Marketing

Start your agency on its way to making money on its sales, rather than losing money. Take a detailed look at ALL of the costs of making a sale. Do…

Not all customers will opt for higher quality services and products, but we can educate our prospects and clients about the genuine risks involved with a lower quality solution and…

Some agency owners believe they need a producer regardless of whether the producer generates a profit for the agency. They believe they need the business to keep their companies happy…

The time has long passed when every breathing human should be considered a prospect. Most agencies only segment their markets by size and account type, such as personal lines, small…

Many agency owners/managers are like river rocks…solid with rounded edges, they don’t like to cut people the wrong way. Unfortunately, while this approach may work with customers, it may not…

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…