101 Ideas for Sales, Marketing & Agency Management

How to Reach Out

1. Content Marketing. Use content marketing to stand out as an industry thought leader. Create informative and engaging content, such as blog posts, whitepapers, and e-books focused on industry trends and insurance tips. — Anita Nevins, Direct Connection Advertising & Marketing

2. Service Lanes. Business, home and car owners don’t want to wait. Have special “service lanes” online and in-office with experienced staff where they can get quick answers and fast turnaround.

3. Personalized Client Engagement Through Data Analytics. Leverage data analytics to personalize marketing campaigns for insurance agencies. By analyzing client data, segmenting the audience, and tailoring communications to each group’s specific needs, you can enhance client engagement and satisfaction. Utilize marketing automation tools for consistent, relevant interactions, and continuously adjust strategies based on performance insights for optimal results. — Abhishek Peter, FECUND Software Services

4. Less Is More. Your customers and prospects are on social media platforms. Does your agency try to be on all of them? Which one matters most to your targets? Choose that one platform and focus your firm’s engagement around that. — Peter van Aartrijk, principal, Aartrijk.com

5. Social Media Calendar. It can be too easy to fall into the trap of posting on social media based on whenever things pop up. Instead, be purposeful. Plan blog posts and social media posts that relate to the changing needs of clients throughout the year. Does your agency participate in fundraising or 5Ks or food drives? Make sure those events get on the calendar before, during and after. Create the content in advance so it is ready to post. If changes occur, tweaks can be made on deadline.

6. Use Video. Develop video content, including explainer videos, client testimonials, and webinars. Use social media platforms to share content and engage with your target audience. — Anita Nevins, Direct Connection Advertising & Marketing

7. Don’t Underestimate Email Marketing. Segment email lists to send targeted messages based on client interests and behaviors, create automated email sequences for lead nurturing and client engagement, and use email campaigns to promote new products, services, and special offers. — Kristen Nevins, Direct Connection Advertising & Marketing

8. Demystify. Content marketing is crucial, especially when it comes to demystifying complex insurance topics for your audience. Understanding your audience and addressing these topics clearly and professionally is essential. To support our clients and prospects as trusted advisors, we’ve created ongoing “Hot Topics” email campaigns that link to relevant blog posts. — Allan Degner, Robertson Ryan Insurance

9. Zoom 101s. Put together a brief presentation for first time homebuyers or people with kids who are about to start driving or the insurance basics for small business. Opportunities lie in promoting the event before it happens, connecting with people during the event, and using the video online after the event.

10. Lead Readers. Are you at a loss for current blog or social media content? Go to Quora.com, set up an account then search “insurance.” You’ll find many questions asked by consumers to common insurance issues. Craft a short article or social media post to briefly answer those questions and lead your readers to your website. — Nancy Germond, IIABA

11. Repurpose Your Content. Did you give a presentation? Turn it into a blog post and a video. Did you write a blog post? Put it in your e-news and promote it through social media. Don’t reinvent the wheel if you can get three to five touchpoints out of one piece of content.

12. Proactive Client Outreach. Successful independent agencies should be regularly reaching out to their clients and increasing touchpoints to explain current market conditions, why rates are rising and how risk mitigation can help mitigate potential increases. We recommend at least annual, if not quarterly, in-person visits, in addition to frequent video conferencing and phone outreach. These meetings should focus on updating clients on their coverage, advising on the state of the market and noting any trends or pending legislative updates that could impact their coverage as well as how they operate their organizations from a risk management perspective. — Rajni Kapur, All Solutions Insurance

13. Local Media. Do some old-fashioned PR with your local media. “Free” publicity with trusted media positions you as an expert. Pick topics related to seasonal cycles (hurricane season, kids leaving for college, the holidays) or current events and pitch a Top 5 or Top 10 list of insurance tips to your local news outlets. Next time they are putting together a story related to insurance, you’ll be top of mind. Media outlets love to tap into local community sources.

14. Billboard. An often overlooked form of local advertising where you can have some fun with your messaging.

15. Quick Video. Currently I average 10-16 new business appts a month but using a cadence of a weekly touch and making customized 30-60-second videos using snap chat filters. — Dan McDevitt, AssuredPartners

16. List the Qs. Did a client call with a question? Chances are more people are out there asking the same thing. Keep a running list of client queries to use as content for blog and social media posts.

