Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
Effective Leadership – How to Implement It
Jan 15 2013 // This post is part of a series on insurance marketing and training sponsored by Astonish. In part one, we defined effective leadership and why it’s essential to insurance agencies’ success in a marketplace...
Improving Your Sales Process by Answering the Phone
Dec 17 2012 // This post is part of a series on insurance marketing and training sponsored by Astonish. It’s almost maddening how many sales opportunities are lost by insurance agents, CSRs, producers, or even receptionists who...
25 Ways to Grow Your Independent Agency in 2013
Dec 17 2012 // As the calendar flips to 2013, growth-minded independents must decide how to build their agencies over the upcoming year. The options are endless, and they straddle both the physical and digital worlds. Here are 25 ideas...
Creating a World-Class Insurance Sales Culture
Dec 13 2012 // This post is part of a series on insurance marketing and training sponsored by Astonish. Selling insurance isn’t like it used to be. Not many people just walk-in or call ready to do business anymore. And when they...
Effective Leadership – What is it?
Dec 11 2012 // This post is part of a series on insurance marketing and training sponsored by Astonish. After personally helping install hundreds of marketing systems in insurance agencies across the country, I can’t express enough...
How to Use Facebook to Market Your Agency Effectively
Nov 28 2012 // This post is part of a series on insurance marketing and training sponsored by Astonish. Having a well-defined social media strategy is crucial to reaching and marketing to the modern consumer. And every well-defined...
One Agency – Two Producer Management Methods
Oct 22 2012 // Today, as in the past, agencies need to set the stage for future sales (both new and renewal) with continuous marketing efforts. These actions typically include brand building, highly targeted solicitations and everything...
Astonish’s 4th Annual E-Agent Summit is Close at Hand – Join Over 500 Insurance Professionals at One of the Biggest Insurance Marketing Events of the Year
Oct 16 2012 // Warwick, RI, 10/16/12 – Astonish is a digital marketing solutions and insurance sales training company focused on growing local insurance agencies into successful, selling powerhouses prepared to serve the modern...
Finding Superior Production Talent
Sep 26 2012 // Finding Superior Production Talent By David Connolly President iQ Consulting An excerpt from an interview with a successful agency owner DC: Historically, what has consistently been the biggest challenge you face as an...
5 Ways How Not Using Coverage Checklists Benefits an Agency
Jul 31 2012 // I’ve written extensively about how the use of coverage checklists benefits an agency. The benefits include significantly reduced errors and omission (E&O) exposures, enhanced reputations, better sales, and last...
5 Benefits of an Agency NOT Using Coverage Checklists
Jul 23 2012 // I’ve written extensively about how the use of coverage checklists benefits an agency. The benefits include significantly reduced errors and omission (E&O) exposures, enhanced reputations, better sales, and last...
8 Ways to Kick-Start Productivity When Sales Are Slow
Jul 23 2012 // There is never a slow time in insurance sales, at least in theory. Yet in practice, no producer is productive 100 percent of the time. Who is? But when the number drops below 75 percent, agents must use slow time to...
A Year Later: Growth and Outlook of LexisNexis Insurance Exchange
Jul 16 2012 // The LexisNexis Insurance Exchange — an online single-entry submission system that streamlines the flow of application data among agents, brokers and carriers — celebrated its first anniversary last month. The Exchange,...
The Future of Producer Compensation
Jul 5 2012 // It is a fact that many people with the title “producer” don’t produce. They service and they accept what comes to them, but they do not produce. It is also a fact that companies are going to find a way to...
10 Things Agencies Do Right (and Wrong) with Agency Management Systems
Jul 2 2012 // Records, Reporting, Value Creation As a volunteer engaged with a network of agency management system vendor clients, I have an opportunity to hear from my peers about their experiences and compare this with what goes on in...
The Future of Producer Compensation
Jun 18 2012 // It is a fact that many people with the title “producer” don’t produce. They service and they accept what comes to them, but they do not produce. It is also a fact that companies are going to find a way to...
8 Things Independent Agents Can Learn From Sam Walton
Jun 8 2012 // Wal-Mart and independent agencies seemingly have little in common. Not so. There are many helpful ideas to cull from Mr. Walton’s amazing odyssey from one store to the largest retailer in the world — as revealed in...
8 Things Independent Agents Can Learn from Sam Walton
May 21 2012 // Wal-Mart and independent agencies seemingly have little in common. Not so. There are many helpful ideas to cull from Mr. Walton’s amazing odyssey from one store to the largest retailer in the world — as revealed in...
West Insurance Employment: California Job Market to Stay Soft
May 7 2012 // The phrase “Go west young man,” may not apply so well to the insurance industry in the nation’s most populous state. An examination of Bureau of Labor Statistics and Economic Development Department data...
Sales Agents, Good Talent Always Priorities in the Midwest
May 7 2012 // As in every other business sector, during the past few years organizations within the property/casualty insurance industry have sought to maximize efficiencies and take full advantage of the talent in their existing...
