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...
Accounting Matters and So Does the Balance Sheet April 6, 2020 By Chris Burand I keep seeing agencies that need dramatic improvements to their accounting practices. Many such agencies are small, but not all....
Consumer Advocacy: What Do Clients Really Want? March 9, 2020 By Chris Burand I’m passionate about selling clients the coverage and protection they need, or at least helping them make good decisions about...
Why Traditional Independent Agents, Carriers Need to Partner and Align Now More Than Ever January 27, 2020 By Chris Burand Agencies and carriers need to align now more than ever. I will add a condition to this statement: Quality independent...
The Power and Failure of Anecdotes December 16, 2019 By Chris Burand Meghan Moran at Johns Hopkins University studied 263 “avowedly anti-vaccine websites …[tracking] how many made powerful use of anecdotes –...