It’s easy to imagine that being positive about everything in your life is the ideal mental state. It’s a wonderful fantasy, but it’s not real. Negative thoughts exist – and in some ways these musings are positively enlightening. One example …
There are endless ways to grow your agency. Yet today, pretty much all you hear about is using social media and establishing a strong mobile presence. These biggies are essential weapons in your agency’s arsenal, but they can cast a …
It’s easy to overlook the continued importance of email as a marketing device with today’s digital focus set firmly on social media. Email, as we know it, has been around for about a quarter of a century and it has …
It’s a fatal mistake to disregard the massive impact of digital marketing and selling. Insurance shopping is diving headlong into this direction and every forward-thinking agency must accept it as inevitable. But recognizing the inevitability of digital dominance does not …
Prospecting for fresh insurance leads is the soil of sales. And as any horticulturist can tell you, good earth is required to grow anything – including your agency. You can delegate this core function to a third party and buy …
It is common knowledge that if an agency wants to employ a dedicated marketer, hire a young person. They, and only they, know what is happening in social media. By virtue of their youth, and their presumed familiarity with all …
You can’t grow your agency without the right attitude. No, I’m not talking about a “proactive” sales stance. This cheerleading concept has been floating around the industry ever since the word was invented. Rather, I am referring to the attitude …
Imagine running an insurance agency 150 years ago. Essentially all that was available to sell was fire insurance and perhaps some marine. Fast forward to today and that same operation – now celebrating its sesquicentennial – has not only survived …
Some independent agents imagine that they are involved in an eternal sales conflict. Their mortal enemies include the large national insurance marketers, area captive agents, plus a wide swath of local, regional, and digital competitors. This battle-vision hardens their resolve …
To survive, think backwards. Consider what you shouldn’t do before contemplating what you should, as avoiding negative acts improves your agency’s health. Don’t just promote from within. As important as it is to have a career path for your staff, …
