MRL #110- Unconventional Truths Every Producer Needs to Hear

Sorry for the absence in your inbox lately.

We got out of the groove of things for a few weeks. But, now we’re back in the saddle and ready to rock.

One piece of housekeeping before we begin. This newsletter will now be sent out on Mondays, not Sundays.

Ok, let’s get into it.

Most Producers Operate Out of Fear

Fear of losing clients, fear of competition, fear of failure.

This includes some of the best producers too.

But you don’t have to play that game if you don’t want to.

You can operate from abundance, not scarcity. You can operate from courage, not fear.

You just need to adopt a few unconventional truths.

But, be warned!

They won’t always work in your favor.

They will occasionally come back to bite you in the arse.

But in our humble, but correction opinion, the trade-offs are a well worth it.

Whether you're defending your book or attacking new business, here they are:

If You're the Incumbent

1. Stop Hoarding Loss Runs

When a client asks for their loss runs, don't drag your feet. Don't strategize. Don't “slow play it”.

Send them immediately. It’s their information, not yours. Acting quickly shows confidence and transparency. It builds trust. And while yes, it might occasionally cost you a client, it will always build your reputation.

Fear hoards information. Abundance shares it.

2. Stop Blocking Markets

Some agencies "shotgun" submissions 120 days out to block the competition.

It’s lazy. It’s short-sighted. And it can hurt your client.

Underwriters associate constant market submissions with unstable, disloyal accounts. This means worse pricing and worse options. Instead of playing defense, hold a renewal strategy meeting early.

Talk openly about marketing plans. Quote strategically, not fearfully.

3. Don’t Gaslight Clients for Shopping

Clients should occasionally shop the market.

If you’re doing your job, you’ll win even when they shop.

When a client says, "Hey, I’m getting calls from other agents," don’t get defensive. Explain how the game works. Be transparent about your market access. Invite them to have your work reviewed by someone else.

Confidence doesn’t cling. Confidence invites comparison.

4. Deliver Bad News Early

If you know a big renewal increase is coming, don’t hide it.

Tell your client immediately. Tell them 90 days out. Explain why, explain the plan, and show them you’re already fighting for them.

Yes, you’ll occasionally get burned.

But long term? You’ll sleep better at night, and build relationships that last.

If You're the Prospective Agent

1. Go Slow to the Market

When you first meet a prospect, don’t rush out submissions just to "beat the incumbent to the market."

Most agents operate selfishly here, racing to protect their chance of a winning instead of doing what’s right for the prospect.

Instead, slow down. Explain how market blocking works. Get clear permission on where you're going and why. Only move forward when the prospect trusts you and understands the strategy.

You’ll win cleaner and more often.

2. Advise Like a Consultant, Not a Salesperson

Pretend you’re already being paid just to give advice.

Audit their policies. Tell them the good, the bad, and the ugly.

If you find gaps, don’t dramatize them to get an at-bat. If it’s truly a big problem, explain it. If it’s minor, still mention it, but keep the tone measured.

Clients can smell desperation. But genuine, objective advice? That earns trust (and often, the deal).

Fear Versus Abundance

Fear-based producers hoard information, hide bad news, rush to the market, and exaggerate flaws.

Producers who operate from abundance act with transparency, patience, and integrity. Even if it occasionally works against them.

They know that peace of mind, and trust are the ultimate competitive advantages.

Because when you do the right thing, you don't just win accounts, you win trust. And trust is how you build a book that lasts.

See you next Monday.

Kick ass take names,

Maximus F. Revenue IV

P.S. Looking for a step-by-step system to build a book-o-biz from scratch? Check out Producer Playbook.

This is literally the process Micah used to build two $1,000,000+ books from scratch with cold outbound.