The Automatic Insurance Agency

Create a business that supports the life you want. Start with a simple business model that proves what works before committing to unnecessary growth or complexity. Define how much income and impact you need, then avoid expanding beyond what genuinely supports your desired lifestyle. Keep expenses and commitments manageable so you can choose clients, projects, and opportunities that you truly value...

Let Your Business Serve Your Life Give yourself permission not to push your business to its full potential if that isn’t what you want, and focus instead on maximizing your business’s contribution to the life you want. Remember that opportunity costs aren’t only about money; they also include relationships, fun, and new experiences, so choose your pace and know you can pivot at any time. Treat you...

8 Things to Do When Your Insurance Agency Commission Rates are Reduced Stay calm and keep perspective when carriers change commission rates, treating it as a normal market cycle and looking for the opportunity created by shifts in customers, team members, and leadership. Increase your public presence (social media, podcasts, books, and customer education/appreciation events) without discussing rat...

What Not to Do When Your Agency Commission Rates Change When commission rates change, keep your composure and don’t let anger drive decisions—avoid venting in writing, sending heated emails, or making bold statements you’ll regret; give yourself time to cool off (often longer than 24 hours) before responding. Don’t panic or lose sight of your business purpose, and assume most changes aren’t person...

Identify & Invest in Your Most Desirable Clients and Drop, Ignore, or Delegate the Rest Apply the 80/20 principle by focusing on the small percentage of clients who generate most of your results, referrals, and satisfaction. Eliminate clients who drain your energy, reduce team morale, and contribute little value to your business or growth. Set boundaries and filter out attention-seeking client...

Quantify the value of your work, and invest your time accordingly. Use the $10,000 per hour test (from Perry Marshall’s 80/20 framework) to identify which tasks you should stop doing and which deserve your focus. List all weekly money-making and money-saving activities, including tasks you do yourself to avoid paying others. Assign an hourly dollar value to each activity based on what it would cos...

Identify the Low Impact, Low Income Work & Stop Everyone in Your Business from Doing It. Do a time audit in spring to free up your schedule so you can better enjoy summer and downshift without losing important business. Distinguish between tasks to automate/delegate (someone else should do them) versus tasks to eliminate entirely (nobody should be doing them). List all weekly activities and es...

Make the Most of Your Life & Business by Beginning with the End in Mind. Many people focus on short-term survival or success, but true fulfillment comes from aiming for significance and legacy in both life and business. Creating a 20-year vision helps clarify what truly matters, encouraging you to focus on two or three big-picture goals rather than getting lost in details. Identifying the top...

Increase the Lifetime Value of Your Customers by Conducting Multiline Insurance Reviews Focused on Their Goals and Dreams. Multilining significantly increases both customer retention and the lifetime value of each client in an insurance agency. Adding more lines of business, like life or disability insurance, is most effective when built on trust and genuine relationships, not just sales tactics....

Multiply your impact, income, and possibilities by expanding your vision of how you see yourself and your identity as a professional. • Expanding your vision beyond your current achievements is essential for continued growth as an insurance agency owner. • Your self-identity acts as a financial thermostat, influencing both your willingness to pursue greater opportunities and your comfort with high...

Choose your level of impact, wealth, & clientele by deciding what level of professionalism you will deliver. • There are three types of agencies, with the most effective being those that help clients identify and achieve their goals and dreams. • Customers and team members prefer agencies that offer comprehensive, personalized service over those that provide only basic asset protection. • Agen...

Stop wasting money on help you don't need and hire the people who will create greater free time for you & results for your business. • Focus your time on the three activities that have the highest impact and generate the most income for your business. • Make a list of tasks you dislike or aren’t good at, and work to delegate them so you can concentrate on what you do best. • Review your curren...

Simplify Your Staffing, Hiring, Onboarding, Compensation, Training & Firing by Running Your Agency with 3 Primary Roles Staffing the agency with the right experts in each role optimizes profit and creates a more automatic agency. Different sales require different experts, so it is important to avoid mismatching roles. Retention experts maintain & service the book of business, reduce lapses...

Change your business, life, freedom, & future by making & honoring 1 simple decision. • The 3-Day Weekend Decision encourages professionals to restructure their workweek, aiming for more productivity in fewer days and enjoying a consistent three-day weekend. • By prioritizing high-impact tasks and eliminating unnecessary work, individuals can achieve better work-life balance and increased...

