The Evolution of Insurance Producer Training Programs in the Talent Crisis Era

The massive knowledge transfer gap of the insurance industry’s swelling talent crisis is being referred to as the “silver tsunami.” Reports are saying that up to 50% of the industry’s workforce will be cashing out their equity, stock options, and books of business for the greener pastures of retirement. While fear sells, we see the “crisis” differently — as a “golden wave of opportunity” for those who can capitalize on it. The great land grab of the future is over the land between the ears, in the young minds of the industry.

Whoever develops the greatest minds ...

Why The Insurance Industry’s Talent Gap Crisis Is A Perfect Storm of Challenge and Opportunity

People are calling it the “silver tsunami.” Over 400,000 industry veterans, including seasoned producers, sales managers, agency owners, claims professionals, underwriters are all planning on packing up their decades of industry knowledge and riding off into the sunset over the next few years. It’s a stat echoing across reports from the U.S. Bureau of Labor Statistics and industry think tanks like McKinsey and the U.S. Chamber of Commerce.

Half of the current workforce is eyeing retirement by 2036, leaving a gaping talent hole. For those strugglin...

May I ask you a hard question? Walk with me for a second through your sea of cubicles…

Let’s just say there’s a really great prospect who has finally gotten fed up with the level of service they’re getting from their current agent. After twelve years of doing business with their current broker, they’re ready to make a switch.

How do they find you?

I don’t mean how do they find your agency or office location. I mean how do they find YOU?

Out of all the Farmer’s and State Farm shingles, small local agencies, big brokerage shops and everything in between, how do they find YOU? And how would they know that inside your 15, 75, 220 employee ...

I don't know if you're like me, but if I'm not intentional about practicing gratitude and having the self-awareness to give the current moment my full and most engaged presence, I can find myself stuck in a negative mindset of just trying to get through my current season. This is particularly true in seasons of change or challenge. It's safe to say we're in one of those right now. 

Hear my heart, I'm not making light of what we're walking through. We are all walking through the same storm but it's affecting each of us differently. I pray first and foremost for the health, safety and well-being of you and your loved ones. I'm sensitive to ...

A simple Google search for "insurance producer training programs" will yield you 12,900,000+ results. Haha! It’s true!

Yet very few that will get you actual results. For insurance producers who want to become elite at what they do, effective training is critical.

Why should you care about my opinion? Well I’ve been in the industry since 2005 in various sales, sales leadership and executive leadership positions and helped build and run the New Producer University for two of the Top 10 largest global insurance brokers. I’m also the Founder and Creator of the ECLIPS Academy, which since our launch a few years ago, has served over 6,000 prod...

I’m going to come out of the gates swinging on this one…

YOU are your greatest competitive differentiation!

It’s not your proprietary six step sales process. (Everybody has one. If you don’t, feel free to use the one we offer up in Roll the Hard Six.)  

It’s not your carrier relationships. (Sorry to break it to you but all your competitors have the same senior level relationships with the same carriers. But at least your momma still thinks your special).

It’s not the name of the agency you rep. (Your client could really care less.)

It’s not your resources. (You probably rarely, if ever, even use them.)

It’s not your...

TL;DR Version: Elite producers stave off burnout by harnessing the power of self-care in a way that enables them to stay fully engaged with, curious about and compelled by their work on a consistent basis. Best-in-class self-care goes beyond the limited definition of physical exercise and meditation, but cares for the whole person by harnessing five unique powers: The Power of Reflection, The Power of Reframing, The Power of Renewal, The Power of Relationships and The Power of Refinement.

Experiencing Burnout

A couple weeks ago I received an email from a producer experiencing full-blown producer burnout.

“Although I consider ...

Athletes call it “the zone”. Fans call it “clutch”. Creatives call it “the flow state”. It’s something that really can’t be described, only observed. It can’t be forced, but only slipped into. 

Michael Jordan in Game 6 of the NBA finals, clutch. Tom Brady, down 28-3 in the Super Bowl, clutch. As good as LeBron James is, his reputation of being clutch throughout his career has been challenged by many observers of the game, perhaps until the 2016 NBA Finals and a clutch chase down block.

Although we can’t create them, we recognize these moments for what they are when they happen. Their transcendent, Hollywood nature that perhaps can onl...

I’m a fraud and the whole world is about to find out. Everyone is going to realize that I’m really not that smart. On the outside my brand is well dressed and put together, but it’s just a big façade suited up in designer clothes of borrowed ideas and accessorized with luck. Right place, right time. In over my head. Outkicked my coverage. Don’t deserve to be here. An Emmy-winning performance for "lead actor in the role of high-achiever” in the real life depiction of all those who are truly successful. And I have no idea what I’m going to do next. 

Meet your Imposter Syndrome.

Chances are, if you’re successful, driven, creative, vie...

99% Humble, 1% Brag
 

First let me just say, we love our community of elite producers! Seriously, y'all rock!

And while we pride ourselves on being 99% humble and 1% brag, I always believe it's important to find reasons to celebrate. And when you're building a business, it's important to celebrate everything from small beginnings (like getting your first BOR) to major accomplishments (like joining the $1M club). 

And let's be honest...sometimes it feels good to brag! 😊👊

1,000 Unicorns 🦄 and Counting! 
 

We're excited to announce that last week the ECLIPS Academy crossed a major milestone for us, having served over 1,000 unicorns! Act...