Most P&C agencies want stronger retention, deeper client loyalty, and higher revenue per client — but overlook the one conversation that delivers all three. In this episode, Michael Jans talks with Trae White, multi-acquisition P&C agency principal whose agency was recognized as Top 10 nationally in life insurance performance, to break down the simple culture and system behind his success.
Trae reveals how he built a life-insurance pipeline inside a P&C agency, why he believes discussing life coverage is a moral obligation, and how these deeper conversations create durable, long-term relationships that strengthen the entire book.
You’ll learn the culture cues that get teams comfortable, the scripts his staff uses daily, and why the 1:15 benchmark is the perfect starting point for agencies that want measurable gains without changing their business model.
In this episode:
• How deeper protection conversations drive retention
• The pipeline Trae built for new & existing clients
• Why clients with life stay longer, engage more, and refer more
• How small policies create big loyalty
• The culture shift behind Trae’s national recognition
A powerful message for P&C principals ready to unlock the retention and revenue lift hiding in their own book.
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