Top 3 Mistakes Keeping Your Agency from Scaling

In this video, I share the three biggest mistakes that kept my independent insurance agency from #scaling early on. These are lessons I’ve learned through years of trial and error. From #hiring challenges and onboarding missteps to the power of niching down, this video is packed with strategies you can use to grow a scalable and thriving agency. If you're an agency owner looking to avoid costly mistakes, this one is for you.

Key Takeaways
- Hire with intention: Always be recruiting, hire slow, and fire fast. You can’t change someone’s fundamental character, so focus on finding the right people from the start.
- The first 89 days matter: Onboarding during this period is critical for setting up new hires for success and aligning them with your agency’s culture.
- Focus on ideal clients: Learn to disqualify prospects who don’t align with your business, and focus on building long-term relationships with the right clients.
- Specialize to scale: Developing niche expertise allows you to dominate specific markets and position yourself as an industry expert.
- Build a strong culture: A training-focused, high-performance culture sets the foundation for consistent growth and excellence.

Hiring Lessons I Learned
One of the biggest mistakes I made was thinking I could change people. The truth is, who they are at their core doesn’t change. If I could go back, I’d recruit smarter, invest in assessments, and hire only those aligned with my agency’s values. I also learned the importance of always having a pipeline of potential recruits. Even if your team feels fully staffed, you need to be ready for the unexpected.

Onboarding: The First 89 Days
Why 89 days? It’s simple—most companies default to 90 days. I wanted to reflect our agency’s intentional culture by doing things differently. The first 89 days are all about making new hires fall in love with their decision to join your team. From personalized welcome notes and branded swag to structured training plans, this period sets the tone for success.

I also believe in #mentorship. Every new team member should know exactly who to go to for guidance and what’s expected of them from day one. The first three weeks of our onboarding process are fully documented, ensuring consistency and alignment.

The Art of Disqualifying Clients
Early in my career, I thought I had to insure everyone who walked through the door. But here’s what I’ve learned—not every client is the right client. Learning how to disqualify prospects who don’t align with your agency’s values and goals is a game-changer. When you focus on working with clients you truly enjoy, your team becomes happier, and your agency becomes more profitable.

Niches to Riches
I can’t emphasize enough the value of specializing in a niche. Becoming a Certified Work Comp Advisor allowed me to stand out in the commercial insurance space. I’ve seen agents dominate entire industries by addressing specific pain points and building automated solutions. Niching down doesn’t just make you an expert; it positions you as the go-to authority in your field.
One agent I worked with specialized in insuring pizzerias. He didn’t just stop there—he solved their delivery challenges and became so successful he was invited to sit on the board of a national pizza chain. That’s the power of niches.

Key Quotes
- “You’re only as good as your weakest link.”
- “How you do one thing is how you do everything.”
- “It’s not personal; it’s a business decision.”
- “You mean I don’t have to insure everybody? No! Only the people you want to do business with long-term.”
- “Niches lead to riches. Specialize, and you dominate.”

Scaling your agency requires intentionality. You need to hire smarter, onboard more effectively, and focus on the right clients. Specializing in a niche and building a strong team culture will set your agency apart and ensure long-term success. These strategies helped my agency grow into a nationally recognized and award-winning business, and they can help you too.

Key Timestamps
00:00 Introduction: Top 3 Mistakes Keeping Your Agency from Scaling
00:13 Hiring the Right People: Lessons and strategies for smarter recruiting
01:13 Hiring Mistakes: Stories and what they teach about team dynamics
02:09 Fire Fast, Recruit Always: The importance of a continuous hiring pipeline
02:51 Onboarding Excellence: Setting new hires up for success in 89 days
03:33 Business vs. Personal Relationships: Why it’s crucial to separate the two
05:01 Ideal Clients: How to identify and disqualify unfit prospects
06:41 Niche Expertise: The power of specialization in scaling your agency
07:07 Success Story: Dominating the restaurant insurance niche
08:46 Conclusion: Niches to Riches