In Part I of this series, I shared the first five actions I felt are most critical to generating exponential new business results as a producer. To recap them they were:

1. Change your mindset.
2. Create a formal prospecting strategy (get one here).
3. Build a niche(s) of expertise.
4. Get really good at running first meetings.
5. Conquer fear by facing it.

In this post, I'll share the second five. As I mentioned before, this is not all I did, but ten of the most impactful actions that lead writing $937,500 in just 18 months.

6. Got in front of key decision makers. 

This is not new information. Every producer I've ever met knows they need to ...

Part I

First let me just say, this post is not meant to be boastful. In fact, I have another post I'm working on that talks about some of the stupid mistakes I've made as a producer. I'd write about all of them except I can't remember them them all, there are so many. Right now, I will tell you that some of them were really, really bad. 😳 And every journey is not without struggle. 

But I believe you should make mistakes as a producer. Especially when it comes to trying out different prospecting methods. If you're not, then you're probably not trying anything different or challenging enough. And that, in and of itself, is probably the big...

If creating new opportunities is the lifeblood of a producer's pipeline, then developing elite producers is the lifeblood of insurance agencies. Unfortunately today, many agencies aren't effectively investing in their future by properly training their producers.

According to a recent study by the National Alliance Research Academy, the most important factor in the success of a commercial lines insurance producer is effective training in certain critical areas. It's my belief that the biggest differentiator between elite producers and everyone else is training. The top 1% of insurance producers, just like in any other industry, have invested ...

A Faraway Land

To most of those living it, life as a commercial insurance producer is a faraway land from fairytales and whimsical creatures. Many producers would argue it could be more accurately described as illusionary and unimaginative. The sad truth is majority of producers today find themselves stuck in patterns of struggle and frustration.

• My largest customer is shopping me this year.
• My pipeline is thin and I don't know how to get it going.
• I'm don't think I'm going to hit my new business goal this year.
• I keep getting pulled into service issues and don't have time for prospecting.
• Everytime I pick up the phone to make a prosp...

Potential is an evolving word. When you're young, new, or just starting out - the word potential feels like a compliment. Time does a funny trick on potential though. It flips it. As you get older, potential starts to feel less and less like a compliment, and more and more like criticism. The longer potential goes unrealized, the more it's believed to be a myth.

I remember when I first started in this business, I was sold on it's potential. Specifically the financial, relational, influential and lifestyle potential it offered. As the son of a factory working mom and a serially unemployed dad, it was beyond anything I had ever dreamt of for m...

The Top 3 Technical & Tactical Training Programs for Commercial Insurance Producers

Note: This article has been recently updated for 2020. Click here to get the 10 Best Training Programs for Commercial Insurance Producers in 2020.

A simple Google search for "insurance agent training programs" will yield you 887,000+ results. 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. So what are the best training programs for commercial insurance producers?

Making the Best

The demand for high quality, commercial insurance producer training is at ...