Latest Sales Headlines

Selling

Apr 17 2006 // Major changes in the insurance field have triggered a dramatic weeding out of this country’s sales force. Five years from now, many of you will no longer be in the insurance business. To succeed in the industry, you...

John Niedernhofer

Apr 17 2006 // Bob Williford People Barney & Barney LLC, a San Diego-based risk management consulting and insurance brokerage firm, promoted John Niedernhofer and William Peartree to ownership status within the firm. Niedernhofer...

How should agencies manage premium dollars?

Mar 20 2006 // Unlike other sales and service companies, independent insurance agencies have a management function in their daily operations. Most property and casualty insurance agencies agree not only to sell and service insurance...

Growing Your Property Casualty Agency

Feb 20 2006 // Hiring a relative can be a terrific or a terrible move. Unfortunately, it isn’t always easy working with your relatives, day after day. Personal and professional problems frequently arise. Regardless, for years,...

People

Feb 19 2006 // United America Indemnity Ltd.’s board of directors has selected Joseph F. Morris as its president. The company will also consolidate its two U.S. insurance subsidiaries, United National Group and Penn-America Group,...

Producer School

Feb 19 2006 // To an inexperienced agent, learning the insurance industry’s ropes – and many acronyms – can be difficult. Yet there are many educational opportunities designed to coach young agents into better...

Growing Your Property Casualty Agency

Feb 19 2006 // Hiring a relative as an agency producer Hiring a relative can be a terrific or a terrible move. Unfortunately, it isn’t always easy working with your relatives, day after day. Personal and professional problems...

Who is worth what?

Feb 6 2006 // Last year was not a big year for raises in independent insurance agencies as salaries in many agencies across the county stayed right where they were in 2004. Producer commission rates stayed the same also. More than 1,000...

10 Old R.I.’s new outlook

Feb 5 2006 // 10 Old R.I.’s new outlook Investors aim to bring back Pawtucket Mutual 12 On top in the empire state N.Y. Superintendent Mills confronts Spitzer-era 13 Time to sell the agency? Sales advice for the undecided 10 Old...

People

Feb 5 2006 // Dianne Morris of Austin, Texas, has been elected president of the Association of Fire and Casualty Companies in Texas (AFACT) for 2006-2007. Morris is president of the Association Casualty Insurance Company. She succeeds...

Feb 5 2006 // People Bob Amado, president of Colemont’s Northern California offices, has retired, effective Jan. 1, 2006. Doris Barnett has been named his successor. Amado joined Colemont in 1997 and was instrumental in growing...

Compensation overall

Feb 5 2006 // Last year was not a big year for raises in independent insurance agencies as salaries in many agencies across the county stayed right where they were in 2004. Producer commission rates stayed the same also. More than 1,000...

The Hartford Sees Q4 2005 Net Income of $474 Million

Jan 26 2006 // The Hartford Financial Services Group Inc. reported fourth quarter 2005 net income of $474 million, or $1.53 per diluted share. The company’s net income reached $2.3 billion for the year, a new record for the...

Seven ways to benefit by trading with other agents

Jan 23 2006 // Some days it seems that you are in battle with every person who sells property casualty insurance. It’s easy to view other local independent and exclusive agents as the enemy. This assessment is understandable, but...

2006: The year when changes take hold

Jan 2 2006 // This coming 2006 New Year seems like it will be the start of a year of big changes for the industry. It is not that the industry will be pulled out by its roots and shaken. Rather, many of the slow and even subtle changes...

2006: The year when changes take hold

Jan 1 2006 // This coming 2006 New Year seems like it will be the start of a year of big changes for the industry. It is not that the industry will be pulled out by its roots and shaken. Rather, many of the slow and even subtle changes...

When to Create an Agency Marketing Department

Dec 4 2005 // Agencies that establish an effective centralized marketing department as part of an overall strategic plan will experience a significant competitive edge over their competitors who do not have such a department. This is...

Ark. Amends Rule on Effect of Non-Licensed Agent/Brokers

Nov 29 2005 // The Arkansas Insurance Department announced it has amended its previously issued bulletin of 9-2004 regarding the effect of non-licensure of agent/brokers on insurance contracts in Arkansas to correct code citations under...

Nov 20 2005 // The Nevada Independent Insurance Agents has elected a new board of directors and has named a new president. Nevada Insurance Commissioner Alice Molasky-Arman has announced the installation of the following newly-elected...

How to Establish Your Agency as an Expert in Any Target Market

Nov 20 2005 // Once you are perceived as an industry insurance expert, the resulting sales opportunities don’t stop at the county line. You’ll attract the attention of businesses well beyond your traditional marketing...