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BOR or Bust: Daily Summaries Delivered
by Daryl Henry
BOR or Bust is a podcast for insurance producers who are done settling for second place. Hosted by Daryl Henry and Nick Aube, BOR or Bust is real, honest conversation about what actually works in insurance sales—Broker of Record strategy, building a book, winning large accounts, handling rejection, navigating underwriters, and betting on yourself when the stakes are real. Because BOR is not just a way to win new business. It’s a mindset. It means going all in. It means betting on yourself. It means believing you’re worth it. And refusing to accept second place as an acceptable outcome. For us… it’s BOR or Bust, baby.
Latest Episodes
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- 4 days ago58 min
Getting Account Managers to Buy Into BOR + A Prospect Asks Daryl “How Do I Hire You?” in 15 Minutes
Getting a prospect to buy into your BOR strategy is only part of the job. You also need your account manager on board.In this episode of BOR or Bust, Daryl Henry and Nick Aube unpack the producer–account manager relationship: why friction happens, how to divide responsibilities, and how to explain the benefits of getting a client’s commitment before asking your team to spend hours quoting.Then Daryl breaks down a 15-minute sales conversation that went from an irritated prospect to one asking, “How do I hire you?”Nick and Daryl examine what worked, where the conversation could have been smoother, and why the prospect revealed his deeper frustration only after Daryl offered a useful strategy.We cover:• How to get account managers to buy into the BOR approach.• Why approaching markets and negotiating finalized quotes are different requests.• How producers can reduce wasted work for their service teams.• Why you might be blowing past a prospect’s pain while trying to find it.• How to sell the strategy before selling yourself.• The three-question loop that helps move the conversation toward a decision.Real sales conversations. Honest breakdowns. A few completely unnecessary detours.BOR is a mindset. Bet on yourself.
- 1 weeks ago1h 12m
How I Locked Up a $7K Renewal and Eliminated My Competition
What if you could save your client $12,000 on their insurance renewal, protect a $7,000 revenue account, and eliminate the need for competing brokers?That's exactly what Daryl did.In this episode of BOR or Bust, Daryl and Nick break down the negotiation strategy that helped turn a potentially competitive renewal into a win for everyone involved.Instead of waiting for competing brokers to bring quotes, Daryl started 90 days before renewal, built a complete submission, created competition among underwriters, and negotiated the best possible deal.The result? A $60,000 insurance premium dropped to $48,000, the client was thrilled, and no competing broker was needed.But that's just the beginning.Daryl and Nick dig into:How to structure a renewal negotiation strategy meetingWhy your clients think they need competing brokers — and how to change their mindsHow to negotiate with underwriters instead of simply collecting quotesWhy giving clients ownership of the renewal makes your job easierHow to get clients to complete underwriting requirements without constantly chasing themHow to create leverage with incumbent carriers without shopping the market every yearWhy the best brokers give clients options instead of making decisions for themPlus, Daryl shares a story about his nine-year-old son's football practice that reveals why doing hard things never really gets easier — even when you're a successful producer.And, somehow, the conversation includes dirty toilets, questionable math, and an offer of male surrogacy.This is BOR or Bust: real producers, real deals, real strategies, and absolutely no interest in being the second-place broker.Stop quoting. Start negotiating.Subscribe to BOR or Bust for weekly conversations about winning more accounts, getting more BORs, and building a better insurance career.
- 2 weeks ago1h 2m
How to Make Every Hour Worth More as an Insurance Producer
How much money is every hour of your workday actually worth?If you're an insurance producer, the answer depends on a lot more than how hard you work.Every day, you make decisions about where to spend your time. Which prospects deserve your attention? Which accounts are worth pursuing? When should you say no? And how much time should you invest in becoming a better producer?In this episode of BOR or Bust, Daryl Henry and Nick Aube explore how insurance producers can maximize the dollar value of every hour they work.We get into:Why being busy isn't the same as being productive.How to evaluate opportunities based on their potential return.Why chasing quotes can be an expensive use of your time.How to protect prospecting time from constant interruptions.Why developing your sales skills can be more valuable than simply increasing your activity.How raising your personal standards changes the economics of your career.Why believing in yourself matters when you're asking a prospect to believe in you.Along the way, we share stories about difficult prospects, bad drinking and smoking habits, waking up early, drinking celery juice, and anything else we felt like talking about along the way. Because the goal isn't necessarily to work more hours.It's to make the hours you already work worth more.It's BOR or Bust, baby!
