Today In 5 Minutes Or Less (TLDR):

• 🔒 5-Part Process to Avoid Failure When Hiring Ins …

• Turning Angry Claims Calls into Trust: Reviewing P …

• Around The Web 🌎

🔒 5-Part Process to Avoid Failure When Hiring Insurance Salespeople 🔒

Dear Insurance Champions,

Hiring new producers?

Real talk: Most agency owners sabotage growth before the first interview. Why? One broken piece in the TeleFunnel can cripple your entire agency machine and it’s usually talent acquisition.

Every agency owner wants a predictable, profitable sales machine. But if your candidates ghost interviews and your new hires bail within six months, you’re basically pouring gas on your lead budget and lighting a match. We’ve lived it and here’s what actually works.

5-Part Agency Framework: The Missing Link Revealed

• The Core Components:

1. Lead Acquisition (steady supply at the right cost)

2. Lead Activation (getting quoted households from cold data)

3. Sales Conversion (turning QHH into customers)

4. Sales Optimization (running the daily metrics & meetings)

5. Talent Acquisition (hiring, training, and keeping the right people)

Brothers, hitting only 4 out of 5 will always cost you. Eighty percent in all five beats perfection in four. Here’s how broken hiring tanks your revenue:

Case Study: Producer LTV Math That’ll Make You Rethink Your Payroll

• Wrong Way:

• Low base salary, no paid leads, burnout galore.

• 2-3 quotes/day, six months tenure.

• $16k net revenue per producer, sadness for all.

• Right Way:

• $4k base + aggressive commissions.

• Invest in leads, spiffs, real motivation.

• 10 quotes/day, 2-year average tenure.

• Net LTV up to $49k per producer, happier team, agency growth.

Tactical Fixes You Can Implement THIS WEEK:

• Analyze your 5 components are you ignoring one?

• Audit your producer pay, lead spend, retention rates, and daily quotes.

• Set expectations early: show candidates the real machine in action (interview = demo day).

• Run daily meetings, track metrics, talk real numbers not just pep talks.

• Spend more on talent and leads. It’s not a cost, it’s ownership in your agency’s future LTV.

Consistency in talent acquisition beats perfection in the other four parts.

Ask yourself: Are you building an agency people want to stay with or just filling empty seats?

Keep crushing it,

Craig Pretzinger and Jason Feltman

The Insurance Dudes! 🚀

Turning Angry Claims Calls into Trust: Reviewing Policies with Agency Clients

You know when a client gets mad about a claim and you feel the heat rising? Back when I was on the phones, dealing with those situations wasn’t just about insurance, it felt personal. I’d catch myself wanting to defend the decision, hash out the details, or stand my ground. But one of my mentors dropped a simple bomb of wisdom that changed everything for me: don’t argue the claim.

Here’s the deal your role isn’t to go toe-to-toe over coverage. Agency owners, we get so wrapped up in the emotions and the expectations. But the real advantage is shifting the focus away from “you vs. them” and pointing straight to the policy. Instead of getting defensive, try pivoting with: “Hey, I’m on your side. Let’s review the policy together.” When you put the spotlight on the contract, the actual language, the exclusions, the definitions, it changes the dynamic immediately.

That little move does three things: First, it positions you as an ally, not a gatekeeper. Second, it drains the emotional charge from the exchange. Third, it sets clear boundaries around what’s covered and what’s not, which is where real expectations should live. Suddenly, if the loss isn’t covered, it’s not just your verdict, it’s the policy talking. You’re not the bad guy; you’re the messenger.

Real talk, brother: The policy becomes the scapegoat. We’re not dodging responsibility, we’re setting up a process. In our world, especially with P&C and all the E&O exposure, this technique protects your relationships, lowers the emotional temperature, and keeps your agency off the hook for “playing favorites.” It’s even more critical as you scale and coach your TeleTeam, because it gives your reps a script, a pathway, and a shield from conflict fatigue. We found that leading with transparency, not debate, has a direct impact on retention for both your team and your clients.

It’s not about hiding behind the fine print, it’s about empowering your team and your clients to know exactly where they stand. If they get ticked off, let it be at the contract. You keep the rapport, the trust, and the long-term value. That’s what saves you from burnout and keeps your QHH numbers rising, even when claims come in hot.

Around The Web 🌎

The YouTube 🎥

Our guest, Michelle O’Connor, brings over 25 years of insurance experience and a passion for helping clients. As a leader at O’Connor Insurance Associates, Michelle combines deep industry expertise with a commitment to exceptional customer service, making her insights invaluable for both business owners and agents.

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