373. Rebuilding After a $6.5M Loss: Cole’s Blueprint for Massive Comebacks

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What’s in this episode:                                                                                                                     

After losing $6.5 million in premium in just 24 months, most agency owners would’ve tapped out. But Cole Caughern rebuilt—smarter. Michael and Courtney unpack the comeback: how he shifted his mindset, reorganized his team, and built a lean, high-performing sales engine.

You’ll learn why Cole ditched one-size-fits-all sales roles, how he uses data to cut waste, and what he looks for in top producers. Whether you're rebuilding or scaling, this episode is a blueprint for building a resilient, specialized team

 [00:00] The $6.5M premium loss that sparked the rebuild
 [02:30] Why hiring generalists was hurting production
 [05:00] Building a specialized sales team (and why it works)
 [07:30] Why the best reps only do one thing—and crush it
 [12:00] Starting over: physically easier, emotionally harder
 [14:00] What Cole would do differently in a cold market
 [18:00] How to spot warning signs before the market shifts
 [20:00] The moment things turned around—and what changed
 [23:00] His next strategy: in-person events + QR-to-quote pipeline
 [25:00] Hiring based on strengths, not just roles
 [27:30] Retaining top producers by aligning with passion
 [30:00] The 3 metrics Cole uses to measure daily performance
 [32:00] Why quoting more doesn’t fix your close rate
 [34:00] Stop plugging holes with Flex Seal—track the right data
 [37:00] How to get your team real-time coaching (without being in the room)

📱 Connect with Cole Caughern:  HERE

 ▶️ Watch the full episode on YouTube: HERE

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