Idea Exchange

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 …

Insurance Company Stability

Many years ago, a well-known insurance company went from being highly rated to insolvent almost in a fortnight. Most people in the industry older than 50 years old remember that time. The failure was a shock that created lasting skepticism …

Retro-Theme Marketing, a Fun Approach to Motivation and Sales

Now that the new year has settled down into just “the year,” it’s a great time to inspire growth-driven agency action. But, touting what you offer the same way, year after year, can be downright dismal for everyone involved. Sure, …

Franchise Opportunities

Can you name an industry that contributes $2 trillion to our country’s gross national product (GNP)? How about an industry that is the fastest-growing and represents one in every 12 businesses that exist today? Or how about an industry that …

Increasing Retentions: The Hidden Premium Increase

Is the market hardening? A Google search shows that most experts think it is, and it is nearly impossible to find a professional journal without an article discussing the topic. The premium increases that are being implemented indicate that a …

Insurance Coverage for Discounting the Price of Goods for Sale?

Modern commercial general liability (CGL) policies provide coverage for personal and advertising injury. This type of coverage is discussed extensively in Practical Tools for Handling Insurance Cases, §§ 13.32-13:53 (Thomson Reuters 2011). One of the enumerated offenses for this type …

Sharkproof II: Retention through investment

Shark proof In part one of this series, we defined a shark as the kind of producer you don’t want anywhere near your clients. Sharks are experienced professionals who know the business, and are experts at breaking relationships. The 3 …

Cutting Corners

Some inside knowledge and a lot of experience strongly suggests that many agencies and brokers are cutting processing corners. I am not writing about immaterial corners. I am writing about them cutting large, material corners. Some have cropped the corners …

The Next Generation

Workers 45 and over account for 48 percent of the insurance industry’s workforce, according to the Bureau of Labor Statistics This means nearly half of the workforce will be retired or on the verge of retirement in only 15 years. …

7 Basic Marketing Approaches for Independent Agents

It’s impossible to market anything successfully without communicating well. There are multiple ways, online and off, to manage this vital activity. Below are overviews of seven marketing methodologies. Social media. Networking is about communication and sharing. And as your mother …

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