Most insurance producers think they need more leads.What they actually need is more clarity.Clarity on:→ Who they serve→ Why they’re different→ How they want to grow→ And who should be referring them businessIn this episode of Getting Past the Premium, Elliot Bassett sits down with Abby Arcishewsky, founder of Archway Strategy, to break down how producers can build intentional, strategic, revenue-driving sales systems — starting with their value proposition and referral process.If you’re relying on COIs, but don’t have a plan…If your value prop is vague or generic…Or if your business development is ad hoc instead of engineered…This episode is a masterclass in fixing all of it.You’ll learn:✅ How to define your Ideal Client Persona (ICP) — and why generalists get referred junk✅ The 3 rules for qualifying great COIs (most people miss the last one)✅ How to reframe your intro to avoid the “I already have someone” objection✅ Why your value prop isn’t working — and how to build one that pulls prospects in✅ How curated micro-events can 10X trust and drive high-conversion referrals✅ The COI referral scripting strategy that gives you control over your positioning👉 Connect and follow us:Elliot Bassett, President & Partner at Ellerbrock-Norris | Co-Founder of LAUNCH | Host of Getting Past the Premium PodcastLinkedIn:  https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/Website:  https://getlaunch.io/👉 Connect with our guest:Abby Arcishewsky, Founder of Archway Strategy & ConsultingLinkedIn:  https://www.linkedin.com/in/abby-arcishewsky-cexp%C2%AE-cap%C2%AE-968a5276/  Website:  http://www.archway.consulting/_____________________🎙️ Sponsored by LAUNCHThis episode is powered by LAUNCH — the only risk platform that helps producers sell advice, not just insurance.With LAUNCH, you map real business risks in minutes, prove your value before quoting, and win the account by thinking like a CFO.Stop selling price.  Start selling insight.👉 Visit https://getlaunch.io/ and get past the premium._____________________Chapters:00:00 – Intro: Meet Abby Arcishewsky, Founder of Archway Strategy01:10 – From Private Wealth to Building Business Development Systems02:40 – The 5 Core Pillars of Sales Strategy05:15 – How to Define Your Ideal Client Persona06:50 – Why Generalists Get Bad Referrals08:45 – “I Already Have Someone” — Fixing Your Value Proposition11:55 – Overcoming Scarcity Mindset When Niching13:50 – How to Phase Into a Niche Without Losing Revenue15:00 – The Power of Intentional, Strategic Planning16:40 – The 3 Golden Rules for COI Relationships19:10 – Why Most COI Strategies Fail (and How to Fix It)21:15 – The Power of Referral Scripting + Coaching Your COIs24:00 – Why Education + Process Win the Referral Game26:30 – Give to Get: Referral Trust is Earned, Not Assumed28:00 – Curated Events as Referral Machines30:15 – How to Build Trust and Create Momentum Through Events32:50 – Event StraThis episode is sponsored by LAUNCH.In the world of insurance, independent agencies fight to survive. Brokers are forced to compete by blocking markets and bid for the lowest price. Worse yet, the industry is fragmented.Agencies find it difficult to collaborate across division on the same client. Millions of dollars in potential revenue are left on the table. And agency owners lie awake at night wondering how to scale.THAT’S WHERE LAUNCH COMES IN.Access the full-revenue potential in your existing book of business. See opportunities other agencies can’t. Offer more value. Gain a competitive advantage in a commoditized market.Visit https://getlaunch.io/ to learn more.