Cover Story

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 …

Disaster Response: Pandemic Insurance to the Rescue

The shoe may eventually be placed on the other foot for the United States. This nation has a long-standing tradition of innovating products and ideas – particularly insurance products – and then exporting them to other countries. Now the U.S. …

Construction Market Keeps Building: Brokers’ Outlook on Current & Future Opportunities

Amid ups and downs, the construction market has seen steady growth over the past four years, and now construction insurance specialists believe the market is set to finally start to heat up. The intense competition has carriers maintaining a market …

2016 Super Regional P/C Insurers™

In order to continue the discussion regarding what constitutes a Super Regional P/C Insurer™ and to give definition to this important group of insurers, Demotech Inc. analyzed year-end 2015 data for property/casualty insurance companies.This data was utilized to classify and …

Young Agents’ Optimism High on Career Choice, Income and Future of Agency System

It’s no secret that the insurance industry is facing a huge talent gap. Almost half of all insurance professionals are over age 45, with 25 percent of the industry expected to retire by 2018. That’s a concerning trend for the …

HOT Markets: Drones, Cyber and More

Looking for new sales and opportunities in 2016? Here are a few of the top market sectors that just might deliver hot opportunities for agents and brokers in the property/casualty insurance industry this year. Sky’s the Limit The drones sector …

Piecing Together Homeowners Coverage

The homeowners insurance line, not often thought of as a bastion of change, is actually quietly evolving beyond the traditional “one-size-fits-all” business. Some of the puzzle pieces that make up homeowners insurance are changing shape and new pieces that address …

Agency Compensation: Unequal Pay For Women?

Women who are top leaders or producers in property/casualty insurance agencies make materially less than men in the same positions. While females make up almost half of all agency employees (48.3 percent), across the board females earned 109 percent less …

Ghost of 2008 Crash Still Haunts Real Estate E&O

The ghost of the 2008 financial collapse still haunts the liability insurance market for real estate professionals and some are worried the business may be headed for a replay of that crisis. While it is still recovering from the crash …

New Look in Franchise Liability

Businesses known for their uniforms are worried about lawyers in business suits in the wake of a change in the nation’s labor laws affecting their liability for employment practices. The change could unravel the franchise business and wreak havoc for …

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