Latest Sales Headlines

Insurance Journal’s Exclusive Agency Salary Survey

Mar 12 2007 // More independent insurance agencies gave salary increases in 2006 than in 2005, but still nearly half of all agency salaries nationwide stayed right where they were compared to 2005. On the other hand, producer commission...

Prospecting in the 21st Century: Using the Internet to find prospects

Mar 12 2007 // Former agent and technology guru provides tips on working the Web Technology expert Steve Anderson of The Anderson Network Inc., a licensed independent agent for the last 25 years, began his presentation to the Independent...

Compensation for employee benefits staff should mirror commercial lines

Mar 12 2007 // In our travels as consultants to the insurance industry, we have noticed that one of the more elusive “standards” or “norms” is compensation for employee benefits producers and staff. The difficulty...

Minding Your Business

Mar 12 2007 // In our travels as consultants to the insurance industry, we have noticed that one of the more elusive “standards” or “norms” is compensation for employee benefits producers and staff. The difficulty...

Insurance Journal’s Exclusive 2006 Agency Salary Survey

Mar 12 2007 // More independent insurance agencies gave salary increases in 2006 than in 2005, but still nearly half of all agency salaries nationwide stayed right where they were compared to 2005. On the other hand, producer commission...

Closer Look: Agency Technology

Mar 12 2007 // Technology expert Steve Anderson of The Anderson Network Inc., a licensed independent agent for the last 25 years, began his presentation to the Independent Insurance Agents of Texas conference in February by asking his...

Five casual ways to pump up CSR sales

Feb 26 2007 // CSR selling doesn’t happen by decree. Principals can’t simply declare a sales quota and expect instant results. It is a long-term process getting customer service representatives involved in selling. Management...

Five casual ways to pump up CSR sales

Feb 25 2007 // CSR selling doesn’t happen by decree. Principals can’t simply declare a sales quota and expect instant results. It is a long-term process getting customer service representatives involved in selling. Management...

Try selling insurance like it’s overpriced spaghetti

Jan 29 2007 // Developing an insurance proposal for a prospective insured is a costly endeavor. Even a liability-only auto quote requires a major pre-investment in advertising, automation, carrier relations, education, licensing, office...

N.Y.’s Gilroy Kernan & Gilroy Promotes 5 to Added Responsibilities

Jan 18 2007 // Five members of the professional staff at the Gilroy Kernan & Gilroy insurance agency in New Hartford, N.Y. have been promoted. Agency President Larry Gilroy announced the promotions as follows: Donald Polczynski to...

When all else fails, do something different

Jan 8 2007 // An old “Seinfeld” episode portends George Costanza fed up with his string of bad luck. He figures that the things he normally chooses to do end up with something bad happening. George decides that in order for...

When all else fails, do something different

Jan 7 2007 // An old “Seinfeld” episode portends George Costanza fed up with his string of bad luck. He figures that the things he normally chooses to do end up with something bad happening. George decides that in order for...

Developing a sales and marketing plan, part 2

Dec 11 2006 // The first part of this two part series described the self-analysis of the agency’s book that must precede an effective sales and marketing plan. This is accomplished by reviewing each producer’s book for the...

Developing a sales and marketing plan, part 2

Dec 10 2006 // The first part of this two part series described the self-analysis of the agency’s book that must precede an effective sales and marketing plan. This is accomplished by reviewing each producer’s book for the...

Attract high-end sales with personal insurance shoppers

Nov 20 2006 // The future of personal lines is about picking sides. Today’s average auto and homeowners policyholder is shifting from the middle ground to one of two consumer extremes: low service or high. The former considers...

Nov 19 2006 // People Tony Boyd joined Dallas-based McQueary Henry Bowles Troy L.L.P. as a sales professional in Personal Insurance Professionals, a division of MHBT that serves personal lines clients. Prior to joining MHBT, he was...

Developing a sales and marketing plan, part 1

Nov 6 2006 // Sales and marketing plans are an essential element of strategic planning and one tool that leading agencies use for the proper management of their business. Many carriers often require that an agency have a sales and...

Developing a sales and marketing plan, part 1

Nov 5 2006 // Sales and marketing plans are an essential element of strategic planning and one tool that leading agencies use for the proper management of their business. Many carriers often require that an agency have a sales and...

Eight easy strategies for building your agency

Oct 9 2006 // While building a successful agency takes dedication and hard work, it may not be as difficult as you think. A wealth of material exists on the tangible factors and steps necessary for building a successful agency, such as...

Top 10 goals for agents to make ASAP

Oct 9 2006 // The year is winding down and it is time to focus on goals for next year. The easy route is to take the current results and add X% for growth and improve results by Y%. A few other ideas might also creep in the plan for...