From 118 Clients to 25: How Focus, Questions, and Courage Created a Breakthrough

What happens when you go from 118 accounts down to 25—and your income quadruples in the process?

"I had to learn how to see through their eyes."

That kind of shift doesn’t happen by accident. It’s the result of clarity, hard-earned wisdom, and the courage to change.

On the Profiles in Risk podcast, Jerry shared a pivotal part of his journey—one that transformed not just his business, but his entire approach to work, life, and leadership.

The Big Secret? Focus.

At the height of his early career, Jerry was handling 118 accounts. But something wasn’t clicking. He realized he needed to get laser-specific on who he worked best with: who he understood, could connect with, and could see the world through.

So, he made a bold move—he reduced his book to just 25 accounts. But these weren’t just any accounts. They were bigger, more aligned, and a better fit for his strengths.

The result? Less time, more fulfillment, and a book of business that quadrupled in size.

The Second Secret? Ask Better Questions.

Jerry became a student of every client conversation. After tough meetings, he’d return to the office and debrief—writing out what was said, what worked, and what didn’t.

This habit turned into one of his biggest differentiators: the ability to ask the kind of questions that opened doors, built trust, and created momentum.

“I learned from a lot of butt kickings.”

Why He Walked Away From “The Dream”

At one point, Jerry had everything producers aim for: financial freedom, recognition (including being named one of Rough Notes' 25 Most Innovative Agents), and time with his family. So why walk away?

Because helping others achieve the same success was even more rewarding.

Calls started pouring in—hundreds of producers and agency leaders asking how he did it. What started as a few conversations turned into a coaching practice that’s now impacted thousands across the U.S. and Canada.

“People started telling me, ‘Jerry, you seem more energized helping others do what you did.'"

The Real Shift

This story isn’t about reducing your account list or becoming a coach—it’s about stepping into your next level.

It’s about recognizing that your greatest breakthroughs won’t come from doing more, but from getting focused on what works, who you’re meant to serve, and how you grow from every interaction.

In a world chasing more, the real breakthrough comes from choosing less—but better. Focus with intention. Work with those who energize you. Build success that scales with your values.

Through our ELEVATE180 programs, your future becomes predictable. Transform your future by understanding yourself and your team in order to maximize your energy, capacity, and capability. If you’re ready to reach your fullest potential and unlock your Bigger Future, reach out to us. We’d love to schedule a call to explore how we can help you avoid burnout and elevate your success.

ELEVATION180 is a transformational coaching and mentoring organization that elevates your performance to achieve freedom, lifelong sustainable results, and a bigger future. Discover more by visiting www.ELEVATION180.com.

For insurance sales producers and agencies our GROWTH180 programs help you to transform your future by growing their book of business year after year.

For businesses, teams, and leaders, our ELEVATE180 programs help you transform your future by understanding yourself and your team to maximize energy, capacity, and capability.