Callan Harrington sits down with Eric Roberts, owner of My Insurance Group, to break down the systematic approach behind building a $20 million agency that generates 270 new inbound leads monthly without any cold calling. Eric brings a unique perspective to insurance sales, having spent 15 years on the claims side doing water and fire restoration before transitioning to agency ownership. 

The conversation dives into Eric's cross-sell engine, which has more than doubled his policies per household. His team operates under a "respectfully aggressive" motto, focusing on thorough discovery during every client interaction to uncover additional insurance needs. Eric explains his unique team structure that separates new business, renewal, and service teams, with each playing a specific role in the cross-sell process. He also shares the tactical systems his agency uses, from their renewal questionnaire process to their CRM tagging system that tracks every opportunity.

Eric's systematic approach shows how independent agencies can compete with the efficiency of captive carriers while maintaining their flexibility advantage.

Key topics covered:

[00:00] Intro
[01:16] Career Journey from Claims to Sales
[03:03] Understanding Insurance from Claims Perspective
[04:33] 270 Monthly Leads Without Cold Calling
[05:21] Respectfully Aggressive Agency Philosophy
[06:37] Discovery Process for New Prospects
[08:28] Standardized Scripts vs Producer Freedom
[10:38] Detailed Renewal Journey System
[14:50] Unique Team Structure Strategy
[17:47] Why Separate Renewal and Sales Teams
[20:07] Service Team Cross-Sell Process
[22:17] Building Systematic Cross-Sell Culture
[27:11] First Step for Starting Cross-Sell
[30:16] Path to 50 Million Premium

Connect with Eric Roberts on LinkedIn for more marketing insights and strategies: https://www.linkedin.com/in/eric-roberts-1b819b5b/

Subscribe to The Insurance Growth Lab for more tactical growth strategies from insurance industry leaders. New episodes every week.