Agency Operations

As agencies grow, eventually they require a producer and bringing in a nonowner producer seems to be the Achilles heal of so many very successful agency owners. But, there are…

I spend a lot of time with insurance agency owners and producers. So I see and observe a lot about sales. Based on these observations, I believe producers generally fall…

What business are you in? The answer is not always obvious. If your answer is selling insurance then prepare your agency for a slow demise. No future exists in selling…

Many companies exploring alternative distribution channels believe that some people don’t want the advice and counsel of an agent. Know what? They’re right! Know something else? You’re better off letting…

All the modern forward thinking gurus of selling agree: “Telling ain’t selling. Listening is.” Without question, it’s the number one skill of closing sales. But what the gurus often fail…

We know you’ve been taught that people buy based on value, not price. But, let’s face it, you don’t believe it do you? In the real world, too often you…

Know why price is perceived by so many sales people to be the driving force? Simple: Most sales staff are trained by BUYERS, not employers! What has happened over the…

Price is always a part of the final equation in selling, but the real reason people choose one supplier over another is almost never price, nor does it have anything…

It is important to continually raise the level of relationships within an account. It is the producer’s job to identify prospective customers out of the field of buyers and move…

A sales person can’t create genuine value for a client if the focus is on unit pricing. Price is always a product of poor selling and inept sales management. If…