BOR or Bust

About BOR or Bust

BOR or Bust is a podcast for insurance producers who are done settling for second place. Hosted by Daryl Henry and Nick Aube, BOR or Bust is real, honest conversation about what actually works in insurance sales—Broker of Record strategy, building a book, winning large accounts, handling rejection, navigating underwriters, and betting on yourself when the stakes are real. Because BOR is not just a way to win new business. It’s a mindset. It means going all in. It means betting on yourself. It means believing you’re worth it. And refusing to accept second place as an acceptable outcome. For us… it’s BOR or Bust, baby. GET THE PRODUCER GROWTH SYSTEM FOR FREE! COLD CALL SCRIPTS, QUALIFYING CALLS, AND HOW TO CLOSE THE DEAL --https://producer.systems/ (https://producer.systems/) WORK WITH NICK -- https://calendly.com/producersystems/bor-strategy-call-nickaube (https://calendly.com/producersystems/bor-strategy-call-nickaube) WORK WITH DARYL AT BITNER HENRY -- https://bitnerhenry.com/careers-home/ (https://bitnerhenry.com/careers-home/)

Publisher

Daryl Henry

Category

business

Language

en

Explicit

Yes

First episode

25 May 2026

Latest episode

6 Oct 2026

Latest episodes

21 episodes in the feed.

1. 

   6 Oct 2026

   Nick Shuts Down the Agency — What He Learned + How to BOR When You Can’t BOR the Market.

   Nick shut down the agency. But he isn't thinking smaller. He's pursuing a bigger vision—and he believes he's found a faster path to building it. In this episode, Nick explains why he decided to close the agency, what the experience taught him, and why he's shifting his focus toward building the environment producers need to grow. And there's another big announcement: Nick is giving away the BOR Growth System for FREE. The complete system—including the frameworks, scripts, videos, and sales process Nick has developed for winning commercial insurance business through Broker of Record—is being opened up for producers to use. Then we get into what happens when that system meets the messy reality of commercial insurance sales. What happens when you want to use a BOR strategy—but you don't have access to the incumbent carrier? Do you just go back to quoting? We don't think so. Instead, we unpack the idea of creating a BOR Standard: defining the level of commitment you require from a prospect before investing your time, expertise, and market relationships—even when a traditional Broker of Record letter isn't available on the incumbent carrier. We get into: • Why Nick shut down the agency—and why he sees it as a faster path toward a bigger goal • What he's building instead • Why the BOR Growth System is being released for free • What going back into production taught Nick • Committed revenue vs. bound revenue • One-call vs. two-call sales strategies • Using market reconnaissance to build the right strategy • How to compete against direct writers and inaccessible markets • Getting BORs for the rest of the marketplace • When strategic quoting can actually make sense • Why your BOR standard should change based on your competitive environment • How to determine whether a prospect actually intends to work with you • Why the strategy itself has value—even when the prospect doesn't hire you The BOR letter is a tool. The bigger idea is having a standard for how you operate. How much commitment do you require before you're willing to invest your time? When should you quote? When should you demand the BOR? And when should you simply walk away? That's what we work through in this episode. BOR or Bust, baby.

2. 

   2 Oct 2026

   BONUS: We Weren’t Done — What Happens when you can’t BOR the Incumbent Carrier?

   We already ended the episode. Then we kept talking. Nick had about ten more minutes, and we were still trying to figure out what happens when you win the BOR—but you can't take over the incumbent carrier. So we turned the microphones back on. Because this is where the BOR strategy gets complicated. What happens when the prospect wants to work with you, but their current carrier won't let you take over the policy? Do you walk away? Do you quote around the incumbent? Do you get the BOR for the rest of the marketplace? And how do you make sure the incumbent broker doesn't use their position to beat you anyway? That conversation led us somewhere bigger. Nick isn't just solving the problems of a producer anymore. He's solving the problems of an agency principal. Carrier access. Volume. Leverage. Market relationships. And the reality that when you're the smaller agency, sometimes you have to fight a little guerrilla warfare. But by the end of the conversation, Nick starts asking a different question: What if we're thinking about the incumbent broker all wrong? Instead of fighting the fact that they're still involved, what if we lean into it? There might be a better BOR play hiding in this problem. We have some ideas. That's next week's show. This is the conversation after the conversation. BONUS: We Weren't Done — What Happens When You Can't BOR the Incumbent Carrier?

3. 

   29 Sept 2026

   Nick Got the BOR. He Got Rolled Anyway.

   Nick got the BOR. The prospect committed. The strategy worked. He delivered an option. And he still lost the account. In this episode of BOR or Bust, Nick breaks down a brutal month where he generated roughly $130,000 in committed revenue—only to watch deal after deal fall apart during fulfillment. That leads us into a much bigger conversation: Is getting the BOR really enough? We dig into the difference between committed revenue and fulfilled revenue, why producers may need far more lead volume than they think, what happens when your carrier doesn't deliver, and how market access changes the effectiveness of a BOR strategy. We also talk about what producers can actually control: lead volume, positioning, their standard for accepting opportunities, and the products they choose to sell. Along the way, we somehow get into glitter, shoplifting, Stoicism, Hertz Rent A Car, Chihuahuas, Corgis, and an incumbent broker calling a client from the hospital. This one went places. If you're an insurance producer trying to grow a commercial book, this is an honest conversation about what happens after you get the commitment—and why getting the BOR doesn't necessarily mean you've won. BOR or Bust is about building an insurance book by becoming the broker clients choose before the quoting starts. Subscribe for weekly conversations about insurance sales, prospecting, broker-of-record strategy, lead generation, commercial insurance, and building a high-performance book of business. It's BOR or Bust, baby.

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

Apple Podcasts (US)

4.0 / 5

4 ratings

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Guest appearances

Does not typically book guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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