S5E10 | How to Fix Your Message So the Right Clients (and Referrals) Find You - feat. Abby Arcishewsky

Getting Past the Premium

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 business
In 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 Podcast
LinkedIn: https://www.linkedin.com/in/elliot-bassett-aip-cpcu-84499515/
Website: https://getlaunch.io/
👉 Connect with our guest:
Abby Arcishewsky, Founder of Archway Strategy & Consulting
LinkedIn: https://www.linkedin.com/in/abby-arcishewsky-cexp%C2%AE-cap%C2%AE-968a5276/
Website: http://www.archway.consulting/
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🎙️ Sponsored by LAUNCH
This 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.
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Chapters:
00:00 – Intro: Meet Abby Arcishewsky, Founder of Archway Strategy
01:10 – From Private Wealth to Building Business Development Systems
02:40 – The 5 Core Pillars of Sales Strategy
05:15 – How to Define Your Ideal Client Persona
06:50 – Why Generalists Get Bad Referrals
08:45 – “I Already Have Someone” — Fixing Your Value Proposition
11:55 – Overcoming Scarcity Mindset When Niching
13:50 – How to Phase Into a Niche Without Losing Revenue
15:00 – The Power of Intentional, Strategic Planning
16:40 – The 3 Golden Rules for COI Relationships
19:10 – Why Most COI Strategies Fail (and How to Fix It)
21:15 – The Power of Referral Scripting + Coaching Your COIs
24:00 – Why Education + Process Win the Referral Game
26:30 – Give to Get: Referral Trust is Earned, Not Assumed
28:00 – Curated Events as Referral Machines
30:15 – How to Build Trust and Create Momentum Through Events
32:50 – Event Stra

This 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.