| April 13, 2026 | Comments Closed |
The War for Producer Talent — Or a Failure of Growth Architecture?
A recent article by Bobby Reagan on producer mobility got me thinking about what’s really happening across the AU/NZ broking market. Yes, competition for top producer talent has intensified. But what’s emerging underneath is more telling: A growing willingness to bypass restrictive covenants to accelerate growth This isn’t just a legal or ethical issue. It’s…
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| April 6, 2026 | Comments Closed |
Growth Isn’t a Market Problem
There’s a familiar conversation happening across the insurance and financial services market. Most firms are growing — just not by very much. The explanation is usually external. Market conditions. Pricing cycles. Competition. It’s a convenient narrative. And in some cases, partially true. But it doesn’t explain the variation. Because if growth were primarily a function…
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| March 26, 2026 | Comments Closed |
When Value Is Vague, Price Takes Over
When price becomes the focus, it’s usually a signal that value hasn’t been clearly communicated. Client pushback on price is a clarity problem, not a client problem. In my latest podcast I outline how professionals can shift conversations toward outcomes, risk, and strategic importance. Listen here: https://lnkd.in/e8TM6Vf4
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| March 10, 2026 | Comments Closed |
Growth Isn’t Failing: Your Architecture Is
Across the insurance and financial services sector, growth investment has increased. More sales days. More producer targets. More acquisition activity. More marketing spend. Yet performance remains uneven: Volatile new business. Inconsistent producer capability. Retention leakage inside key accounts. Revenue spikes followed by plateaus. This is not a market cycle. It is a structural outcome. Effort…
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| January 23, 2026 | Comments Closed |
Trail books aren’t protected by the market — they’re protected by the continuation process
After reading a recent Mortgage Professional Australia article on rising trail book valuations, one thing stood out. There’s a lot of focus on premium multiples and buyer competition. All valid. But trail books rarely lose value because markets turn — they lose value because relationships aren’t actively managed. Valuations don’t collapse overnight They erode….
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| January 4, 2026 | Comments Closed |
How Top Professionals Allocate Their Time
Top performers don’t work longer hours — they work in the right activities. Research and experience consistently show that high performers spend around 70% of their available time focused on the Four Money-Making Activities: The Four Money-Making Activities (The Growth Zone) 1. Winning New Business Prospecting, first meetings, qualification, proposals. 2. Developing Existing Clients Rounding…
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| January 4, 2026 | Comments Closed |
100 Favourite Things & Moments of 2025
Here is my annual 100 Favourite Things & Moments of 2025 Creative Work, Ideas & Craft 1. Producing 52 weekly Top Producer Podcast episodes 2. Writing and distributing 12 monthly newsletters 3. Releasing my 5th book, Financial Services Sales Handbook 4. Recycling and repurposing old articles and ideas into new IP 5. Using a 365…
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| December 11, 2025 | Comments Closed |
Building a Brilliant Career with the ABC Model
In this episode, I break down how Attitude, Behaviour, and Competence work together as a powerful system for building a thriving, continually improving career. Success doesn’t happen in leaps—it builds in layers that compound over time. Listen here
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| December 1, 2025 | Comments Closed |
The Top Seven Marketing & Selling Questions
Every day, my inbox fills with questions about selling and business development. People want to know how to grow organically, strengthen their revenue base, and boost performance—without sacrificing the quality of service their clients expect. Chances are, you’ve had the same questions. And you’ve probably spent time on blogs, forums, or social media trying to…
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| November 27, 2025 | Comments Closed |
The ABC Self-Assessment: A Simple Tool for Becoming a Top Producer
In this episode of The Top Producer Podcast, I introduce the ABC Test, a simple but powerful self-assessment tool drawn from my book The ABCs of Professional Selling. Top performers don’t wait for external validation from markets, managers, or clients—they self-measure. I encourage you to rate yourself from 1–10 in each category and identify the…
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