Collections Ninja | Simplifying AR | Turning CPG Invoices into Cash Flow

At Collections Ninja, we redefine the way high-growth CPG brands manage their Accounts Receivables. 

Our mission is to convert your invoices into a robust cash flow, fueling the growth and success of your brand. 

We are not just advisors; we are partners in your journey, committed to safeguarding your financial health and amplifying your potential.

Welcome to Collections Ninja, where we blend financial expertise with a passion for CPG brands. 

Our team, led by Raffy Garcia, is dedicated to transforming the Accounts Receivables process, turning a routine financial function into a strategic asset.

We specialize in optimizing AR processes, safeguarding against losses, and ensuring that invoices translate into tangible cash flow. 

Our approach is tailored to each brand's unique needs, ensuring solutions that are not only effective but also resonate with your company's vision and mission.

Our values of support, integrity, and perseverance are at the core of everything we do. 

We engage with CPG founders as more than service providers; we are loyal customers, advocates, and partners in your growth. Connect with us to explore how we can turn your financial challenges into opportunities for success.

As the Founder and Chief Advisor at Collections Ninja, I provide strategic guidance and expert advice in transforming Accounts Receivables for Leaders in high-growth CPG brands.

Founder & Chief Advisor

~Pourri

Revolutionizing Pourri's Financial Landscape: $9.4M Recovered and Over 90 Days Past Due Reduced to Under 5%!

Introduction:
Our eight-month journey with Pourri marked a true financial transformation. We overcame challenges, achieved monumental results, and empowered their AR team for lasting success. Here are the biggest wins:

Biggest Wins:

    1. Massive Recovery: Closed invoices totaling $9.4 million, constituting a staggering 92.44% of total AR.
    2. Over 90 Days Past Due Triumph: Reduced from 21% to under 5%, saving potential losses.
    3. Doubled Cash Flow: Achieved by doubling the average weekly AR Aging.
   4.  Empowered Team: AR team is now well-prepared to maintain the progress and drive consistent cash flow.
    5. Billing Precision: Addressed billing and invoicing errors for long-term stability.

This partnership exemplifies the power of effective AR management, showcasing how collaboration can drive transformative results. 

Pourri is now primed for continued success in their AR operations. 💼📊

Case Study: Transforming Accounts Receivable for Pourri

Kitsch

Beyond Boundaries: Kitsch's Accounts Receivables Revolution – Learn How I Skyrocketed Collections and Banished Past-Due AR Blues!

As an AR Collections & Clean Up Consultant, I've successfully collaborated with clients like Kitsch. 

During this time, I spearheaded the restructuring of their Accounts Receivables Department, implementing standardized processes, improving collection rates, reducing past-due AR, and enhancing AR aging balances. 

My expertise extends to managing AR for E-commerce businesses, reconciling customer names across systems, and training teams for more efficient AR management. 

With a proven track record, I can bring these accomplishments and skills to benefit your business as well.

Restructured and rebuilt the Account Receivables Department. 

Created SOPs for new processes, the standardized Cash application process, and proper remittance backup and storage management.

Oversight and focused on AR Collections and multi-year-old past due open invoice cleanup. 

Developed and created internal controls within AR and EOM closing and reporting.

Increased Collections rates and decreased past-due open AR across all accounts.

AR Customer Name management and reconciliation across two separate systems.

Oversight and management of Cash application for E-commerce Faire.com businesses.

It increased AR Aging Balances to over 75% current from a low 50% in under six months.

Decreased Past Due AR over 60 days and greater to below 10%

Transitioned team members and crossed trained them to more efficient AR management & collections standards.

Oversight over Faire.com Billing & ALL AR customer Billing for accurate Monthly revenue reporting and recording.

Manganed Invoice Creation and revenue billing for E-commerce businesses.

Cash Boost: Kitsch's AR Transformation Unveiled!

Speedo

As the Accounts Receivable (AR) Collections Supervisor, I am part of the regional Finance structure in North America. In addition to serving as a primary contact to our customer base for all cash collections in the US and Canada, I play a part in setting up the function of SAP operating procedures. 

l am “hands-on” at both operational and business levels, with a shrewd focus on understanding and explaining the story behind the customer’s open debt with a focus on converting sales to cash.

HOW I MAKE A LONG TERM IMPACT:
•	Full ownership of the AR ledger to optimize the sales to cash conversion for our brands within North America
•	Lead team of 3 collection Specialists 
•	Responsible for monitoring and maintaining assigned accounts – customer calls, reconciliations, prepayments and if necessary, assisting clients with discrepancies and resolving short payments
•	Collection calls and/or correspondence (emails) in a fast-paced goal orientated collections department
•	Providing customer service regarding credit & collection issues, process credit cards, refunds if necessary, submit and review account adjustments
•	Accountable for maintaining aged debt targets at or above our target
•	Enlist the efforts of sales when necessary to accelerate the collection process
•	Ensure all invoices are properly transmitted to customers (virtual mailroom, customer portal or print to post)
•	Support in opening new customer accounts
•	Processing Credit Card Payments
•	Assist in month-end close duties (e.g., bad debt & charge-back reporting, month end aging with comments)
•	Daily run of the credit hold report – release credit worthy customers and send out reporting to brand managers to be reviewed
•	Weekly and Monthly Reporting of collection and credit issues to the wider business 
•	Support in reviewing the B2B forward order book report on a quarterly basis to address potential credit issues

AR Collections Supervisor

Cremo Company

During my tenure at Cremo Company, overseeing Accounts Receivable Team operations, we addressed key financial challenges:

Challenges:
Cremo faced overdue accounts receivable, inefficient billing, and cash flow issues. My role aimed to optimize AR operations.

