Why Your Agency Needs a Private Client Strategy
If you want to operate in the private client and high-net-worth space, you cannot afford to just be "the insurance guy." Sophisticated buyers, ranging from $100 million to $29 billion in net worth, can smell a product pitch from a mile away. To win these relationships, you must master the art of le…
The $11.5M Small Business Opportunity Most Insurance Agencies Overlook with Rebecca Menefee
What if I told you your biggest growth opportunity is hiding inside your agency? In this episode, I sit down with Rebecca Menefee of M3 to unpack how her team built Elevate, a dedicated small business division that grew from roughly $3.5 million to $11.5 million in revenue in 5 years.
We break down…
Why Insurance Brokers Need to Become Strategic Advisors with Abigail Senso
What does it take to scale an insurance agency without getting buried in back-office work? In this episode, I sit down with Abigail Senso, Director of Growth at BrokerPro, to break down how agencies can turn siloed data into actionable insight, automate time-consuming work, and spend more time bein…
The Boring Habits That Build Elite Producers | with Dan Michelini
Dan Michelini, VP of Sales at Acrisure, joins me to discuss his unique path into the industry. Making a massive career pivot at age 37, Dan transitioned from tech consulting and venture capital into insurance - starting with 100 cold calls a day and driving home in tears before finally catching his…
How to Build Producer Confidence and Conviction Faster
Are your producers struggling to gain confidence and traction, even when they’re doing the work? In this episode, I break down the One-of-One Sales Framework we use at Complete Game Consulting to help producers build confidence and conviction faster. I share the four pillars behind a message that o…
Why Great Producers Lose Deals They Should Win with Guffy Wright
Why do good deals still fall apart when you know you’re offering more value? In this episode, I sit down with Guffy Wright, National Sales Leader of the Real Estate Practice at Mahoney Group, to talk about the friction that keeps buyers from moving forward. Guffy shares the framework of value, vuln…
The Story Behind the Self-Funded Sensei with Jason Powers
Are you giving clients a spreadsheet and expecting the numbers to sell the solution for you? In this episode, I sit down with Jason Powers, Partner and Co-Founder of Legacy Brokers, to talk about what it takes to become a more confident, consultative advisor in the self-funded market. We dive into …
How to Win More Insurance Business Before the First Sales Meeting with Tom Sutter
Are you creating content that gives prospects a reason to remember you before they ever need your insurance expertise? In this episode, Tom Sutter of OneDigital is back to talk about the power of authenticity, service, leadership, and consistently showing up online. Tom breaks down how a post about…
Sales Hacks Elite Producers Use to Scale their Revenue
Are you still trying to win every opportunity instead of focusing on helping your prospects make the right decision? In this episode, I break down 3 sales lessons I’ve been applying over the past several weeks. I share why consistently delivering value can make it easier to earn attention and book …
How Great Agencies Build Sales Talent That Keep Scaling with James McMillan
Are you leading producers who work hard but stall out before they reach their potential? In this episode, I sit down with James McMillan, Chief Sales Officer at BHC Insurance in Fort Smith, Arkansas, to talk about conviction, leadership, and what it takes to build a producer team that lasts. James …
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