MRL #119- The Daily Routine of a $1,000,000 Producer

“What the heck do I do?”

It’s the question almost every new producer asks themselves.

You get licensed. You get a desk. And then silence.

Full of ambition but having no idea what to do you start doing things…

Firing off emails, doing research, maybe even a few cold calls.

And when it doesn’t work, you start wondering:

“Am I doing this wrong… or am I just not built for this?”

I remember those days well.

I didn’t inherit my book. I’ve built this thing from the ground up. Twice.

And being the introvert that I am, I did it without shaking hands or kissing babies at networking events, happy hours, or conventions.

Just good old fashioned cold outbound.

So if that’s where you are…

Building from scratch, no handouts, no warm referrals…

Then maybe I’m worth listening to.

I don’t claim to have all the answers. All I can do is share what’s worked for me. And one thing I swear by is routine.

Not a fancy morning ritual. Not color-coded to-do lists. Just a consistent, repeatable routine that works.

Here’s what that looks like for me:

9:00 AM – Show up ready

Yeah, my day starts later than most.

Being a dad, I prioritize mornings with the family.

When I do eventually get to the office around 9:00, I clear out any lingering emails and take a quick glance at LinkedIn. If I’ve got something to say, I’ll post it. If not, I won’t force it.

Then it’s time to get after it.

10:00 AM – First call block

My CRM gives me my marching orders (InsuranceXDate).

Every follow-up is pre-scheduled. I don’t spend time figuring out who to call. I just pick up the phone and start.

My target is 40 calls a day. I usually knock out 20–25 in this first block.

I multitask while I call. If a client emails me, I’ll respond. If a service issue pops up, I’ll delegate it.

No hard or fast rules.

Just try to do the work that needs doing.

12:00 PM – Lunch

Nothing heavy.

Big lunches are the enemy of productivity.

Last week, a Jalapeño burger and tater tots derailed my entire afternoon.

Do not recommend.

2:00 PM – Second call block

After a light lunch and tying up any admin work, it’s time to finish off my 40 call target.

Once I hit my number, I’m done for the day.

Sometimes it’s 2pm.

Sometimes it’s 5pm.

I know my numbers, and I know if I hit this activity I’ll hit my yearly revenue.

So I don’t feel bad ending the day before 5, or 4, or 3, or whenever.

For me, it’s about doing the work, not punching the clock.

It takes as long as it takes.

BONUS: What My Drop-In Day Looks Like

I built my first book with drop-ins.

And I’ve been experimenting with it again recently to mix things up.

So, I thought I’d throw this out there for you too…

I like to map 10–12 drop-ins the night before using a route app, double-check the businesses are legit, and bring a stack of books and notepads with me.

The next day I leave around 9:30 a.m., hit as many as I can, and get back by 2:00 or 3:00 to tie up any loose ends or emails.

Nothing crazy.

I strongly believe face-to-face still matters.

Especially when no one else is willing to do it.

The Point of All This

My routine is simple.

And it works because I stick to it.

If you’re building a book the hard way, cold outbound with no shortcuts, you don’t need to reinvent the wheel.

You just need something that works. A simple routine to follow day in and day out.

That’s what this routine is.

So take it and make it your own.

If you want to build a $1M book, you don’t need to be flashy. You just need to be consistent.

See you next week.

Kick ass take names,

Micah

P.s. Want to learn how to build a $1M book? You can grab the full Producer Playbook here.