17. Information Matters. Keep insureds informed of insurance market conditions regularly prior to renewals. — Richard Petry, Retired Insurance Executive

18. Stay Up to Date. The old adage says it’s less expensive to keep a client than to land a new one. So, make sure your current clients are kept up to date on the information and changes that could impact their policies. Check in to see if they have had any life changes and could benefit from a reassessment of their insurance needs.

19. Provide Communication Choices. Nothing is more frustrating to clients who want to speak with a human than being forced to go through multiple options in your automated voice mail system. Make it easy for them to opt out and speak with an agent or customer service rep. Your clients — especially senior clients — will be pleased and likely to stay with your agency longer. At the same time, other clients want to text or email. Make those options easy too. — Rosalie Donlon, Managing Editor, Aartrijk.com

20. Use Personalized Video Emails (vMail). Text emails are likely your default. Don’t hide behind email. You are in a relationship business. Video is a great way to build your relationship with your client. When they see you, they will get to know you and will be more likely to trust you with their business. Replacing text-based email with a personalized video email is a great first step. And it will save you time. People are less likely to delete a video and click to watch. There are many solutions that make this process easy to implement. — Steve Anderson, Catalyit

21. Broadcast Video Emails. The next step is sending personalized video at scale. Think email broadcast but with a personalized video. With GenAI, the technology is getting better at allowing you to send personalized broadcast video emails. It might be a bit early, but you should start experimenting. Stop sending text emails and start sending personalized video emails. — Steve Anderson, Catalyit

22. Consider the Target Audience. Too often, authors focus on the message without pausing to consider the target audience and their specific needs. A “one-size-fits-all” message can fail because it does not address particular concerns. For example, content about an umbrella liability policy will resonate better with parents of teenage drivers if it highlights that the 16-19 age group has the highest frequency of auto accidents. — Dave Evans, Aartrijk.com

23. Give Back. Partnering with socially conscious businesses is a core priority for the next generation of insurance workers. Reach out to local nonprofits and organizations like the IICF, which is celebrating its 30th anniversary, to see how your business can support their work, talk to staff members to find causes they’re passionate about, and communicate with other industry businesses to find philanthropic partnerships that could amplify your impact. — Bill Ross, Insurance Industry Charitable Foundation (IICF)

24. Financial Education. Connect with organizations that provide financial literacy education. People who are learning how to manage their finances or better their financial situation can benefit from your insurance expertise. Volunteering is a great way to do good, and an opportunity to get involved in your community. Ask the organization about partnering on publicity and social media efforts.

25. Know Your Product Inside and Out. Confidence comes from knowledge. Make sure you understand every feature and benefit of what you’re selling. — Donna Gray, CPIA Program

26. Build Strong Relationships. People buy from those they trust. Focus on building genuine connections with your clients. — Donna Gray, CPIA Program

27. Leverage Social Media. Use platforms like LinkedIn, Instagram, and Facebook to showcase your expertise and engage with potential customers. Create content that resonates with your target market and encourages them to interact with your brand. — Donna Gray, CPIA Program

28. Follow Up Consistently. Persistence pays off. A timely follow-up can make the difference between a lost opportunity and a closed deal. — Donna Gray, CPIA Program

Branding Matters

29. Build Your Brand. Brand recognition is a powerful tool in the insurance industry. Create a strong brand by developing a recognizable look. Maintain a consistent message that connects with your audience. — Mary Ann Smith, Smart Choice

30. Know Your Brand. Your organization’s reputation and brand are often the first touchpoint an insured or potential insured will have with the business. As the first reference points, your brand needs to be welcoming and easy to understand. The success of resources like your website, social media channels and marketing materials all rely on the strength of your brand. Revisiting your organization’s brand strategy with leadership every three to five years is a good way to ensure it accurately reflects your goals, standards and the work you do. — Jestin Davis, DOXA Insurance

