The Great Reinvention
Dear fellow agent,
I was in the room on May 12th. Sitting in those chairs at NAC, next to you, when Jon and Kristyn delivered the news.
I sat in that silence with you. I walked out to the buses with you. I was part of those conversations: the fear, the anger, the feeling of betrayal.
That moment is etched into all of us now. The moment State Farm signaled a different future.
Until that day, agents have been the bedrock of this company. "Like a good neighbor" was never a slogan invented in Bloomington. It was earned in communities, by agents and their teams.
Agents showing up in person after the fire, after the storm, after the worst day of a family's life. Agents at the school fundraiser, the ball game, the church hall.
The Good Neighbor brand exists because twenty thousand good neighbors (and their teams) were on the ground, being it.
Now the company those agents built is afraid. Competitors armed with AI are taking ground, and State Farm is reacting the way people and institutions react when they feel their survival threatened: from fear, from self-protection.
Yet, the agents who gave the company its market leading position have been left feeling like collateral damage. Pushed aside. Dishonored.
While I understand the company's reaction, I don't excuse it.
There is a difference between reacting from desperation and responding from strength: between letting the environment decide what values you show up with, and letting your values shape the environment.
Every one of us is picking a side right now, whether we mean to or not. State Farm's desperate reaction does not have to cause us to react fearfully too. Our response is a choice.
I joined State Farm for one reason only:
I saw a culture of generosity that mirrored my own.
Agents sharing their knowledge freely. Employees who spanned generations. A mutual company that could honestly say it worked for the customer, not the shareholder. I planned to give thirty years of my career to that company.
I've benefitted from that culture. And, I've contributed to it.
But, on May 12th, I watched fear and insecurity thwart that culture.
I won't let the threat of AI revolution rewrite my values.
And, I don't think you should let it rewrite yours, either.
Like you, I have spent many waking hours thinking about what the future holds and the next phase of this career.
Your struggles weigh heavily on me. I feel the betrayals you feel. I feel the urgency you feel. Every day I talk to agents I can't help but feel a sense of duty.
Which is why I am dedicating the remainder of 2026 exclusively in service to agents.
Many of you have suggested I charge for what I have to offer because you've recognized its value. I appreciate your entrepreneurial spirit!
While I could do well, financially, by serving 10 or 50 agents, right now.
I cannot wipe one pervasive thought from my mind:
Thousands of agents need help right now.
And, I believe I can help.
Below, I will be inviting you to join The Great Reinvention.
And, I will not ask for anything financial in return.
If you're planning to leave State Farm, I believe the clock is counting down. You still sit on an excellent business opportunity (your current contract) until December 31st, 2027. Every month you tighten things up and sock away resources prepares you better for life after State Farm.
If you're planning to stick with State Farm beyond 2028, I believe that time is of the essence. Your 2028 compensation will be set by your 2027 performance. Which means you need to arrive on January 1st, 2027 confidently ready to hit every Variable Compensation metric from day one.
- You need every gap in your team filled. New recruits need to be onboarded, trained and confident.
- Your team needs to be laser-focused on growth. Free from the burden of service work. Trained and honed for sales excellence.
- You need the resources locked and ready to deploy into growth. You need clarity on where, exactly, to deploy them in order to maximize your results.
Succeeding in 2027 means starting 2028 in a Cycle of AbundanceTM which can be easily maintained.
Failing in 2027 means starting 2028 in a Cycle of StruggleTM - where you will have to sacrifice something in order to drag yourself out.
While I can't solve every problem above, I can position you to succeed in all of them. My expertise and areas of mastery are in operations and growth.
The Great Reinvention will help you in two ways.
Become a Master of Operations
Relentlessly cut the burden of service so you can redirect your team to growth, or retain more profits for yourself.
I ran a $4.8 million book of business on $114,000 of service payroll a year; that's 80% gross margin on service revenue while maintaining the second lowest lapse:can rate in my territory and a 4.9 star google rating.
I will show you how. And, you won't have to cut service level (or your staff) to do it.
Become a Master of Growth
Build an efficient engine of growth that will maximize your VC results in 2027 - even with limited resources.
My average annual growth rate was 24.08% from the year I opened my doors; without going into debt to fuel growth, ever!
