Stop Telling Agents What To Do - Consultative > Prescriptive Coaching#

There’s a conversation that happens thousands of times a week across the insurance industry. A field leader sits down with an agency owner, reviews their numbers, and says some version of: “Your close rate is low. You need to quote more. Your retention needs to come up. You should be cross-selling more.”

The agency owner nods. Maybe takes a note. The field leader leaves. Nothing changes.

The Multiplier#

There’s a ceiling that most growing agencies hit, and it has nothing to do with the market, the carriers, or the competition. It’s the owner.

Specifically, it’s the owner who is also the agency’s top producer. The person who built the book, who closes the biggest deals, who still handles the best accounts personally because nobody else can do it as well as they can.

That last part is usually true, by the way. Nobody else can do it as well. That’s not the question. The question is whether doing it yourself is the highest use of your time. And past a certain point, it isn’t even close.