Roles and Responsibilities:
My multifaceted responsibilities included:

    Team Leadership: Guiding daily AR Team activities aligned with our objectives.
    Financial Forecasting: Ensuring accurate cash flow through daily AR cash forecasts.
    Reporting Excellence: Producing vital reports, disseminated to Sales, Finance, and Operations Teams.
    Collections Mastery: Overseeing collections, cash application, and account reconciliation.
    Chargeback & Bad Debt Management: Minimizing financial losses by managing chargebacks and bad debt.
    Process Optimization: Implementing efficient process improvements across AR operations.
    Collaboration: Ensuring billing accuracy and revenue recognition through close collaboration with the Operations Team.
    Account Analysis: Conducting comprehensive account analyses for AR, bad debt, and open AR credits.
    Policy & Procedure Development: Creating and maintaining department policies and procedures for compliance.
    ERP System Enhancement: Identifying and implementing efficiency opportunities within the ERP system.
    Financial Auditing: Completing required AR audits and supporting Controller in financial audits.
    Controls & Compliance: Developing and maintaining company controls and ensuring financial compliance.

Results:
Our collaborative efforts delivered:

    Reduced outstanding AR, enhancing cash flow.
    Minimized chargebacks and bad debt, preserving stability.
    Improved process efficiency and accuracy, reducing operational costs.
    Strengthened compliance and controls, mitigating financial risks.
    Streamlined financial reporting, providing critical insights.
    Enhanced cross-functional collaboration, fostering shared responsibility.

 Case Study: Optimizing Accounts Receivable As the AR Supervisor

-Key team member in Collections of one key account: Past Due AR Aging of $1.1MM down to $94K in under 4 months
-Key team member in collections with one of our top accounts: researched, compiled, analyzed, sorted remittance detail with thousands of data rows
-Payment of over $900K received was tasked with cash application and disbursement of funds across several hundred partially open invoices

-Collections Overall: Cleaned up several accounts with AR Aging dating back to 2017, 2018, was successful in collecting and resolving partially paid invoices

-Ownership of Key accounts from an AR Collections to Disputes cycle - Matching Tradespend and payments with proper backup documentation through several portals and formats.
-Build and Manage AR Directory
-Clean up of Accounts: Researched and validated Partially and 100% open Outstanding AR, created  Credit Memos (CM) to clean up partially open invoices that had valid deductions and trade spend related chargebacks, previously not cleared and applied

-Collections with OPS/Billers: working with Ops to get contacts and EDI invoices for collections that resulted in us collecting on our receivables
-Increased check deposits from once a week to twice a week, getting paid faster.
-Decrease DSO
-Daily posting of payments from customers along with the new process for Payment Application and CM creation and Process Flow
-Compiled list of customers that we are ready to start changing to ACH project
-Updating Remittance Address for all customers to HQ streamlining this process
-AR/Ops working together – making sure EDI invoices are showing up in Customer’s Portal for Timely Payments
-Researching OTIF/Compliance & Shorts/ filing claims, creating processes and finding efficiencies within current customers under my care
-Assist with Company and bank Audits
-Setting up new SOPs for current tasks and obligations 
-Weekly Reporting of Sales & related business standing reports

AR Collections Specialist 

Sambazon

In charge of managing and reconciling key account deductions and bring them to a resolution. Also, hands-on with all collections and keeping accounts to current balances. I ensure DSO for the company improves over time and implement the proper procedures to help run the department efficiently and with a high level of customer satisfaction. I have the primary responsibility for the management of receivables for Sambazon.
 
Key Responsibilities:
• A/R Collections related to all Natural Channel accounts, and other key accounts, as assigned.
•Processing of all cash receipts sent to Sambazon's Lockbox via check, wire, and ACH, as well as processing of cash and credit card payments, and the periodic deposits made direct to our local branch.
•Analysis and validation of chargebacks from assigned customers, and application of their corresponding credit memos into SAP system. On occasion, will require refuting of invalid deductions.
•Verify the credit history of new customer accounts, and enter new accounts into SAP.
•Work closely with Operations staff, as necessary, to obtain POD documentation; resolve any invoicing issues related to assigned customers; and to cut off shipments to non-paying accounts, when applicable, upon approval by A/R Manager.

Deduction Management:
•Managing and reconciling open chargebacks/disputes/short payments on accounts receivable 
•Resolving customer disputed deductions pertaining to pricing, bill backs, damages/shortages claims, etc. 
•Full understanding of customer’s and company’s operations (i.e. customer’s portals, company’s process/procedure etc.) to efficiently resolve authorize or un-authorize deductions 
•Following credit memo coding guidance to record proper account on credit 
•Work closely with Customer Service and Sales to set up new customers, credit limits, and ensure proper finance documentation loaded into the system 
•Proactively manage credit holds, and communicate effectively with Customer Service, Sales, and Customers

Accounts Receivable Specialist

As the Accounts Receivable Clerk I have primary responsibility over the monitoring and processing of collections, deposits, and deductions for key customers that Sambazon conducts business with.

