Growing Your Property Casualty Agency

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 …

How a ‘Middle-Aged’ Marketer Can Help Your Agency Grow

It is common knowledge that if an agency wants to employ a dedicated marketer, hire a young person. They, and only they, know what is happening in social media. By virtue of their youth, and their presumed familiarity with all …

How a Bad Attitude Can Harm a Good Agency

You can’t grow your agency without the right attitude. No, I’m not talking about a “proactive” sales stance. This cheerleading concept has been floating around the industry ever since the word was invented. Rather, I am referring to the attitude …

Contemporary Growth Tips From a 150-Year Old Agency

Imagine running an insurance agency 150 years ago. Essentially all that was available to sell was fire insurance and perhaps some marine. Fast forward to today and that same operation – now celebrating its sesquicentennial – has not only survived …

Some Independent Agents Are Their Own Worst Enemy

Some independent agents imagine that they are involved in an eternal sales conflict. Their mortal enemies include the large national insurance marketers, area captive agents, plus a wide swath of local, regional, and digital competitors. This battle-vision hardens their resolve …

12 Survival Suggestions for Today’s Independent Agent

To survive, think backwards. Consider what you shouldn’t do before contemplating what you should, as avoiding negative acts improves your agency’s health. Don’t just promote from within. As important as it is to have a career path for your staff, …

Evaluate and Share Your Sales Successes and Failures

The “typical” P/C producer’s life is packed with sales drama. It features climactic successes and failures mixed in with routine yesses and noes. You can accept these ups and downs as business as usual or you can use sales history …

Encourage Your Inexperienced Agent to Find a ‘Production Peer’

Inexperienced P/C producers frequently feel that they are working alone, lost in a sea of expectations. Their response, especially if they are young, is often to redouble their online activity. But today’s impersonal methods of contact are both a blessing …

What’s On Your Agency’s Survival To-Do List for 2014?

It’s easy to imagine that your agency will stay in business for as long as you want, but in reality, commercial endurance is about action, not wishful thinking. To persevere in today’s competitive insurance marketplace, every independent agency must create …

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