31. Brand Identity. Develop a strong brand identity that resonates with your target audience. Create brand guidelines (and stick to them), consistently communicate your brand’s message across all marketing channels, and actively participate in industry events and sponsorships to increase brand visibility and credibility. — Anita Nevins, Direct Connection Advertising & Marketing

32. Revamp Your Website. Consumers want to see modern, user-friendly and responsive websites that make it easy to find and access the information they need to purchase an insurance policy or seek assistance. Agency owners should consider redesigning or updating their websites every two to four years to ensure they continue to have intuitive and quality content available for insurance customers. — Doug Coombs, SIAA – The Agent Alliance

33. Market Your Agency. It’s time to ask yourself, “How am I generating leads? How am I marketing my agency?” With the increase in prices, there are many potential customers who are open to reviewing and shopping for new insurance policies. You want a steady stream of new customers coming in, so it’s crucial to double down on your marketing and lead generation efforts now. — Ashley Wingate, Smart Choice

34. Google My Business Profile. Double check to make sure your agency is – a) listed with a Google Business Profile (it is the largest gateway to the web in the world, with somewhere between 82% to 91% of all internet traffic), and b) that your information (phone, address, hours of operation, website URL, etc.) is listed correctly. This can drive many local searchers to your location. — Doug Coombs, SIAA – The Agent Alliance

Finding the Right Niche

35. Segment and Target. Identify your target customers based on factors like community demographics, business types, and niche interests. Another term for this is “market segmentation,” meaning creating small groups to target. Tailor your marketing strategies to address the specific needs and preferences of each audience segment. — Carol Drake, Smart Choice

36. Mortgage Broker’s Best Friend. Get to know and be trusted by local mortgage brokers so they will refer buyers to you.

37. Find a Niche. Specializing will give you a way to narrow your outreach efforts and stand out in your chosen market segments. You can become a confident expert who is well-known and trusted within certain industries. To find your niche consider the needs in your community as well as where your skillset and experience lies. — David Wilson, Smart Choice

38. Promote Risk Mitigation. Serve as a trusted advisor to help your clients create a culture of risk mitigation and safety. Work with knowledgeable carrier partners to offer your clients consultative services and to help them develop focused training programs and risk mitigation practices that will protect their operations. — Dan Braiman, Pennsylvania Lumbermens Mutual Insurance Company (PLM)

39. Auto Sales Pros. Get to know and be trusted by local car salespeople so they will refer buyers to you.

40. Lean into Specialty Insurance. Specialty needs among insureds are growing rapidly. These unusual risks offer independent agents the chance to specialize and differentiate themselves. Collaborating with specialty brokers or rolling up your sleeves to become an expert in niche markets that have unmet needs or too few resources to meet those needs will help you grow your book of business and give you added defensibility from the competition. Diversifying your client base with select, additional specialties can also prove beneficial if other aspects of your business are impacted by increased competition or adverse economic events. — Cam Serigne, vQuip

Explore Technology, Data & AI

41. Websites. Optimizing your website and blog content for search engines dramatically improves organic search rankings. Add new content consistently, consider running pay-per-click (PPC) campaigns targeting relevant keywords to drive traffic to the site, and utilize local SEO strategies to attract local clients. — Erin Dwyer, Direct Connection Advertising & Marketing

42. Consider AI and Automation. As AI grows in popularity for enterprises, it is important for insurance agency leaders, who want to stay competitive, to get educated and adapt where they can. Research and understand the technology that is right for your agency. Talk to proven, vetted providers to identify solutions to automate important tasks such as fraud detection and reduce repetitive, nonproductive tasks like data management. Investing in tech and AI solutions is investing in your people – creating a more a more stimulated, inspired work environment and fostering retention. — Tim Kane, Across America Insurance Services Inc.

