Personal lines insurance carriers have a problem, a problem of their own making, and it’s getting worse. The problem I’m talking about is the ‘ups’ (which are great for mountains, but bad for the carriers). The ups usually start at the first renewal and then keep cranking away for the next 5 – 7 years. … Read more
Most agencies’ reputations are based upon customer service and referral. At a certain point in the career of an agent or broker, cold calls via “smiling and dialing” become antiquated. At the point of either critical mass, or “economic comfort”, organic growth comes from a constant stream of customers leaving one company and joining another. … Read more
Raise your hand — and be honest — if, during your formative years, you wanted to be an insurance company executive. Did you raise your hand? You’re lying — through your teeth — because that would have been the absolute last thing on your list (Me? I wanted to be just like my guitar hero … Read more
My insurance career began 11 years ago when a pair of agency owners invited me to lunch. At that time, I worked as a payroll & benefits consultant and assisted them with a change in ownership structure. They were impressed by my professionalism, persistence, and marketing skills. I was interested in their laser-focus on the … Read more
I use a lot of analogies in my trainings. Most of these are either sports related or are more real life examples of situations that I have run into myself or have been told working with agents throughout the country. The newest one that I have heard and been using is inspired by Mark Twain … Read more