Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
Independent Insurance Agents Defend Themselves at Senate Hearing over Broker Compensation
Nov 16 2004 // The nation’s largest independent insurance agency group will go before a Senate subcommittee in Washington today to attempt to put some distance between large insurance brokers facing allegations of illegal...
National Alliance Compensation Study Released
Nov 11 2004 // Austin, Texas-based National Alliance Research Academy announced the publication of the third edition of their producer compensation study titled, Producer Profile: Compensation, Production, and Responsibilities. This...
Pa. AG Sues 16 Including Attorneys Over Alleged Widespread ‘Living Trust’ Sales Scam
Oct 29 2004 // Pennsylvania Attorney General Jerry Pappert has filed a civil lawsuit in Commonwealth Court accusing 16 defendants of engaging in an elaborate statewide living trust sales scheme, that deceived older Pennsylvanians into...
Soldiers Targeted: Ga. Regulator Expanding Life Insurance Sales Probe
Sep 27 2004 // A probe into improper sales of life insurance products to soldiers at Fort Benning, Ga. is expanding to other bases, other states, and as many as five companies, according to Georgia Insurance Commissioner John...
Grow Small Commercial Accounts with a “Producer-Free Zone”
Sep 6 2004 // There are myriad reasons and methods for restructuring your agency. In my June 7, 2004, column I suggested completely eliminating your personal and commercial lines departments and replacing them with combined direct...
A World of Opportunity Exists Under the Umbrella Market
Sep 6 2004 // While it’s hard to find many positives about today’s increasingly litigious environment, it has helped fuel the need for both personal and commercial umbrellas. “We’re seeing an increased demand for...
Industry Works to put Low Cost Auto Program into Gear
Sep 6 2004 // The American Agents Alliance recently conducted a survey of independent insurance producers concerning California’s Low Cost Auto program. The program, enacted by the state Legislature in 2000 and operational since...
The Council Endorses NexsureTM as the Preferred Agency Management System
Aug 10 2004 // In a continuing effort to provide member companies with the best available resources for managing an insurance brokerage in today’s highly competitive marketplace, The Council of Insurance Agents & Brokers (The...
Reduce Your Costs by Sharing Expenses with Competitors
Aug 9 2004 // There are multiple ways to grow your agency’s bottom line. The most exciting way is, of course, to sell more policies. You logically devote most of your energies to this essential activity because it’s the best...
Big I Announces Best Practices Symposium
Jul 22 2004 // Increasing profits, maintaining revenue growth in a challenging market, and sustaining a competitive advantage are the focal points of workshops at the upcoming Best Practices Business Symposium. The symposium, conducted...
California Annuities Training – Are You Ready for the 12/31/04 Deadline’
Jul 19 2004 // Last summer, when we weren’t looking, the California Legislature passed Senate Bill 620 (SB 620) and enacted new insurance producer training statutes at section 1749.8 of the Insurance Code. This new California law...
The Trust Factor-Building Relationships with Your Clients
Jul 19 2004 // Baffled by the product, overwhelmed by policy verbiage and totally put off by the adversarial nature of the whole business, consumers nationwide express having serious trust issues with the insurance industry. In...
Marketing Leads to an Overabundant Number Of Prospects
Jul 19 2004 // To be successful in marketing commercial lines requires a detailed plan. The first step in any process is to assess where you are right now. As Yogi Berra once said, “If you don’t know where you’re going,...
The Sales Meeting
Jul 5 2004 // The practice of “sales management” is embraced by some and ignored by others. It is considered a powerful tool for some agencies, yet others see it as a total waste of time. The bulk in the middle will exercise...
Agency Value-What is Your Agency Worth’
Jul 5 2004 // Over the years, I have found that many agency owners peg their agency value to traditional benchmarks and current market values. At one time, the industry benchmark for an average agency was one and a half times annual...
The Trust Factor-Building Relationships with Your Clients
Jul 5 2004 // Baffled by the product, overwhelmed by policy verbiage and totally put off by the adversarial nature of the whole business, consumers nationwide express having serious trust issues with the insurance industry. In...
Prototype Marketing Helps to Assure Your Agency’s Future
Jul 5 2004 // It always seems like the other guys are growing quickly. How about you? As each day passes, agency consolidators add new offices, banks gain experience in selling and prospecting, and a new generation of propeller-heads...
Big ‘I’ to Offer Continuing Ed Courses in Orlando
Jun 30 2004 // For individuals needing continuing education (CE) credits to meet their state’s insurance licensing requirements, then the 2004 Big “I” Convention this October at the Walt Disney World Swan and Dolphin...
Stewart Title to manage P&C operation with Nexsure from XDimensional Technologies
May 26 2004 // With more than 7,400 issuing locations nationwide, you’d think a product line extension would be a simple process. But that wasn’t the case when Stewart Information Services Corporation decided to add Property...
Group Long-Term-Care Insurance: How to Cash in on this Hot Voluntary Benefit
May 17 2004 // Voluntary benefits, where the employees pay the full freight through payroll deduction, are booming. Voluntary plans let employers offer attractive fringe benefits like dental, vision care and disability insurance at no...
