Agency Management

At a rapidly accelerating rate via TV advertising, online “ease of use” promotion and proliferating media articles, consumers are being duped into believing that personal lines insurance is a commodity,…

Are there any situations where you would refer a prospect to another agent? One agent who writes almost exclusively commercial lines refers personal lines opportunities to an agency that writes…

This is neither an advertisement nor an endorsement, but rather an informational piece about what one agent-led group is trying to accomplish. Anyone who deals daily with certificate of insurance…

One of the reasons that the direct writers and internet-based companies do so much business is that the buying public feel that insurance is a commodity—we’re all the same and…

Creating loyal customers is a far more cost effective strategy than bringing in new ones. Many studies claim that it can cost five times more to acquire a new customer…

Neither the ISO personal or business auto policies have a “crime” exclusion per se. Both have a racing exclusion, though how it applies is significantly different between these policies. But…

What is customer loyalty? I asked a number of business people this simple question. Most agreed that customer loyalty means that the customer will come back, again and again. However,…

Recently, we have been contacted by a number of industry reporters with questions about our specific response to companies like Walmart and Overstock.com entering the insurance marketplace and our general…

Agents would like to have a clean and simple way of judging their estimated or exact value. When they ask me to simplify the method for valuing their agencies, I…