Agency Management

By now, you’ve probably heard how creating a website or using social media can help increase visibility and generate leads for your agency. But there’s one tool you may not…

Do you hate to make calls on the phone? Would you rather do anything, anything, than dial that stranger? Do you find yourself reading the newspaper, taking an early lunch,…

There are significant opportunities to improve agency processes for marketing commercial lines accounts to carriers. This article outlines commonly found problems in these processes and then makes several practical recommendations…

Have you heard of the “My Guy” philosophy? It goes like this: Our customers seem to have “their guy” or “their gal”—and as long as their business partners are providing…

Over the years, we have observed the mistakes of many salespeople in many different types of “selling situations” in trying to acquire and retain business. Although the actual approach or…

Personal lines competition continues to intensify unabated as more and more players enter the marketplace. However, independent agents CAN fight back…IF they are willing to make some fundamental changes in…

The silliest of all marketing and advertising mistakes is when agency owners get caught up designing fancy headlines, logos, slogans and toll-free numbers, and forget the number-one feature of their…

Sales people are the front end of many businesses. For many companies, they are the most influential person in the client relationship. For this reason, if for no other, it…

With all of the discussion in recent years about the importance of understanding our customer’s needs, it’s a valuable exercise to try to see ourselves as we might be perceived…

Personal lines, like life insurance, can be a more difficult sale than commercial lines. Generally speaking, most consumers look at home and auto insurance as a commodity. So, if you…