The Truth About TRIA

Pigs Get Fed, Hogs Get Slaughtered: Structuring Fee Agreements with KPIs

Soft market got you eating commission cuts on every renewal? We break down how to build KPIs and bonus structures into your fee agreements — from captive quoting to shared-savings clauses — so you get paid for the work you're actually doing.

Commissions to Convictions: Condescension Kills Culture & Confidence

Condescension doesn't announce itself — it hides in tone, in dismissiveness, in the small ways people remind you where you stand. A subtle exertion of power that doesn't just deliver a message, it delivers a reminder that you're a notch below. From a guard who wouldn't bend the rules just because he "didn't want to," to a moment I raised my hand in a room of executives and got laughed off instead of heard, this episode is an honest look at condescension from both sides — as someone who's received it, and someone who's dished it out. Because the damage isn't in being told no. It's in being made to feel small for asking.

Retrospective Rating Workers Compensation Explained In Plain English

In this episode we break down retrospective rating in plain English. You'll learn the difference between guaranteed cost and loss-sensitive programs, how basic premium and loss funding work, the difference between incurred and paid-loss retros, when these programs make financial sense, and the hidden negotiation opportunities that many brokers overlook.

Commissions to Convictions: Learning My Lines - What Acting Taught Me About Sales (and Surviving Jail)

This episode breaks down the one sales skill nobody talks about — treating your job like a performance, not a con. From reading a room to holding a consistent character through three months in jail, this episode reframes "acting" as discipline, not deceit.

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.