MAJOR JOB RESPONSIBILITIES
•	Collections and processing of payments from key customers in SAP. Includes, but not limited to, the negotiation of payment schedules when necessary.
•	Analysis and validation of chargebacks from key customers. On occasion, will require refuting of invalid deductions.
•	Conduct customer credit checks
•	Monthly AR related reports
•	Perform other duties as needed or directed by AR Manager.

-  key team member in maintaning our Natural Trade Spend Report for deduction validation and Monthly Trade Spending Reporting to Sales Directors, along with the Marketing Department and Head of Sales Team

- Natural Trade Spend Report cut our Deduction validation process from 3-4 hours down to 1 hour
- Natural Trade Spend Report is an ever growing Excel database Based reporting system, built from scratch consisting of (formulas, functions, and pivot tables) very comfortable working with Excel
- Key Natural Channel Accounts were cleared and brought up to date in Outstanding open Invoices by validating and clearing $300k+ in open deductions that were pending verification  

- Full ownership for payment processing and application to customer accounts received via LB,ACH, Wire transfers to all company customers.

- Analyzed and processed request for trade references and credit checks for new customer setups and payment terms, very comfortable evaluating credit worthiness of potential new customers 

-Maintained Customer Database in the ERP System along with setting up new customers

- Responsible for Cash Applications the complete cycle of payments and deduction validation for Key Accounts in our Natural Channel of business.

- Helped Streamlined and make more efficient our Deduction process in terms of organization and easy access to backup when needed

Accounts Receivable Clerk

As the Trade Shipping Coordinator I was accountable for handling and managing the shipping of company materials and products to the Sambazon Sales & Marketing team, Coordinate Trade events, setup and delivery of  as well as all consumer orders taken over the internet or phone in accordance with the guidelines, policies and procedures outlined by the company.


•	Meet/exceed internal and external customer expectations for shipments of company materials (samples, POS, etc) and company products to internet and phone customers.
•	Create the Monthly Internet Sales Report for Hector to Process and Invoice correctly
•	Process Sales Samples & POS Resquests in SAP for Cost Consumption
•	Actively look for Better Rates on Shipping Supplies: Uline,Delta Styrofoam Boxes 
•	Help The Warehouse Manager unloading product for warehouse placement
•	Manage and Ship Amazon.com Orders, Create PDF Files for East & West Coast Shipping
•	Update Both Internet and Amazon Tracking numbers
•	Process Consumer Shipments
o	Process order data into process spreadsheet
o	Internet & Phone order fulfillment – package shipments
o	Coordinate and prepare East Coast orders
o	Print Packing list
o	Provide tracking information to customers
o	Shopping Cart Reconcile process
o	Credit Card processing/Refunds/cancellations
•	Process Internal Sales/Promotional/Marketing Shipments
o	Process and the Fulfillment of all POS requests
o	Prepare, pack and ship Sales/Marketing Kits and Packages – POS, New Store, Broker, Direct Sales, PR and Demo kits
o	Fulfillment of products as samples to various sales/industry persons
•	Respond/Resolve customer service shipping issues on a timely basis (within 24 hours) via the phone or e-mail.
•	Process returns within company guidelines.
•	Provide International shipping quotes – assuring that customer is responsible for any and all importation fees or duties.
o	Provide shipping quotes
o	Prepare invoices and other required shipping documents
o	Coordinate shipment pick-up

Promoted: - Trade Shipping Coordinator

As the Shipping Coordinator I was accountable for handling and managing the shipping of company materials and products to the Sambazon Sales & Marketing team as well as all consumer orders taken over the internet or phone in accordance with the guidelines, policies and procedures outlined by the company.

- Grew revenue from our PayPal international customers by $10297
- Increased conversion of international product quotes to 8 out of 10 converting into sales
- Increased international customer Retention and reorders resulting in $4327 in additional sales
- Key member in team for reducing shipping supply cost by $2358 yearly
- Increased our Address verification & shipping Accuracy by 4% to 99% accurate deliveries
- 99% shipping accuracy resulting in $1123 savings from UPS Address Correction  Fees
- Accountable for the shipping of all consumer orders taken over the internet & phone
- Provide international shipping rates and fulfillment of international samples.
- Effectively ship all company materials and product request for the sales & marketing teams
- Process all sales request via Sales Force and POS request
- Sort customer orders into spreadsheets for East & West Coast Shipping Fulfillment

Shipping Coordinator

Imaging Plus, Inc

• Experience in Distribution Center configuration with Warehouse Management software
• Certified Industrial Truck Operator License (sit-down, stand/Up, Electric Pallet Jack)
• Responsible for the organization/maintenance of Warehouse and storage areas
• Administer the Drop Ship program
• Manage relationships, process inbound invoices and negotiate discounts with all carriers (Allstates World Cargo, UPS, U-line etc.)
• Manage physical inventory process (counts, cycle counts, etc.)
• Coordinate, administer, and monitor all outstanding POs and inbound shipments from vendors/suppliers
• Responsible for overall movement of merchandise-receiving and transferring
• Develop and implement strategic goals and action plans for the Warehouse Department
• Responsible for maintenance of office and packing supplies
• Completed projects within the requested time frame
• Responsible for processing/shipping phone orders
• Administer back-orders to maximize fill upon arrival
• Responsible for processing/shipping orders through FedEx & UPS
• Worked closely with management to ensure adequate inventory levels were maintained

