The insurance industry is still in love with the 1990s. We glorify the "grind" of cold calling and spamming inboxes, ignoring the reality that the modern buyer has moved on. Today’s C-Suite executives aren't sitting by their phones waiting for a quote; they are curating their feeds looking for thought leadership. If you are still relying solely on "smile and dial," you are fighting a losing battle.

My guest, Jack Grovenstein, Partner at Palmer & Cay, joins me to discuss how his agency is evolving its playbook to drive massive organic growth - hitting 27% last year alone. We break down the math behind the "15% Rule" for doubling your business, why branding is the new prospecting, and how to stop selling insurance policies and start selling bottom-line impact. This is a wake-up call for any producer still operating like it’s 2005.

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KEY MOMENTS

(0:00) "Your Sales Tactics Are Outdated" with Jack Grovenstein

(1:20) The Palmer & Cay Story: From Bank Acquisition to Private Powerhouse 

(8:40) Organic Growth Over M&A: The 15% Rule to Double Your Agency 

(14:30) Why "Smile and Dial" is Dying (And What Replaces It) 

(22:15) The New Prospecting: Using Content to Capture the C-Suite 

(27:00) Hiring for Grit: What to Look for in Modern Producers 

(34:50) AI in Insurance: Automating the Mundane to Focus on the Meaningful 

(40:10) The $600k Case Study: How to Sell Directly to the P&L

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