The Most Overlooked Growth Strategy in Insurance Agencies
Each quarter we start fresh training Producers, Account Managers, and Agency Leaders together.
In our current group, Producers have completed six sessions. Account Managers and Agency Leaders have completed three. And here’s what stands out:
- More than 150 Account Managers registered
- Account Managers have 100% attendance every session.
In an industry that rarely prioritizes Account Manager development, this proves something important: they’ve always wanted to grow, they’ve just rarely been invited. Account Managers are the backbone of an agency. They drive:
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Client experience
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Retention
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Follow-through
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Operational consistency
They protect the promises Producers make. And yet, most industry training is built almost exclusively around Producers. That’s a mistake.
Why We Integrate Sales & Service
Our membership is the only one in the industry that fully integrates Account Managers into agency training alongside Producers. Why? Because structure between Producers and Account Managers determines whether an agency scales or stalls.
When structure is unclear:
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Producers get dragged into service work
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Account Managers get overwhelmed
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Communication breaks down
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Clients feel friction
When structure is intentional:
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Producers spend more time selling
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Account Managers operate confidently within defined expectations
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Clients experience seamless, proactive service
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Retention strengthens
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Growth accelerates
Alignment isn’t a “culture initiative", it’s a purposeful revenue strategy.
Engagement Tells the Story
What makes this even more significant is who is showing up. Account Managers are often described as behind-the-scenes professionals: steady, reliable, but not always the first to raise their hand. Yet in these sessions, they’re engaged, participating, asking questions, and learning from one another. That doesn’t happen by accident.
- It happens when people feel valued.
- It happens when expectations are clear.
- It happens when development is built for the way agencies actually operate.
The Real Competitive Advantage
Most agencies try to grow by pushing Producers harder. The smarter agencies build the structure that supports them. When Account Managers are trained, empowered, and aligned with Producers:
- Producers sell more
- Clients stay longer
- Teams collaborate better
- Agencies grow sustainably
That’s not theory and this is exactly what we’re seeing play out right now.
If your agency is serious about growth, don’t just push Producers harder.
Build the structure that supports them. When Account Managers are trained, empowered, and aligned with Producers, everything changes.
If you’re ready to integrate sales and service the right way, let’s have a conversation. Book a 15-minute call to find out if membership, and strategies like this, are right for your agency.