Shipping & Receiving

Paragon Luggage Inc

• Responsible for All Inventory &amp; Equipment in a 56,100 SF Warehouse &amp; Office Building
• Experience in Distribution Center configuration with Warehouse Management software.
• Completed projects within the requested time frame
• Certified Industrial Truck Operator License (sit-down, stand/Up, Electric Pallet Jack)
• Responsible for organization and maintenance of Warehouse and storage areas
• Responsible for overall movement of merchandise-receiving and transferring
• Manage relationships, process inbound invoices and negotiate discounts with all carriers (FedEx, UPS, U-line etc.)
• Coordinate, administer, and monitor all outstanding POs and inbound shipments from vendors/suppliers.
• Administer the Drop Ship program
• Manage physical inventory process (counts, cycle counts, etc.)
• Develop and implement strategic goals and action plans for the Warehouse Department.
• Responsible for maintenance of office and packing supplies
• Administer back-orders to maximize fill upon arrival
• Responsible for processing/shipping phone orders
• Responsible for processing/shipping orders through FedEx &amp; UPS
• Works closely with management to ensure adequate inventory levels are maintained.

Assistant Warehouse Manager

BabyStyle, Inc

• Help customers select their purchases
• Knowledge of retail merchandising and product flow techniques
• Build loyalty with customers.
• Decrease store shrinkage by researching inventory discrepancies, and reporting suspicious activities to loss prevention specialists
• Organize the stock room &amp; warehouse, and ensure that accurate labeling, logical placement, neat arrangement, and cleanliness were maintained
• Assist in other store functions as needed
• Other duties include cashier
• Provided outstanding customer service
• Kept all stations clean, stocked and organized
• Willingness to learn and take direction.
• Adhere to all Company policies, procedures and practices.
• Unpack received goods; placement of product on selling floor.
• Verify accuracy of shipment.
• Ensure that each customer receives outstanding service by providing a friendly environment, which includes greeting and acknowledging every customer 
• Maintaining solid product knowledge and all other aspects of customer service.
• Maintain an awareness of all promotions and advertisements.
• Assist in floor moves, merchandising, display maintenance, and housekeeping
• Assist in processing and replenishing merchandise and monitoring floor stock.
• Aid customers in locating merchandise.
• Communicate customer requests to management.
• Assist in completing price changes within the department.
• Participate in year-end inventory and cycle counts.
• Assist in ringing up sales at registers and/or bagging merchandise.
• Any other tasks as assigned from time to time by any manager.

Stock & Sales) Associate

Wahoo's Fish Taco

• Supervise Working Conditions in accordance with policies and procedures.
• Train and coach employees.
• Conduct employee performance reviews.
• Responsible for shift schedule to include: work station assignments/rotations, employee training, employee vacations, 
employee breaks, overtime assignment, back-up for absent employees, and shift rotations.
• Coordinate Operation startups, shutdowns, and changeovers.
• Coordinate with Human Resources for appropriate staffing levels.
• Schedule and conduct shift meetings.
• Responsible to meet shift production goals.
• Responsible for quality control. Make adjustments as necessary during shift to best provide best Customer Service 
• Communicate with other Shift Supervisors and Manager.
• Ensure a clean and safe work area.
• Complete shift paper work.
• Assist in Customer Service as necessary.
• Other duties as assigned.
• Setup work station
• Counted and balanced register at beginning and end of shift
• Helped guests with placing their orders
• Provided outstanding customer service
• Kept all stations clean, stocked and organized

Server Cashier

Converting Invoices to Cash for CPG Leaders: Your AR, Our Expertise

I'm Raffy Garcia. 

Passionate about CPG brands, I specialize in Accounts Receivables transformation to drive growth. 

In my tenure, I've overseen cash flow management for companies with revenues from sub $30M to over $500M, playing a crucial role in their financial scaling and success.

My Approach:

Beyond managing invoices, I build strategic financial solutions aligned with CPG brand visions.

Core Values:

At the core of my professional ethos are the values of support, integrity, and perseverance. 

Testimonials:
🗣️ What industry experts say about working with me:

    Matt Kowalec, COO, CFO, CEO Advisor & Board Member:
    "Extremely pleased with the results...Raffy makes significant progress quickly."
    A journey of impactful learning with Matt.

    Arin Beltran, Accounts Receivable Specialist at ~Pourri:
    "Raffy's adaptability and positive attitude stand out."
    Showcasing adaptability and teamwork with Arin.

    Brett La Tourette, Accounting, Leadership & Operations:
    "An extremely talented person with a unique team-oriented approach."
    Gained invaluable insights under Brett's leadership.

    Oliver Kirya, Collaborative Financial Business Partner:
    "Raffy was eager to take on new challenges...a star in Accounts Receivable."
    Instrumental growth with Oliver's perspective at Sambazon.

    Matthew Biggins, CEO & President at Cremo Company:
    "Raffy stepped up to the challenge...an invaluable team member."
    Pivotal career experience with Matthew's guidance.

    Jim Harrington, Entrepreneurial CMO:
    "Raffy is a collections ninja...improved our company's profitability and cash flow."
    Masterclass in finance and brand strategy with Jim.

    Eric Munsayac, Strategic Category Management Expert:
    "Raffy helped me understand their business...very easy to work with."
    Fulfilling knowledge-sharing experience with Eric.

