Agency Management

In order to reach a desired premium, an insurer may ask if the agent wants to “chip in” commission, for example, reducing the commission from 15% to 10% in order…

Many people in the P&C industry, particularly agency CSR’s and a number of producers have not yet had the pleasure of experiencing a hard market. It’s been about 15 years…

Sounds good, doesn’t it? Fifty or more sales calls in a single day? Obviously, making this many (or more) individual sales calls would be pretty difficult. But what if you…

Much has been written about how to reduce insurance premiums. Unfortunately, too much of this advice has been BAD and much of this bad advice comes from consumer web sites…

We dare to say that our newsletter subscribers (you) are wealthier and have more potential for wealth creation than 99.1% of the population on the planet. Check that statistic out…

In our work across the country, sales people are pressured for sales results while simultaneously being pressured to complete non-sales activities. We see this all over, regardless of industry. No…

In our constant search for the easy way to sell (there is no easy way but we continue to look), one consistent factor is that the most successful sales organizations…

As Gershwin wrote in the title of this article, summertime is the season when many people tend to take it a little easier…including your competitors. Sales guru Tom Redmond illustrates…

One of the best sales techniques is to ask for referrals from your happy customers. As much as I want my sales people asking for referrals, I would much rather…

As we all know, insurance seminars and articles can be a little on the “dry” side. So, every now and then, when you select an article from the Research Library,…