Many times we fall into the trap of believing that we can’t be competitive unless we have this market or that one. The reality is you can be appointed by every carrier under the sun but you won’t sell insurance unless you’re closing sales. If you’re salespeople base the entire conversation on price, then the client will base the entire conversation on price. If you don’t have the lowest insurance rate they’ve heard, you lose the business. Continue reading "Insurance Agencies Need Salesmanship In Order to be Successful"

Sacramento, Calif. February 11, 2009 - The Alliance of Insurance Agents & Brokers announced today that it strongly supports Prop. 17 on the June 2010 ballot both organizationally and financially because it’s good policy and it’s good for consumers. Continue reading "The Alliance of Insurance Agents & Brokers Announce Support of Proposition 17"

One thing we are keenly aware of as consultants to insurance agencies is this:  Consulting has a bad rap.  First of all, it sounds like it must be expensive.  Secondly, it sounds kind of vague.  And lastly, it can sound a little offensive or intimidating, as if because we’re consultants we must know more than you. Continue reading "How Do you Grade Your Insurance Agency?"

In 2009, independent insurance agents and brokers faced a “perfect storm” of economic downturn, premiums were a fraction of what they used to be, unemployment and home foreclosure rates were up, and the association’s membership declined. But 2010 may be just as tough, said Kevin Baker of Suhr Risk Services Inc. based in San Jose, Calif. Continue reading "2010 Will Challenge California Insurance Agents but Bright Spots Ahead"

It’s 2010 and it’s time for insurance agents to look at their businesses and make some tough choices and changes if they’re going to grow, or maybe even survive.  As consultants to insurance agencies, we echo the message that has been delivered over and over in recent months by the agent associations and business leaders in our industry.  That message:  Change is coming and you need to get in front of it, or you won’t be able to catch up to it. Continue reading "Insurance Agents Need a New Approach for the New Decade"

California Insurance Commissioner Steve Poizner intends to ask insurance companies that are conducting business in the state to divest themselves of all financial hldings in Iran. Continue reading "Insurance Commissioner Poizner Wants Insurance Money out of Iran"

If you haven’t heard, there are a few great ways to reach people everyday and offer your products to them without paying a dime. Yes, Social Networking has exploded over the past couple of years and Insurance Agencies should take advantage of this amazing prospecting tool. Before you can reach the masses, you have to decide where you want to network and you need a following. Our favorite Social networking Continue reading "Insurance Agents Should Use Social Networking as a Prospecting Tool"

Part of our menu of services is what we call an Agency Report Card. We spend at least one business day onsite at your agency to conduct a full operational review of sales, service, and support/back office, resulting in an Agency Report Card that highlights areas of strength and opportunities for improvement. Continue reading "Improve your Insurance Agency with an Agency Report Card"

In 1999 I wanted to arrange a trip to France.  So like everyone else in 1999, the first thing I did was pull out my Yellow Pages to find a travel agent whose ad looked like they knew something about France.  Then I drove over to the agent’s office and sat down to describe my needs and my budget.  The agent went over several options with me; I chose the package that sounded like it fit my needs, and a week or two later my tickets arrived in the mail.  Later when I needed to change my plans, I called the travel agent and was told I needed to drive back to their office to pay for the difference and have new tickets reprinted. Continue reading "Are Insurance Agents Going the Way of Travel Agents?"

The makers of AMS Agency Management Systems have a product called Producer Plus that your agency should consider using if you sell Commercial Insurance Policies. The program has a series of questions including many questions from supplemental applications built in. You can export the data to ACORD Apps with the click of a mouse and many carriers are able to upload the info into their rating software to generate immediate quotes for over 650 different types of business. Continue reading "Vertafore offers Producer Plus to Insurance Agencies that Sell Commercial Coverages"