Sit down… This is going to be a strange column. First, it’s my last one, as I have just retired....
Articles by Alan L. Shulman
It’s self-defeating to believe that the independent agency universe is a legacy sales system that’s floundering in the age of...
Everybody collects something. Some of these “somethings” are valuable; some are extremely valuable, while others are practically worthless. Regardless, whatever...
Is it worth it to market personal lines policies to drivers and homeowners who shop year after year? It’s costly...
In the mad rush to economize on and digitize virtually every insurance transaction and relationship activity, some small-business owners are...
Referrals are no longer just names with contact data provided to agents and client service reps. Today, they are intertwined...
It’s costly to sell new commercial lines accounts. In addition to the various prospecting and marketing costs, there is fact...
Just like everything else in the world, insurance sales competitors change with the times. Some are well-financed operations with a...
The agency business has a love affair with goals. Some focus on sales, while others deal with company volume demands...
Flying drones and self-driving vehicles are being readied for everyday use — and we are not amazed. That’s because, in...