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!
Workers’ compensation is one of the most misunderstood and underestimated lines of coverage in the middle market. Too many producers view it as a commodity, something to quote, bind, and move on from. But as the market heads toward 2026, that mindset is becoming a liability.
For years, commercial insurance producers could survive by being good enough across a wide range of industries. They could write a little construction, a little manufacturing, a little hospitality, and a little habitational business and still build a respectable book.
The commercial insurance industry is in the middle of a quiet evolution.
While most conversations still revolve around premiums, deductibles, limits, and carrier appetite, a different category of risk transfer has been gaining traction beneath the surface—parametric insurance. It is not new, but it is finally becoming accessible, relevant, and actionable for middle market producers who are willing to think differently about risk.
In a recent episode of the Power Producers Podcast, I sat down with Brian Thompson from Descartes Underwriting to unpack what parametric insurance actually is, what it is not, and why producers who ignore it may be leaving their clients—and themselves—exposed.
This article breaks that conversation down into practical, producer-friendly language and shows how parametric insurance fits into modern middle market risk management.
The last several years have reshaped the landscape of property insurance across the country. While most national carriers have retreated from coastal states, wildfire zones, and other catastrophe-exposed regions, a handful of disciplined players have taken the opposite path—leaning into difficult markets with a strategic, data-driven approach.
For most entrepreneurs, the decision to start a business is rooted in the promise of freedom. Freedom from a boss, freedom to control income, and freedom to build something meaningful. Yet for many business owners, particularly in service-based industries and middle-market companies, that freedom slowly erodes. What begins as ownership eventually turns into obligation, where the business demands constant attention and the owner becomes the single point of failure.
The insurance industry is full of shortcuts. Some producers look for ways to streamline the quoting process, others avoid hard conversations with clients, and many rely on endorsements or extensions because they are “easier” than diving into the details. Nowhere is this more dangerous than in the world of cyber insurance.
Too many agents assume that a cyber endorsement on a BOP or commercial package policy is “good enough.” It isn’t. In fact, treating a BOP cyber extension as a replacement for a standalone cyber policy leaves clients dangerously exposed, puts producers at risk of losing accounts, and opens the door to costly errors and omissions (E&O) claims.
Cyber threats evolve faster than any other area of risk, and endorsements simply can’t keep up. If producers want to protect their clients and themselves, it’s time to understand why standalone cyber insurance is non-negotiable.
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