How to Save $233 on Car Insurance and Incur a Loss Exposure of $16,000
Search the internet for “how to reduce your car insurance cost” and you should get about 58 million hits. Hundreds, if not thousands, of articles have been written about how…
Human Resources
How Does a New Agent Learn How to Write a New Commercial Account?
You got your start as a personal lines producer and you’re ready to make a move to commercial lines production. How do you get started? How do you “write” a…
The Commoditization of P&C Insurance
This article is a wake-up call from consultant Chris Burand: “The independent agency system constantly emphasizes how important agents are to clients in choosing the right coverage. While agents can…
Creating Achievable Goals and Objectives
If your staff is confused about the difference between goal setting and action planning read this clarifying article. The process should create synergy among all employees as well as achievable…
When It Comes to Serving Clients, Do You Lead or Follow?
This article is about leadership. When it comes to policy limits, forms and coverage, being a leader pays off for you and the client! Are you leading your clients so…
Providing Coverage Summaries to Insureds
Agencies and insurers often provide policy coverage summaries. Is this a good idea? As is often the case, the agency must balance the sales and service function with their E&O…
The New “Retention Dimension”
High performance agencies inevitably maintain controllable customer retention rates of 95% or more regardless of the market conditions, regardless of the insurance economy and regardless of competition. And these high…
How Long Does It Take for a Producer to Become Profitable?
You hire a new or inexperienced producer. Is there any guideline as to how much time should be provided before he or she reaches a level of production to cover…
How Do You Pay Your People and Still Keep a Profit in the Agency?
Agency owners are drawn to salary surveys like flies to sugar because we’re never sure whether we are cheating ourselves or our employees in terms of their salaries. That’s why…
The Theory of Relativity: The Physics of Working with Family
Too many agencies have “Uncle Larry” working for them in one form or another. We either don’t want to or can’t fire them but we can’t keep them in place…
