The “typical” P/C producer’s life is packed with sales drama. It features climactic successes and failures mixed in with routine yesses and noes. You can accept these ups and downs as business as usual or you can use sales history …
Inexperienced P/C producers frequently feel that they are working alone, lost in a sea of expectations. Their response, especially if they are young, is often to redouble their online activity. But today’s impersonal methods of contact are both a blessing …
It’s easy to imagine that your agency will stay in business for as long as you want, but in reality, commercial endurance is about action, not wishful thinking. To persevere in today’s competitive insurance marketplace, every independent agency must create …
Organic produce is popular. Free-range chicken is chic. So, why not get trendy and organically grow your agency? Naturally, inorganic growth is faster because it involves the buying of agencies, hiring producers with books of business, and other speedy volume …
Non-owner P/C producers help drive the independent agency system. They account for a significant share of the commercial lines business written through this channel. Yet too often, these employees must find their own path in the dark forest of sales …
With apologies to Paul Simon’s classic song, there must be at least 50 ways to promote personal lines policies. Below is my list. I stopped at 50 due to the song, so if you wanted more, it’s Paul’s fault, not …
Running a successful independent agency is a multi-faceted job. It’s a difficult balancing act that demands creating a constant flow of new business, while keeping insureds, employees and carriers reasonably happy. To accomplish this, principals can’t focus solely on production …
The primary purpose of an independent agent is to sell insurance. Nowhere in agency contracts does it mention that marketing and sales must be performed exclusively via social media. That’s a good thing, because if you go this route, you’ll …
Shark proof In part one of this series, we defined a shark as the kind of producer you don’t want anywhere near your clients. Sharks are experienced professionals who know the business, and are experts at breaking relationships. The 3 …
Independent agents have a nearly endless supply of suspects to solicit. They encompass almost every consumer and business in the state(s) in which you’re licensed. Of course, some make better prospects than others, and the more you know about them, …
