Building High-Performing Remote Insurance Teams: Core Values, Hiring, Onboarding & KPI Strategies

The insurance industry is undergoing a profound transformation as middle-market agencies recognize the benefits and challenges of embracing a fully remote workforce. No longer viewed as a temporary workaround, remote models offer the potential to tap into nationwide and offshore talent pools, reduce overhead, and increase flexibility in an increasingly digital world. Yet, flipping the switch to virtual operations can expose gaps in documentation, dilute corporate culture, and strain traditional oversight mechanisms. In this post, we’ll explore the four pillars essential to building a high-performing remote insurance team—core values, hiring practices, onboarding processes, and KPI strategies—while also delving into best practices for managing domestic versus offshore employees, ensuring data security, leveraging productivity tools, and fostering trust and autonomy.

This general session featured insights from Michael Overstreet, Caleb Walker, and Jeromy Huerta.

The Remote Work Revolution in Insurance

The business case for going remote in the insurance sector is compelling. First, cost savings on office space and utilities can free up capital to invest in technology and employee development. Second, a distributed workforce enables agencies to recruit specialized talent regardless of geography—whether it’s a seasoned middle-market underwriter in Texas or a customer service specialist offshore who can support 24/7 operations.

However, unleashing these advantages often uncovers hidden weaknesses. When teams scatter from a central office, undocumented processes become glaring blind spots. Suddenly, what was once handled informally—like routing claims files or scheduling renewal calls—falls through the cracks. Moreover, cultural cohesion can fray without shared rituals like morning huddles or impromptu desk-side conversations. Recognizing these friction points early is critical to successfully “flip the switch” on remote work.

Defining and Embedding Core Values

At the heart of every high-performing remote agency lies a set of clearly defined core values. These guiding principles inform hiring decisions, shape everyday behaviors, and anchor teams during periods of change. Unlike abstract bullet points on a slide deck, values must be woven into interview questions, performance reviews, and recognition programs to truly drive cultural alignment.

Begin by translating each value into concrete behaviors. For example, if “Client First” is a value, interview questions might probe how candidates navigated difficult client interactions or prioritized urgent requests. Use scorecards to rate responses against defined criteria, ensuring consistency across interviewers. Once new hires are on board, reinforce these values through weekly shout-outs, virtual awards, or “culture moments” during team meetings. Over time, this systematic practice transforms values from words into lived experiences.

Hiring Remote Talent: Process & Best Practices

Crafting a job description for a remote role requires balancing technical skills with cultural alignment. Beyond listing requisite certifications or platform proficiencies, highlight your agency’s core values and communication expectations. Phrases like “we hire for integrity and initiative” or “ideal candidates thrive in autonomous environments” set clear cultural signals from the outset.

During interviews, lean heavily on behavioral questions that reveal cultural fit. Ask, “Tell me about a time you solved a problem without direct supervision,” or “How do you ensure visibility with your team when working remotely?” Complement these with a brief values-alignment assessment or real-world task simulations.

When evaluating domestic versus offshore candidates, consider both cost arbitrage opportunities and potential barriers such as time zone differences, language fluency, and local work-ethic norms. For instance, high-touch client roles may benefit from domestic hires, while data-entry or backend processing can often be handled offshore at lower costs. Document these guidelines in your Remote Hiring Checklist to streamline future recruitment efforts.

Onboarding for Success: From Day One to Day 30

A robust onboarding journey sets the tone for long-term success. Start preboarding activities two weeks before the official start date by sending welcome kits, access credentials, and a detailed agenda for the first week. In Week One, focus on introductions, technology setup, and a deep dive into your agency’s mission and values.

By Day 30, new hires should transition from orientation to full productivity. Outline clear daily and monthly expectations by assigning two or three Key Performance Indicators (KPIs) tied directly to their role—whether it’s number of new quotes generated, policies processed, or client satisfaction ratings. Schedule weekly one-on-ones during the first month to “inspect what you expect,” catching any friction early and reinforcing positive behaviors.

