Coronavirus beating you down? I get it, trust me, it’s been a rough couple of months. Today’s post is three things that you’re going to be able to do right now that’s going to set you and your agency up for success when we get back to normal. Look, I get it, the virus is nasty. None of us want to be in the position that we’re in right now, but what’s going to separate the good from the great is how you use this time.
One of the things that I would challenge you to do is to think big like everything else. If you think big and aim big and you miss, you’re going to accomplish way more than your competition. So, what I want you to do is look at what you wanted to do throughout the next 12 months, line those things out, and then reallocate them to what you can get done right now and essentially prepay your time for what you would have typically spread out over several months.
There are three key things that you can do that are going to help you get through this mess and set you up for success on the other side. The first thing I want you to do is I want you to focus on content. If you can create good evergreen content, blog posts, videos, whatever you do to get your stuff out there, do it. Come up with a strategy of things that you wanted to have on your website for months and just haven’t had the time to do. My good friend Ryan Hanley says that a blog post is like hiring a salesperson that works for you 24 hours a day. I would love to have a hundred salesmen working for me 24 hours a day after this thing passes.
The second thing you can do is you can look at your processes, and if you need help with procedures, you don’t need to look any further than my man Billy Williams. Billy is all over it, and he wrote a great ebook on 27 things you can do. I think everybody can learn from looking at your processes and doing the things you need to do to tighten stuff up that you don’t have the time to analyze when it’s business as usual. You’re going to be amazed at how much you’re able to improve your processes just by slowing down to look at them.
Here’s number three: spend time with your family. You’re going to be in close quarters. These people miss you; they might realize that they love you more than initially thought because you’re around them. We run hard, we do everything we can to provide for them, and the one thing that we end up doing more often than not is shortchanging them of our time. Our kids are too young, and they grow way too quickly. At some point, the investment of you spending time with your family for the last couple of months is going to be memories that last a lifetime.
If you do those three things: work on context if you work on processes, and you work on the family, you’re going to kill it in commercial insurance, and you’re going to crush the coronavirus.
Until next time, it’s kill or get killed!
In the ever-evolving world of commercial insurance, marketing has become a critical lever for growth. Yet most agencies still struggle to understand what’s actually working. From websites that generate leads with no attribution to CRM systems that silo vital data, insurance agencies are often flying blind.
If you’re a commercial insurance producer trying to grow in the middle market, you’re probably aware that the old-school prospecting methods—cold calling hundreds of businesses, dropping off trinkets, hoping someone is “coming up on renewal”—are no longer enough. In today’s competitive environment, success isn’t about how many people you reach. It’s about reaching the right people at the right time with the right message.
Too many agents stop learning once they’ve earned their license. The bare minimum—meeting continuing education requirements—is not enough in today’s climate. Producers often resort to online forums, asking where they can complete CE hours “as quickly as possible.” This mindset directly impacts their ability to communicate complex subjects like reinsurance or risk modeling to clients in an understandable way. As a result, they struggle to retain accounts and close new business in an increasingly competitive market.
The problem? Too many producers are pitching too soon, to the wrong people, with nothing more than a quote to offer. This article walks through how to close more business by positioning yourself as a trusted advisor, selling Total Cost of Risk (TCOR) outcomes, and using a structured approach to differentiate at every stage of the sales process.
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.
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.
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