Matt shares how his agency received notice of a general liability audit for an HVAC client that revealed payroll of $1.5M versus the $400K on the policy, triggering a potential $35K-$36K automatic draft. After difficulty reaching the owner, Matt met in person with the owner, accountant, and office manager and found many employees were misclassified […]
Handling an Unexpected $35,000 Bill Read More »
Matt describes coaching a 14-month insurance agent on setting goals using real numbers instead of arbitrary policy targets. They review the agent's best and average premium months, note that a big month came from two large households, and discuss doing more of that work. Matt challenges the agent's 4% close rate by separating mass quotes
Matt explains how he handles calls from upset clients as rates rise by listening, empathizing, and educating them that increases are industry-wide due to COVID disruptions, inflation, and higher repair/rebuild costs. In one review, he reduced an older couple's premiums about 18% by putting a rarely driven vehicle in storage coverage and raising auto and
How I Saved a Client 18% in One Call Read More »
Property insurance inspections, sometimes done virtually, are mandatory when ordered and help verify accurate reconstruction costs, especially for high-value or recently remodeled homes. If an inspection isn't completed by the deadline (often about 30 days), underwriters may cancel or non-renew the policy. Matt advises agents to clearly communicate deadlines and consequences and track inspections to
Navigating the Complexities of Property Inspections Read More »
Matt shares a training tactic he learned at Enterprise Rent-A-Car: recording phone calls and reviewing them in group sessions to create positive peer pressure and improve performance. He suggests agencies with VoIP systems record calls and regularly critique them, especially cold calls, to confirm producers follow scripts, learn how to handle objections, and practice taking
Are You Recording Your Phone Calls? Read More »
Matt shares stories that explain why auto premiums keep climbing when lawyers get involved in even minor accidents. He recounts a client's tiny stoplight tap where the other driver called an ambulance, filed a claim, and brought in a lawyer, a claim that could pay out anywhere from $5K to $50K, and a second case
How Lawyers Affect Your Premiums Read More »
Matt explains that writing down goals is a repeated lesson from business books and says his written goals have consistently come true, especially in tracking agency metrics like premium and policies. He recommends making goals semi-public on a visible office whiteboard rather than in a Google Doc, listing prospects, building a monthly calendar of policies
The Magic of the Public Whiteboard Read More »
Matt shares time-management best practices from a coaching conversation with a struggling agent, drawing on lessons from his own scattered, ADHD-prone early career. He emphasizes taking control of the phones: stop giving out your cell number, wean existing clients off it, and train your staff to handle 99% of calls so they protect your time,
Time Management Basics Read More »
Matt explains how he revamped his Agency Launch program after noticing that people bought his low-priced course but didn't use it, then added higher pricing and weekly one-on-one coaching so clients can work in real time with ongoing support. He shares examples of leaving cheap or free books and courses unused, but fully committing to
Matt explains that agency owners can motivate and build trust with producers and staff by sharing agency-wide numbers and goals, not just individual targets. He recommends running monthly policy or premium reports by line of business, comparing year-to-date results to prior years, and reviewing them regularly to show who is on pace and where the
The Numbers Tell a Story Read More »