Transforming Vehicle Warranties: How Insurance Agents Can Unlock New Revenue Streams
January 14, 2026
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blog clinton houck
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Act Like You’ve Been There
Growing up when I played baseball, there was this saying when you won a championship or a tournament or whatever else that said, act like you’ve been there before. That’s probably the best advice I could give any producer out there who’s trying to break into the middle market. You know what? Do you want to hear more?
Growing up, I played sports pretty much my entire childhood and adulthood by playing baseball in college. And if you played ball as I did, every one of us had that crusty guy that held the scorebook in his hand, smoking a cigarette, coaching third base. That guy had a lot of wisdom and probably had more life experience than many of us do. But some of that wisdom is relevant to being a producer today. Anytime we would win a tournament, or we would be the league champions or anything of that nature, the first thing that would come out of that guy’s mouth is to act like you’ve been there before.
One of the biggest mistakes producers make when doing cold calling marketing drops or even going into first appointments is to allow themselves to feel inferior. They beat themselves mentally before they ever walk in. And then they beat themselves up when they leave because they didn’t get the results they wanted.
So my advice is to follow the crusty guy, smoking a cigarette and keeping score in the third base coach’s box: act like you’ve been there before. Mentally prepare yourself; know that you belong at that table before you ever walk in. Walk into that lobby to meet the gatekeeper like that’s your company. You’re just showing up for work that day. And have a conversation like you’ve been friends for years. I know it sounds crazy, and it sounds easy, but it’s not because if it were, everybody would already be doing it.
The truth is if you can commit to acting like you’ve been there before and mentally preparing yourself every single day before you start your cold call journey, whether that be on the phone, in person, or even going into a first appointment, you’re going to absolutely kill it in commercial insurance. And you’re going to be amazed by the amount of momentum you pick up and the confidence you gain going forward as soon as you get that first win by trusting what I’m telling you and acting like you’ve been there before.
From Contestant to Champion: Lessons from The Protege’s First Mentor Call
January 12, 2026
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You could feel it—every producer, coach, and guest mentor knew this was the official start of something special. The conversation wasn’t just about competition. It was about purpose, legacy, and growth.
Hosted by David Carothers, creator of The Protege and founder of Killing Commercial, this kickoff call set the tone for what Season 3 will represent: a proving ground for producers who are ready to work harder, think deeper, and build something that lasts.
Ethical Influence and Faith: How Biblical Principles Align with the Psychology of Persuasion
January 7, 2026
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Influence is one of the most powerful tools we have in business, leadership, and personal life. Used well, it inspires people, builds trust, and creates ethical results. Used poorly, it can slide into manipulation and self-interest.
From Med Device to Middle Market: Lessons on Sales, Risk Management, and Reinventing Yourself in the Insurance Industry
January 6, 2026
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Reinvention is one of the most powerful themes in the insurance industry. Some of the best commercial producers in the country did not grow up wanting to sell insurance. They did not study risk management in college. They did not come from an agency family. They found this industry after they tried something else. They found it after life pushed them toward a career where performance, autonomy, and mindset determine the outcome.
From Executive Leadership to Field Underwriting: Lessons Producers Can Learn from Aaron Puchbauer’s Transition into Middle-Market Insurance
December 31, 2025
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The most successful producers in the middle market did not get there because they quoted faster, smiled bigger, or knew how to talk longer. They got there because they learned how to differentiate themselves so clearly that prospects had no choice but to see them as trusted advisors. They learned to operate like businesspeople first and insurance technicians second. They learned how to tie operational mechanics to insurance outcomes. They learned how to control their time, their pipeline, and their future.
Protecting Your Middle Market Accounts with High Net Worth Referral Strategies
December 29, 2025
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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.
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