Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
Maximizing Sales Starts With Source-to-Sale Tracking
Mar 9 2009 // I consistently hear from agencies: “Can you give me ideas to make my phone ring more often?” This tells me right away that the agent associates sales activity with actual sales. Consider how much revenue an...
People
Mar 9 2009 // San Francisco-based Wells Fargo & Co. announced its management team for the combined insurance businesses of Wells Fargo and Wachovia Corp. Reporting to Dave Zuercher, group head of International and Insurance...
Operational Efficiency Should Be Priority No. 3 for Agency Managers
Feb 22 2009 // Managing an independent insurance agency in the current hard economy and soft market requires agents to set priorities. In the Jan. 28, 2009, issue of Insurance Journal, Juan Andrade, executive vice-president for sales and...
Operational Efficiency Should Be Priority No. 3 for Agency Managers
Feb 22 2009 // Managing an independent insurance agency in the current hard economy and soft market requires agents to set priorities. In the Jan. 28, 2009, issue of Insurance Journal, Juan Andrade, executive vice-president for sales and...
People
Feb 22 2009 // Juan Andrade and Jonathan Bennett have been named as interim co-leads of the Property and Casualty Operations of The Hartford. Their appointment to those interim positions follows the departure of Neil Wolin, president and...
Operational Efficiency Should Be Priority No. 3 for Agency Managers
Feb 22 2009 // Managing an independent insurance agency in today’s economy and soft market forces agents to set priorities. Juan Andrade, executive vice-president for sales and distribution at The Hartford, who oversees his...
Who’s Worth What?
Feb 22 2009 // Agency Salary Survey: Agencies Trim Payrolls and Raises Independent insurance agencies remain reliable employers even in these rocky economic times, but even they have to cut back occasionally. Whether due to efficiencies...
Retail Marine Business Meet Darwinism in 2009 – The Strong Do Survive
Feb 22 2009 // 5 Possible Solutions to Today’s Challenging Times The year 2009 has begun and our nation’s business communities have their backs against the wall. No segment of the economy is without its worries and perils....
Senior Market Sales, CalSurance Offer Discounted E&O for Insurance Agents
Feb 9 2009 // Senior Market Sales, Inc. has partnered with CalSurance (Brown and Brown of California, Inc.) to offer errors and omissions insurance at discounted rates for life and health insurance agents who do business with Senior...
Systematic Sales Strategy Should Be Priority No. 2 for Agency Managers
Feb 8 2009 // In this hard economy coupled with the soft market, most agencies expect sales and revenues to go down. Even the best performers feel the downward trend in premiums. According to Juan Andrade, executive vice-president for...
Liberty Mutual Drops Direct Sales to Middle Market Businesses
Feb 8 2009 // Puts Faith in Independent Agents Liberty Mutual Group is throwing in the towel on direct distribution of insurance to middle market businesses. Because it couldn’t beat independent agents and brokers — who...
Systematic Sales Strategy Should Be Priority No. 2 for Agency Managers
Feb 8 2009 // In this hard economy coupled with the soft market, most agencies expect sales and revenues to go down. Even the best performers feel the downward trend in premiums. According to Juan Andrade, executive vice-president for...
Brownyard Launches New Web-Based Sales Tools for Producers
Feb 2 2009 // Brownyard Group, a program administrator providing specialized insurance coverage for select industry groups, has launched new customized web-based tools for the firm’s agents and brokers to help enhance sales. The...
Agency Ideas Newsletter Celebrates 20 Years; Redesigns Web Site
Feb 1 2009 // To mark the start of its 20th year of publishing, Agency Ideas (www.agencyideas.com), an industry sales and marketing newsletter, has redesigned its Web site. The newly revamped Web site enhances usability for visitors and...
Liberty Mutual Drops Direct Sales to Middle Market Businesses; Puts Faith in Independent Agents
Jan 22 2009 // Liberty Mutual Group is throwing in the towel on direct distribution of insurance to middle market businesses. Since it couldn’t beat independent agents and brokers — who dominate sales in this segment —...
Private, Independent and Free
Jan 11 2009 // Ohio-based The Hylant Group Has 12 Locations But Only One Philosophy — Give Customers and Staff What They Need to Succeed Top 100 Agency Profile RANKING: No. 7 Agency Name: The Hylant Group Headquarters: Toledo,...
Developing a Sales & Marketing Plan
Jan 11 2009 // Part 2: Designing the Plan The first part of this two part series described the self-analysis of the agency’s book that must precede the development of an effective sales and marketing plan. This is accomplished by...
Four in Florida Charged in $1 Billion Viatical ‘Ponzi’ Scheme
Jan 6 2009 // Four Mutual sales agents with Mutual Benefits Corp., a viatical and life settlement company, for their alleged involvement in a scheme that officials say raised more than $1.25 billion from more than 30,000 investors...
Customer Service Centers Can Help Your Agency in Today’s Competitive Environment
Dec 21 2008 // The Key May Be Finding the Right CSC Partner In today’s soft market, transforming your agency to a sales culture is no longer optional. Like most agency principals, I know that quality service is critical to customer...
Sales & Marketing Planning
Nov 30 2008 // Part 1: Setting Your Course It is that time of year again; time to develop the firm’s annual sales and marketing plan. This is an essential element of strategic planning. Many carriers want to meet with the agency...
