Leadership
Insurance Sales Leadership
Most agencies do not have a producer problem. They have a sales management problem that shows up in producer numbers, and the two are fixed differently.
What this covers
The scope
- Validation redesigned as a schedule with milestones, not a three year hope
- A sales management cadence: pipeline review, one to one, and a defined consequence for a missed goal
- Sales velocity and new business revenue separated from rate, so growth is measured honestly
- Reactivation of validated producers who have stopped writing, who are already on payroll
- Producer training built around the buyer's business risk rather than product features
- Comp and minimum thresholds reviewed against what the plan actually rewards
Investment
Scoped per engagement
Advisory and training engagements rather than embedded leadership, scoped and priced per project. Availability is deliberately limited, so we take a small number of insurance engagements at a time. Most engagements begin with a Growth Ceiling Evaluation, so scope is set against a diagnosis rather than a guess.
Start with an evaluationHow it works
What actually happens, in order
- 01
Read the numbers
Sales velocity, validation history, new business revenue by producer, and where the book is concentrated. Rate is stripped out so what was genuinely sold is visible.
- 02
Find the layer that is failing
Producer capability, sales management, comp design or accountability. These look identical in a revenue report and need entirely different fixes.
- 03
Install the cadence
Pipeline review, one to one structure, and an agreed consequence for a missed goal. This is the part the category skips and the part that holds.
- 04
Train against the gap
Producer development aimed at the specific deficit the diagnosis found, delivered on a rhythm rather than as a three day event that ends on a shelf.
Who we work with
Who this is for
Independent agencies
Principals who still carry a book and cannot manage a producer force at the same time, which is the most common structural bottleneck in the category.
Brokerages and sales teams
Sales managers promoted out of a top producer seat, running results only management because nobody taught them the other job.
Insurance executives
Leaders accountable for new business who need sales velocity and validation reported as numbers they can act on, not activity dashboards.
Who leads this work
Astrid Brillantes, Insurance Sales Leadership and Training
Insurance sales leader. $50M+ in sales revenue influenced in three years.
Talk to AstridClient feedback
What clients say
Justin Miller and Velocity Revenue Partners bring a true Fractional CMO approach to business growth and medical practice marketing. Justin combines marketing strategy, business development, and growth planning in a way that feels intentional and results driven. Professional, knowledgeable, and genuinely focused on helping businesses scale.
I am not a tech person and when Google locked my business account I couldn't figure out how to fix it. Justin said he could help and took over. Several back/forth getting info from me about business....he stayed on top of it and kep me in the loop during the entire process. Alas....my business account is visible and working! Highly recommend Velocity Revenue Partners
Working with Justin and Velocity Revenue Partners has been nothing short of exceptional. Even though we've only been collaborating for about three months, it already feels like we've been working together for years. Justin goes above and beyond for his clients, he's proactive, professional, and always one step ahead. He not only delivers results but does so with incredible efficiency and attention to detail. Every project, request, and follow-up is handled quickly and thoughtfully, making the entire process seamless. In an industry where responsiveness and reliability matter, Justin stands out as someone who genuinely gets things done. I'm truly grateful for the partnership and can't recommend Velocity Revenue Partners highly enough.Read the full review on Google
Really impressed with Velocity Revenue Partners. The owner personally reached out to me, took the time to understand my business, and even gave me some solid marketing advice right off the bat. Super helpful and genuine — highly recommend!
Questions
Frequently asked questions
Who leads insurance engagements?
Astrid Brillantes, who leads sales for a Florida insurance carrier and has influenced more than $50 million in sales revenue there across three years. Insurance work is hers rather than an extension of the healthcare practice, because the two markets share almost none of the same mechanics.
Why aim at sales management rather than producer training?
Because the evidence points there. MarshBerry found around 70% of firms use a performance improvement plan as the only recourse for a missed goal and nearly 20% have no consequence at all, and Rough Notes has written about the specific failure of promoting a top producer into management without teaching them the different job. Training delivered into that environment does not survive.
We already spent money on producer hires and lost it. Why is this different?
That is the normal experience, not bad luck. With validation running near 57% and producer success around 45.5% even at Best Practices agencies, roughly half of that spend fails by design. The work here is raising conversion on the investment you have already committed rather than asking you to commit more.
What does an engagement move?
Sales velocity first, because it separates what was sold from what rate delivered. Validation rate second. Both feed the Rule of 20, which is the number a principal and an acquirer both watch. We do not claim retention or EBITDA, which are driven by service and comp design as much as by sales leadership.
How long before anything changes?
The cadence is in place inside 60 days. Producer results follow the sales cycle, and in commercial lines that is bound by the X date, so a full picture takes a renewal cycle. Anyone promising faster has not sold in this market.
How much does it cost?
Scoped per engagement, because these are advisory and training projects rather than an embedded retainer. Availability is limited on purpose.
Is insurance sales leadership the right next move?
A short call. If it is not the right fit, I will say so and point you at what is.
Or call (727) 992-3817