A decade of my career was spent as a world-class growth hacker in the tech industry. Over 100 clients from around the globe came to me with tiny budgets and big aspirations. I helped them engineer growth into their companies, raise capital and exit. My consulting company was written about in The Wall Street Journal, Wired Magazine (UK) and Entrepreneur.com.
Before December 31st, 2026, I will show you how to use every leverage point you can to maximize your results in 2027.
This is not sales training. If you're looking for sales training for you or your team, there are plenty of great programs offered by amazing vendors. Please look to them.
The Great Reinvention will run from September 3rd through the end of 2026, and will include at least three programs:
Work in Waves
Weeks 1–4Turn the chaos in your agency into structure, cut out wasted time and free up 25% of your team's time from the burden of service.
Master the Wave
Weeks 5–8Bring relentless efficiency to every piece of work your team does and free up another 25% of your team's time from the burden of service.
Grow in Waves
Week 5 – end of yearTest and measure the engine of growth behind your agency so, when 2027 lands, you know exactly where to invest your resources to maximize growth.
The Great Reinvention has no financial commitment or expectation, upfront or ever. This is my 'thank you' to State Farm agents for all they have given to me over my career. It is my final act of service, before I move on.
Many of you have viewed my acts of generosity with cynicism. I get that. You've given much of yourself to a company which has turned around and betrayed you. You're on high-alert right now.
While I understand your cynicism, I only hope you can suspend any disbelief long enough to peer behind the curtain and get involved. What do you really have to lose by taking a look?
While this is an act of service, I do hope for something:
Ambitious Impact
As much as I can help a few agents, I'd like to help thousands. I am a purpose-driven person. It's what drew me to the insurance business. My first startup vision, at 19 years old, was to 'solve poverty'. It's what I derive personal 'value' from.
Experience
I intend to learn from every interaction I have with all of you. I have a operational methodology that serves small teams, but it has been tested in only a few businesses. Working with all of you will sharpen and deepen my methods.
Case Studies
There is only so much 'selling' I can do about how amazing and impactful my methods are without other people's real life examples. I'm hoping some of you will help me document and share your stories.
Advocates
I'd terribly like to have some people in my corner, openly advocating for me in public. I'm hopeful that the service and value I offer you will inspire some of you to express that to others.
There is no obligation for you to do anything above. Please get involved and gain as much value as you wish, freely, without expectation.
My culture is generosity. It's what I teach my kids. It's what won me over to State Farm. It's what connects me to all of you.
I hope this act of generosity inspires you as you take on your future.
Reject fear. Respond from strength. Values intact.
Jay Scott
The Work In Waves Guy
Generosity over greed. Service over self.
You have 112 days.
2028 compensation is set by 2027 performance. 2027 performance depends on 2026 preparation.
Game Day is coming.
Will you be ready?
Jan 1, 2027: What a ready agency looks like
Your ability to hit Variable Compensation targets in 2027 has everything to do with the state of your agency, your team and your workload as you land on January 1st. So what does a successful start to 2027 look like?
A team free from the burden of service, and focused on growth.
The average agency spends 70% of their time on service. The team reacts to the day. Whatever screams loudest gets focused on. This leads to wasted effort spent constantly switching from different-task to different-task.
To have a team that is focused on growth, you need to free them from this burden. That means turning the chaos into structure, and making every piece of work as efficient as possible.
Cut your service burden in half now, and you can spend the rest of 2026 retraining and redirecting your team, and preparing them for full focus on sales in 2027.
When 2027 rolls around, you can flip their time spent training onto time spent selling. Halve your service time in 2026 (from 70% to 35%), and you will double your sales time in 2027 (from 30% to 65%).
What could you achieve with double the team's time spent on sales?
A team with no gaps.
Starting 2027 with gaps in your team will mean less performance in the early part of the year, and intense pressure in the latter part of the year. Knowing every role you need now, recruiting outside or repositioning inside to fill gaps, and rapidly training and onboarding people into those roles in 2026 is pivotal to having a focused and effective 2027.
Salespeople who can sell, well.
Close rate of your salespeople is the #1 lever you can pull to maximize the results you achieve with your marketing investments. But how will you hone your team if they're bogged down and don't have the time to learn, and you don't have the time to coach them?
Creating capacity in your team's day (and yours) to invest in development, training and coaching in 2026 will pay dividends in 2027. Without freeing up their time, and yours, you're forcing your team to squeeze in small chunks of training, into an already chaotic day. That's low-integrity, and it won't move the needle.
