Five common mistakes to correct
with the right mindset and strategy
By Brandon Aguirre
There is no shortage of advice for new insurance producers. Much of it sounds good in theory, but after spending time in the trenches myself as a producer, working alongside top agencies as a sales leader, and mentoring countless agencies as a former regional manager on the carrier and vendor side, I’ve seen a pattern of common missteps and, more important, I’ve seen how to correct them.
The problem is not a lack of talent or effort. In most cases, it comes down to five common mistakes that are entirely fixable with the right mindset and strategy:
- Mistaking activity for progress. New producers often confuse being busy with being productive. They make dozens of calls, drop in on businesses, attend events, and feel accomplished. But their pipeline remains cold.
The fix: Focus on quality, not just quantity. Producers need to identify whom they are targeting and why. Specializing in an industry or coverage line creates sharper messaging and stronger traction. Set aside time weekly for meaningful activities like discovery calls, pipeline reviews, and strategic follow-ups. Movement without direction does not build a book.
- Selling policies instead of solving problems. Many new producers lead with coverage and price. They focus on quoting instead of understanding the client’s business and pain points.
The fix: Shift the mindset from sales to solutions. Start asking deeper questions about operations, risk tolerance, and business goals. When you stop being a quote machine and start being a partner, clients trust you with more than just their renewals. They come to you for guidance, not just pricing.
- Ignoring their personal brand. Producers are in a relationship business, but too many show up as generic, interchangeable reps. They rely solely on their agency’s name or the carrier’s reputation instead of building their own presence.
The fix: Build a recognizable voice in the market. Use platforms like LinkedIn to educate, connect, and stay visible. Share insights, tell success stories, or highlight trends in your niche. When people know what you stand for, they come to you when the timing is right. Invisible producers get forgotten.
Most producers are not failing because
they are lazy. They are failing because they
were never given a clear blueprint for success.
- Expecting fast wins in a long game. Insurance is a business of trust, and trust takes time. New producers often get discouraged when the first few months do not yield closed deals. They assume they are failing when they are actually laying the foundation.
The fix: Set clear expectations. Celebrate small victories like first appointments, policy reviews, and client introductions. These are the early indicators of success. Stick to the process and understand that consistent effort compounds over time. The producers who win are the ones who stay in the game long enough.
- Trying to do everything alone. Some new producers think they need to prove themselves by doing it all—quoting, marketing, servicing, and selling. In reality, that mindset limits growth and causes burnout.
The fix: Learn to delegate and collaborate. The best producers know that their time is best spent on high-value activities. Leverage account managers, underwriters, CSRs, and leadership. You are not paid to process certificates; you are paid to bring in new revenue. Use your support team to help you stay in your lane and move faster.
Final thought
Producers don’t need more pressure; they need better coaching.
Most producers are not failing because they are lazy. They are failing because they were never given a clear blueprint for success. If we want to keep new talent in this industry, we need to do more than hand them a phone and a list.
We need to teach them how to think, how to connect, and how to sell the right way: by being valuable, not just visible.
The author
Brandon Aguirre is the director of business development for Renaissance in California, bringing nearly two decades of experience in the insurance industry. His background spans carrier relations, premium finance, agency network development, insurtech solutions, and leading high-performing sales teams. Brandon is known for building strong partnerships, driving growth, and helping agencies succeed in competitive markets.
Outside of work, Brandon has been happily married to his wife, Irma, for 13 years. Together, they are raising three boys and are committed to creating a strong family legacy built on love, hard work, and integrity.