    Kadeem Hinton, MS, CFS, Food Scientist:
    "If passion and tenacity are what you're looking for, look no further."
    Inspiring journey in dedication with Kadeem.

    Ly Ung, Advisor:
    "A consummate professional and tireless learner...the best hire I have made."
    Ly's mentorship at Sambazon was a cornerstone in my growth.

    Mary Martinez (Morris), Balanced Financial Leader:
    "Raffy: responsible, dedicated, detail-oriented, passionate."
    Shaped my financial leadership under Mary's guidance.

Connect With Me:

CPG Founders & Stakeholders ready for transformative growth: Connect with me to align your financial strategies with integrity, support, and perseverance.

Rafael Garcia

Fields Group Insurance Services

Risk Management firm

At Fields Group, we pledge to make the process of buying insurance as simple and painless as possible.
We take the time to ask you the right questions to fully assess your needs and identify any potential gaps in coverage that you may have. We’ll do the analysis of the best policies available and provide you with a straightforward recommendation.

We're always here for you—to help file a claim, make updates or changes to your policies, and make sure you have the broadest coverage options available

Assistant Vice President P&C

MassChallenge

Mentor, Advisor, Judge

Brightidea

Brightidea is an innovation management company that enables organizations to achieve their highest potential by fully harnessing the creative capacity of their people through crowd-sourcing, crowdfunding and unique, specialized innovation management software and services. It’s what we call People Powered Innovation.

Sr. Account Executive

WorkMarket

Work Market provides an end-to-end workforce management solution allowing for a frictionless exchange between workers and employers. The Work Market SaaS platform connects customers to their own curated talent clouds regardless of worker types -- independent contractors, full time employees, MSP, vendors -- or any third party. Work Market was built to allow seamless scalability, increase productivity, enhance worker experience and ensure a quality outcome for the work that they fulfill for our clients.

We enable enterprise organizations to do more than take control of skyrocketing operating costs; we empower them to drive revenue growth into their business.

IPsoft

Managed 7M in annual revenue and lead a diverse team of Project Managers and Technical Resources across multiple locations globally.
Achievement: Consistently exceeded revenue and client satisfaction goals

Strategic Enterprise Channel Program Manger

Effectively and efficiently planned and prioritized all deliverables and resources to deliver a portfolio of 8-10 concurrent projects

Project Manager

Managed a portfolio of up to 25 clients and internal services team
 Achievement: 99.2% client uptime following ITIL framework

Customer Relationship Manager

Pangaia Partners

Complete administration of all IT departments for several small to midsized businesses, as well as project based work for corporate clients. Clients include- Oradell Animal Hospital, Verizon Business, Deutsche Bank, Pollock and Culnen CPA, Pangaia Partners, Purvin and Purvin Law, Consolidated Edison, Pulse premiums and Promotions.

IT Project Manager

Inverness Corporation

IT Administrator

Insurance Advisor For Startups & High-Growth Businesses

Do you like your insurance agent? Let's change that

One of the biggest challenges individuals and businesses face is not reevaluating their coverage annually, leaving them with gaps or coverage they don't need. 

These can be found in the following sections of your policy
1-General liability
2-Professional liability 
3-Property 

If you're concerned that your current broker hasn't evaluated your policy in over a year please reach out to me. Even if we don't currently work together, I'm happy to review your policy for risks. 

At Fields Group Insurance Services we also specialize in personal insurance for high net worth individuals.

We simplify insurance so that you can spend time running your business. 

I am committed to exceptional customer service and am excited to connect with you. 

Call me at 845-721-0744 or email me anytime at cfischer@fieldsgroup.com

Our primary lines of insurance are the following:

Cyber Liability & Data Breach 
Directors & Officers 
Errors & Omissions 
Product Liability & Recall 
Management Liability 
Commercial Automobile 
Commercial Property 
Commercial Umbrella 
Business Owners Policy 
Workers Compensation 
Employment Practices Liability

Cory Fischer

The 3 Types of Brokers (And Which One Is Killing Your Business)

After many years in the insurance business, I've realized every broker falls into one of three categories.
And two of them are putting your company at risk.

𝗧𝘆𝗽𝗲 1: 𝗧𝗵𝗲 𝗚𝗵𝗼𝘀𝘁 👻
Shows up once a year for renewal. Maybe.
Sends you a quote. Collects commission. Disappears.
Dumps you off to their team for servicing and certs
You'll hear from them again in 11 months when they need something from you.

𝗧𝘆𝗽𝗲 2: 𝗧𝗵𝗲 𝗢𝗿𝗱𝗲𝗿 𝗧𝗮𝗸𝗲𝗿 📞
Waits for you to call with problems.
Reactive, not proactive.
They'll help when you ask, but they'll never warn you about the cliff you're walking toward.
This one is the most dangerous because they are nice and responsive and makes you think they are doing a good job- but in reality, they are just doing what you ask them to

𝗧𝘆𝗽𝗲 3: 𝗧𝗵𝗲 𝗥𝗶𝘀𝗸 𝗠𝗮𝗻𝗮𝗴𝗲𝗿 🎯
Reviews your contracts before you sign them. Catches indemnification clauses that could bankrupt you.
Texts you about deadlines. Knows your business well enough to spot gaps before they become disasters.
This is the one you want- they don't cost more than the other 2 but provide a hell of a lot more value

Here's what a real Risk Manager does that the others don't:
- Reviews vendor contracts for liability landmines (saved a client $8K last month)
- Negotiates insurance requirements with YOUR customers
- Connects you with attorneys, accountants, Infosec folks, CFO's, HR professionals when needed
- Knows which risks will actually kill your business (hint: it's usually not what you think)

Most businesses have a Ghost or an Order Taker (and don't even notice). They think they have insurance.
What they actually have is a false sense of security.

