23 years of building insurance distribution in East Africa — perspectives on leadership, sales, and the African insurance opportunity.
After years of leading high-performance insurance sales teams across Kenya, Uganda and Tanzania, I discovered that motivation — as most leaders practise it — is a myth. The pump-up speeches, the incentive trips, the posters on the wall. None of it sticks. Here's the system that actually builds a self-sustaining, high-output team.
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The region has one of the world's lowest insurance penetration rates. What looks like a structural challenge is actually a once-in-a-generation opportunity for the right leaders.
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I've hired, trained and observed thousands of agents over two decades. The difference between average and exceptional is almost never what people expect it to be.
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I started as a sales executive in 2002 with no roadmap. Here's the honest, unfiltered picture of what a career in East African insurance sales actually looks like — the highs, the hard parts, and what it takes to last.
Winning once is luck. Winning four times is a system. Here's what I've learned — and what I'd do differently — about building teams that consistently outperform the market.
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In 2016, I completed a qualification that no one on this continent had achieved before me. It wasn't a vanity project. Here's the thinking behind it — and what it changed about how I lead.
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Digital channels, mobile penetration, a growing middle class. The macro story is compelling. But the fundamentals of building trust, training agents, and serving clients have not changed.
Whether you're an insurer, a sales leader, or someone exploring a career in insurance — I'd love to connect.
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