As the commodity-pricing frenzy of auto insurance intensifies, you become aware of agents who are cutting premiums by deliberately failing to disclose teenage drivers and advising prospects or insureds that…
A recent McKinsey report concludes that personal lines insurance, by and large, has become a commodity. It also questions the viability and value of the agent. This article excerpts one…
What does an agency sell? One might say an agency sells price. Fair enough. But what are they selling for price? An insurance policy? Any policy? Is whether or not…
Most problems and complaints both outside and inside your company arise from poor communication. Poor communication most often results from either miscommunication or a lack of communication. This article identifies…
Yes, they’re failing… the DotComs are going under by the droves, and if you’ve been reading the news, you’re even LESS inspired than ever to build a web site, or…
Never in my wildest dreams did I think I would be able to tell people that I made $75,000 my FIRST YEAR actively selling insurance on the Internet. And it…
The #1 factor that distinguishes high from low producer production is goal setting. This article does not address the specific methodologies of goal-setting, but rather demonstrates how the goal-setting process…
According to consultant Chris Burand, “I have found that producers usually drastically underestimate the time required to quote and write an account.” Do you know how long it takes to quote…
As if I didn’t get enough punishment via our “Ask an Expert” service :-), at one time I served as one of the insurance “experts” at www.allexperts.com. During that brief stint, I…
According to a recent study, about 67% of apartment dwellers and house renters do not have an HO-4 (renters insurance) policy. What does this mean to you? Given the number…
