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…
Professional Development
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…
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…
McKinsey, Commodities, and the Death of the Independent Agent
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…
Human Resources
This section of the VU offers tips, techniques and legal caveats that you can follow during the hiring process. Also discussed employee relations, licensing and more. Talent Recruitment and Development…
Are You and Your Clients Ready for a Pandemic?
We’ve been hearing about it for months now, about the allegedly very real possibility of a worldwide pandemic. Is the threat for real? And, if so, what have you done…
40 Hours and I’m an Insurance Agent
In my state, a manicurist has to complete 600 hours of classroom and supervised work experience to get licensed. An insurance agent? Put in 40 hours and you could be…
Should the Agency Receptionist Be Licensed?
An agency receptionist transfers phone calls, takes messages, opens mail, directs clients to CSRs, and accepts direct bill payments from clients. She allegedly does not discuss coverage with clients. Does…
