As I tour the country and meet with countless insurance agencies about building a sales culture, it amazes me how many agency departments don’t collaborate with one another. We’ve implemented numerous ideas into agencies for Personal Lines to contact Commercial clients and cross-sell clients Personal Lines products. Continue reading "Personal and Commercial Lines Departments need to Collaborate"

Sales Training in Insurance Agencies is not something practiced regularly. If an insurance agency offers any type of guidance, meetings or courses, the material usually revolves around insurance. It’s obvious that we all need to understand the product we sell and one of the greatest parts of this business is that you learn something new every day. However, Insurance Agencies don’t pay enough, or in many cases any attention into the Continue reading "Insurance Agencies Should Focus on Sales Training"

We recently took a listing from an insurance agency owner that has been trying to sell their agency for over a year. They called us extremely frustrated over the lack of results they were getting from a Business Broker that sold all types of businesses. This wasn’t the first time we heard this, since we’ve been selling insurance agencies for over 5 years. Continue reading "Selling an Insurance Agency Needs Expert Representation"

As many of our followers know, we recently merged forces with Astonish Results. We’ve joined their Coaching Division which specializes in creating customized training packages for insurance agencies. For more information about this new division, please visit astonishcoaching.com Continue reading "Astonish Coaching Site is a Great Tool for Insurance Agents"

A number of insurance agents and brokers have contacted us recently to ask questions about Astonish Results and how their Digital Marketing System is literally changing the insurance industry. I always suggest that people visit the Astonish website as well as the Astonish Results Blog. There are tons of press articles, videos and other information for people to learn about Astonish. What most people don’t realize is that this isn’t just a website and some internet marketing, this is an entire system packed with benefits to help you change the culture of your agency. Continue reading "Do you have Questions about Astonish Results Digital Marketing System?"

One misconception of Astonish Results services is that they’re a web lead provider or lead generator. While Astonish will help you generate leads, we will also help you implement effective selling strategies in your agency. A great place to learn more about Astonish Results culture and personnel is at the Astonish Results Blog. Continue reading "Astonish Results isn’t just a Digital Marketing System"

Location: Alameda County, California

Agency Description:

Gross Income: 2009 - $150,000
Net Earnings/Cash Flows:  $77,000

• 80% Small Commercial Lines, 20% Small Group Health
• Contractors, General Liability, and Work Comp
• Not dependent upon location, perfect FOLD-IN to buyer’s office
• Stable revenues and strong profits
• 16-year old agency with loyal clients
• Virtually no personal lines, excellent Cross-Sell opportunities
• Click here for a Non-Disclosure Agreement to receive additional information

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?"