You can’t grow your agency without the right attitude. No, I’m not talking about a “proactive” sales stance. This cheerleading concept has been floating around the industry ever since the word was invented. Rather, I am referring to the attitude …
Imagine running an insurance agency 150 years ago. Essentially all that was available to sell was fire insurance and perhaps some marine. Fast forward to today and that same operation – now celebrating its sesquicentennial – has not only survived …
It’s summertime, and that means millions of active people are outside enjoying their recreational vehicle of choice. Virtually all RVs require some form of insurance protection, whether it’s for the vehicle itself or the potential liability that arises from it. …
Some independent agents imagine that they are involved in an eternal sales conflict. Their mortal enemies include the large national insurance marketers, area captive agents, plus a wide swath of local, regional, and digital competitors. This battle-vision hardens their resolve …
To survive, think backwards. Consider what you shouldn’t do before contemplating what you should, as avoiding negative acts improves your agency’s health. Don’t just promote from within. As important as it is to have a career path for your staff, …
The “typical” P/C producer’s life is packed with sales drama. It features climactic successes and failures mixed in with routine yesses and noes. You can accept these ups and downs as business as usual or you can use sales history …
Now that the new year has settled down into just “the year,” it’s a great time to inspire growth-driven agency action. But, touting what you offer the same way, year after year, can be downright dismal for everyone involved. Sure, …
Inexperienced P/C producers frequently feel that they are working alone, lost in a sea of expectations. Their response, especially if they are young, is often to redouble their online activity. But today’s impersonal methods of contact are both a blessing …
It’s easy to imagine that your agency will stay in business for as long as you want, but in reality, commercial endurance is about action, not wishful thinking. To persevere in today’s competitive insurance marketplace, every independent agency must create …
Sales leads arrive at today’s property/casualty agencies from a variety of digital and traditional sources. The former includes social media, websites, blogs, emails, etc. The latter features direct mail, telemarketing, print advertising and more. Leads also arrive from client and …
