Growing Your Property Casualty Agency

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 …

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 …

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 …

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