Acquiring a new customer is expensive. In 2014, Adam Klauber, an analyst from William Blair & Co., an investment bank and financial services company, determined that direct insurers …Read More
Insurance sales professionals take pride in being good at what they do, and invest a lot of time and energy in staying on top of their professional game.
How often do you take your clients’ feedback into account? You probably respond immediately to any requests they have about their policies. But are you as quick to …Read More
Selling isn’t a one-size-fits-all proposition because no two people are exactly alike. You must understand who you’re trying to influence and how to get them to say “yes”. …Read More
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 …Read More
Two years ago, I wrote a column on “speed-to-value,” in which the time agents took to respond to and resolve inquiries/requests from policyholders and prospects had become an …Read More
Manufacturers, distributors, contractors, retailers, service and e-commerce operations have many common denominators. At the same time, each business sector has its own specialized business insurance and risk management …Read More
All insurance agencies should have business goals that are well thought out. Your agency goals for this year should include:
Maximizing market opportunities; Driving increased sales; Reducing customer …Read More
You’ll be pleased to learn that my daughter, Emily, is now a college graduate. Her double major: anthropology and sculpture.
The anthropology is interesting, definitely. But the sculpture? …Read More