Idea Exchange

The Wedge: How to Beat Buyer Intimidation

Imagine it’s almost 2,000 years ago and you’re a peasant living in Italy. Your boss sends you into Rome to get some supplies. You saddle up your donkey and head into town. As you make your way through the city, …

Is Money the Key to Happiness? Not Anymore!

Does money truly buy happiness? Money does not equate to a happier life, according to economists. However, a number of organizations continue to remain focused on compensation as their sole engagement tool. While salary is certainly an important determining factor …

Minding Your Business: Trends to Exploit in 2017

It is a new era for our country, with President Donald Trump coming into power with the theme to “Make America Great Again.” Perhaps it is also the time to do the same for agency planning. Are there things in …

The Competitive Advantage: The Importance of Proper Accounting in Insurance Agencies

Independent insurance agencies’ accounting methods and contractual and legal requirements are unique, especially considering how lax enforcement is when all 50 states and the federal government have long-standing accounting rules that apply to 100 percent of all agencies. No exceptions …

Tech Talk: 2017 Marks the Digital Tipping Point

2017 will mark the tipping point in agents’ efforts to adapt to the digital marketplace. Agents are no longer talking about why they should become “digitally- savvy” but how best to do it. Agents are also concentrating most on two …

How to Grow Your Insurance Agency in 2017

Growing a successful agency isn’t always easy in today’s world. While you likely created a business plan when you first launched your insurance agency, you might not have looked at it recently. As the insurance industry grows increasingly competitive, your …

Take a Strategic Approach to Agency Growth

An insurance agency executive’s control of commercial lines growth is classically limited to encouraging producers to write new accounts. That is good of course, but the organic growth experienced by most independent insurance agencies is more dependent on factors outside …

Why it Sucks to be a Sales Manager in Most Agencies

While it’s not always true, most sales managers get stuck with dealing with under-performers. Under-performers come in a lot of different packages. It could be the underwriter who was hired to be a producer. This could be a smart individual …

The Corporate Citizenship Mandate

In the midst of today’s growing war for talent and increasingly competitive labor market, corporate citizenship programs should no longer be viewed simply as a “feel good” activity. Rather, this “win-win-win” opportunity — providing benefits for the charity, employer and …

3 Common Strategies Found in the Fastest-Growing Independent Agencies

Over the past several years, despite some dire predictions, the independent agency channel overall has held its own against other distribution channels. In a recent internal research study, for example, Safeco Insurance found that the distribution of auto insurance by …

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