Every insurance producer wants consistent growth, but few truly achieve it. The difference between top producers and everyone else isn’t talent or luck. It’s the discipline of doing the right things every day, with purpose, precision, and accountability.
At Craig Wiggins Coaching, we’ve trained thousands of producers across the country, and we’ve seen the same pattern again and again: predictable results come from predictable actions. If you want to grow your book, increase retention, and consistently win new business, it starts with your daily habits.
Mastering Lead Management
Top producers don’t chase leads, they manage them.
They have a clear system to prioritize, follow up, and track every opportunity in their CRM or lead manager. The key is to ensure that no lead falls through the cracks.
The best producers spend their mornings in activity mode, calling new leads, working referrals, and following up on quotes from the previous day. They treat their pipeline like gold because it is.
Pro Tip: Track your follow-ups and callbacks daily. Leads grow colder by the hour, not the day.
Strengthening Closing Skills
Closing is not about pressure, it’s about confidence and clarity.
When a customer says, “I need to think about it,” top producers don’t retreat. They isolate the objection, reinforce value, and assume the close.
They use talk paths and scripts that lead the conversation, not chase it, shifting focus from price to peace of mind and protection.
Pro Tip: Listen to where you lose control of the conversation. Awareness drives improvement.
Turning Referrals into a Growth Engine
The best producers understand that referrals are not a reward, they’re a result.
Every call, quote, and conversation is an opportunity to create a raving fan who naturally refers others.
Producers who consistently ask for referrals don’t sound “salesy.” They simply connect value to emotion:
“Who else do you care about that deserves the same level of protection?”
Pro Tip: Build referral requests into your process. It’s not an extra step, it’s part of every close.
Building Predictable Growth
When your habits are right, your results are inevitable.
Predictable growth comes from structure, not sprints. From doing the small, boring things that build big, exciting outcomes.
Whether you’re new to the industry or leading a multi-million-dollar agency, success in insurance will always come down to this: track it, measure it, repeat it.
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You don’t need magic words or flashy marketing to be great at sales.
You need to master the things most people overlook.
That’s the difference between a good producer and a legendary one.
The opportunities are there. The business is waiting. The question is, are you taking action?
The agents who commit to high activity, strong conversations, and strategic adjustments will come out of spring with momentum that carries them through summer and beyond.
At CWC, we help insurance professionals master the skills, strategies, and mindset to dominate in sales. If you’re ready to take your production to the next level, we’ve got the training, tools, and support to make it happen. Let’s build something great together.
Know you want to get started?
Use code “BLOGS” at sign-up to get $100 off your first month.
Let’s make 2025 a great year!