43. AI Beginnings. Start small with AI while keeping big goals in mind. Begin with targeted pilot projects that have low barriers to entry, clear success criteria, and a dedicated team responsible for the results. Celebrate both successes and failures. Using the professional version of ChatGPT is an easy and accessible way to get started. — Chris Watkins, ReSource Pro

44. Dos and Don’ts of AI. Understanding AI’s strengths and limitations is crucial for streamlining agency operations. AI excels at automating routine tasks and analyzing data for accurate underwriting and personalized customer experiences. However, it can struggle with nuanced decision-making requiring emotional intelligence and ethical considerations, which are essential in insurance. AI systems also depend heavily on the quality of data; poor data, or data that is not well understood, can lead to flawed outcomes and regulatory compliance issues. The advice for insurance agents is to get to know what AI could mean for your business. Discern its strengths, flaws and measurable value while laying the foundation (your data and ecosystem) for its arrival. — Kevin Gaut, INSTANDA London, UK

45. CRMs. Implement a robust CRM system to streamline client management and sales processes. Use marketing automation tools to manage campaigns, track performance, optimize efforts, and leverage data analytics to measure KPIs and make data-driven decisions. — KT Tener, Direct Connection Advertising & Marketing

46. Work with Tech-Savvy Companies. Work with companies that use the latest technology so you can generate quotes for most products in minutes and email them directly to clients for self-enrollment. This saves time and reduces the back-and-forth with underwriting, which can take days. Consumers today expect quick responses, so choose insurance carriers that can deliver. — Victoria Zidwick, Arch Insurance

47. Pick the Right Technology. Right now, AI is the big trend in insurtech – and it has its uses. But it is not the solution to every problem. When adopting technology, look for solutions that meet your specific needs. — Chris Watkins, ReSource Pro

48. Use Analytics to Drive Strategy. Track the performance of your marketing campaigns to gauge audience response. Analyze metrics such as impressions and leads generated to continually refine your strategies. Adapt to your audience’s preferences to drive better results over time. — Stephen Caldwell, Smart Choice

49. Carefully Consider AI. Take time to research the range of AI products available. Reach out to agency networks, business partners and other agency owners to understand the AI tools that are having a positive impact on the marketplace. This will help ensure you can make an informed decision on whether or not the AI tool you are considering is ready for primetime or could truly help you streamline operations and improve workflow. — Brendan Mulcahy, SIAA – The Agent Alliance

50. Work with Partners. While there is still a place for small mom and pop shops, most growing agencies work with consultants and technology partners to create the competitive edge they need to grow and help their workforce. Take the time to find the partners that are the best fit for your business. — Brittany Boyer, ReSource Pro

51. Simplify Financial Workflows. Financial operations, including billing, collections, disbursements and reconciliation can be time-consuming and prone to errors when managed manually. Automating these processes can significantly reduce agency administrative overhead by handling routine tasks. This not only frees agents to focus on core activities such as client engagement, relationship management, strategic planning and business development, but also ensures accuracy and efficiency while enhancing overall agency performance. — Andrew Wynn, Ascend

52. Be Nimble. The industry is rapidly adapting to changing customer needs, as well as environmental and regulatory changes. The businesses that keep themselves flexible will be in the best position to fill niches and respond with agility to new opportunities. — Brittany Boyer, ReSource Pro

53. Customer Management. Use customer relationship management (CRM) systems to track interactions and streamline processes. Embrace digital marketing, engage clients on social media, and keep your website updated with useful content. — Victoria Zidwick, Arch Insurance

The Right Talent

54. Market for People. Want to perpetuate your firm beyond your tenure? Now is the time to hire professionals in their 20s and 30s so they can sell to those same younger generations. Mind shift: Spend to market your firm as an excellent place to work at least as much as you do to tout your insurance products and “great service.” Be proud about why people should come to work at your firm. Use prominent videos, photos and copy on your website, in newsletters and on social media platforms. — Peter van Aartrijk, principal, Aartrijk.com

55. Invest in Your People. Employees are the heart of the organization, and as the insurance industry continues to face recruitment and retention issues, it is more important than ever to ensure your staff have the support they need. Investing in staff development not only helps retain good talent but will also benefit your organization as employees develop new abilities and strengthen existing skills. Those learnings can then be applied in their work on behalf of your business. — Harish Kapur, Across America Insurance Services Inc.

