Agency Management

That’s probably the question I’m asked more than any other. Frustrated CEOs and sales managers express that thought over and over, in one way or another. They harbor a feeling…

What’s gunk? Any practice that detracts from the salesperson spending time with customers. In other words, other things the outside salespeople do instead of meeting with customers. When we boil…

How do I sell to an account that is firmly in the hands of a competitor? In one form or another, I hear that question at almost every sales seminar…

Relationship Selling is the differentiation of you and your agency from your competitors – without considering price. Sales can be made on the basis of price. But relationships cannot be…

What is GOOD customer retention? If you consider the fact that some customers move, sell their business or die every year, a 95% retention rate or better is considered strong.…

Customer retention has been trending negatively for the last ten years. Customer retention in recent years has averaged 87% and, while a few percent retention loss doesn’t seem like much,…

Even in trying economic times, smart agents understand the critical need for feet on the street, bringing new clients to the agency on a regular basis. Only one of every…

This comprehensive article addresses the issues of building a successful sales organization, for outstanding customer service to the critical need for formal sales training. Al presents some startling statistics dealing…

In this article, I’d like to present six points that are the core of sales oriented insurance agencies that we encounter and assist as a consulting firm. If you are…

What do you do AFTER…        …you have automated to increase efficiency…        …you have eliminated functions and personnel…        …you have cut your expenses to the bone……and you are still losing ground…