There are a few programs out there available to insurance agents that teach us how to create leads for mortgage brokers in order to form a referral relationship. I bought one of these programs a few years back and wanted to share my experience on using it.

I think the biggest difference between a highly successful agency and an average agency is the expectations we put on our employees. Average agencies have lower expectations of their employees. Highly successful agencies have higher expectations. But you have to know what your limit is on those expectations.

My thoughts on thoughtful gift giving.

I love math. I love numbers. In this episode I walk you through how I break down my numbers from the year 2020 and measure my success.

This is something we all have to deal with. Staff members leaving our agency and going to another agency. There is a right way and a wrong way to have this happen. Also, there is a chance they will come after your clients. This episode walks you through a real life scenario or of tough situation an agency owner is going through. I give some thoughts on how I would choose to handle it.

Some thoughts on how to close out your calendar year.

Patience is something that is something you have to have if you’re in sales. It’s hard to deploy patience if you have a limited number of people you’re chasing. Grow a larger pipeline and you can afford to be more patient.

My closing ratio for home and auto in 2019 was 48%. It was the same in 2018. Up from 44% in 2017. Industry average is 20%. This episode explains how I have done that.

The only thing you have 100% control over in your agency, is the service you provide. Pay attention to how your conversations with your staff are going with your clients. Make sure they are trained to always be helpful and positive.

People ask me how I run an agency of this size with 2 employees.