Commissions to Convictions: The Validation Trap

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.

Commissions to Convictions: The Boy Who Cried Wolf

How eroded trust means losing the benefit of the doubt, even when you're telling the truth

Commissions to Convictions: You Can Have the Title. I'll Take the Room - Power vs. Authority

Most people in leadership chase power — the title, the approvals, the seat at the table. But power without authority is just leverage nobody respects. This episode breaks down why authority is more achievable, more durable, and ultimately more powerful than power alone.