Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
Expanding the Pie
Sep 16 2002 // We have all heard the old adage that to succeed we need to do one thing and do it well. That might be one formula for success, but it is not the only one. There are two main types of growth—vertical and horizontal....
Attracting and Retaining Employees in a Competitive World
Sep 16 2002 // One consistent trend throughout the United States is the difficulty in finding people to fill job openings. No matter where I travel, I hear this lament from agency owners and managers. In some areas of the country, there...
Making a Producer an Owner
Jun 24 2002 // There comes a time for many agencies when the owner is faced with the decision on whether or not to make a producer an owner of the firm. Like most important management decisions, there is no correct single answer. Why...
8 Easy Strategies for Building Your Agency
Jun 24 2002 // While building a successful agency takes much dedication and hard work, it may not be as difficult as you think provided that you implement several key strategies. A wealth of material exists on the tangible factors and...
Making a Producer an Owner
Jun 24 2002 // There comes a time for many agencies when the owner is faced with the decision on whether or not to make a producer an owner of the firm. Like most important management decisions, there is no correct single answer. Why...
ProLeads(SM)
Jun 10 2002 // Progressive Insurance has made available enhanced referrals program for independent agents, ProLeads. According to the company, agents have sold nearly 25,000 new policies using sales leads from the program. Launched in...
SaleSource Marketing Success for Agents
Apr 15 2002 // Jim Rose, sales consultant to Automated Selling Process LLC, put it quite simply when asked about how agents go about their business. “What sells is the relationship,” Rose said. While personal contact in the...
Revolution or Evolution’ The Internet Goes Mainstream
Mar 11 2002 // The insurance industry is notoriously reluctant to change. So it was little surprise that the Internet—a tool that has the power to introduce cost-saving efficiencies into the insurance process for carriers and agents...
Revolution or Evolution’ The Internet Goes Mainstream
Mar 11 2002 // At last, the gap between potential and reality is shrinking as agents explore their online options. The insurance industry is notoriously reluctant to change. So it was little surprise that the Internet—a tool that has...
Revolution or Evolution’ The Internet Goes Mainstream
Mar 11 2002 // At last, the gap between potential and reality is shrinking as agents explore their online options. The insurance industry is notoriously reluctant to change. So it was little surprise that the Internet—a tool that has...
NLRB Sets Procedure for Prudential Agents Union Vote in Newark
Feb 20 2002 // Gary T. Kendellen, Regional Director of the Newark, New Jersey Region of the National Labor Relations Board, has approved the final arrangements on procedures for conducting a union representation election among over 2,000...
Making a Producer an Owner
Feb 11 2002 // There comes a time for many agencies when the owner is faced with the decision on whether or not to make a producer an owner of the firm. Like most important management decisions, there is no correct single answer. Why...
Commentary: Flood Sales 101-Fact vs. Fiction
Dec 3 2001 // • I don’t need flood insurance; I’m not in a flood zone. • I don’t need flood insurance; this neighborhood has never flooded. • I don’t need flood insurance; Uncle Sam will buy a new house for...
Shh! Don’t Tell Anyone, but E-Insurance is Alive and Well
Nov 12 2001 // Progress continues as Internet technologies integrate into sales and service process. Let the critics think that online insurance won’t survive the dot-bomb shakeout. Let them say that consumers aren’t...
Shh! Don’t Tell Anyone, but E-Insurance is Alive and Well
Nov 5 2001 // Let the critics think that online insurance won’t survive the dot-bomb shakeout. Let them say that consumers aren’t interested in buying insurance online or that nobody’s making money on the Internet. The...
Agency Management Systems Evolve, Expand Opportunities for Agents
Oct 22 2001 // I’m amazed and astounded that in today’s marketplace there are still some holdouts out there that have no automation system whatsoever or are using automation systems, not necessarily complete agency management...
Agency Management Systems Evolve, Expand Opportunities for Agents
Oct 15 2001 // How “high-tech” is your agency? The range of difference between agencies with regard to level of automation is still fairly wide. While many agents bought their first agency management systems years ago, others...
Agency Management Systems Evolve, Expand Opportunities for Agents
Oct 15 2001 // I’m amazed and astounded that in today’s marketplace there are still some holdouts out there that have no automation system whatsoever or are using automation systems, not necessarily complete agency management...
Becoming a Top Producer Made Simple with
Aug 17 2001 // Independent agents now have access to an informative guide about finding, hiring, training and compensating excellent producers, thanks to the newest offering of the Independent Insurance Agents of America’s (IIAA)...
Commentary: P/C Cold Calling Can Provide Targeted Leads
Aug 13 2001 // It’s been said that convincing a property/casualty salesperson to adopt a really new idea is somewhat akin to inducing an elephant to make a right-angle turn. However, perhaps the good news is that p/c cold calling...
