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.

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 …

Three ‘Common Sense’ Tactics for Commercial Lines Prospecting

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 …