Idea Exchange

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 …

The Competitive Advantage: On the Other Side of the Desk

It is always interesting to be on the other side of a desk. I’m always consulting and writing on “all things” insurance but I’m not always buying insurance. This year I purchased a couple of new policies causing me to …

4 Ways to Help New Producers Beat the Odds

To say that most new producers don’t hit the ground running is an understatement. Between learning about the specific products and coverages the firm offers, beginning to prospect leads, and acclimating to a new job, it’s common for new producers …

The Wedge: 3-Step Super Formula to Growing a Million Dollar Book

“If you build up their confidence they will set higher goals and push to achieve more.” — Lou Holtz Mr. Holtz gives us a formula for winning and who doesn’t want to win? The formula starts off with building up …

State of P/C Insurance Industry, Part 1: The Fate of ‘Hard Market’ Agencies (and Companies)

Property/casualty (P/C) insurance and group benefits industry is changing faster than ever. Many factors are the parents of such change. In part one of this two part series, I will focus on the more traditional aspects and effects on agencies …

Be Prepared: Vetting is Essential for CAT Season Support

Natural disasters are unforeseen and unpredictable — leaving a path of devastation and destruction in their wake. With catastrophe (CAT) season around the corner, insurance organizations need to take a look at their contingency plans. If faced with the sudden …

Looking at Insurtech the Wrong Way

Insurtechs stimulate a lot of debate among agents about the extent to which they pose a threat and what should be done to address it. Some dismiss the threat by analyzing flaws in a particular venture or mocking past studies …

Why the WannaCry Breach Brings Good News

Don’t cry over spilled milk, in fact maybe it will teach you to hold the carton tighter. A lesson well learned. This is why, despite the harsh headlines, the ransomware attack that struck the world in May, WannaCry, makes me …

Minding Your Business: Agency of the Future

Yogi Berra once said: “It’s tough to make predictions, especially about the future.” Ignoring that wisdom, what will the insurance agency business model look like in 10 years or 20 years? Right now there are several major trends that are …

5 Tips for Selling Umbrella Insurance

Whether you’re new to selling insurance or you’re an expert at it, you may have found umbrella insurance is one of the products that lots of people do not understand, and may need more convincing to buy, than say, homeowner’s …

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