Latest Sales Headlines
All the headlines from our Sales Topic Page, ordered by recency.
3 Reasons Why Agency Owners Fail to Grow Revenue (and What to Do About It)
Feb 21 2022 // What happens when you put a self-directed team in the game against a well-coached team? If the talent is similar, then the well-coached team will win eight out of 10 times. But why is that? If the coach is doing their job,...
Salaries Roar but Satisfaction with Compensation Wanes
Feb 21 2022 // Insurance agency personnel on average made more money in 2021 but satisfaction with compensation overall declined despite higher salaries and total compensation. Satisfaction with compensation dropped slightly across the...
The Un-Strategy
Nov 16 2020 // I have been legitimately and constructively criticized for spending too much time in my seminars describing the issue at hand, building urgency to change and identifying what people are doing wrong. The advice I’ve...
To Improve Profitability and Sales, ‘Fire’ Your Small Commercial Accounts
Oct 5 2020 // We all know about the Pareto Principle, the 80/20 rule. It also applies when analyzing the profitability and the work required for an agency’s book of business. Roughly 20% of the accounts generate 80% of the...
Producer Heroes
Sep 21 2020 // I received a nice email from a reader asking me to write about how important it is to support good producers and how good producers should be heroes rather than grouping all producers as anti-heroes. He provided the...
101 Sales, Marketing & Agency Management Ideas
Aug 24 2020 // 1. Offset Negativity. What can you show your clients that you are doing to help them during the pandemic? Everyone is tired of hearing how all their business income (BI) claims are denied. What are you doing to offset all...
Why the Shotgun Approach Is Nearing Obsoletion
Aug 24 2020 // On the one hand, the shotgun approach to selling insurance has an incredibly bright future with the automated quoting systems available to the public (see Policygenius’ Series D round of $100 million, pitchbook.com)....
Are You Really Interested in Learning to Do Your Job Better?
Jul 20 2020 // One of my favorite books and movies is The Milagro Beanfield War. It takes place in the ’70s in a small, poverty stricken, dirt street northern New Mexico village. It’s close to a third world village, and into...
iGUARANTEE™ Launches New Bail Bonds Software Platform
Jul 15 2020 // Burlington, NC, July 15, 2020 – Built on the backbone of 20 years combined programming experience, 13 years of Surety Bonding knowledge, 30 years of Sales and Marketing expertise, and more than 15 years of UX / UI...
Centauri Insurance of Florida Taps Moore as VP of Sales, Agency Relations
Jun 15 2020 // Centauri Specialty Insurance Holdings and its subsidiaries have hired Rick Moore as vice president of Sales and Agency Relations. As a part of the leadership team, Moore is responsible for the growth and management of...
Producer Recruiting and Retention Is the Same Issue for Agencies
Jun 15 2020 // Why? This is the entire question for agencies when it comes to producer recruiting. Well, maybe not. Here are the elongated versions of questions I field on this issue. Why is it so hard to find sales candidates? Why...
Email Your Sale Goodbye
Jun 1 2020 // As an agent you must stop building sales processes around what is easy for you and start doing what is best to close the business and win the client to your team. One of the areas we battle with agents on is emailing the...
Midwest Insurance Agency Alliance Adds Gravatt as Regional VP
May 4 2020 // Midwest Insurance Agency Alliance Inc. (MIAA) has hired Clayton Gravatt as regional vice president for Nebraska, Kansas and Missouri. Gravatt will be responsible for overall business development, membership service, and...
Account Manager and CSR Roles and Performance
Mar 23 2020 // Account managers are the backbone of an agency. Account managers (AM) are also called customer service representatives (CSR) and are critical to the agency’s reputation. Many are the key to retention, and clients...
How Data-Dependent Federal Reserve Is Growing to Like Private Company Big Data
Feb 10 2020 // About a year ago, Federal Reserve officials were nervous. Markets were cratering. Fear about a trade war was rising. The officials needed to know if the turmoil was chilling consumer spending. Problem was, a partial...
Hong Kong Insurers Say Sales Have Fallen to ‘Almost Nothing’ Due to Coronavirus
Feb 6 2020 // For Hong Kong insurers, the coronavirus outbreak is a second blow. Already reeling from at-times violent demonstrations that slowed the flood of Chinese travelers — one of the biggest sources of new policyholders...
Industry Trends to Exploit for 2020
Jan 13 2020 // The insurance industry is so intertwined into the economy and society, that just about any noticeable change in either will have some impact for the insurance industry. That is why it is imperative for agency owners to...
Brightway Insurance of Florida Names Co-Founder Michael Miller President, CEO
Jan 6 2020 // Brightway Insurance Co-founder Michael Miller will assume the role of president and CEO of the Florida-based company. Miller takes over for Talman Howard, who has been in the position for the last seven years. Michael...
12 New Year’s Resolutions for Insurance Agents
Dec 31 2019 // During the course of a year, Insurance Journal columnists, consultants and other writers dispense countless words of wisdom on how to be a better and more successful professional insurance agent. If you are a veteran...
The Power and Failure of Anecdotes
Dec 16 2019 // Meghan Moran at Johns Hopkins University studied 263 “avowedly anti-vaccine websites …[tracking] how many made powerful use of anecdotes – [and found that] a tragic story to stir fear and sympathy in a...
