Commissions to Convictions: The Validation Trap

Commissions to Convictions: You Made a Choice, Not a Mistake

Standing in front of a judge before sentencing I was called out for something I didn't expect, talking about "choices" not "mistakes. Even if they both have consequences, there is a difference.

Special Handling Instructions: The Work Comp Checklist Most Buyers Never Ask For

Work comp is the highest-touch, highest-risk relationship between buyer and carrier — and most never negotiate it. This episode breaks down the special handling instructions that should be built into every account: reserve thresholds, nurse case management, dedicated adjusters, and the "team member not employee" detail that changes the experience.

Rest in Peace, Coverage Audit

The coverage audit was the bread and butter of middle market sales — get the policies, find the gaps, unseat the incumbent. I ran my old audits through an AI tool and got back in five minutes what used to take eight hours. So what does that mean for how you sell? The audit isn't dead, but the version you've been running might be.

AI Can Read Your Work Comp Loss Run — But Do You Know What to Ask It?

Work comp loss runs look like spreadsheets full of numbers — until you know what you're looking at. This episode walks through a real loss run: valuation dates, reserves vs. paid, loss ratios, and the claims that demand more than a glance. A practical, no-fluff guide based on how I mastered it in five minutes sitting in my client's parking lots.

Claiming The News: DNA Leaks, Who's on GLP-1's & The OCR Task Force

DNA breaches. Ozempic patient records. Federal regulators with a new task force. The healthcare cyber space just got a lot more dangerous — and most policies aren't built for it.