- 3 weeks ago1h 7m
Closing a $30K Deal in 2 Meetings. Create Urgency with Stalled Deals. Fast Decisions Drive Growth.
$30,000 in revenue. Two meetings. Six weeks.That's what happened when a producer used the Broker of Record (BOR) strategy to win a $220,000 premium account.But the real lesson isn't just how quickly the deal closed. It's what happens when you stop chasing quotes and start getting prospects to make decisions.In this episode of BOR or Bust, Daryl Henry and Nick Aube break down why speed to decision is one of the most important drivers of growth for insurance producers.We get into one of the most frustrating situations in commercial insurance sales: the prospect who likes your strategy, knows they have a problem, but just won't make a decision.How do you create urgency without becoming a pushy salesperson? How do you follow up without constantly "checking in"? And when should you stop investing your time in an opportunity that isn't moving?We also get into the economics of a producer's calendar. If you're spending 10, 20, or 40 hours chasing quotes for prospects who haven't committed to working with you, what opportunities are you missing?In this episode:How a producer won $30K in revenue with just two meetingsWhy dissatisfied prospects still refuse to leave their incumbent brokerHow to use your renewal strategy to create legitimate urgencyHow to follow up with stalled prospects without sounding desperateWhy getting to a decision faster is more valuable than simply getting more quotesHow time blocking protects your most valuable selling hoursWhy being busy isn't the same as being productiveHow to increase the revenue-generating value of your timePlus, Nick and Daryl somehow find their way into plant-based diets, bad math, personal trainers, and Fourth of July celebrations.Because apparently that's how we teach insurance sales now.The bottom line: You don't grow your book just by working harder. You grow by getting better decisions, faster, and protecting the time you need to pursue the next opportunity.BOR or Bust is about strategy, action, and community.Subscribe for real conversations about building a better insurance sales career.
- Oct 6, 20261h 6m
Nick Shuts Down the Agency — What He Learned + How to BOR When You Can’t BOR the Market.
Nick shut down the agency.But he isn't thinking smaller.He's pursuing a bigger vision—and he believes he's found a faster path to building it.In this episode, Nick explains why he decided to close the agency, what the experience taught him, and why he's shifting his focus toward building the environment producers need to grow.And there's another big announcement:Nick is giving away the BOR Growth System for FREE.The complete system—including the frameworks, scripts, videos, and sales process Nick has developed for winning commercial insurance business through Broker of Record—is being opened up for producers to use.Then we get into what happens when that system meets the messy reality of commercial insurance sales.What happens when you want to use a BOR strategy—but you don't have access to the incumbent carrier?Do you just go back to quoting?We don't think so.Instead, we unpack the idea of creating a BOR Standard: defining the level of commitment you require from a prospect before investing your time, expertise, and market relationships—even when a traditional Broker of Record letter isn't available on the incumbent carrier.We get into:• Why Nick shut down the agency—and why he sees it as a faster path toward a bigger goal• What he's building instead• Why the BOR Growth System is being released for free• What going back into production taught Nick• Committed revenue vs. bound revenue• One-call vs. two-call sales strategies• Using market reconnaissance to build the right strategy• How to compete against direct writers and inaccessible markets• Getting BORs for the rest of the marketplace• When strategic quoting can actually make sense• Why your BOR standard should change based on your competitive environment• How to determine whether a prospect actually intends to work with you• Why the strategy itself has value—even when the prospect doesn't hire youThe BOR letter is a tool.The bigger idea is having a standard for how you operate.How much commitment do you require before you're willing to invest your time?When should you quote?When should you demand the BOR?And when should you simply walk away?That's what we work through in this episode.BOR or Bust, baby.
