Latest Sales Headlines

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...

TD Banknorth Agency Promotes 5

Sep 22 2006 // Maine-based TD Banknorth Insurance Agency, Inc. announced several personnel moves, including the promotion of Ellen L. Dupuis to senior vice president in the Personal Insurance Division in South Portland, Maine. As a...

Cultivating a management mentality

Sep 4 2006 // A common misconception among agency owners who began their careers in sales is the belief that agency management and sales management are the same. The art and science of agency management require a unique set of...

Also, Phillip Hill was elected chief financial officer and vice president of operations. Hill has been part of Ogilvy-Hi

Sep 4 2006 // People Ogilvy-Hill Insurance elected Mark Shipp president and CEO. Shipp has been with Ogilvy Hill for 11 years. In addition to his new role as president/CEO he will continue to build new relationships in the field. The...

Seven ways to sell more insurance while wearing a golf sweater

Aug 21 2006 // You can tell a lot about a person by the way he or she plays golf. A match is a mirror into the person’s attitude, ethics and behavior. It is why many agents and company people host the game to entertain, impress and...

Aug 7 2006 // People Dallas-based McQueary Henry Bowles Troy LLP named Kyle Moss a partner in the firm. Moss, previously employee benefits director in MHBT’s Dallas office, is responsible for the production and servicing of...

Getting your commercial producers to prospect

Jul 24 2006 // Some producers never seek out fresh prospects. Instead, their managers employ list services and telemarketers to spoon-feed them their leads. Still, this is the exception in the agency business and not the rule. Most...

Safeco CEO: ‘We will sell to consumers in the way they want to buy’

Jul 24 2006 // Explaining Seattle-based Safe-co’s recent announcement that it would sell its products directly to the consumer over the Internet, president and CEO Paul Rosput Reynolds said the company previously had been not...

Agency compensation reflects organic growth, profitability and retention

Jul 24 2006 // With fewer large books of business changing hands recently, insurance agencies are relying on staff-driven, organic growth to expand their operations. Compensation packages and new recruitment and training strategies have...

Safeco CEO: ‘We will sell to consumers in the way they want to buy’

Jul 24 2006 // Explaining Seattle-based Safe-co’s recent announcement that it would sell its products directly to the consumer over the Internet, president and CEO Paul Rosput Reynolds said the company previously had been not...

Agency compensation reflects organic growth, profitability and retention

Jul 24 2006 // With fewer large books of business changing hands recently, insurance agencies are relying on staff-driven, organic growth to expand their operations. Compensation packages and new recruitment and training strategies have...

Getting your commercial producers to prospect

Jul 24 2006 // Some producers never seek out fresh prospects. Instead, their managers employ list services and telemarketers to spoon-feed them their leads. Still, this is the exception in the agency business and not the rule. Most...

Making the Grade in Agency Diagnostics

Jul 4 2006 // As individuals, the easiest way to see how well you are performing is to compare yourself to others. We all do it from time to time. Likewise, with businesses, comparisons are a very useful tool to check performance. The...

Compensation Survey: Agencies Reward on Organic Growth, Profitability, Retention

Jun 27 2006 // With fewer large books of business changing hands recently, insurance agencies are relying on staff-driven, organic growth to expand their operations. Compensation packages and new recruitment and training strategies have...

Nine fears that can cause you to lose a young producer

Jun 19 2006 // Today’s younger producers seek more power. Since they can’t control the market changes swirling around them, many demand more influence within the agencies where they work. There is concern that their...

Jun 19 2006 // People PMA Insurance Group has promoted Elaine Manchon to assistant vice president for commercial markets underwriting. Manchon, who will join PMA’s corporate headquarters staff in the company’s Blue Bell,...

Legal and effective incentive compensation still under fire

Jun 19 2006 // There is a critical need to preserve the right of insurance companies to determine how best to compensate the insurance agents and brokers who sell their products. In this regard, the insurance industry is like virtually...

By William G. Stiglitz

Jun 19 2006 // Legal and effective incentive compensation still under fire There is a critical need to preserve the right of insurance companies to determine how best to compensate the insurance agents and brokers who sell their...

Legal and effective incentive compensation still under fire

Jun 5 2006 // There is a critical need to preserve the right of insurance companies to determine how best to compensate the insurance agents and brokers who sell their products. In this regard, the insurance industry is like virtually...