56. Invaluable Teams. Include the right team members especially when making decisions about technology. Always remember, your team is the agency face your clients see. — Sankha Basu, ReSource Pro

57. Prioritize Talent Retention. Consider stronger initiatives designed to provide your team with a sense of belonging and career direction in the workplace. This could include mentorship programs, such as the IICF’s Mentorship Alliance, philanthropic initiatives tailored to team members interests, employee resource groups, and networking opportunities that map out a promising career trajectory. — Elizabeth Myatt, Insurance Industry Charitable Foundation (IICF)

58. Hire Expertise with Experience. There is a global workforce with every imaginable type of training and experience. Look for the right balance that will set your business up for success. — Sankha Basu, ReSource Pro

59. Recruit New Talent. Unfortunately, we often fall short of recruiting new talent. I challenge everyone in the industry, whether you work for a network, agency, or carrier, to actively mentor young people. — Carol Drake, Smart Choice

Keeping the Human Touch

60. Educate Clients. These days, some customers are pulling back on their policies or dropping coverage because they do not understand why their rates are increasing. Agents should be sure to take the time to reach out to their clients and explain how inflation, rising replacement costs, natural disasters, and other factors are impacting insurance costs. Customers who do not feel a rate increase was thrust upon them without warning and who understand the economics behind a rate increase are more likely to remain clients. — James Keane, SIAA – The Agent Alliance

61. Dog Park Prospecting. Visit dog parks and trails. Hand out poop bags or treats with your business cards.

62. Testimonials. If you have a happy client, get a testimonial! Testimonials can be key to winning over skeptical potential clients. Feature testimonials on your website, social media, e-news or direct mail marketing. (Make clear to the client that you would like to use their testimonial as a promotion and ask how they would prefer to be identified.)

63. Start on the Outside. Struggling with ideas to reach new customer segments? Organize discussion groups of similar demographics — they could be friends, community members and customers. Buy them lunch or dinner and ask for ideas on how best to reach people like them. Where are they receiving information and advice? You’ll get a ton of fresh ideas. — Peter van Aartrijk, Aartrijk.com

64. People Over Products. Stop listing products as if that means something to people. List your offerings by People categories: Homeowners, Boatowners, Motorcyclists, Home Businessowners, Parents of Teen Drivers, Gig Workers, Landlords/AirBnBers, Renters, Pet Owners, Store Owner, etc.

65. In-Person. Leverage in-person networking opportunities by hosting educational seminars and workshops, sponsoring community events, and actively participating in industry tradeshows. Ensure your branding is prominently displayed at every event and have staff available to answer questions and provide information. Use the data collected to connect with new prospects and improve future events. — Kristen Nevins, Direct Connection Advertising & Marketing

66. Check on Senior Clients. Do your senior clients still have all the coverage they need? Many homeowners who have paid off their mortgages drop coverage that lenders required, such as flood insurance. But the need for flood doesn’t go away, and you’ll be seen as a trusted adviser when you remind them about critical coverage. — Rosalie Donlon, Aartrijk.com

67. Know Your Neighbors. Chances are they and their friends and relatives are a lot like you.

68. Don’t Sell, Build Trust. My advice to agents who want to sell their agency or withdraw, now is not the time. Now is the time to double down instead. Actively reach out to your clients to review current coverage and ensure they stay informed. This approach builds trust and generates new business. — Mike Miller, Smart Choice

69. Have a Human Touch. In a world that is increasingly leaning on AI and other forms of technology for customer relations, it is more important than ever to offer insureds a human touch. Insurance can often seem complicated and confusing to those outside the industry, and having a human voice on the other end of the line to help explain and clarify certain terms can go a long way in building their trust. Insurance organizations can strengthen their customer relationships by ensuring the voice they hear on the other side of the phone is a human as often as possible. — Jennifer Brownyard, Brownyard Group

70. Network! Get out of the insurance bubble and attend other professional events that are open to the public. Get to know the real estate agents, builders, small business owners, aspiring leaders, philanthropists and other active groups in your community.

71. Keep Strong Relationships. I believe that my ability to establish strong relationships is crucial. Being responsive to emails and returning calls without delay encourages people to reach out to me. In our office, we preach responsiveness, and I believe that has resulted in our success. — Christy Stevenson, Smart Choice

72. Be a Guest. Reach out to local organizations that may be looking for guest speakers for luncheons and meetings. Demonstrate your expertise in front of an audience of potential clients or partners. Talk about it on social media.

