Accelerate Your Insurance Sales Podcast

Are you an insurance leader trying to help your producers grow, but finding that traditional prospecting advice isn’t enough? I’m sharing how my baseball journey taught me that trying to fit in can keep you from reaching your potential, while standing out helps the right attention find you. I explain why insurance sales now depend on becoming known, building trust, and guiding producers through lo...

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 shares the story of his son's health journey, including two terminal diagnoses and the path forwa...

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 appointments, how being more open and human can build trust with buyers, and why you don’t need every...

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 returning dry-cleaner hangers helped demonstrate his attention to small details and ultimately influ...

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 why so many producers hesitate to enter self-funding, what happens when you compete primarily on rate...

Are you putting in the activity but still not seeing the sales results you want? In this episode, I share 3 sales lessons that have come up repeatedly in my recent coaching conversations with insurance producers. I talk about the mindset, communication, and habits that can affect your ability to move opportunities forward. Tune in to learn how these 3 simple shifts can help you create clearer deci...

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, vulnerability, and validation, along with why alignment can be more important than simply building trust...

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 only they can deliver, from defining their zone of genius and ideal buyer to identifying the problem t...

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 big break.  We discuss how he applies Ryan Holiday’s teachings on Stoicism to his daily leadership,...

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 being strategic with clients. Abigail shares how BrokerPro and GenPro help brokers prepare for renewals,...

If you want to help your clients control their health insurance premiums, you must help them control their claims. Musculoskeletal (MSK) and orthopedic conditions are consistently a top three cost driver for employers. Yet, the traditional healthcare system forces patients through a bloated, expensive, and time-consuming maze of primary care, unnecessary physical therapy, and urgent care visits be...

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 how to stop overservicing small accounts, build a service model that actually scales, and create a s...

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 leading with planning, embracing complexity, and speaking the language of their CPAs, attorne...

The best insurance producers don't just master sales, they master themselves! In this episode, I'm joined by benefits advisor Colton Storla to talk about the habits, routines, and mindset that fuel high performance both inside and outside the office. We dive into everything from nutrition and fitness to discipline, stress management, and mental toughness, and why taking care of yourself is...

My guest, Hunter Kinchen joins me to discuss how his background playing Division I football at LSU prepared him for a successful career in employee benefits. Growing up with a father and uncle in the NFL, Hunter learned early on that success requires mastering the fundamentals and doing the unglamorous work when no one is watching. We discuss why young producers must ditch unrealistic expectations...

Too many producers operate from a place of scarcity - they walk into discovery meetings desperate for the win, giving off an energy that actually repels prospects. If you want to scale your book and become a true industry expert, you have to completely shift your mindset: stop needing the deal, and start making it entirely about the buyer. My guest, Jon Slusser, Chief Growth Officer at Gibson, joi...

Many employee benefits advisors pitch innovative funding strategies, only to watch them fail during implementation. Why? Because they focus entirely on the brilliant solution instead of actually preparing the client for the change. My guest, Lisa Gallagher, Employee Benefits Large Group Practice Leader at Kapnick Insurance, joins me to share why the industry's best consultants don't just s...

Most sales training assumes you need to be a loud, extroverted closer to win big deals. But if you try to swing like Tiger Woods when that's not how you were built, you will fail. To succeed in insurance, you have to figure out who you are and sell exactly the way you were made to sell. My guest, Billy Potter, CEO of Snelling Walters, joins me to discuss his two-decade career in the insurance...

Most corporate wellness programs are built on a fundamental flaw: paying people to do something they already want to do. If you have to incentivize an employee to drink a glass of water, you have muddied the water and completely missed the point of true wellness. In 2026, the traditional carrot-and-stick approach to wellness is a failing strategy. My guest, Brittany Nelson, joins me to discuss how...

When a client suffers a major loss, the last thing they want to deal with is a claims process bogged down by miscommunication and a lack of empathy. If your agency is simply acting as a middleman passing emails back and forth, you aren't adding value - you are just in the way. My guest, Clayton Matthews, Director of Strategic Claims Advocacy at Oakbridge Insurance, joins me to discuss why the...

If you find yourself stuck in the endless "just checking in" cycle, your sales communication is broken. In 2026, buyers are moving away from formal emails and embracing fluid, dynamic channels like LinkedIn and WhatsApp. To win, producers must adapt to these new technologies while aggressively eliminating ambiguity from their sales process. My guest, Max Conaboy, joins the show to discus...

In an industry fixated on "what’s in it for me," the fastest way to build an elite book of business is actually to give your time away for free. If you are joining non-profit boards or attending community events just to hunt for leads, your prospects will smell your commission breath from a mile away. My guest, Jeramie Holt, Senior Vice President at FNIC, joins me to share his masterclas...

Making the leap from high-volume personal lines to complex commercial risk is one of the hardest transitions in the insurance industry. To survive the jump, you have to completely drop your ego, embrace the discomfort of not knowing the answers, and become utterly obsessed with learning the craft. My guest, Marc Vital-Herne, Risk Management Consultant at USI, joins me to share his incredible journ...

Many agency owners proudly hold the pitchfork of independence, but if your firm isn't growing, you are literally losing wealth every single year. The days of treating an agency like a personal lifestyle business while expecting a massive private equity payout are coming to an end. My guest, James Graham, Managing Director at Marsh Berry, joins me to give a "State of the Union" on the...

In 2026, the insurance industry is noisier than ever, AI is changing the landscape, and buyers are deeply entrenched in a "trust recession." The traditional sales cycle of hammering suspects with activity and throwing spreadsheet quotes at the wall is officially dead. In this solo episode, I break down exactly how the insurance sales cycle has evolved and what you must do to adapt. We di...