Why a $5M P&C Agency Owner Stopped Producing

Gerry Rivas opened a captive insurance agency in September 2019. Then COVID hit, the agency did not grow, and he had to sell it. He walked into his interview at John Galt Insurance and said it straight: "I'm just like an epic failure right now." He told Pete and Kyle he was not there to reinvent the wheel. He just wanted to follow a system that works. Today he and his wife Kimberly run a $5 million book that has grown about 30% year over year since they started. And when Gerry went back into his own agency, he made a choice most owners will not make: He stopped producing, and put that time into his team and his referral partners. What you'll discover in this episode: - How one referral partner turns into three more introductions, and why that "stacking" is what got him to a million dollars in production - Transactional versus relational: The test that tells you which one you are - How he hires producers on commission, and what he says to the candidate who walks in asking for a $100,000 salary - Why he interviews people all year long, even when he is not hiring - The question that changed how he manages: Would you like working for you? - Why he signs two to three new referral partners every month now that he is not producing Pete Poggi grew a P&C insurance agency from $3 million to $180 million in 84 months. Personal lines only. No cold calls. He now works with independent P&C insurance agency owners who are stuck between $2 million and $5 million in premium and cannot scale past themselves, teaching the systems, hiring standards and referral relationships that turn a top producer into an agency owner who actually owns their agency. If this one helped, follow the show so you don't miss the next episode, and send it to an agency owner who is afraid to hire. Learn more at www.PetePoggi.com