The Habits of a Seven-Figure Producer with Thomas Cox

Most sales managers will tell you that the only way to write seven figures in new business is to follow a rigid, uncompromising metrics plan—100 dials a week, three meetings a day, come hell or high water. But what if the secret to elite production isn't a strict script, but rather what we call "opportunistic chaos"?My guest, Thomas Cox, Vice President at Lockton, joins me to share how he broke records by generating $1.7 million in new business in a single year using an unconventional approach to prospecting. Thomas walks us through his background - from playing college basketball when he wasn't cut out for it, to enduring Navy SEAL boot camp, to making the high-stakes jump from carrier rep to broker. We discuss how to drop your ego to learn a new industry, why your physical and mental health dictates your "commission breath," and how to master the art of being "always around, but never in the way." If you are feeling completely drained by your current sales routine, this episode is a breath of fresh air.▶▶ Sign Up For Your Free Discovery Callcompletegameu.com/agaKEY MOMENTS(00:00) Intro(01:26) The Accidental Walk-On: Riding the Bench as a 6'4" Center in LA(03:17) 29 Days in Boot Camp: The Navy SEAL Dream and an Earth-Shattering Injury(04:40) The Airport Encounter: How a MetLife Executive Launched Thomas into Insurance(08:12) Shifting Territories: Climbing the Corporate Ladder at MetLife, Aetna, and Guardian(10:08) Burn the Ships: Making the Unconventional Leap from Carrier Rep to Broker(12:21) The Reality Check: Why Your Golf Buddies Shouldn't Be Your First Prospects(14:56) Dropping the Ego: Sitting Next to Account Teams to Learn the Watch is Made(18:19) Breaking Records: Writing $1.7 Million in New Business In One Year(20:30) Reversing the Drain: Moving from Hated Cadences to Relationship Networking(23:52) The Health Journey: How Physical Wellness Eliminates Your "Commission Breath"(26:42) Outcomes vs. Tactics: Managing a Calendar Without a Rigid Activity Plan(28:36) Opportunistic Chaos: Blocking Time to Go Ballistic on Messaging(31:37) What Separates Mentally Tough Producers from the Rest of the Field(35:58) Thomas’s Lightning Round: Whoop Data, Tonal Lifting, and Singing the National Anthem at a Royals GameCONNECT WITH ANDY NEARY📲 Schedule a free discovery call:completegameu.com/agaSubscribe and listen to the Accelerate Your Insurance Sales Podcast 🎙 here:https://podcasters.spotify.com/pod/show/andy-neary7 🎯 Subscribe to the podcast on YouTube 🎥:https://www.youtube.com/channel/UCyqBg5tL_1G1tf7Wo98tMgg💬 Join the Complete Game text community:Text the word BROKER to 414-622-1462Connect with Andy Neary on social media: LinkedIn: https://www.linkedin.com/in/andyneary/Instagram: https://www.instagram.com/andy_neary/