Why Underwrite? January 25, 2021 By Chris Burand The title of a recent article I read was, “The Race to Zero in Small Commercial.” Zero referred to zero...
If You’re Not Growing, You’re Shrinking December 21, 2020 By Chris Burand This familiar euphemism has so much truth embedded in it. Like most robust age-old truisms, humans – and in particular,...
The Un-Strategy November 16, 2020 By Chris Burand I have been legitimately and constructively criticized for spending too much time in my seminars describing the issue at hand,...
How Many Screwdrivers Do You Need? October 19, 2020 By Chris Burand If you do not do much home or auto maintenance or build furniture, or in general, you just don’t do...
Producer Heroes September 21, 2020 By Chris Burand I received a nice email from a reader asking me to write about how important it is to support good...
Why the Shotgun Approach Is Nearing Obsoletion August 24, 2020 By Chris Burand On the one hand, the shotgun approach to selling insurance has an incredibly bright future with the automated quoting systems...
Are You Really Interested in Learning to Do Your Job Better? July 20, 2020 By Chris Burand One of my favorite books and movies is The Milagro Beanfield War. It takes place in the ’70s in a...
How COVID-19 Will Change Insurance Sales June 15, 2020 By Chris Burand An agent who is a client of mine asked me, “Do you really think any business owner is truly happy...
Why Trust When You Should Know? May 18, 2020 By Chris Burand It is often said that people buy insurance trusting that it will be there when they actually need it, and...
How To Make Your Life Easier, and Richer April 20, 2020 By Chris Burand Agency owners can make their lives easier and richer if they follow one simple rule: Run their agency as a...