Articles by Alan L. Shulman

image of Alan L. Shulman

Alan Shulman, CPCU, is the publisher of Agency Ideas® sales and marketing newsletter (free basic subscription at www.agencyideas.com/join). He is also the author of “500 Sales Ideas for Commercial Lines Producers” among many other P&C sales resources. Email: alan@agencyideas.com. Website: www.agencyideas.com.

Renew More Personal Lines Policies With Better Marketing

Is it worth it to market personal lines policies to drivers and homeowners who shop year after year? It’s costly to book new business and besides; a steady flow of renewals is what keeps the insurance industry in business, including …

Don’t Treat Small Business Accounts Like Personal Lines

In the mad rush to economize on and digitize virtually every insurance transaction and relationship activity, some small-business owners are getting shortchanged — and that’s shortsighted. Still, the growing dominance of the digital world is an overall positive for small …

6 Ways to Get More Referrals and Online Recommendations

Referrals are no longer just names with contact data provided to agents and client service reps. Today, they are intertwined with social media likes, recommendations and reviews. These online affirmations reverse the traditional referral flow by suggesting you to the …

10 Ways to Retain More Commercial Lines Accounts

It’s costly to sell new commercial lines accounts. In addition to the various prospecting and marketing costs, there is fact gathering/front line underwriting, pricing, proposal preparation and presentation – and when you’re successful, there’s policy delivery. The time and treasure …

Which of These Competitors Should You Worry About?

Just like everything else in the world, insurance sales competitors change with the times. Some are well-financed operations with a strong retail presence or online superpowers. Others are more traditional in nature but hungry and aggressive. Then there’s the flip …

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 …