Master Insurance Sales With The Ignite Podcast

Interviews measure talking. Production comes from applying. Those are different skills. I have watched agencies hire the best talker in the room and regret it by spring. Here is a better test. I call it the Audition. Hand the candidate a six line script. Any simple...

Experience looks safe. It is often expensive. An experienced hire brings habits. Some good. Some you will spend a year trying to unlearn. On my weekly coaching calls I hear both stories every month. The experienced hire who will not take coaching. The rookie from a...

Shadowing feels like training. It is not. It is watching. I've watched plenty of team members shadow other team members in my career. Watching them never made me better. Reps did. Here is the problem. Two weeks of shadowing builds zero skills. It builds familiarity....

A bad hire does not cost you a salary. It costs you a season. After coaching hundreds of agencies, I can tell you most owners never run the real number. So they repeat it. Here is the math. I call it the Bad Hire Math. Number one: everything you paid. Wages....

Your last hire did not fail. Your first 30 days did. Big difference. In 17+ years in our industry, I’ve watched the same story on repeat. New hire gets a login. A desk. A seat next to your best team member. Then everyone hopes it clicks. Hope is not a system. Here is...

Most teams are trained to quote. Not enough teams are trained to find gaps. That is why they get stuck. They quote auto. Quote home. Quote life. Quote DI. Then hope the customer sees the value. Hope is not a strategy. The better way is to find the gap first. A gap is...