- Oct 2, 202612 min
BONUS: We Weren’t Done — What Happens when you can’t BOR the Incumbent Carrier?
We already ended the episode.Then we kept talking.Nick had about ten more minutes, and we were still trying to figure out what happens when you win the BOR—but you can't take over the incumbent carrier.So we turned the microphones back on.Because this is where the BOR strategy gets complicated.What happens when the prospect wants to work with you, but their current carrier won't let you take over the policy?Do you walk away?Do you quote around the incumbent?Do you get the BOR for the rest of the marketplace?And how do you make sure the incumbent broker doesn't use their position to beat you anyway?That conversation led us somewhere bigger.Nick isn't just solving the problems of a producer anymore. He's solving the problems of an agency principal.Carrier access. Volume. Leverage. Market relationships. And the reality that when you're the smaller agency, sometimes you have to fight a little guerrilla warfare.But by the end of the conversation, Nick starts asking a different question:What if we're thinking about the incumbent broker all wrong?Instead of fighting the fact that they're still involved, what if we lean into it?There might be a better BOR play hiding in this problem.We have some ideas.That's next week's show.This is the conversation after the conversation.BONUS: We Weren't Done — What Happens When You Can't BOR the Incumbent Carrier?
- Sep 29, 20261h 1m
Nick Got the BOR. He Got Rolled Anyway.
Nick got the BOR.The prospect committed. The strategy worked. He delivered an option.And he still lost the account.In this episode of BOR or Bust, Nick breaks down a brutal month where he generated roughly $130,000 in committed revenue—only to watch deal after deal fall apart during fulfillment.That leads us into a much bigger conversation:Is getting the BOR really enough?We dig into the difference between committed revenue and fulfilled revenue, why producers may need far more lead volume than they think, what happens when your carrier doesn't deliver, and how market access changes the effectiveness of a BOR strategy.We also talk about what producers can actually control: lead volume, positioning, their standard for accepting opportunities, and the products they choose to sell.Along the way, we somehow get into glitter, shoplifting, Stoicism, Hertz Rent A Car, Chihuahuas, Corgis, and an incumbent broker calling a client from the hospital.This one went places.If you're an insurance producer trying to grow a commercial book, this is an honest conversation about what happens after you get the commitment—and why getting the BOR doesn't necessarily mean you've won.BOR or Bust is about building an insurance book by becoming the broker clients choose before the quoting starts.Subscribe for weekly conversations about insurance sales, prospecting, broker-of-record strategy, lead generation, commercial insurance, and building a high-performance book of business.It's BOR or Bust, baby.
- Sep 22, 20261h 6m
Scripts That Get Prospects Intrigued. Closing Deals After Terms Change. Leads Without Cold Calling.
In this episode of BOR or Bust, Nick and Daryl work through three problems they’re dealing with in real time.Daryl has been testing a new cold-calling script with contractors—and it wasn’t quite working. Then a contractor gave him the exact language he needed to change the opening. A small tweak started getting a very different response.Nick is learning another lesson as he builds his agency: getting the BOR is only the beginning. Pre-indications change. Underwriters decline accounts. Pricing moves. Market access matters. We talk about how to work through those problems and turn a commitment into an actual bound account.Then we get into lead generation. Nick tried outsourcing cold calling and had 21 appointments scheduled in the first week—but almost nobody showed. So what parts of lead generation can actually be outsourced? Can producers build a pipeline without spending their entire day cold calling? And where do content, email, power dialers and inbound leads fit?This one is a real-time look at what happens when you stop talking about sales systems in theory and actually try to execute them.BOR or Bust, Baby.
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About BOR or Bust
BOR or Bust is a podcast for insurance producers who are done settling for second place. Hosted by Daryl Henry and Nick Aube, BOR or Bust is real, honest conversation about what actually works in insurance sales—Broker of Record strategy, building a book, winning large accounts, handling rejection, navigating underwriters, and betting on yourself when the stakes are real. Because BOR is not just a way to win new business. It’s a mindset. It means going all in. It means betting on yourself. It means believing you’re worth it. And refusing to accept second place as an acceptable outcome. For us… it’s BOR or Bust, baby.
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