Sit down… This is going to be a strange column. First, it’s my last one, as I have just retired. Second, it’s structured as a self-interview. And third, it’s written in the first person; something I have fastidiously avoided throughout …
It’s self-defeating to believe that the independent agency universe is a legacy sales system that’s floundering in the age of mobile media. As a reaction to this unwarranted fear of obsolescence, some agents seek remedies from outside of their environs …
Everybody collects something. Some of these “somethings” are valuable; some are extremely valuable, while others are practically worthless. Regardless, whatever you collect says something about you and your interests; it’s a mini-window into your thirst for life. Why Collect? People …
Is it worth it to market personal lines policies to drivers and homeowners who shop year after year? It’s costly to book new business and besides; a steady flow of renewals is what keeps the insurance industry in business, including …
In the mad rush to economize on and digitize virtually every insurance transaction and relationship activity, some small-business owners are getting shortchanged — and that’s shortsighted. Still, the growing dominance of the digital world is an overall positive for small …
Referrals are no longer just names with contact data provided to agents and client service reps. Today, they are intertwined with social media likes, recommendations and reviews. These online affirmations reverse the traditional referral flow by suggesting you to the …
It’s costly to sell new commercial lines accounts. In addition to the various prospecting and marketing costs, there is fact gathering/front line underwriting, pricing, proposal preparation and presentation – and when you’re successful, there’s policy delivery. The time and treasure …
Just like everything else in the world, insurance sales competitors change with the times. Some are well-financed operations with a strong retail presence or online superpowers. Others are more traditional in nature but hungry and aggressive. Then there’s the flip …
The agency business has a love affair with goals. Some focus on sales, while others deal with company volume demands and operational and financial ratios. It’s a lot for any small business to establish and monitor, much less achieve. So, …
Flying drones and self-driving vehicles are being readied for everyday use — and we are not amazed. That’s because, in our industry, we focus on the practical instead of the stupefying: looking at the various ways to insure these 21st …
