BOR or Bust

How to Make Every Hour Worth More as an Insurance Producer

How much money is every hour of your workday actually worth? If you're an insurance producer, the answer depends on a lot more than how hard you work. Every day, you ma

Closing a $30K Deal in 2 Meetings. Create Urgency with Stalled Deals. Fast Decisions Drive Growth.

$30,000 in revenue. Two meetings. Six weeks. That's what happened when a producer used the Broker of Record (BOR) strategy to win a $220,000 premium account. But the re

Nick Shuts Down the Agency — What He Learned + How to BOR When You Can’t BOR the Market.

Nick shut down the agency. But he isn't thinking smaller. He's pursuing a bigger vision—and he believes he's found a faster path to building it. In this episode, Nick

BONUS: We Weren’t Done — What Happens when you can’t BOR the Incumbent Carrier?

We already ended the episode. Then we kept talking. Nick had about ten more minutes, and we were still trying to figure out what happens when you win the BOR—but you ca

Nick Got the BOR. He Got Rolled Anyway.

Nick got the BOR. The prospect committed. The strategy worked. He delivered an option. And he still lost the account. In this episode of BOR or Bust, Nick breaks down

Scripts That Get Prospects Intrigued. Closing Deals After Terms Change. Leads Without Cold Calling.

In this episode of BOR or Bust, Nick and Daryl work through three problems they’re dealing with in real time. Daryl has been testing a new cold-calling script with contr

16 Decision Conversations in 3 Days: Here's What Worked

16 decision conversations in three days. Coming off Labor Day weekend, Nick wasn't particularly motivated to cold call. He was tired. He was questioning whether he was m

Breaking Through the Barriers Slowing Your Growth

Every producer wants to grow. But eventually, something gets in the way. Sometimes it’s call reluctance. Sometimes it’s rejection. Sometimes it’s uncertainty about your

Nick Found His Niche. Now He Needs a Killer Offer.

Nick thinks he found his niche: distressed trucking. The opportunity is there. These companies are paying enormous insurance premiums, many brokers don't want to deal wi

How Can You Make a Prospect Commit on the First Call?

What should actually happen on the first call with a prospect? Most insurance producers are trying to schedule the next meeting. But what if the goal should be to get t

$130k Revenue Deal Makes a Decision in 45 Minutes

What is the most important skill an insurance producer can develop? Getting to the decision. Nick is officially back in the saddle, and this week he started testing the

$1M Revenue in 6 Months (Pt. 2): Can You Really Close a BOR in One Call?

Can you really close a Broker of Record (BOR) in a single meeting? In Part 2 of our $1M Revenue in 6 Months series, Nick breaks down the system he's betting his new agen

The Plan to Write $1M Revenue in 6 months

 Can one insurance producer build a $1 million revenue book in six months? Nick is about to find out. After reading The Science of Scaling, Nick started asking a differ

How to Take Control of the Sales Process

Most producers think they're losing deals because they don't have the right market. They're wrong. They're losing deals because they've lost control of the sales proces

Strategy Trumps Relationship

The insurance industry teaches you that relationships wins business. They're wrong. Relationships matter—but they aren't enough. In this episode, Nick and Daryl explai

Evolving from Being a Quoter to a BOR Broker

There are two kinds of insurance brokers: those who know how to win with Broker of Record (BOR) letters... and those who wish they did. But making that transition isn't

Accessing Every Insurance Company Won't Get You the Best Deal

Every producer has heard it: "Our agency has access to more insurance companies." But does that actually help clients get better results? In this episode of BOR or Bus

Use Your Customer's Words to Grow Faster

Why do some producers consistently get more meetings and close more business? Because they stop talking about what they think matters and start talking about what prospe

Cold Call Objections -- They're Not Rejecting You. They're Rejecting Every Other Agent.

It's very easy to mistake objections in the insurance buying process for buying signals. In Episode 4 of BOR or Bust, Daryl Henry and Nick Aube break down one of the big

The BOR Blueprint: From Cold Call to Close

Fix your deliverable, and everything in the sales process will fall into place. In this episode, Nick and Daryl break down the complete BOR Blueprint from cold call to c