One of the “secrets” to building an agency, or any business for that matter, is to ask introspective questions and to answer them thoughtfully. For an operation that sells contractual promises, written by others, these queries cover a lot of …
The private passenger auto insurer GEICO is kicking off 2013 with plans to hire 300 new associates at the company’s regional office in Tucson, Ariz. The hires will include associates to fill new positions, and to make up for attrition. …
The 2012 presidential election is coming up quickly and the media is outputting endless stories, videos, tweets and more about it. Pay attention to the ads and the action to pick up some interesting lessons you can apply to your …
Salespeople, broadly speaking, fall into three categories. There are those elusive few, typically the 20 percent of the firm’s salespeople, who are highly productive, who sell most of what is sold. These individuals have precisely what it takes to sell …
Finding Superior Production Talent By David Connolly President iQ Consulting An excerpt from an interview with a successful agency owner DC: Historically, what has consistently been the biggest challenge you face as an agency owner? Owner: “In our infancy we were …
Aviva, the UK’s No.2 insurer, plans to sell or close more than a quarter of its businesses in a shake-up aimed at regaining the support of investors irked by the group’s flagging share price. The company, whose weak stock market …
Wal-Mart and independent agencies seemingly have little in common. Not so. There are many helpful ideas to cull from Mr. Walton’s amazing odyssey from one store to the largest retailer in the world — as revealed in his autobiography, “Sam …
Much of life is a sales process. At some point in every relationship we are, in effect, negotiating, selling and buying ideas. Communication is not an exact science. When we communicate, we use our words, in our own style to …
The airline and aviation manufacturing insurance markets turned a profit in 2011 “following one of the safest years in recent times in terms of numbers of losses and passenger fatalities,” according to a review from Willis Aerospace, a unit of …
Swiss Re and its private equity partners Apax and PAI are in pole position to acquire Groupama’s GAN Eurocourtage [brokerage] unit for about €600 million ($793.2 million), people familiar with the situation said. The Swiss reinsurance group teamed up with the private …
Sign up to receive insurance news alerts!