73. Resist Race to Bottom. Seek ways to be more significant to your clients — on a human level. What are their pain points? How can you make their jobs easier? How can you make a difference in their careers? Think people, not product. If you’re all about providing quotes, it’s a competitive race to the bottom. And few can survive there. — Peter van Aartrijk, principal, Aartrijk.com

74. Be Empathetic. Many businesses and personal lines customers have sticker shock due to rising rates. Countless insureds are either shopping for better rates or leaving their insurance providers entirely. Agencies need to be understanding and empathetic when a frustrated client calls. Hear out their concerns regarding rate increases and offer support and reassurance that your agency is working to secure them the best possible coverage. In some cases, it may be worth recommending the client shops around for coverage so they can see these rate increases are an issue industrywide. — Rajni Kapur, All Solutions Insurance

75. Tough Clients. Don’t let difficult clients bring you down: Respectful, mutual appreciation between clients and agents makes for good business. Releasing difficult clients, who take more from you than they give, can free up time to not only increase agency income, but also improve self-satisfaction in your work. — Tony Caldwell, One Agents Alliance

76. Get Out of the Office. Attend events where you can mingle and meet people.

77. Be Honest. It’s crucial to always prioritize honesty and maintain positive relationships with both carriers and clients. That’s the golden rule in this business. — Hank Stonesifer, Smart Choice

Team Effort

78. Get Help. Don’t be afraid to ask for help. It is not a sign of weakness to admit we don’t know everything. There will always be someone willing to lend a hand, then one day, you can do the same. — Julia Vogel, RT Specialty

79. Lean on Industry Experience. Those who come from outside the insurance industry often have unique perspectives, fresh ideas and extensive experience in the industries where they worked. When building a specialty insurance agency, it is important to recruit talent with expertise in your selected specialty. That depth of insider experience in a relevant industry will help your organization better understand the practical, nuanced risks clients face and how to mitigate them — Francisco Magallon, Across America Insurance Services Inc.

80. Seek Guidance and Experience. Currently, we are emerging from a hard market, and some regions are still facing difficulties. This is where the experience of an insurance network becomes invaluable. — Carol Drake, Smart Choice

81. Knowledge is Precious. As veterans continue to retire out of the industry, expertise is becoming increasingly scarce. When working with a partner, find one with a wealth of knowledge that you can tap into.– Saima Shaukat, ReSource Pro

Stay Focused on Learning

82. Embrace Change. As the world changes around us, so too does the way we insure risk. It does not make sense to continue to operate your business the same way it was run five years ago. Embrace new ideas, seek out new perspectives and know that even though something has been done a certain way for years, it does not mean it cannot be done better. — Harish Kapur, Across America Insurance Services, Inc

83. Stay Informed. There is a wealth of data and research on current trends and the state of the insurance industry. In our current data-driven world, it never hurts to have a wealth of information at your disposal. — Chris Watkins, ReSource Pro

84. Be Aware. The insurance world is constantly changing. New rules, regulations and risks emerge every day. It is important for any business working in the insurance space to be aware of these changes and be prepared to evolve and adapt accordingly. Reading insurance trade publications is a great way to stay up to date on information and changes in the industry. — Sarah Thomas Jones, Jones LLC

85. Be Like a Sponge. I love assisting individuals who may not have extensive knowledge about insurance but are eager to become insurance agents and start their own agencies. I find the most fulfillment in working with those who are like sponges, soaking up every piece of advice and assistance we offer. — Tony Davis, Smart Choice

86. Earn Educational Designations. There’s no better way to improve sales results than by investing in training. — Donna Gray, CPIA Program

Planning and Strategy

87. Always Prepare. Prepare before a phone call. Prepare before a meeting. Prepare before a convention. Prepare before a client lunch. It will be time well spent. — J.D. Babuder, RT Specialty

88. Business Plan. To be a successful, you need to have a plan. Simply obtaining a license and opening an office won’t lead to success. You need to establish referral sources, monitor your successes and failures, and learn from each experience. — Tony Davis, Smart Choice

