The number one mistake agents make in an AOR is not coaching the client on what happens next.

If you don’t prepare your new client before tendering an AOR, the incumbent will bury you trying to save the deal.

Hired and non-owned coverage doesn’t protect your subs, it protects your company from your subs.

Almost everyone who gets hurt at work just wants two things: to get better and to get paid.

Workers comp fraud happens when employees sitting on the fence aren't given a clear path to do the right thing so they try to cheat the system instead.

Every employer should declare: we are a light duty employer.

Return-to-work only works if it’s company policy, in the handbook, and part of training.

Pre-injury management is the real start of leading with workers comp.

In the insurance industry, you can make a living doing just enough to get by, but those who push themselves unlock unlimited earnings.

Many agents are happy being order takers. Producers create business, they don’t just catch it.

In my first book, The Extra 2 Minutes, I talked about how some of my experiences from my days in retail have transferred to my career in insurance. One of the things I have continued to do is drive around the building before a new business appointment. It’s based on the

Middle market production isn’t about beating the streets every day expecting instant gratification. It’s about deposits made over time that bear fruit later.

If you inflate a base rate to hit minimum premium, the audit will crush your client when they grow.

Last week our Golden Retriever had to have emergency surgery. The veterinary experience is almost like express oil change with the upsells these days. Here's what I walked away with: If your vet can upsell you from a fecal test to a full-body MRI, producers should be able to.

You don’t need more volume. You need more discipline in what you pursue.

Every lost account is a story. Tell it to prevent losing the next one.

If you don’t know your numbers, you’re flying blind in sales.

Retention is cheaper than acquisition. That’s why onboarding is everything.

Most agencies waste Google Ads money chasing the wrong accounts. Content wins long-term.

Content compounds. One 2,500-word blog can generate leads for years.