Let’s face facts. It’s unlikely that any individual independent agency will ever “beat” the direct writers. They have massive marketing...
Articles by Alan L. Shulman
Use ‘Flooded Photos’ to Creatively Market Flood Policies No matter what we mere humans do, nature does whatever she wants,...
Six Informal Ways to Target Commercial Lines There are still plenty of generalist insurance agencies around. These overly polite offices...
Name Your Agency After What It Does Instead of Who Owns It What is in a name? If you ask...
Some House Accounts Are More Equal Than Others Commercial lines house accounts are traditionally profitable for the average agency. By...
The Sales Story of How I Bought My Cool New Car I just acquired a shiny new car. I bought...
Formalize the Cross-Selling of Business Insurance Restaurants have specials, while stores, catalogs, and online marketers offer featured products. These time-tested...
Never Take a New Insured’s Business for Granted Client retention is a bellwether of a professional firm’s success. It indicates...
To Paraphrase Bambi’s Mother: Do It Right or Don’t Do It At All Listen to the pundits. You know, those...
Why Cross-Selling Depends on the Initial Sale Everyone in insurance sales knows the value of cross-selling additional protection to existing...