89. Generate Leads. Develop a strategic plan for lead generation. Utilize data analytics to identify and target high-potential prospects, develop referral programs to encourage existing clients to refer new customers, implement social selling techniques on platforms like LinkedIn to connect with potential clients, and carry out automated follow-up systems to maintain contact with leads and clients. — Brad Nevins, Direct Connection Advertising & Marketing

90. Retain the Right Customers. Insurance firms obsess about customer retention rates — and for good reason. Ultimately, nobody turns a profit until the second or third policy year. But retention metrics aren’t always equal. Examine the book. It might be that nonrenewing or finding a different agency for some customer segments is a positive in the end. Examples: one-policy or high-maintenance customers. Focus instead on customers you truly want to keep, sell more coverage to them, and find more like them. — Peter van Aartrijk, Aartrijk.com

91. Be Real. For hard-to-place risks, provide a realistic timeline for quotes and be transparent about pricing possibilities. Treat your markets with the same honesty, and you can out-execute your competition. Always strive to exceed your customers’ expectations. Never over-promise and under-deliver! — Patrick Carroll, RT Specialty – Transportation

92. Use Research. Customers already have an informed buying opinion, with 81% conducting online research before contacting you. You already have valuable data about their behaviors and preferences. Use this data as well as internal data to build stronger relationships and drive sales. — Saima Shaukat, ReSource Pro

93. Nurture Current Clients. Nurture your existing client relationships by developing a client onboarding process to ensure a smooth transition and a strong start. Schedule regular check-ins and reviews to assess client satisfaction and create loyalty programs to reward long-term clients and encourage repeat business. If you can use a system (like HubSpot) to automate, even better! — Brad Nevins, Co-CEO of Direct Connection Advertising & Marketing

94. Best Practices. In the competitive world of insurance, embracing robust sales, marketing, and agency management strategies is crucial. Implementing due diligence can significantly enhance risk management by ensuring partnerships with financially sound and high-quality carriers. Additionally, conducting regular agency management reviews can streamline operations, align team efforts, and boost client satisfaction. — Robert Sherman, Pro Global

95. Avoid Complacency. Long-term success requires a growth mindset – you need to be proactive. Every week, dedicate a portion of your time to activities that will generate new business such as asking for referrals from current clients or keeping social media up to date. — Oliver Travieso, Smart Choice

96. Essential Due Diligence. Basic information and data gathering are crucial for independent agents and brokers. Accurate building measurements, locations of structures, property details, and understanding the insured’s operations form the foundation of effective risk assessment. A boots-on-the-ground approach ensures thorough due diligence, preventing issues with property not covered and insufficient limits of insurance. Personal visits provide insights that remote methods might miss, strengthening agent-insured relationships and ensuring comprehensive coverage. — Larry Chasin, PAK Programs

97. Seek New Opportunity. It’s about working smart and identifying where agencies can find the most opportunities. In essence, agency success today lies in being well-informed and adapting to market trends. — Hank Stonesifer, Smart Choice

Maintaining Personal Care

98. Keep a Work Journal. Try to keep a journal of all of your work experiences, good and bad. Read over it, time and time again. There are so many lessons hidden in there that you can learn from and use on a daily basis. — J.D. Babuder, RT Specialty

99. Find the Right Partners. The essence of marketing is having the willingness to endure rejection to find the right partners. — Andrew Kelly, Alexander J. Wayne and Associates Inc.

100. Block and Tackle. Oftentimes, our calendar dictates how much we’re able to get done in a day. And God willing, we’re all given the same 24 hours a day to do it. But those that are able to accomplish more are usually more successful than those that are not. How are they doing it? Possibly through blocking and tackling. … Consider blocking out time for Green, Yellow and Red Time activities. Green time is a block of time designated for revenue driving activities; Yellow time refers to those supportive or administrative tasks that support your revenue drivers; and Red time refers to your personal time – time to get away from it all and recharge. … The key is to defend those blocks of time from distraction like your business and success counted on it! Take control over your calendar before your calendar controls you. — Marc Barnes, Mutual Trust Life Solutions

101. Don’t Forget to Breathe. You can’t always be grinding. If you want to be successful, you must carve out time to reflect, rest and recover. — J.D. Babuder, RT Specialty

Topics Agencies