you do and what makes you different. Don’t be afraid to share your experience there. That’s where people are learning about you, just like you learn about your prospects.
The second thing I want you to do is I want you to control how much you interact with those people that are going to be your prospects. You have got to make sure that you interact, for certain. You want to make sure that people know you’re paying attention to them and that you appreciate what they’re sharing. What you don’t want to do is be a stalker. Don’t be a LinkedIn stalker. Don’t be that person that is the first one to comment on every single thing that one of your prospects posts. That doesn’t make any sense because you do damage. You don’t do any good that way. Make sure you control how much you interact with people.
And number three, and here’s where a lot of people miss the boat, don’t be afraid to share other people’s content. It can’t be all about you. People that are true thought leaders in any subject, get their information from a variety of sources. Why not share that? Why not let other people know the things that are valuable to you? I think we get so concerned that people would go directly to the source instead of recognizing that they found that content from us, that we choose not to share other people’s stuff. Guess what happens? You narrow your audience. You only get the people that you already know or that are already following you to see your things. Let the algorithms work their magic. Share thought leader things. You never know, they may come over and give you the old thumbs up and like what you shared about theirs, and now you’re opened up to their network as well.
If you can do those three things, just basic stuff on LinkedIn, you’re going to kill it in commercial insurance.
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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