The personal lines industry may be viewed through multiple competitive prisms. These include the classic independent agent versus direct writer perspective; independent and exclusive agents versus the banks, and independents, exclusives and banks versus the direct marketers. There is also …
Growing Your Property Casualty Agency Nine fears that can cause you to lose a young producer 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 …
Insurance is frequently a complicated product to buy as well as to use. So, it’s not exactly shocking when a prospect or an insured complains. These events are a permanent part of the insurance reality. The complaints are irritating and …
There are two classic reasons why consumers change insurance providers: a lower premium and a profound lack of appreciation. Agency management can only do so many things about the premiums they proffer. But there is always something to do to …
Sales generated by property/casualty customer service representatives are the least risky, most profitable of all agency activities. They generate the easiest of all new commissions and help to keep rivals out of the picture, including Internet and direct mail marketers. …
The biggest builders of personal computers (PC) and typical property/casualty (P/C) agencies are alike in many ways. These similarities extend far beyond the simple truth that both sell something of value to the general public. Virtually every hardware manufacturer must …
To remain in business, agents need to derive as much revenue as possible from every current insured, at the least possible cost. This is particularly the case now that the structure of the classic contingency commission is coming into question. …
When one buys something tangible of any complexity, it usually comes complete with a hard-to-open box, endless packing materials, and an owner’s manual for handy set-up and reference. These helpful little booklets come with cars, cell phones, TVs, DVD players, …
Every business insurance prospect yearns to be treated as an individual. No serious executive, regardless of their firm’s size, wants their company’s insurance problems to be solved by some prewritten, fill-in-the-blank solution. This is understandable. Yet, on the flip side, …
Virtually every consumer-level prospect that you wish to insure already does business with somebody else. This common fact presents a permanent hindrance that agencies have to continually overcome. As you well know, it isn’t always easy to convince people to …
