
Daryl Henry Tops One Million in Premium Sales for 2024
In the 86 years of the Bitner Henry Insurance Group, no sales agent has crossed a million dollars in annual premium sales—until now. An agent with Bitner Henry since 2009 and a fourth-generation managing partner, Daryl Henry is championing a new era of sales.
When he joined Bitner Henry, the agency focused heavily on the church ministry market. Daryl has helped lead efforts to expand into mission-sending organizations, addiction recovery centers, and health and human services companies. The agency now insures organizations of all sizes in these classes.
Leaning into Interesting Risks
By his nature, Daryl has been drawn to organizations doing more challenging work and advising clients on ways to reduce their risk, especially in very uncertain environments.
“The organizations I work with have to deal with very difficult problems: hunger, lack of water, addiction. They’re like cowboys, braving the Wild West to help people.” Daryl says.
“Mission-sending organizations have to figure out what their escape plans are. Sometimes they’re using smoke signals. They’re complicated. They’re dynamic.”
Being there for clients
When asked how he would describe his job, he chooses the word ‘consigliere.’
“A consigliere is like an advisor,” Daryl explains. “He’s like your right-hand man who understands what you’re dealing with, what you’re doing, and can give good advice.”
When the people going to the hardest places on earth need an advisor, they go to Daryl.
Some organizations have trouble finding coverage when they are just getting started. The agency has been able to secure coverage and see these organizations grow dramatically.
Bitner Henry has worked with one missions organization since they were a start-up in the founder’s garage. Daryl explains the history: “My dad talks about writing a liability policy for $150 for the founder, and now they run ten hospitals for children with cleft palates overseas.”
Daryl’s Approach
What advice would Daryl give someone else trying to reach the same ambitious goal?
“Study the craft,” he advises. “There are people that are way better at it than me and that can teach you way better than I can do it. But a lot of it’s not magic. It’s being focused… Being very specific about it. Making a ton of calls. 40 a day,” he adds wryly.
“I think it’s a misconception that sales is a social thing, but it’s more like distance running. It’s having the discipline to get up, get in a rhythm, stay in that rhythm, and execute over a long period of time. People that are really social, sometimes they’ll get distracted. It’s more about focus, discipline, and execution.”
The Future
“I don’t want this year to be a fluke,” Daryl says when I ask about his goals for the coming year. “I want this to be the norm.”
He’s spent time thinking about how to change his actions so that the results are permanent. In addition to his ambitious goals, Daryl is also leading efforts to expand insurance to new industries.
“I just try and stay focused on what I need to do every day to accomplish what I need to get done to hit the goal,” he says, laughing. “And when you do the right things over and over and over again, sometimes it works out.”
Further Reading

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