Sit down… This is going to be a strange column. First, it’s my last one, as I have just retired. Second, it’s structured as a self-interview. And third, it’s written in the first person; something I have fastidiously avoided throughout …
It’s self-defeating to believe that the independent agency universe is a legacy sales system that’s floundering in the age of mobile media. As a reaction to this unwarranted fear of obsolescence, some agents seek remedies from outside of their environs …
Everybody collects something. Some of these “somethings” are valuable; some are extremely valuable, while others are practically worthless. Regardless, whatever you collect says something about you and your interests; it’s a mini-window into your thirst for life. Why Collect? People …
Is it worth it to market personal lines policies to drivers and homeowners who shop year after year? It’s costly to book new business and besides; a steady flow of renewals is what keeps the insurance industry in business, including …
In the mad rush to economize on and digitize virtually every insurance transaction and relationship activity, some small-business owners are getting shortchanged — and that’s shortsighted. Still, the growing dominance of the digital world is an overall positive for small …
It’s costly to sell new commercial lines accounts. In addition to the various prospecting and marketing costs, there is fact gathering/front line underwriting, pricing, proposal preparation and presentation – and when you’re successful, there’s policy delivery. The time and treasure …
The agency business has a love affair with goals. Some focus on sales, while others deal with company volume demands and operational and financial ratios. It’s a lot for any small business to establish and monitor, much less achieve. So, …
Flying drones and self-driving vehicles are being readied for everyday use — and we are not amazed. That’s because, in our industry, we focus on the practical instead of the stupefying: looking at the various ways to insure these 21st …
To foster growth, property/casualty agency managers need to actively encourage their employees to achieve a desirable level of mutual trust and respect. In some offices there is a professional chasm between job positions and departments. Its depth varies by agency, …
Relationships are the currency of commerce. Without them, no one buys or sells anything. These interactions might involve interfaces or individuals – but the end result is always the same … a product or service and money (or barter) changes …