Go beyond merely selling… or selling competently… and learn how to connect with your prospects in their preferred way of learning, interacting, and buying. START WITH THE eBOOK Get the free ebook The 23 Reasons Most Insurance Agency Owners Can't Enjoy a 3-Day Weekend Lifestyle - And How to Fix Them SCHEDULE A STRATEGY SESSION We’ll Discuss Your Biggest Goal - If you or your agency could only achie...

Make Each Team Member Profitable by Rewarding them for Retaining Your Renewal Book Pay base salaries based on the amount of business each team member services / renews to create fair compensation, high employee retention rates, and long-term profitability. Offer draws or advances against bonuses to attract talented individuals hesitant to work for commission-only.  Evaluate each emp...

Save $25k to $50k or More in Staffing Expenses This Year & Every Year by Having the Right Number of Team Members at the Right Base Salary Amount Staffing the agency profitably and prioritizing the renewal agency, focusing on PNC renewals, is crucial. Determining the right number of team members can be challenging and often relies on inadequate information. Analyzing income statements separatel...

Many insurance agency owners start as solopreneurs and get caught by the golden handcuffs of their profit MARGINS without focusing on growing TOTAL NET PROFIT. Learn WHO should be your best hire, so you do it safely & affordably. Simplify your hiring process by focusing on tasks, levels, and skills rather than personal preferences. The easiest tasks to train and delegate should be prioritized...

How Insurance Agency Owners Staff Profitable Multiline Agencies that are Great for Decades -- So They Never Have to Retire.   Learn which producer roles to hire...  Learn how many to hire...  Optimize Auto & Fire Insurance sales...  Hire producers to pivot to Life, Health, Disability, Long Term Care & Bank Sales...  Hire commission only P&C producers to gr...

How to get the most from your insurance agency by having expectations that are grounded in fundamentals and reality. HIGHLIGHTS [00:35:86]: Growing Your Agency Too Fast Often Leads to Fast Losses [01:19:33]: Long-Term Agency Growth is Based on Relationships [02:13:81]: Only Grow with Those Who Will Be With You in 10 Years [03:02:94]: Diversify Your Insurance Agency or Business Portfolio if Bored [...

When you should not hire an unlicensed person, plus when and how you should hire a person without a license. START WITH THE eBOOK Get the free ebook The 23 Reasons Most Insurance Agency Owners Can't Enjoy a 3-Day Weekend Lifestyle - And How to Fix Them SCHEDULE A STRATEGY SESSION We’ll Discuss Your Biggest Goal - If you or your agency could only achieve 1 thing in the next 12 months, what would it...

Reward your best team member(s) Abundantly, Fairly, & Safely for developing new team members, so you can focus on what you do best. START WITH THE eBOOK Get the free ebook The 23 Reasons Most Insurance Agency Owners Can't Enjoy a 3-Day Weekend Lifestyle - And How to Fix Them SCHEDULE A STRATEGY SESSION We’ll Discuss Your Biggest Goal - If you or your agency could only achieve 1 thing in the ne...

Create a team member development plan that minimizes turnover costs & maximizes learning. START WITH THE eBOOK Get the free ebook The 23 Reasons Most Insurance Agency Owners Can't Enjoy a 3-Day Weekend Lifestyle - And How to Fix Them SCHEDULE A STRATEGY SESSION We’ll Discuss Your Biggest Goal - If you or your agency could only achieve 1 thing in the next 12 months, what would it be? Value of B...

How to be the preferred place of employment for the best performers in the insurance agency industry. START WITH THE eBOOK Get the free ebook The 23 Reasons Most Insurance Agency Owners Can't Enjoy a 3-Day Weekend Lifestyle - And How to Fix Them SCHEDULE A STRATEGY SESSION We’ll Discuss Your Biggest Goal - If you or your agency could only achieve 1 thing in the next 12 months, what would it be? Va...

If things at your insurance agency are too exciting, you might be doing something wrong. Learn about what should be boringly consistent in your business. START WITH THE eBOOK Get the free ebook The 23 Reasons Most Insurance Agency Owners Can't Enjoy a 3-Day Weekend Lifestyle - And How to Fix Them SCHEDULE A STRATEGY SESSION We’ll Discuss Your Biggest Goal - If you or your agency could only achieve...