Articles by Alan L. Shulman

image of Alan L. Shulman

Alan Shulman, CPCU, is the publisher of Agency Ideas, a subscription-only sales and marketing newsletter. He is also the author of the many tools posted on the Agency Ideas Instant Download Store. Phone: 800-724-1435. Email: alan@agencyideas.com. Website: www.agencyideas.com.

Beware of Setting Too Many Goals for Your Agency

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, …

How to Deal With Humans (Customers) Who Prefer a Digital Interface to a Real Face

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 …

How Well Do Your Producers and CSRs Really Get Along?

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, …

Interpersonal Relationships Promote Your Agency’s Growth

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 …

The Positive Power of Negative Thinking

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 …

10 Practical Ways to Pump Up Your Agency’s Volume

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 …

9 Marketing Basics to Recall about Email in the Age of Social Media

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 …

6 Juicy Excuses for Why Your Agency Didn’t Grow Last Year

It’s a brand new year. Hopefully last year’s numbers were where you wanted them to be: solid growth, increased revenue and expenses under control. But for those agencies that didn’t add to their book, there’s always an excuse or six. …

It’s Time to Think and Act Like a Startup – Again

It’s almost the New Year and that means a fresh start for every independent agent. But it’s not just the calendar that needs to begin again; your agency needs to as well. It needs to reimagine itself as a startup …

Coping With the Digital – Traditional Communication Dilemma

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 …