Your broker should be reading the fine print you don't have time for. Catching problems before they're problems. Understanding your actual risks, not just selling you policies. Asking the hard questions

Quick test: When's the last time your broker reviewed a contract for you? Or asked what actually keeps you up at night?

If you can't remember, you don't have a Risk Manager.
You have an insurance salesperson.

Which type do you have? 🎯
----
✚ Follow Cory Fischer for real talk about the difference between having insurance and actually managing risk.

Risk Manager | Helping CFOs & Founders Reduce Risk, Control Cost, and Build Predictable, Insurable Growth

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"Dude, you're too aggressive."

That's what a client told me once. 

Out of 300 accounts, he's the only one who's ever said it.

This was after i had been following up about renewal information- not even like a psycho, either just normal- hey we need the apps otherwise your policy isnt gonna renew- type of stuff

Here's the thing - when renewals are on the line, we work on the carrier's timeline, not yours. And it's my job to be a bit of a bulldog to get that information.
Because if I don't? You lose coverage.

Which is exactly what happened to this guy before he met me.

He's a property manager. Came to me in a panic because one of his buildings had been without insurance for three months. THREE MONTHS. Why? His previous broker didn't follow up hard enough, and he didn't provide the information in time.

The building sat naked. No coverage. One slip-and-fall away from bankruptcy. A 20 unit building in Boulder in the peak of hail season!

I managed to got him covered in two weeks for less money than the carrier who non renewed them

And now he's calling me aggressive for doing exactly what would have prevented his disaster in the first place.

The irony is so thick you could cut it with a knife.

Look, I get it. Nobody likes being chased for paperwork. But here's what I've learned from my 20 year career of working with clients

The ones who complain about follow-ups are usually the ones who need them most.

Because "aggressive" is what you call it when someone cares more about your coverage than you do. And I'll take that label every single time if it means you don't end up with a naked building.

So yeah, I'll keep being that broker who bugs you. Who sends the third email. Who texts when you don't respond? Who calls to make sure you saw the deadline.

Because the alternative? Ask the guy with three months of no coverage how that worked out.

What would you rather have - a broker who's "too aggressive" or a building with no insurance? 🎯

Now I tell prospects on my first call- when its a new line of business, we work on your timeline- when its a renewal, i will pester you till you get me the apps- they all say- thank you, i need that!
----
✚ Follow Cory Fischer for real talk about why good brokers aren't afraid to be annoying.

Thanksgiving week is basically corporate America's collective sprint to the finish line on Wednesday at 1pm.

Everyone's acting like the world is gonna end at that time

I've gotten seventeen "urgent" emails today. Three clients want meetings before Thursday. My phone's buzzing with texts that all start with "Quick question before the holiday..."

Went to Costco yesterday. Everyone looked like zombies pushing carts full of turkeys. Guy next to me had four pumpkin pies and this thousand-yard stare like he'd seen some shit in the frozen foods aisle.

Even my most chill clients are suddenly panicked about renewals that aren't due until January.
It's like we all agreed to cram five days of work into two and a half, then act surprised when it's chaos.

I had one guy today call me and said he needed like 4 new lines of business written asap- like complex ones. i'm like dude on a nomral week we can't get this done in 2 days- let alone Thanksgiving week!

We do this every year. Turn a normal week into a pressure cooker because god forbid anything waits until Monday. 

And, this is just the beg- xmas and New years are right around the corner

Meanwhile I'm over here fielding insurance questions while watching people fight over the last organic turkey like it's the hunger games.

Anyone else feel like this week is just pure chaos pretending to be productivity? Or is it just me? 🦃

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✚ Follow Cory Fischer for real talk about insurance, business, and why Thanksgiving week makes us all lose our minds.

"You're too comfortable." 

My buddy Adam said this to me eight years ago. Same guy who told me to quit my SaaS job for insurance.

We were grabbing beers again, this time celebrating my first year in the business. I was complaining about how hard it was. How scary. How I questioned my sanity daily.

He laughed. "Good. Comfortable people don't grow."
That stuck with me.

See, I spent my thirties being comfortable. Good salary. Predictable days. minimal growth. I was professionally dead, just collecting paychecks.

The fear of leaving that job? It was paralyzing. I'd lie awake running worst-case scenarios. What if I fail? What if we can't pay the mortgage? What if everyone thinks I'm an idiot for walking away from security?

But you know what was scarier? The thought of doing the same thing for another decade.

Here's what nobody tells you about being scared: it means you're about to do something that matters.
That sick feeling in your stomach when you're about to make a big change? That's not your body telling you to stop. It's your body preparing you for growth.

Eight years later, I can tell you exactly what happens when you choose discomfort over complacency: You discover you're capable of way more than you thought. You build confidence through surviving what scared you. You actually feel alive instead of just existing.

