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"

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?"

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"

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?"

Many Agency Owners would love to refer to a neutral 3rd party for advice on various projects in their agencies such as advertising, recruiting, payroll, marketing, workflow, accounting, sales training, customer service training and other functions in their agency. As an insurance agency owner it’s difficult to solve some of the daily problems and focus on the big picture because you’re in the middle of it everyday. Continue reading "Consulting Services are Available for Small and Large Insurance Agencies"

Many insurance agencies invest little or no time in maintaining accounting records. Commission statements aren’t filed, loss ratios are shredded and payroll reports are nowhere to be found. Believe it or not, the hardest part about selling your agency is proving your annual revenue. Continue reading "What to do with Commission Statements in your Insurance Agency"

Both Personal and Commercial Insurance Agents and Brokers are always looking for ways to drive new business to their agency. Many depend on the customary local newspaper, yellow pages, flyers, sign holders and other forms of print media to send their message. The message is usually “Lowest Down”, “Lowest Rates” “Coverage for $19.00 per month” and so on.  Continue reading "Are Insurance Agents and Brokers Spending Advertising Dollars Wisely?"

When a new quote calls or walks in to your agency, are you 100% confident you or your staff are doing everything possible to write the business? Below is a short list of do’s and don’ts that may help you in your next staff meeting. It’s important to emphasize to your staff the fact that at the end of the day, you’re a Sales Organization. Some Agency Owners will balk and say they’re a customer service organization first, but in reality, without sales, there’s nobody to service. Continue reading "Do’s and Dont’s for Operating your Insurance Agency"