Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
The Rule of 55: When Producers Become Maintainers
Apr 19 2004 // When the Rule of 55 was first explained to me in 1981, it didn’t have much impact. In fact, I had never heard of the rule. After all, I was 42 years old and in charge of a rapidly developing insurance agency. I...
The Two Faces of Automation
Apr 5 2004 // An interesting event happened at a recent strategic planning session with a client. Action items for each department were being discussed. What stood out was that the majority of the action items had a heavy reliance for...
Eleven Good Reasons to Reassign a Commercial Lines Account
Apr 5 2004 // In most offices, it’s easier to get a bone from a starving dog than it is to take a commercial account from an agency producer. That’s because the current producer is always the executive on a business account...
Small Businesses Start Small Then Grow into Big Businesses
Mar 8 2004 // According to the U.S. Census Bureau there were more than five million firms employing fewer than 20 people in 2001, not counting the millions of people who are self employed. Another 600,000 firms employed between 20 and...
CPIA SOCIETY ANNOUNCES NEW NAME AND LOGO:
Mar 8 2004 // The Certified Professional Insurance Agents (CPIA) Society, a national organization dedicated to providing sales training, networking and marketing innovation to insurance professionals, unveiled both a new name—American...
Small Businesses are Big Business
Mar 8 2004 // According to the U.S. Census Bureau there were 5,652,544 firms actively doing business in the U.S. in 2001, the latest available totals. This doesn’t count the millions of people who are self-employed. 5,036,845 of...
Small Businesses Start Small Then Grow into Big Businesses
Mar 8 2004 // According to the U.S. Census Bureau there were more than five million firms employing fewer than 20 people in 2001, not counting the millions of people who are self employed. Another 600,000 firms employed between 20 and...
IIABA’s “Big I” Convention, Young Agent Leadership Conference Set for October
Feb 24 2004 // The Independent Insurance Agents & Brokers of America (IIABA) announced it will hold its annual convention and Young Agent Sales & Leadership Conference, Oct. 9-12, at the Swan and Dolphin Hotel, located on the...
Small Businesses Start Small Then Grow into Big Businesses
Feb 23 2004 // According to the U.S. Census Bureau there were more than five million firms employing fewer than 20 people in 2001, not counting the millions of people who are self employed. Another 600,000 firms employed between 20 and...
Brooke Subsidiary Introduces Auto Insurance Specialty
Feb 19 2004 // Shawn Lowry, president of Overland Park, Kan.-based Brooke Corp.’s franchise subsidiary, announced the introduction of a Brooke franchise for insurance agents that specialize in the sale of automobile...
CPIA Society Announces New Name and Logo
Feb 19 2004 // The Certified Professional Insurance Agents (CPIA) Society, a national organization dedicated to providing sales training, networking and marketing innovation to insurance professionals, unveiled both a new name –...
Eleven Untapped Sources of New Business Leads
Feb 9 2004 // An east coast agent surprised me, in the recent past, by revealing that he had run out of insurance leads. This amazing declaration came from someone living and doing business near the largest U.S. city of all, New York....
Modernizing the Sales and Service Functions in an Insurance Agency
Jan 26 2004 // An old adage states, “If you keep doing what you’ve done, you keep getting what you got.” As a matter of fact, the true definition of insanity is to continue to do the same thing over and over again and...
Fla. Advises on ‘Top 10’ Investment Scams to Beware of for 2004
Jan 15 2004 // Florida’s Chief Financial Officer Tom Gallagher and Don Saxon, Director of the Office of Financial Regulation, warned that investors will be challenged with increasingly complex and confusing investment frauds in...
The Rule of 55
Jan 12 2004 // When the Rule of 55 was first explained to me in 1981, it didn’t have much impact. In fact, I had never heard of the rule. After all, I was 42 years old and in charge of a rapidly developing insurance agency. I...
Prudential’s John Greene Named to LIMRA International Board
Jan 8 2004 // LIMRA International, a worldwide association of insurance and financial services companies, has named John W. Greene, CLU, ChFC, president of Agency Distribution at The Prudential Insurance Company of America, a division...
Enhancing Carrier Relationships with a Sales and Marketing Plan
Dec 15 2003 // The New Year is a perfect time to reflect on how we have been running our agencies and restructure it to the way we should be running it. Business plans and sales and marketing plans are essential to proper agency...
Enhancing Carrier Relationships with a Sales and Marketing Plan
Dec 15 2003 // The New Year is a perfect time to reflect on how we have been running our agencies and restructure it to the way we should be running it. Business plans and sales and marketing plans are essential to proper agency...
Avoiding the Half-Million Dollar Mistake
Dec 15 2003 // Hiring the wrong producer is what I call a $500,000 mistake. In fact, in analyzing the fallout from hiring the wrong producer, the mistake can often be greater than one-half million dollars. Believe me, I’ve been...
New Book Zooms in on Agency Sales Centers
Dec 9 2003 // Austin-based The Academy of Producer Insurance Studies announced the release of new book, Zoom In On Sales: Target Marketing, Prospecting, and Sales Centers, which takes a close look at the reasons, reviews and results of...
