The future of personal lines is about picking sides. Today’s average auto and homeowners policyholder is shifting from the middle ground to one of two consumer extremes: low service or high. The former considers insurance to be a commodity and …
Insurance agents are a very talented bunch. Over the years, many have fine-tuned the entrepreneurial skills needed to grow their businesses while competing and surviving in an often cutthroat sales environment. Firms in many other fields also deal with these …
Insurance agents are a very talented bunch. Over the years, many have fine-tuned the entrepreneurial skills needed to grow their businesses while competing and surviving in an often cutthroat sales environment. Firms in many other fields also deal with these …
The insurance industry has a well-earned reputation for stodginess. A vast percentage of today’s independent agents still employ conservative form letters and phone calls to attract the attention of small-to-medium-sized commercial prospects. Business has changed. In many instances, it has …
The insurance industry has a well-earned reputation for stodginess. A vast percentage of today’s independent agents still employ conservative form letters and phone calls to attract the attention of small-to-medium-sized commercial prospects. Business has changed. In many instances, it has …
The top functions of an agency newsletter are to keep in touch with existing insureds at times other than renewal and to establish or maintain contact with selected prospects. Is your agency’s newsletter a snooze-letter? If your agency sends out …
Hiring a relative as an agency producer Hiring a relative can be a terrific or a terrible move. Unfortunately, it isn’t always easy working with your relatives, day after day. Personal and professional problems frequently arise. Regardless, for years, agencies …
When you encounter an account you can’t competitively place, instead of declining to quote or expending extensive time searching for a viable market, refer the prospect to a competing producer who can easily write it. Some days it seems that …
Before you get too comfortable, take a second. Slide out of your office chair and look around the agency at the many printed forms that you use each day. Nearly every one can serve a need beyond its original intended …
Once you are perceived as an industry insurance expert, the resulting sales opportunities don’t stop at the county line. You’ll attract the attention of businesses well beyond your traditional marketing territory. Some agents assume that they know all about a …
