Articles by Chris Burand

Burand is the founder and owner of Burand & Associates LLC based in Pueblo, Colo. Phone: 719-485-3868. E-mail: chris@burand-associates.com.

What Is An Insurance Agent’s Job?

A family member recently bought a house. His realtor was connected to an agency of which I am familiar. In my opinion, the agency should not possess an insurance license. Incompetent would be the nicest description I would offer. Uncaring …

Is Selling Insurance a Profession?

A “profession” is defined by Merriam-Webster’ Dictionary as: 1: the act of taking the vows of a religious community 2: an act of openly declaring or publicly claiming a belief, faith, or opinion : protestation 3: an avowed religious faith …

Top 3 Recommendations Ignored by Agency Management

Prior to starting my consulting business, I read a great book that provided many clever rules for consultants to follow. It took many years for me to fully appreciate some of those rules and I am still working on some. …

The Future of Insurance

Amidst all the acquisitions and insurtech startups and disintermediation discussions, a bigger issue is being missed. The result is that all these firms are fighting over a dying industry. The reason the insurance industry is dying –commercial insurance in particular …

Just Do What Is Right

After finishing a strategic planning meeting with a client, he emailed me a Meme, “Just Do What is Right.” The entire strategic plan was summed up with that one sentence. We agreed at the meeting that the strategy would be …

Why Health Insurance & Workers’ Compensation Insurance Are Not True Insurance

Fully funded or level funded traditional health insurance provided by employers is not insurance except for people who buy their own insurance, i.e., the small business owner. To qualify as insurance, the insurance policy must insure the buyer’s assets. Employer …

The Failure and Opportunities of Insurance Done Well

The three most important commercial insurance policies to write and to write with exacting quality are applicable liability policies such as general liability and employment practices liability insurance, cyber and perhaps most important, business income. A building can burn down, …

What a Winner is Doing and What You Can Learn from Them

A recent whitepaper, “The Insurer’s Customer Acquisition Playbook” offered by Data Axle, covers the Four Phases of Program Development. It is a pretty good read. One of the carriers they highlight in the paper is Progressive. One of the four …

All Agencies Must Have a Balance Sheet

I have written on this subject many times, but I have done an inadequate job of being understood because I keep coming across agency owner after agency owner who does not know they need a balance sheet, and in fact, …

Why Agencies Need to Improve Key Metric Measurements in Today’s Economically Challenging Times

Agency executives can greatly increase the success of their organizations if they know how many customers they have. That sounds fundamental. However, I find that most agencies do not have solid counts. They think they do, but they do not. …