Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
The Competitive Advantage: The Lost Value Proposition of Independent Agencies
Apr 3 2017 // My brother recently asked for advice regarding his personal insurance. I recommended he contact an independent agent I know who represents three carriers who I know provide a good form, reasonable price, and good claims...
Insurance Agency M&As Reached Near Record in 2016: OPTIS
Feb 6 2017 // Mergers and acquisitions of insurance agencies last year were the second-highest ever, according to OPTIS Partners’ annual report. The OPTIS database recorded 449 deals in the U.S. and Canada in 2016, a slight dip...
Now in Paperback: Sales Training Book Equips Millennial Insurance Agents to Serve Retiring Baby Boomers
Jan 25 2017 // Featuring sales tips and scripts from more than 35 experienced insurance agents selling Final Expense life insurance and Medicare Supplements, Portland, OR, January 23, 2017 – Consistently top-rated in Amazon reviews and...
How to Grow Your Insurance Agency in 2017
Jan 23 2017 // Growing a successful agency isn’t always easy in today’s world. While you likely created a business plan when you first launched your insurance agency, you might not have looked at it recently. As the insurance...
Pennsylvania’s Erie Insurance Group Announces Senior Leadership Changes
Jan 12 2017 // Erie Insurance Group, an Erie, Penn., based insurer, has announced operational and senior leadership changes in order to further position the company for continued growth. The new appointments are effective January...
Why it Sucks to be a Sales Manager in Most Agencies
Dec 19 2016 // While it’s not always true, most sales managers get stuck with dealing with under-performers. Under-performers come in a lot of different packages. It could be the underwriter who was hired to be a producer. This...
The Competitive Advantage: Agency Owners of Yesterday and Today
Dec 5 2016 // When I began my career, many agency owners I met had founded their agencies in the Great Depression. To this day, I am amazed that anyone in the middle of a truly horrible economic depression would open a property/casualty...
The Wedge: The Brutal Journey of a Newly Appointed Agency Sales Manager
Nov 21 2016 // Yes, I’m stuck in the middle with you And I’m wondering what it is I should do It’s so hard to keep this smile from my face, Losing control, and I’m all over the place Clowns to the left of me,...
Could Allstate’s ‘5 Minute’ Small Business Policy Transform Commercial Lines Sales?
Oct 19 2016 // At a time when technology startups are also targeting the small commercial insurance market, giant Allstate has debuted a hi-tech business insurance quoting platform that it says makes it possible for small business owners...
Earthquake Policy Sales up, and May Continue to Rise Following ShakeOut
Oct 17 2016 // Powered by InsuranceJournal.tv It’s still a few days until the annual Great ShakeOut earthquake drills during which people in homes, schools, and organizations practice what to do during earthquakes – the events...
Universal P&C’s Direct-to-Consumer Homeowners Site Now Selling in 10 States
Sep 27 2016 // Universal Direct, a direct-to-consumer online platform for Universal Property & Casualty Insurance Co. homeowners insurance, is now available in Florida, Hawaii and North Carolina. With these additions, the direct...
101 Sales, Marketing, and Agency Management Ideas
Aug 22 2016 // Emotional Connections.Great brands avoid selling products. Great salespeople cultivate emotional connections with customers. —Harvard Business Review, August 2016 How to Increase Sales.Discuss all coverages applicable...
The Unpleasantness of Selling and Buying Insurance
May 26 2016 // Do you have a minute to talk about your death? It isn’t easy to sell life insurance. Investing in a mutual fund, you feel like you’re saving money. Purchasing insurance, you feel like you’re spending...
Who Moved Your Cheese? The End (for Now) of Market Cycles
May 2 2016 // The good news is that for the foreseeable future, with certain exceptions, you will not have to tell your clients their premiums are increasing 10 percent or more. Property/casualty carriers collectively, not necessarily...
HOT Markets: Drones, Cyber and More
Mar 21 2016 // Looking for new sales and opportunities in 2016? Here are a few of the top market sectors that just might deliver hot opportunities for agents and brokers in the property/casualty insurance industry this year. Sky’s...
MassMutual Emerges as Potential Buyer of MetLife Retail Group
Feb 26 2016 // MetLife Inc., the life insurer that is reshaping its business mix to limit government oversight, is in talks with Massachusetts Mutual Life Insurance Co. about a possible sale of MetLife Premier Client Group, the...
Brands & Independent Insurance Agencies
Feb 8 2016 // Much has been discussed and considerable investments have been made specific to branding within the independent insurance agency market over the past five to 10 years. Intense pressure to “brand” exists because...
Ghost of 2008 Crash Still Haunts Real Estate E&O
Feb 8 2016 // The ghost of the 2008 financial collapse still haunts the liability insurance market for real estate professionals and some are worried the business may be headed for a replay of that crisis. While it is still recovering...
Activity vs Sales – Predicting Producer Success
Jan 7 2016 // Sales iQ Activity vs Sales Which is the better predictor for producer success? Many agency principals and sales managers believe that compensation and commissions will motivate their producers. That’s true for those...
Year End Agency Review
Dec 7 2015 // The holiday season is upon us. People are busy shopping, celebrating and just relaxing with the family. What better time to see how the business has performed during 2015. For those people who think there is always room...
