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In every industry, there are tools, tactics, and training materials.
But every so often, something deeper emerges — a framework that reframes the work itself.
The Art of Production was created for agents who want more than surface-level tips…
It’s built for those who want to think like strategists.
Inspired by the timeless teachings of Sun Tzu’s The Art of War, this modern field manual translates ancient principles of discipline, preparation, and tactical awareness into the world of insurance sales. Whether you’re a new agent seeking direction or an experienced producer craving clarity, this guide offers a fresh, elevated way to approach your craft.
It speaks to positioning, energy, client psychology, season planning, and the inner discipline required to build a sustainable, scalable book of business.
It’s not a script.
It’s not a checklist.
It’s a philosophy — a way of operating with intention instead of improvisation.
View the Manual
Why This Guide Matters
Insurance sales isn’t simply transactions and applications.
It’s strategy, timing, preparation, communication, and understanding people.
Agents who succeed long-term are agents who know how to:
• Plan before the season begins
• Navigate client conversations with clarity and calm
• Position themselves where opportunity flows naturally
• Protect their energy and momentum
• Adapt to market shifts
• Build systems that support growth
• Think beyond the appointment
The Art of Production distills all of this into a single, powerful resource written in a classical, treatise-style voice. It’s unlike anything else created for insurance professionals — and it’s designed to stay relevant year after year.
What You’ll Learn Inside
Without spoilers, the manual explores key themes such as:
Laying Plans — winning before the appointment even begins
Waging the Seasons — preparing for AEP, OEP, and SEP as strategic campaigns
Attack by Stratagem — guiding clients without pressure or conflict
Tactical Dispositions — positioning yourself where trust gathers naturally
Energy — using structure to create momentum
Variation in Tactics — adapting faster than the market shifts
The Agency on the March — building scalable systems and culture
The Use of Intelligence — acting decisively through knowledge
… and more.
Each chapter is written in a timeless, elevated cadence, designed to inspire as much as instruct.
Take it, study it, and let it shape the way you prepare, present, and grow.
Agents who operate with intention don’t chase success — they attract it.
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