We know from personal experience that internet leads are a great way to grow your insurance agency. When we owned our agency there would be times we received 100 internet leads in a single day. We’d have “lead calling pizza parties” and several staff members would stay until 8pm calling, quoting and selling insurance policies. Continue reading "Basic Prospecting for Insurance Agencies"

California insurance Brokers should be happy to see the Department of Insurance approving rate increases for Workers Comp Insurance. A recent article in the Insurance Journal breaks down the insurance carriers, the rate increase they requested and what was approved. Continue reading "When will this soft market change for Insurance Agents and Brokers?"

With all that’s happened in our country over the past year, running an insurance brokerage has become more difficult than ever. Increased competition, direct writers all over the TV and Internet, soft market, housing, and the list goes on and on. How can you get back to your 04, 05, 06 sales numbers? How about good old fashioned Salesmanship? Continue reading "2009 Goals – Bring a Sales Culture to your Insurance Agency"

After you purchase an insurance agency, the next 90 days are crucial to the long term success and profitability of your newest investment. It’s time to evaluate and learn about your new employees and learn how the agency you purchased operates. Before you successfully integrate a new agency into yours, create a team consisting of new and existing employees to brainstorm, execute and manage the transition. Continue reading "Planning to Integrate your newest Acquistion into your Insurance Agency"

There are 2 types of sales people in the Personal Lines Insurance Business. Order takers and sales people. Order takers typically look for the low hanging fruit. The client is already on the phone, wants to buy today and has a means of payment. There are no objections and the effort required is minimal. They sell the product(s) they’re most familiar with so they “don’t have to deal with” another carriers software. Most agencies with more than a handful of agents have a few order takers on their staff. They’re the ones usually complaining about rates, the quality of leads, Continue reading "Personal Lines Order Taker or Sales Person"