Managing Domestic vs. Offshore Teams

Balancing domestic and offshore teams requires sensitivity to cultural norms and communication styles. Domestic employees might favor direct, real-time discussions, while offshore teams may rely more on detailed written instructions. Establish standardized documentation practices—such as shared process maps, video walkthroughs, and central knowledge repositories—to bridge these differences.

When allocating tasks, consider each region’s strengths. For example, U.S.-based teams could focus on complex client negotiations and relationship management, while offshore teams handle billing reconciliations or routine policy audits. Ensure there is at least one hour of overlapping work time daily for synchronous collaboration, and schedule rotating “team hours” so no group consistently loses out on real-time access to leadership.

Inclusive team rhythms—daily stand-ups, weekly retrospectives, and monthly culture calls—foster cohesion. Encourage each subgroup to share wins and challenges, creating empathy and mutual respect across time zones. Over time, these rituals reinforce that every team member contributes equally to the agency’s success.

KPI & Metric Frameworks for Remote Agencies

In a remote environment, KPIs become the primary mechanism for accountability. But complexity is the enemy of execution—limit each role to one or two key metrics. For sales producers, metrics might include number of qualified prospects per week or premium volume closed. Service teams can track average turnaround time for claims processing or client satisfaction scores.

Tie individual KPIs back to agency-wide goals—such as increasing total written premium by 15% year-over-year or reducing policy issuance errors by 25%. Display progress on shared dashboards, and automate data collection through integration with your agency management system. Consult our KPI Dashboard Guide for sample templates and best practices on creating real-time views that keep teams focused and motivated.

Data Security in a Distributed Environment

When employees operate from home offices or overseas locations, data security risks multiply. Unsecured home routers, mixed personal-work usage on devices, and inconsistent patch management are common vulnerabilities. Rather than reinventing the wheel, outsource to specialized IT providers or deploy preconfigured secure routers with built-in VPN capabilities.

Implement endpoint protection on all devices, enforce strong password policies, and mandate multi-factor authentication for critical systems. Schedule quarterly security audits and phishing simulations to keep awareness high. By baking these practices into your operational playbooks, you safeguard both client information and your agency’s reputation.

Leveraging Productivity Software & Collaboration Tools

Technology is the glue that holds remote teams together. Project management platforms—such as Trello, Asana, or Monday.com—help visualize workflows, assign ownership, and track progress. Communication tools like Slack or Microsoft Teams enable real-time chats, while video-conferencing solutions facilitate face-to-face connection.

Adopt an “agile” mindset: run short sprints focused on key deliverables, hold daily stand-ups to surface blockers, and conduct weekly retrospectives to refine processes. Where possible, leverage integrations and automations—such as email-to-task or calendar reminders—to minimize manual handoffs and reduce inbox overload. This streamlined stack empowers team members to focus on high-value activities rather than administrative busywork.

Fostering Trust & Autonomy

Shifting to remote requires a fundamental mindset change from monitoring “face time” to measuring outcomes. Empower employees by giving them clear ownership over deliverables and the autonomy to determine how they achieve them. When trust replaces micromanagement, productivity often increases as team members feel more invested in results.

Celebrate both big wins and small victories publicly—whether closing a large account or streamlining an internal process. At the same time, use missed targets as learning opportunities, guiding individuals on how to adjust strategies. Over time, this culture of transparency and continuous improvement cements trust as a core operating principle.

Action Plan: Transitioning Your Agency to Remote

To help you take action, here’s a 90-day rollout checklist:

Audit Current Processes and Documentation
- Map out every core workflow—from quote generation to claims follow-up—and identify gaps.
Define or Refine Core Values
- Gather leadership input, translate values into behavioral indicators, and update all hiring/review materials.
Pilot with a Small Team
- Select a cross-functional group to test remote tools, onboarding flows, and KPI dashboards before full rollout.
Scale Gradually
- Roll out in waves, incorporate feedback from pilot teams, and fine-tune documentation and training materials.

