Category: Selling

Scripting Your Success

Insurance industry icon and consultant Garry Kinder, along with his brother, Jack, trained me back in the 1980s. Garry says, “Ad-libs are for amateurs…All pros practice.”

In our …

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How to Beat the InsurTechs

Insurance technology is a hyped topic that dominates every industry journal and event. Experts say it’s the future of insurance.

If you’re a traditional retail agency, where does …

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The New, New World

During the Age of Discovery, after Europeans made landfall in what would later be called the Americas, new trade routes brought new power, riches and wealth to the …

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Essential Questions for Agency Leaders

Lately I’ve conducted quite a bit of research with agency owners, mainly to identify their biggest concerns, problems or frustrations. Based on this research and my decades of …

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Agency Branding Mistakes

National Underwriter spoke with Peter van Aartrijk, principal of insurance branding and content-marketing firm www.Aartrijk.com and management consultancy www.chromium.group.

NU: Peter, you’ve worked with independent agents and brokers …

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The Agency’s Seven Deadly Traps

The Agency’s Seven Deadly Traps are the obstacles that most often undermine an agency’s ability to realize it’s Best Version Possible (BVP). Now I doubt that many agencies …

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