National Section

10 Ways to Be a Competitive Buyer in a Seller’s Market

Many agency owners would like to acquire another firm that is compatible with theirs. Agency owners today want to be buyers of agencies with books that might be a great fit with the same type of business the agency already …

Agent-Broker Organic Growth Slows to 5-Year Low: Reagan Consult

Organic revenue growth in independent insurance agencies and brokerage fell to 4.0 percent for the second quarter of 2016, down sharply from 5.9 percent for the second quarter of 2015, and the lowest rate since 2011, as measured by the …

Business Moves

U.S. Risk, Kohlberg & Co. Dallas-based international specialty lines underwriting manager and wholesale broker U.S. Risk Insurance Group Inc. has agreed to partner with the private equity firm Kohlberg & Co. With capital and two board members from Kohlberg, U.S. …

Declarations

Star Trek Tragedy “In spite of our unbelievable grief, we decided to come here to prevent other families from the same tragedy.” — Victor Yelchin, father of “Star Trek” movie actor Anton Yelchin, and his family sued Fiat Chrysler Automobiles …

101 Sales, Marketing, and Agency Management Ideas

Emotional Connections. Great brands avoid selling products. Great salespeople cultivate emotional connections with customers. —Harvard Business Review, August 2016 How to Increase Sales. Discuss all coverages applicable rather than just the ones the producer/CSR thinks the client will purchase. As …

Small Business Satisfaction

No longer able to compete primarily on price, insurers are now focusing their efforts on pleasing customers, with the payoff being a significant increase in satisfaction among their small business commercial customers, according to the recently released J.D. Power 2016 …

It’s Not How Much You Make…It’s How Much You Save

We need to find many, not one, silver bullets to have people save for a life that is going to be closer to 100 years,” Joseph Coughlin, director of MIT’s AgeLab. That came right out of the USA Today, on …

Profile: Kevelighan Takes Over at Insurance Information Institute

In his nearly two decades in government and business, Sean Kevelighan has had his public affairs and communications fitness tested in high-profile situations, most notably working for the Treasury Department and as press secretary for the White House Office of …

Is Education the Key to Unlocking the Next Generation of Talent?

The insurance talent crisis is here. Thanks to an aging workforce, an impending wave of retirements and an increasingly shallow talent pool, the industry is now coming face-to-face with a growing labor gap. The past 10 years have seen the …

10 Things to Know About Drones

Federal Aviation Administration (FAA) drone definition: “An unmanned aircraft system (UAS), sometimes called a drone, is an aircraft without a human pilot onboard. Instead, the UAS is controlled from an operator on the ground.” — FAA Insurance Services Office (ISO) …

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