For hands-on resources, download our comprehensive Remote Agency Toolkit (anchor text) which includes checklists, templates, and sample process maps to accelerate your journey.

Conclusion & Call to Action

Embracing a remote-first model isn’t just a reaction to external pressures—it’s a strategic lever for scaling your middle-market insurance agency. By embedding core values into every interaction, employing rigorous hiring and onboarding practices, measuring the right KPIs, and fostering trust through autonomy, you can build a resilient, high-performing remote team.

Ready to take the next step? Download our Remote Agency Toolkit to get immediate access to actionable templates and checklists. And don’t miss our upcoming webinar, “Scaling Your Remote Insurance Practice,” where industry experts share real-world case studies and answer your toughest questions. Your transformation starts now—embrace the future of insurance with confidence.

Building High-Performing Remote Insurance Teams: Core Values, Hiring, Onboarding & KPI Strategies

July 30, 2025 No Comments

Captive Insurance Strategies for Middle Market Success: Empowering Independent Agents with Risk Control and Profitability

July 28, 2025 No Comments

In today’s hard commercial insurance market, middle market business owners are more open than ever to solutions that give them greater control over their insurance costs. While guaranteed cost programs remain the default option, they often lack the flexibility and long-term savings that high-performing businesses crave. That’s where captive insurance comes in—a powerful but often misunderstood tool that enables clients to turn insurance from a sunk cost into a strategic asset.

Streamlining Agency Billing and Premium Financing: Leveraging FedNow, 3-D Secure, and Integrated AMS for Faster Funding

July 16, 2025 No Comments

Middle-market insurance agencies have long wrestled with the legacy “buy-bill-collect” model, in which carriers invoice agencies, agencies collect premiums from clients, and only then remit payment to carriers. This antiquated workflow creates operational friction, delayed cash flow, and elevated chargeback risks—all of which can erode profitability and client satisfaction. Today, however, powerful innovations in digital payments and agency management systems are enabling a modern “bill-collect-buy” paradigm that dramatically accelerates fund availability, minimizes disputes, and unlocks new revenue streams through premium financing.

Why Most Salespeople Fail: Mastering the Mindset, Process, and Power Dynamics of Professional Selling

July 8, 2025 No Comments

The truth about professional sales isn’t flashy, and it certainly isn’t about charisma. If you think selling is about having the “gift of gab,” winging it on calls, or leaning on your likability to win deals, you’re doing it wrong—and that’s why you’re struggling. In this post, we’re breaking down lessons from a brutally honest conversation with Benjamin Dennehy, the UK’s Most Hated Sales Trainer®, about why so many producers in commercial insurance and other industries fall short—and what the top performers do differently.

From Policies to Profitability: How Strategic Risk Consulting Can Transform Middle Market Insurance Production – A Conversation with Doug Benz

July 3, 2025 No Comments

Middle market producers often believe that bigger accounts come from quoting better, faster, or cheaper. But in reality, the leap from writing $5,000 policies to closing $1.2 million in premium starts with a different mindset. It starts with consulting over quoting. That’s exactly the story that unfolded at Producers in Paradise when Doug Benz shared how he landed the largest account of his career—not by selling insurance, but by solving problems no one else could.

This post breaks down the step-by-step strategy Doug and his mentor David Carothers used to win a high-stakes, complex account through total cost of risk analysis, claims data visibility, and certificate compliance solutions. If you’re a commercial producer trying to break into the middle market, this blueprint is for you.

Mastering Complex Risks in a Hard Market

June 30, 2025 No Comments

The commercial insurance landscape is evolving—fast. As the market hardens across many lines, producers are learning that generalist approaches no longer cut it. Wholesale partners who specialize, who truly live and breathe their niche, are not just valuable—they’re essential.

That’s where professionals like Dylan Jordan and his team at Amwins come in. With a laser focus on medical malpractice, human services, and life sciences, they’ve become go-to problem solvers for agents navigating the most difficult-to-place risks. If you’re a retail agent walking away from complex accounts—or worse, mishandling them—it might be time to rethink your strategy.