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
Insurance is one built on a promise; a promise which is and continues to be established and nurtured through communication with insureds. However, the face of that contact has shifted. An economist once said we all have a fetish with the glamour of innovation which results in an underinvestment in maintenance – that as technology … Read more