Idea Exchange

The Wedge: A Simple Concept that Changed How We Sell

Like you, I’ve been to dozens of sales training classes. I’ve read several hundred sales books. Most of them provide something of value, but occasionally there will be one nugget that will change everything. Here’s the nugget… pure gold. It …

Minding Your Business: 9 Ways to Change & Positively Influence Employees

Hiring quality people for an insurance agency has always been tricky. With a good economy, it becomes even more difficult. Employees favor meaningful work, trust and respect from the employer, and a sense of community over compensation and long-term employment. …

7 Ways to Integrate New Media & Traditional PR to Build a Brand

With the abundance of new media platforms, there are more ways for insurance agencies and independent agents to reach their key audiences than ever before. Whether your targets are current and prospective customers or the insurance industry, it is important …

10 Agency Accounting Tips to Keep in Mind

Accounting practices for independent insurance agencies differ greatly from those traditionally used by other small businesses. Below are 10 tips for your agency’s accounting department. 1. Don’t Use QuickBooks QuickBooks is a great system for most businesses but not insurance …

Tech Talk: Speed-to-Value and the AI Revolution

The term “speed-to-value” has been around as a management maxim for decades but is being reborn in the digital age — and its application for agents today is perfectly timed. Here’s why. Speed-to-value refers to the need to continually develop …

Minding Your Business: 10 Rules for Family Businesses

Family businesses are the backbone of the U.S. economy. They generate more than 50 percent of the gross domestic product (GDP) and more than 70 percent of job creation. However, only about one-third survive into the second generation, and 12 …

The Competitive Advantage: Let’s Eradicate Incompetency

I recently wrote an article describing my horrendous experience purchasing a new life insurance policy. I criticized the industry for employing incompetent people and egregious renewal offers. Several readers rose to defend the industry and carriers. I love that passion. …

Politicians in Robes: Why Judicial Activism Is a Threat

At his confirmation hearing, now Supreme Court Justice Neil Gorsuch promised to be a fair and nonpartisan jurist, saying, “These days, we sometimes hear judges cynically described as politicians in robes, but I just don’t think that’s what a life …

Whether to File a Lien or Intervene: Practical Considerations to Maximize Subrogation Recovery

Consider this scenario: You have a strong case for subrogation arising from an employment-related accident. The injured employee’s attorney files suit, but refuses to move the case forward. Out of necessity you intervene and successfully negotiate the recovery of $35,000 …

How to Catch Commercial Auto Use Fraud

Pulling the wool over the insurance company’s eyes seems like a victimless crime. After all, if a few dollars are saved by saying a car is a personal vehicle instead of the commercial work truck it really is, who really …

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