Sit down… This is going to be a strange column. First, it’s my last one, as I have just retired....
Growing Your Property Casualty Agency
It’s self-defeating to believe that the independent agency universe is a legacy sales system that’s floundering in the age of...
Everybody collects something. Some of these “somethings” are valuable; some are extremely valuable, while others are practically worthless. Regardless, whatever...
Is it worth it to market personal lines policies to drivers and homeowners who shop year after year? It’s costly...
In the mad rush to economize on and digitize virtually every insurance transaction and relationship activity, some small-business owners are...
It’s costly to sell new commercial lines accounts. In addition to the various prospecting and marketing costs, there is fact...
The agency business has a love affair with goals. Some focus on sales, while others deal with company volume demands...
Flying drones and self-driving vehicles are being readied for everyday use — and we are not amazed. That’s because, in...
To foster growth, property/casualty agency managers need to actively encourage their employees to achieve a desirable level of mutual trust...
Relationships are the currency of commerce. Without them, no one buys or sells anything. These interactions might involve interfaces or...