Industry Wisdom: What 100+ Insurance Professionals Got Right (And Wrong)

We analyzed advice from 100+ insurance industry professionals. Here's what smart agents should actually follow—and what's outdated thinking.

The insurance industry loves sharing wisdom. Business cards fly at conferences, LinkedIn posts overflow with "best practices," and everyone has an opinion about what works. But when you cut through the noise, which advice actually builds profitable agencies?

We analyzed recommendations from industry leaders across the country. The results? Some brilliant insights mixed with expensive time-wasters that keep agents busy but broke.

THE WISDOM WORTH FOLLOWING

"Pick up your phone when someone calls. Sure, it could be a scammer, but it could also be your next sale!"

– J.D. Babuder, RT Specialty

Why this matters: Phone calls convert 10-15x more than web leads. When someone calls, they're showing maximum intent. Answer every time.

"Work harder to understand your insureds and prospects operations and then work hard to hone your craft..."

– Greg Barcomb, Ten Eyck Group

The insight: Complex risks require sophisticated agents. Simple and easy doesn't exist anymore—embrace the complexity or find another career.

"The best time to ask for referrals is at the time you deliver good claims service..."

– Catherine Oak, Oak & Associates

The truth: Your hour of proving value is when clients are most likely to refer others. Strike while the trust is nuclear hot.

"If you have knowledge and expertise, use it, make recommendations, and when not followed, document it..."

– Frederick Fisher, Fisher Consulting Group

The protection: Covered insureds don't sue. Be more than an order taker—provide real value and document everything.

THE TIME-WASTERS DISGUISED AS WISDOM

"Utilize free social media marketing as much as possible. Taking advantage of platforms such as Facebook, LinkedIn, and Instagram..."

The reality check: "Free" social media marketing costs 40+ hours per month of your time. At $100/hour value, that's $4,000 monthly for uncertain results. Quality leads cost $75 each with guaranteed conversion potential.

"Send prospects a box of cereal, a pizza or a box of cookies. Tell them you'd like to meet for breakfast, lunch or a break sometime."

The math: Cute marketing stunts for 100 prospects: $2,000+ in costs and time. 100 verified leads with documented consent: $7,500 with 8x higher conversion rates. Choose wisely.

"Put a pop-up poll on your own and/or the local newspaper's web site with one simple question about your community."

The problem: You're solving the wrong problem. Engagement doesn't equal sales. Converting qualified prospects equals sales.

"Hire costumed character(s) to enact scenes from local history... Cost is from $150 – $200 an hour per character."

The absurdity: Character entertainment: $1,600/day for local awareness. Live transfer leads: $1,600 for 20+ qualified prospects ready to discuss coverage immediately.

THE COMPLIANCE WINNERS

"Customer trust starts at the very beginning. More insurance shoppers begin the buying process online..."

– Robert Holt, PIA

The evolution: This was true when leads came from website forms. Now smart agents know live transfers build trust faster than any website optimization.

"Don't be afraid to go postal with your marketing. In the world of so much of our marketing going digital, it can get lost..."

– Emmalee Sundet, Town & Country Insurance

The insight: Physical marketing cuts through digital noise. But verified leads with documented consent cut through everything—including litigation risk.

THE RECRUITING REALITY

"Brand Identity + A Strategic Plan = Successful Recruiting..."

– Mary Newgard, Capstone Search Group

The truth: Great agents want to work for agencies with consistent lead flow. Show them a pipeline of qualified prospects, not another "personal branding" strategy.

"Invest in your staff, get to know them, and lay the foundation for them to succeed at the highest level."

– Kristin Thelen, Bitonti Insurance Group

The foundation: Staff succeed when they're closing deals, not when they're generating content for social media. Give them leads worth their time.

THE TECHNOLOGY BALANCE

"Think about how you use digital tools as a consumer, then review how you might incorporate some of those approaches at your agency."

– Doug Coombs, SIAA

The smart approach: Use technology for efficiency, not for replacing proven lead generation. CRM systems track conversions—they don't create them.

"Make leveraging data more accessible. With the data analysis tools necessary for personalizing insurance..."

– Alice Shi, Finaeo

The application: Data analysis works when you have quality data. Garbage in, garbage out. Start with verified leads, then analyze performance.

WHAT THE PROS ACTUALLY KNOW

The most successful agents in this collection share common themes:

1. Answer the phone immediately 2. Document everything for compliance 3. Focus on complex risks that pay well 4. Ask for referrals when delivering value 5. Build relationships, not just transactions

Notice what's missing from successful agents' advice? Social media character creation. Community polling. Cereal box mailings.

The pros focus on fundamentals: qualified prospects, professional service, documented compliance, and profitable relationships.

THE INSIGH7S ANALYSIS

What works: Professional approaches that scale with quality, not quantity.

What doesn't: Creative marketing tactics that consume massive time for minimal return.

The difference: Smart agents buy time with qualified leads. Struggling agents spend time trying to create qualified leads.

The choice: 40 hours monthly creating social media content, or 40 qualified leads monthly with documented consent.

While the industry debates cereal boxes and costume characters, smart agents are closing verified prospects who specifically requested insurance quotes.

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Bottom line: Follow the advice that creates revenue. Ignore the advice that creates busy work.

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Sources: Compiled from recommendations by 100+ insurance industry professionals including representatives from Universal Property & Casualty, QEO Insurance Group, Marquee Insurance Group, ReSource Pro, Independent Insurance Agents & Brokers of America, Oak & Associates, Firefly Agency, PIA, SIAA, TrustedChoice.com, and dozens of successful agency owners nationwide.

Want leads that actually convert instead of marketing advice that sounds good? Smart agents choose verified prospects over creative campaigns. Every time.