Marketing

Why are you in the insurance industry? Are you a ‘bus driver’ or a business owner? It is estimated that 75% of the 40,000 remaining agencies have revenues less than…

As we approach a new year, I would like to offer agents a Management Information System (MIS) designed to educate managers and inform agency owners. Knowledge of critical information permits…

The smartest agents get a lot done, make a good living AND still have free time for family and community. Agents who are consumed by their business role tend to…

It’s tough to motivate employees to consistently create the kinds of positive customer experiences that lead to customer loyalty. It’s like customer care; you can’t “mandate” motivation any more than…

Unjust rewards are the #1 issue of contention in the partnership disputes I’ve witnessed. In most situations, at least one partner believes his efforts are not being duly recognized (financially…

Customer acquisition and retention, and high direct mail costs are pressing issues that independent insurance agents and brokers face today. In addition, new and existing players in the virtual and…

Creating an environment where both customers and employees want to pledge their loyalty is a function of good planning as much as good intention. As companies compete for qualified personnel…

September 11. Some suffered direct hits, others catastrophic claims, still others market disruptions. While you may be fortunate enough to never be stricken with such massive “destruction and distress,” what…

I have seen a full range of hiring philosophies in insurance agencies. Some agency owners place great emphasis in various personality tests, especially when hiring producers. At the other end…

The great compromise involves working smarter rather than harder. Of course, twelve hours of working smarter is always going to pay more than ten hours of working smarter but many…