Commissions to Convictions: The Validation Trap

What Is a Maquiladora? Cross-Border Manufacturing Insurance

Your US insurance policy doesn't cover your "rented" Mexico plant — and the Mexican government made sure of it. This episode breaks down maquiladora structures, the locally admitted insurance requirement, and the one relationship every buyer needs on the ground before a claim.

Mr. Passive Income: What I Called My Key Man Life Insurance Referral Partner

Key Man Life Insurance is a simple product that arguably most organizations need to have, and yet, unless mandated by lenders it is often overlooked or not discussed. I turned this conversation with customers into frequent referral commissions while demonstrating the ability to think about risk in a broader context.

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.