How to Keep Your Customers and Agency Living Happily Ever After Once upon a time, there was a very nice man who moved his entire family from one state to another. The move meant leaving his many friends and business …
One of the realities of the agency business is that there is no single accepted formula for remunerating producers. Instead, there are four and a half. They include straight salary, straight commission, draw against commission, and salary plus commission. The …
Like it or not, personal automobile insurance, along with personal computers, has evolved into a commodity product. According to Wikipedia, a commodity is defined as “a largely homogeneous product, traded solely on the basis of price.” As such, many insurance …
Every inexperienced agent and seasoned producer is hired with some general production goals in mind. In the first few weeks and months that follow, their managers diligently watch over their new hires, much like they check the Web, minute by …
The success of the nation’s top direct insurance marketers impacts many locally owned agencies. The reason that these sellers can close a sale, without face-to-face contact, isn’t as simple as a lower quote (it’s not always the case). Frequently, it’s …
Whom does your marketing promote: the agency or the agent? Traditionally, property/casualty promotions focus on the office in general and not the individuals who actually sell the insurance. At first blush, this strategy seems solid. After all, producers are employees …
Cary, N.C.-based Agency Ideas, the publisher of Agency Ideas Newsletter, an independent subscription-only sales and marketing newsletter for property/casualty agents, has introduced ProducerIdeas.com, a membership-only Web site that contains a collection of selling ideas and original marketing tools to enhance …
Virtually every agency entertains visions of expansion. Multiple offices mean a greater geographical reach, more market share, and higher revenues. But on the flip side, they can translate into a duplication of services, extra overhead, and a selection of stressful …
The small business insurance market has grown in importance to agencies and companies alike. Yet, despite the favorable attention given to this profitable arena, too many agencies still treat small business as they always have, as an indistinguishable part of …
The small business insurance market has grown in importance to agencies and companies alike. Yet, despite the favorable attention given to this profitable arena, too many agencies still treat small business as they always have, as an indistinguishable part of …
