Agency Management

Like many sales consultants with many years of experience under their belts, we have found that there is no “free lunch,” the IRS is NOT here to “help” us, no,…

Many agents don’t do a good job of explaining to clients just how much value-added service they provide. Sometimes you must lift the water to their lips because they have…

I respond to marketing calls, letters and telemarketers for insurance purposes. Yes, I am that guy who actually does this. But I respond to these campaigns because I desperately want…

I have received many incredulous looks and many e-mails asking what planet I was from in response to my speeches and articles suggesting producers must produce $200,000 gross commissions for…

When advertising, ALWAYS make sure that the consumer understands the significance and value of an independent insurance agent by stressing this, regardless of the form of advertising.

When contemplating a cross-sell strategy, it is important to fully analyze the strategy and set realistic expectations to ensure it is successful. With better analysis, agents can improve their strategy…

Did you know that at least half of all young, good producers leave their jobs after a short time due to their agencies’ poor sales environments? A new producer costs a minimum…

I’m going to give you 25 reasons why producers fail. Some of you will laugh. Some will cry. Some will curse. Some will think I am unfairly picking on producers.…

Start your agency on its way to making money on its sales, rather than losing money. Take a detailed look at ALL of the costs of making a sale. Do…

Not all customers will opt for higher quality services and products, but we can educate our prospects and clients about the genuine risks involved with a lower quality solution and…