Yeah, some days still scare me. Big Proposals. Renewals that aren't locked up close to the date. Risky coverage decisions. Growing the business. Claims!

But now I know the secret: the things that scare us most are usually the things we need to do most.
That comfortable job you hate? That relationship that's not working? That city that doesn't fit anymore?

Your fear of leaving isn't protecting you. It's imprisoning you.

What's the uncomfortable move you know you need to make but keep avoiding? Because I promise you - the regret of not trying is way worse than the fear of failing. 🎯

---- ✚ Follow Cory Fischer for real talk about risk, growth, and why comfortable is the enemy of alive.

My daughter's first grade teacher has better follow-up than most salespeople.

Permission slip needs signing? Three reminders - email, text, and a sticky note in the backpack.

Field trip money due? She's created a payment link, sent a calendar reminder, and stationed herself at pickup to catch stragglers.

Homework missing? She's calling you before dinner to make sure it gets done.

Meanwhile, I've got vendors who send one quote and disappear forever. Salespeople who promise to "circle back" and never do. Service providers who ghost after getting the contract signed.

A 26-year-old teacher managing 22 six-year-olds has better systems than most million-dollar businesses.

She tracks every interaction. Documents every conversation. Follows up until she gets what she needs. Never assumes silence means understanding.

And she does it all while teaching kids to read.

My clients get the kindergarten teacher treatment - maybe minus the sticky notes. Though honestly, if that's what it takes to get renewal apps back, I'm not above it.

What basic business skill do you see people constantly failing at? 📚

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✚ Follow Cory Fischer for real talk about insurance, business, and why kindergarten teachers should run sales training.

Do you text your insurance agent?

Serious question. Not email. Text.

Because if you can't text them about a random application question at 2 PM on a Tuesday, you don't have a risk manager. You have a vendor.

Just got off the phone with a client. He texted me about question 4 on an insurance app - how to interpret some confusing language. Called him right back because it was faster than typing it all out.

We spent five minutes on the application. Then twenty minutes on his 11-year-old starting travel baseball. Kid's got this incredible facility near them that teams come from all over the country to use.

That's how real relationships are built.

My clients text me about coverage reviews. Contract language that doesn't make sense. Insurance requirements their customers are demanding. Whether they really need that umbrella policy.

One texted me last week: "Vendor wants $10M coverage. That seems insane, right?"
It was. We negotiated it down to $2M. Saved them $8K a year.

Another sends me contracts before signing: "Can you check the insurance section?"
Found an indemnification clause that would've made them liable for their vendor's mistakes. Dodged that bullet.

But honestly? Half our conversations aren't even about insurance.

It's their kid making varsity. The new brewery they discovered. Their weekend ski trip. The startup they're thinking about investing in.

I know which clients are morning people and which ones I shouldn't call before 10 because they been up all night with a newborn- the same one i need to bother every few days for an app because their renewal is right around the corner

The InsurTech promise was efficiency.
Instant quotes. Automated renewals. No human interaction needed. sure it sounds great

But when you have a weird question about policy language, you don't want a chatbot. You want someone who knows your business well enough to say "Yeah, that doesn't apply to you because..."

These business models work if you want the quickest path in and don't mind explaining your entire business history every time you call, or getting the wrong coverage because it was based on a form you filled out not a conversation

The best litmus test for any service provider? Can you text them a random question and get a call back from someone who asks about your weekend before answering?

If not, you're just another account number.

So I'll ask again - do you text your insurance agent? Or do you not even have their number? 📱
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✚ Follow Cory Fischer for real talk about why relationships matter more than algorithms in risk management.

Just discovered I talk 63% of the time on my calls.

I'm supposed to be listening.

Started using this note-taking tool called Fathom. Figured I'd let it handle the notes so I could be more present in conversations. Smart, right?

On my first call using it i found an unexpected benefit- during the call, in bold text pops up and says: "Talk time: 73%"

I'm literally the guy preaching about relationships and understanding client needs. Meanwhile, I'm dominating three-quarters of every conversation. This was very eye openeing.

Everytime is pops up, which it does every few minutes, i stop talking and ask a question

We have two ears and one mouth for a reason. Apparently I missed that memo.

The worst part? I thought I was being helpful. Explaining coverage options. Sharing relevant stories. Giving context. But my client can't tell me what keeps them up at night if I won't shut up long enough to let them.

Now I track it on every call. My goal: Talk less than 40%.
Yesterday's call: 52%. Progress, but still failing.
This morning: 44%. Getting closer.

What Fathom taught me wasn't about note-taking. It was about how much space I take up in a room. Even a virtual one.

The best risk managers aren't the ones with all the answers. They're the ones who ask the right questions and then actually listen to the response.

Turns out the most valuable thing I can do for my clients is something that costs nothing: Stop talking.

How much do you think you talk in meetings? And how much would you bet you're underestimating it? 🎯

Also the note taking aspect is amazing- i don't want to downplay it- i can focus on talking...or should i say listening without being distracted by taking notes

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✚ Follow Cory Fischer for real talk about listening, learning, and occasionally shutting up.

wrote an article about how proud I am of my son's hard work at sports. would love for you to read. link in article and pasted below


This year, the thing I’m most proud of isn’t a deal I closed or a milestone at work, it’s my son, Jerome. 

He’s eight, lives and breathes sports, and would sleep with a football under his pillow if we let him. But for as long as I can remember, he’s been scared of competition.