An agent in total control of their time.
Almost every agent's day looks just like their teams day: chaotic and focused on 'fires'. That makes focusing on what matters most difficult to justify. Building structure and systems into your day to wrangle the chaos into manageable buckets that don't rob you of your time, in 2026, is the secret sauce for being ready for 2027.
Clarity on where to invest your growth resources.
It's hard to know what exactly is working, how well it's working, and what to stop doing in a State Farm agency. So much of the marketing engine is restricted and constrained by corporate. But it is possible.
If you've done some testing, got some measurements, placed focused effort on the parts of your growth engine that need the most work, then the good news is that you will arrive at 2027 with clarity. Where to place your capital to drive enough leads and hit your targets. Where to monitor your team for consistency so that those leads get worked and won to their maximum potential.
Getting that data now, is vital to deploying your capital effectively in 2027.
This all sounds like a lot. I know. But with focused execution, I promise, most, if not all, of this is achievable by the end of the year. But the earlier you start, the less pressure you will face trying to squeeze it all in before the clock runs out.
The Great Reinvention is built to get you there.
We've built this to fit the fragmented day of an agent, as video-on-demand. Plus lots of access to live-support when you want it.
No need to wait until December to access it. No sitting around waiting for someone to offer a webinar or a seminar or a workshop or a retreat to start setting yourself up for success. Immediate, self-directed access, starting September 3rd.
- Four months of guided content and support in implementation.
- Content that is fast-paced, practical and punchy to respect your time.
- As little as 15 min of learning a week, followed by your execution.
- Community and support from agents in the same boat as you.
- Access to coaching and live guidance in office-hours. Plus text and email.
- Proven playbooks to copy, or tailor to your agency, to save yourself time.
Every hour you invest will buy back an hour of your time, or your team members' time, every week thereafter.
Today
Pressure on your time and money.
Pressure is on. Money is tight (and better spent in 2027). You're juggling the day-to-day burdens while trying to set yourself up for 2027 success. It's hard.
Which is why this program is offered with no financial cost. And, why the first part of the program (four weeks) will buy back one quarter of your time, and your team's time. The goal of this program is to free up your capacity, not put more on your plate.
First Four Weeks
Free Up 25% Capacity
Work in Waves™ · Weeks 1–4Over a quarter of your team's day is lost to chaos: switching from one thing to the next, interruptions running their day instead of them running it. In four weeks we build structure into that reactivity. We move the work out of the chaos, group similar work together, cut the time lost to switching, and start to Work in Waves. Your team will surprise you with how much they will get done, and how low their error rate drops.
The promise: 25% of your (and your team's) time back.
On a four-person team, that is like introducing a full-time licensed, experienced team member with no recruitment, training and onboarding cost.
Week Five to End of Year
Decide What To Do With Your Freed Up Capacity
The first four weeks buys you capacity. Capacity gives you choice. From week 5 onwards you decide what to do with your freed up time:
Buy more capacity
Master the Wave™ · Weeks 5–8By now, you've structured your team's day into waves of work. Next, it's time to buy even more capacity by optimizing every piece of work done. Master the Wave is about documenting every playbook, optimizing them, using templates, and matching the right person to each play. Doing this will unlock another 25% capacity, on top of the 25% you previously freed.
Invest in your team
Weeks 5 – end 2026To succeed in 2027 you need an excellent team to show up in full force. That means you need to invest in their training and development now, and not under pressure. Give them uninterrupted space for development so they can arrive at 2027 prepared and confident. Plus, you may need to retrain and reposition existing team, or recruit and onboard newbies to fill gaps.
Invest in growth
Grow in Waves™ · Weeks 5 – end 2026You need every marketing dollar in 2027 to bring maximum production. Which means you need clarity before January 1st about where to invest. Between now and the end of the year, you will run small, targeted experiments to measure the effectiveness of your growth channels. You'll also measure your entire growth engine, spot the weak points, and intentionally strengthen them. Doing so will give you concrete clarity about where to place your precious marketing resources in 2027, and help you maximize every dollar spent.
Take the cash
AnytimeYou might have all the seats filled and jobs allocated, so freeing up capacity could mean freeing up cashflow. Whether you want those resources for yourself, now, or want to bank them now to deploy in 2027, cashflow gives you choices and confidence under pressure. Plus, you could deploy some of that freed up cashflow to investing in training programs, technology or infrastructure that sets you up for more certain success in 2027.
