Every Agency Has Problems: A $100K Consulting Session

·1 hr 17 min·5 clips

Scott Howell announces his agency just broke $14 million in premium for the first time, but fears it might drop tomorrow.

The episode begins with Scott Howell announcing his agency, I Protect Insurance, has reached $14 million in premium for the first time, though he notes the struggle and organic growth. Bradley Flowers shares anecdotes from captive carrier trips, including an agent who was fired for drunkenly throwing ice cubes at the CEO but stayed on the trip. Bradley then details a recent operational problem: a mail forwarding error due to his handwriting caused all mail to be sent to the Mobile Chamber of Commerce instead of his office, creating potential issues with client checks. Scott introduces the main theme: every agency has problems, and he presents three specific issues for discussion. First, he addresses agents with limited commercial experience incorrectly handling COIs and quotes, proposing mandatory training and underwriter reviews. Second, he reveals poor sales production in Q1 2024, with producers averaging only 2-3 new prospects per day, and seeks ideas for more at-bats. Bradley suggests focusing on current customers for cross-sells and using lists for commercial targeting. Third, Scott describes his biggest challenge: being consumed by administrative tasks like HR and carrier meetings instead of selling mid-market accounts. Bradley strongly advises hiring an administrative assistant to delegate these tasks. The conversation shifts to handling after-hours claims calls, with Scott answering all calls but considering screening methods. They discuss employee management, including using NDAs, non-piracy agreements, and implementing a PTO system with backup spreadsheets to manage time off. The episode concludes with reminders about marketing and personal branding in the digital age.

As heard by us

A candid agency sales review asks whether the real issue is lead volume, producer activity, or both.

An agency owner uses a first-quarter sales miss to dig into a familiar agency question: is the problem really lead flow, or is it activity, conversion, and fit?

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Why you'd press play

Wondering whether a sales slump needs more leads, better training, or simply more at-bats? Press play.

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