New business 15 ▸ Research a prospect before the first meetingBefore a first appointment with a commercial prospect you have not met. 7 variants
▸ Turn a quote set into a proposal they will readWhen you have two or more quotes back and need to present them. 7 variants
▸ Follow up on a quote that went quietWhen a quote has been out for a week or more with no answer. 7 variants
▸ Compare two products side by side for a clientWhen a client is stuck between two options and keeps asking the same question. 7 variants
▸ Work out which market will write this riskBefore sending a commercial submission out to market. 7 variants
▸ Decide who you should be selling toWhen new business is scattered and you want a focus for the next quarter. 7 variants
▸ Read a loss runBefore any commercial submission with claims history. 7 variants
▸ Answer the objection without arguingWhen a prospect says the thing that usually ends the call. 7 variants
▸ Write the first message to a business you have never spoken toA cold call opener, a cold email, or the first reply to a web lead, within minutes. 7 variants
▸ Plan the touches after a quote goes outThe day you send a quote, before it goes quiet. 7 variants
▸ Start a referral relationship with a CPA, lender, realtor, or contractorWhen you want referrals from the people your clients already trust. 7 variants
▸ The questions for a first meetingBefore you quote anything, personal or commercial. 7 variants
▸ Write the submission narrative the underwriter reads firstA commercial account going to market, new or renewal. 7 variants
▸ Review every open quote once a weekOnce a week, same day, before the pipeline meeting. 7 variants
▸ Go back to a prospect you lost last yearAhead of the renewal of a prospect who quoted with you and went elsewhere. 7 variants
Renewals & service 16 ▸ Handle the renewal call when the premium went upAny renewal where the number went up and you have to make the call. 7 variants
▸ Explain a coverage in plain languageWhen a client has misunderstood a coverage twice and you need it to land. 7 variants
▸ Confirm a policy change in writingEvery time a client changes something on a policy by phone. 7 variants
▸ Welcome and onboard a new clientEvery new client, so the first 30 days stop being improvised. 7 variants
▸ Find the cross-sell already sitting in your bookBefore a renewal review on a monoline account. 7 variants
▸ Win back a client who left on priceRoughly 60 days before the renewal of a client who left on price. 7 variants
▸ Ask for a referral without it being weirdRight after a claim goes well or a renewal holds. 7 variants
▸ Write risk and safety recommendations for a commercial accountAfter a walkthrough, or when a carrier asks for loss control follow-up. 7 variants
▸ Invite a client to the annual review, and get ready for itSixty to ninety days before renewal, before the carrier's number arrives. 7 variants
▸ Check in when a client's life changedNew home, new baby, teen driver, new business, marriage, retirement, a death in the family. 7 variants
▸ Save the account before the cancellation landsA cancellation request, a non-pay notice, or a non-renewal from the carrier, before the date. 7 variants
▸ Turn a certificate request into what the carrier needsA client or a third party asks for a certificate, an additional insured, or a waiver, usually today. 7 variants
▸ Sort the next 90 days of renewalsMonday morning, before the renewals start working you. 7 variants
▸ Remind a client before the cancellation noticeA premium is past due and the carrier's notice has not gone out yet. 7 variants
▸ Plan a commercial renewal backwards from expirationThe day a commercial renewal lands on your list, before anyone asks the client for anything. 7 variants
▸ Send a client their year on one pageYear end, or the month before the annual review. 7 variants
Claims 5 ▸ Explain the claims process after a lossThe day a client reports a loss. 7 variants
▸ Send a claim status update they will readWeekly on any open claim, whether or not anything moved. 7 variants
▸ Explain a claim denial to the clientThe carrier said no, and the client is hearing it from you. 7 variants
▸ Nudge the adjuster on a claim that stalledNo movement on a claim for a week or more and the client is asking you. 7 variants
▸ Take the first report of a lossThe moment a client calls to say something happened. 7 variants
Coverage review 6 ▸ Find the gaps against what they actually doBefore a commercial renewal review, or on a new account you just took over. 7 variants
▸ Summarise a policy for a humanWhen a client, lender or landlord asks what the policy actually says. 7 variants
▸ Compare this year's policy to last year'sEvery commercial renewal, and any personal lines renewal where the premium moved. 7 variants
▸ Find the exclusions that will biteOn a new commercial account, or any account where the operation changed. 7 variants
▸ Explain one endorsement in plain EnglishA client asks what a specific form on their policy does, or you are adding one. 7 variants
▸ Explain what the contract makes your client buyA client signed, or is about to sign, a lease or contract with an insurance section they do not understand. 7 variants
Marketing 8 ▸ Write seasonal risk education contentMonthly, on whatever is about to happen where your clients live. 7 variants
▸ Make the case for using an independent agentThe page every agency has and nobody has rewritten since 2019. 7 variants
▸ Build a month of social postsLast week of the month, for the month coming. 7 variants
▸ Fix your About Us pageThe page every prospect opens and nobody has touched in years. 7 variants
▸ Script a sixty second agency introductionFor the website, a reel, or the thing you send before a first meeting. 7 variants
▸ Ask for a Google review at the right momentRight after a claim closed well, a save, or a thank-you from the client. 7 variants
▸ Reply to a one-star review without making it worseA public review you disagree with, or one that is fair. 7 variants
▸ Tidy your Google Business ProfileThe listing people see before your website, and the one nobody has opened since it was set up. 7 variants
Compliance 4 ▸ Compliance-check marketing before it goes outBefore any agency marketing goes out, especially anything mentioning price. 7 variants
▸ Audit how your agency handles client dataOnce a year, or after any staff change with system access. 7 variants
▸ Write an SOP with the E&O checkpoints built inAny repeated task in the agency that a new hire could get wrong: binding, certificates, endorsements, cancellations, claims intake. 7 variants
▸ Write the agency's AI usage policyThe day the first staff member pastes a client email into a chatbot, or before. 7 variants
Cross-cutting 2 ▸ Criticise the answer the machine just gave youOn any AI output before it reaches a client, a carrier or a regulator. 7 variants
▸ Turn call notes into a file entry the E&O carrier would wantAfter any client conversation where coverage was discussed, offered, or declined. 7 variants
