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The Un-Strategy

Nov 16 2020 // I have been legitimately and constructively criticized for spending too much time in my seminars describing the issue at hand, building urgency to change and identifying what people are doing wrong. The advice I’ve...

To Improve Profitability and Sales, ‘Fire’ Your Small Commercial Accounts

Oct 5 2020 // We all know about the Pareto Principle, the 80/20 rule. It also applies when analyzing the profitability and the work required for an agency’s book of business. Roughly 20% of the accounts generate 80% of the...

Producer Heroes

Sep 21 2020 // I received a nice email from a reader asking me to write about how important it is to support good producers and how good producers should be heroes rather than grouping all producers as anti-heroes. He provided the...

101 Sales, Marketing & Agency Management Ideas

Aug 24 2020 // 1. Offset Negativity. What can you show your clients that you are doing to help them during the pandemic? Everyone is tired of hearing how all their business income (BI) claims are denied. What are you doing to offset all...

Why the Shotgun Approach Is Nearing Obsoletion

Aug 24 2020 // On the one hand, the shotgun approach to selling insurance has an incredibly bright future with the automated quoting systems available to the public (see Policygenius’ Series D round of $100 million, pitchbook.com)....

Are You Really Interested in Learning to Do Your Job Better?

Jul 20 2020 // One of my favorite books and movies is The Milagro Beanfield War. It takes place in the ’70s in a small, poverty stricken, dirt street northern New Mexico village. It’s close to a third world village, and into...

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