07
JAN
2016

ACTIVITY VS. SALES – PREDICTING PRODUCER SUCCESS

Sales iQ Activity vs Sales Which is the better predictor for producer success? Many agency principals and sales managers believe that compensation and commissions will motivate their producers. That’s true for those who are motivated solely by money. Many studies show that...
23
NOV
2015

NEGOTIATION SKILLS

As agents, we are required to negotiate frequently as a natural course of doing business. We negotiate every day of our lives with clients, prospects, underwriters,marketing reps, and Agency personnel. We negotiate on everything from rates to coverage, and from services to...
22
MAR
2015

MY FAVORITE UNDERWRITERS

The role of today’s Underwriter is complex. They must be gatekeepers, relationship managers, marketers and sales managers As Agents, we must understand, and respect these differing and often conflicting roles. If I could distill the qualities of exceptional Underwriters into a...
15
JAN
2014

THE IMPORTANCE OF SALES MEETINGS

Nothing, not one thing happens in this economy until a sale is made. No raw materials are ordered, not one engine starts, and no services are performed until an order has been placed. Strong sales are the single most important asset of any for-profit company.  New business is the...
28
JUL
2011

THE WORD STRATEGY

Will Rogers said “it aint so much the things we know that get us in trouble, it’s the things we know that aint so.” Truer words have never been spoken about one of the most abused words in our vocabulary. That word is Strategy. Many misconceptions exist, from how people use the...
21
JUN
2011

UN-COMMODITIZING INSURANCE

What makes you better or different than your competition? Ask every agent that question and you’ll get the same answer. I’m not kidding. Don’t believe it? I’ve worked with hundreds of agencies & brokers in North America. The first question I always ask them is. “What makes...
26
JUL
2010

PARETOS 8020 CONTINUED: SHRINKING YOUR BOOK FOR GROWTH

Pareto was right. The 80/20 rule works in insurance. If you applied the 80/20 rule to your book you’ve probably discovered that the top 20% of your clients generate 80% of your revenue. Now what do we do with this information? When you reach the point where growth is challenging...