Daily Archives: <span>May 15, 2017</span>

The Wedge: The Scientific Selling Power of Yes, No and Maybe

My dad was a fighter pilot. He flew a P-47 Thunderbolt, one of the heaviest fighter planes ever built. The aircraft was equipped with eight 0.50-calibre machine guns, four per wing, which were an absolutely devastating combination. The Thunderbolt carried …

Declarations

Neither Applaud nor Condemn “The legislature’s policies, so long as they are constitutional, are beyond our purview … We neither applaud the wisdom of such choices nor condemn their folly. We simply assess their legality.” — Indiana Supreme Court Justice …

Business Moves

Validus, Crop Insurance Agency Validus Holdings Ltd. has completed its acquisition of Crop Risk Services business (CRS), a primary crop insurance managing general agent, from Archer Daniels Midland Co. In the deal that was announced in January, ADM received $127.5 …

Minding Your Business: Preparing for the Loss of a Producer

Recently, a client of ours had two producers leave to start their own agency. The impact on the agency was significant. These two producers generated about half the agency commissions. The owner was scrambling to adjust to the change. Producers …

As Auto Insurance Sales Stagnate, Carriers Turn to Agents: J.D. Power

Amid a second straight year of stagnant auto insurance shopping activity and modest rate increases, auto insurance companies have grown increasingly reliant on great customer service, personalized advice and strong agents to win customers, according to the J.D. Power 2017 …

Ironshore CEO Kelley: Goal Under Liberty Mutual Is to Become Premier Specialty P/C Insurer

Longtime Ironshore Inc. CEO Kevin Kelley said his company has a genuine shot at becoming a “premier” specialty property/casualty insurance company, both domestically and abroad, now that Liberty Mutual Insurance is its corporate parent. “I am dead serious,” Kelley said. …

Survey: Agents Suggest How Carrier Partners Can Move from ‘Good’ to ‘Great’

You might expect to see high levels of satisfaction between an independent agency and its top carrier, but that isn’t always the case. Peeling back the layers usually reveals fertile ground for improvement and shows the path to higher performance …