It’s official.

I’ve had my three biggest years ever. Back to back to back since starting in the biz 15 years ago.

My first decade plus in the biz I was your typical $100k-$150k producer. But in the last 3 years it’s been more like $250k-$500k a year.

Now, you might be thinking:

“Well that makes sense. You’ve been doing it for a while. It’s natural you’d write more and more business over time.”

Here’s the catch.

I did it while leaving my entire book behind in 2022. Leaving the largest broker in the world for a smaller regional agency. Not bringing over a single client. Not being handed a single client. Completely green fielding an entire new state for my agency. With zero book or appointments in Texas when I started.

So what do I attribute this success to?

It’s not prospecting “like crazy”.

I’ve been doing that since day 1.

It’s the daily practice I adopted 3 years ago.

I’m convinced it’s the hidden secret behind the massive jump in revenue.

And it’s much less sexy than you might imagine.

It’s sitting in silence every morning.

Or as some people call it, meditation.

Why It’s A Gamechanger 

Meditation teaches you to become the observer of your own thoughts.

Instead of getting swept up in every emotion or reaction, it teaches you to create space between stimulus and response.

In sales, that space is everything.

Here’s a few ways it helps in your day to day:

Prospect Without Fear

Cold calling isn’t for the faint of heart.

Nobody likes facing rejection.

Before you even dial, your brain screams “they’re going to hang up on me”.

Meditation helps you observe that fear without getting swept up in it.

You notice the resistance, acknowledge it, and make the call anyway.

That little pause gives you power over the fear instead of the other way around.

Handle Objections Like A Zen Master

When a prospect pushes back, your instinct is to react defensively or start talking faster. 

Meditation builds the muscle to pause, actually listen to what they’re saying, and respond thoughtfully instead of reflexively. 

Instead of scrambling to “overcome” anything. You hear their answer and calmly address their concern.

That little pause creates tension too.

Often times, by pausing, you don’t even have to address their objection.

Your prospect will fill the silence by talking more.

Giving you more intel without you having to pry it out of them.​​​​​​​​​​​​​​​​

Exit The Emotional Roller Coaster 

Insurance sales can be exhausting.

It means juggling renewal deadlines, carrier issues, prospect follow-ups, and client emergencies. Often all at once.

Meditation doesn’t eliminate the stress, but it changes your relationship with it.

You see the chaos without drowning in it.

Problems become situations to address instead of crises that overwhelm you.

Write A Bunch of New Biz

Think about it.

That little pause between stimulus and response across thousands of interactions leads to thousands of better responses which leads to hundreds of thousands in revenue.

In an industry where emotional control and consistency separate top performers from everyone else, learning to be the observer instead of the reactor might be the most valuable skill you can develop.

And I think it’s why I’ve more than doubled my average yearly production 3 years in a row since adopting the practice.

How to Start Tomorrow

First thing when you wake up, before you check your phone or look at email, set a timer for 10 minutes.

Sit down. Close your eyes.

Breathe slowly in and slowly out.

Your mind will wander. That’s okay. When you notice you’re distracted, just return to your breath.

Slowly in. Slowly out.

That’s it.

Do it tomorrow morning. Then the next day. Then the day after that.

You’re not trying to empty your mind or achieve some mystical state. You’re building the muscle to notice when you’re reactive and choose a different response.

Ten minutes a day might be the best investment you make in your sales career.​​​​​​​​​​​​​​​​

Another great investment in your career?

Our Producer Playbook.

It’s my step by step guide to building a million dollar book of biz with cold outbound.

You won’t learn how to become a mystic or yogi in it, but it will help you write a ton of new business.

Check it out here.

Ok. Thats enough for this week.

Catch you next Monday.

Kick ass take names,

Micah Salas

P.S. Producer Games is now live. It’s our new app we just launched for producers. Think of it like a habit tracker, but for prospecting.

If your goal is to pound the pavement more this year, this might be just the thing to hold you accountable.

Here’s the link.