Insurance Producers as Startup Founders: How’s Your “Book” of Business Growing?

Building an insurance book of business is not so different from launching a startup. Producers, like startup founders, take an idea—a market need—and build something from the ground up, often with little more than ambition, resilience, and a vision for the future. They’re not just selling policies; they’re creating relationships and a reputation. But as with any startup, growing a book of business is far from easy. It’s a blend of soft skills, strategic thinking, and the drive to push through barriers.

So, how’s your “startup” going? Let’s look at what makes insurance producers the startup founders of their field.

Resilience: Bouncing Back from Rejection and Setbacks

Starting from scratch means facing plenty of “no’s” along the way. Successful insurance producers, like entrepreneurs, develop a high tolerance for rejection. The ability to move forward after experiencing rejection is what makes an effective producer. 

The reality is that not every call, meeting, or pitch ends in a sale, and that’s okay. Like startup founders, producers must learn to be resilient despite countless failures and rejections. 

Focus: Building Toward a Vision, One Client at a Time

Effective producers know that creating long-term vision for growth is more important than a sale. Having a holistic perspective makes producers successful. Much like a founder nurtures their product vision, producers treat each new policyholder as part of a larger journey.

Each client represents a step closer to a thriving “business.” This requires a sharp focus on what matters—providing value, building trust, and delivering consistent service.  Having a vision maintains a clear sense of direction and motivation. 

Empowerment: Taking Ownership of Success (and Failures)

What makes startup founders successful is taking responsibility of not only success but also failures and everything in between. A producer with an ownership mindset tends to be more proactive than reactive. Being decisive and having the confidence to advocate for their clients proves that a producer is independent and empowered. 

Having an ownership mindset gives producers the capability to create solutions tailored to each of their clients, further increasing impact and strengthening relationships.

Soft Skills: Building Trust and Establishing a Lasting Brand

For a startup founder, brand reputation is everything. For an insurance producer, it’s no different. Building trust with clients isn’t just about selling insurance; it’s about showing empathy, understanding needs, and offering guidance. People aren’t just buying a policy—they’re buying into the person and agency behind that policy.

Soft skills are essential. These are the listening skills, communication finesse, and emotional intelligence that make clients feel valued and understood. As producers grow their client relationships, they’re not just building a book of business—they’re creating a brand reputation that can fuel referrals, strengthen loyalty, and ensure long-term success.

So, as you move forward in your career as an insurance producer, ask yourself: How’s your startup going? Embrace the entrepreneurial spirit, invest in these skills, and you’ll see your “business” flourish one client at a time.

At Hirst Coaching, we’ve developed a different approach by teaching skills and strategies that help producers overcome blocks, improve their performance, and enjoy their careers. These deeper changes create greater motivation and better performance and have lasting effects. This isn’t just about getting more sales; it’s about changing the way producers approach their work, building lasting resilience, and creating a sustainable path to success.

So, what’s next? With our Powerful Producer Masterclass, you’ll gain the tools to improve your mental resilience, and find greater fulfillment in your career. Learn more here: www.powerfulproducer.net.

And remember, you can start anytime. Producers may eventually get there on their own, but what is the opportunity cost of not getting there sooner?