The kid who loves every stat and every team highlight would freeze when it was his turn to play. 

When he was four, we signed him up for soccer, and he spent the entires eason sitting on the sidelines, refusing to go on the field. Not shy, not defiant, just scared.

Over the years, we’ve seen small steps of progress. In football, he finally got out there but didn’t want the ball near him, defense was where he liked to be. 

In basketball, he would get a pass, start to dribble, and even take a few shots by the end of the season. We never pushed too hard, just encouraged, tried to make it fun, and let him move at his own pace. Last year, he didn’t want to join his soccer team again, so we took him off. 

But he came to my practices when I coached my daughter’s team and played with the girls every week. He loved it.

You could see it in his face, he wanted to be out there for real. He would watch the boys play, all his friends, and technically speaking he was better than most of them. 

But he could only watch from the sidelines. It was at that point he knew he wanted to play.

This fall, he rejoined his friends on the boys’ team, and something clicked. Not only did he play, he excelled.

His coach called him one of the stars. He played center midfield, the most critical position, and even got physical when he needed to. As a parent, you don’t think you’ll ever feel proud watching your kid bump another kid off the ball, but I was. It was progress, and a lot of it. Because for him, that moment meant courage.

Watching him find that confidence has been one of the proudest moments of my year. The same kid who once stood frozen on the sidelines now runs toward the ball without hesitation. 

Seeing him finally trust himself, finally compete, has reminded me what growth really looks like. It’s slow, it’s imperfect, and sometimes it takes years.

But when it comes, it’s beautiful. And as a dad, there’s nothing better than watching your kid find their courage and realize they belong exactly where they are.

View company: Wall Street Dead aHead Networking LLC®

Check out our Feature Writer Jill Matlow's latest article: "What a year it's been! Reflecting back on 2025, what or who are you most proud of?"

Article here: https://lnkd.in/dQ3qPTr

Special thank you to Greg Feder, Rachel Feder, CPA, Len Meshberg, Eric Hantson, Cory Fischer, Peter Retzlaff and Paul Kelly for sharing their stories!  

Here's to a happy, healthy, prosperous 2026!

Open article: ARTICLES | WSDaH by wallstreetdeadahead.com

The 4 Emails That Tell You Everything About The Type of Broker You Have

You can judge your entire broker relationship by which emails you get.
After 8 years in this business, I've seen every pattern.

𝗘𝗺𝗮𝗶𝗹 𝗧𝘆𝗽𝗲 1: "𝗬𝗼𝘂𝗿 𝗿𝗲𝗻𝗲𝘄𝗮𝗹 𝗶𝘀 𝗱𝘂𝗲" 📅
Shows up 30 days before expiration.
No context. No explanation of changes. Just a number.
Next email? The invoice.
This broker sees you once a year - when they get paid. (The Ghost)

𝗘𝗺𝗮𝗶𝗹 𝗧𝘆𝗽𝗲 2: "𝗨𝗥𝗚𝗘𝗡𝗧 - 𝗔𝗰𝘁𝗶𝗼𝗻 𝗥𝗲𝗾𝘂𝗶𝗿𝗲𝗱!!!" 🚨
Everything's a fire. Every deadline is tomorrow.
They create panic because they forgot to tell you 3 weeks ago.
Your stress is their project management system.
These brokers run on chaos and make it your problem. (The Firedrill)

𝗘𝗺𝗮𝗶𝗹 𝗧𝘆𝗽𝗲 3: "𝗣𝗲𝗿 𝗺𝘆 𝗽𝗿𝗲𝘃𝗶𝗼𝘂𝘀 𝗲𝗺𝗮𝗶𝗹..." 🤯
47 paragraphs of insurance jargon.
Mentions "sublimits" and "aggregate erosion" like you went to insurance school.
Attaches 200-page PDFs with no summary.
They're hiding behind complexity because they don't understand it either. (The Smokescreen)

𝗘𝗺𝗮𝗶𝗹 𝗧𝘆𝗽𝗲 4: "𝗦𝗮𝘄 𝘁𝗵𝗶𝘀 𝗮𝗻𝗱 𝘁𝗵𝗼𝘂𝗴𝗵𝘁 𝗼𝗳 𝘆𝗼𝘂" 💡
Sends articles about new regulations affecting your industry.
Heads up about market changes 6 months out.
"Your competitor just got hit with this claim - let's make sure you're covered."
Quick check-ins that actually add value. (The Risk Manager)

The difference? Brokers 1-3 react. Broker 4 anticipates.

My clients get texts about contract red flags. Calendar invites for renewal prep 90 days out. Plain English explanations of what actually matters. And yeah, sometimes a "saw this article about your industry" email at 10pm.

Because here's what most brokers don't get: You're not buying insurance. You're buying peace of mind. And peace of mind doesn't come from panic emails or once-a-year invoices.

Quick test: Check your last 5 broker emails. Which type are they?

If they're not Type 4, you don't have a risk manager.
You have an email problem.

Full transparency: I've been all four brokers at some point. The key? Recognizing it and doing better. My goal is simple - be Type 4 most days, and own it when I'm not.

But if you're not paying your bills, completing apps, or signing off on a renewal, you will get Email 2

What's the worst broker email you've ever gotten? Drop it below. 📧

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✚ Follow Cory Fischer for real talk about insurance, communication, and why your broker should text you back.

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