What about sales training? AI?
Not yet, but soon.
We're spoiled for choice when it comes to accessing true masters of their craft amongst the agency force.
All of them, right now, are encouraging you to buy their products and services because they too are aware of the urgency you face. You should do as many of these as you can. Just, not yet.
Right now you, and your team, do not have the capacity to add more to your plate. Every program being offered to you now is asking you to do more, not less. Do them, yes, but do them after you've completed the first four weeks of The Great Reinvention and you've won back your capacity.
How Much Do You Have to Gain?
Put your numbers in below and let's turn this theory into a promise statement.
5.6 hours of service per person, per day.
What reactive, unstructured days are costing you every week. The first four weeks give it back.
Capacity you buy back by doing the same work quicker, with templates and the right person on the job.
14 hours a week, for every person on your team.
What could your team do with 56 extra hours a week?
"My team will hate a new system being forced on them."
They would. So we don't do that.
This is not a system that gets applied to your team. It's a system built with your team, and that is the single biggest reason it takes hold in a real office. Here's what actually happens before anything changes:
- You survey your team. Even a team you know well will give you real perspective.
- We match the work to them, and they give feedback on the match.
- We map their workload, so nobody's day is designed on a guess.
- Nothing goes LIVE until everything is aligned. When people help build the thing, they don't resist the thing. They onboard themselves into it and then defend it.
What your team actually gets out of this
They stop being yanked in four directions and know what the next hour is for.
The interruptions get intercepted and routed instead of landing on whoever is closest.
Finishing things, visibly and repeatedly, is the difference between a tired team and a proud one.
Most frustration is the gap between what was assumed and what was never defined. This closes it.
A standing way to give feedback and see their idea change how the office works.
Work matched to what people are good at and enjoy. That's where morale and retention come from.
Your team isn't the obstacle to the change.They're the engine of it.
And the part you have to be honest with them about. The business has to adapt. An agency that reaches 2027 running the way it ran in early 2026 is under real pressure, and so are the jobs inside it. Being part of the adaptation is how a team protects itself. We'll show you how to have that conversation early, transparently, and in a way that pulls people toward you.
To participate takes an act of generosity.
The love letter above wasn't decoration. This whole program runs on generosity: extended from me to you, and from you to the next agent.
Joining costs nothing financially. But it does take an act of generosity from you:
Join for free. Set up your free account. Two minutes.
Get an agent to join you and unlock 30 days of free access.
Bring four agents, and unlock free access for the whole year.
Every 30 days is counted from September 3rd, or your start date, whichever is later. The program's material is available through December 31st 2026.
Why build it this way? Because thousands of agents need The Great Reinvention right now, and the ones who don't act in 2026 will drown in 2027: in chaos, in noise that doesn't move the needle, in a shortage of everything but demands. We owe it to each other to bring each other along.
Every agent who joins makes the whole thing more valuable for every other agent in the room. 1,336 State Farm agents are already using the tools and part of our community. Is there really any reason not to get involved?
Want access but don't want to get an agent to join you? Contact me.
Who this is for, and what it will actually be like.
This is for you if…
- You're a contracted State Farm agent with a team, or about to have one.
- Your day is reactive and you know it's costing you.
- Your processes live in people's heads rather than anywhere you can point to.
- You'd rather get moving now with something rough than wait six months for something polished.
- You're willing to put real hours in during the first month to get the rest of the year back.
This isn't for you if…
- You're not a State Farm agent.
- You want sales training, multiline training or a marketing course first. That's a different program, and honestly, a different moment.
- Your agency is already fully documented and fully optimized.
- You want a content library to watch rather than a system to install.
- You need everything finished, beautiful and bug-free before you'll engage.
We're optimizing for speed to value, not polish.
This program is deliberately early, and I want you to take that trade knowingly. The material is real and tested in my own agency and a few others. But some content will be rough-cut, some resources arrive the week you need them, and some of the software supporting it is still being built around you.
Every month I spend polishing is a month I rob you of implementing. Given what 2027 does to your 2028, I'd rather hand you something rough that works in September than something gorgeous in January.
If you'd make the opposite trade, wait and start later in the year. No hard feelings.
112days of runway left.
The program is live and self-paced. Every release is already waiting for you.
What closes is the road in front of it. Start now and you get 113 days before game day. Start in November and you have 61.