To embrace — and benefit from — change, follow these guidelines.
Unrelenting and increasingly rapid change demands that the insurance industry rapidly uncover new ways to evaluate and respond to its marketplace.
I’ve worked with many highly successful insurance companies and agencies, helping them achieve higher levels of profitability through more sales, customer and employee loyalty, and retention. However, in many of these organizations, management remained blind to the dire need to change, despite its apparent desire to achieve higher profits. Managers can’t see the compelling need to change from the ways that allowed the organization to be successful in the first place.

How to determine if your agency or brokerage has a true sales culture

Even though you might be able to show extensive evidence that your agency is highly productive, profitable, or well capitalized, how do you measure your “sales culture?”

How Healthy Are Your Agency's Finances? by Tom Doran To keep your agency finances sound, balance revenue generated (production) with benefits paid. In 1950, there were 16.5 workers pa...

HOW TOPROSPER IN ANY MARKET by Edward Curry You and your companies can work smarter together, regardless of market conditions. During a hard market, some companies impos...

'Why don't all Property Casualty agencies receive at least 20% of their commission income from Life, Health, and employee benefits?' This article will show you why this potential revenue source remains untapped by so many firms, and what to do about it.

SEVEN MUSTS FOR INSURANCE AGENCIES TO SURVIVE AND THRIVE by Bobby Reagan Some independent agents wonder, 'What will it take to be around for another 100 years?' This seems a litt...

SMART AGENCIES SHOULD STAY ON OFFENSE IN A SOFT MARKET by Bobby Reagan and Brian McNeely With no end in sight to the soft market, the question that agency leaders must ask themselves is: ...

STAFFING & PRODUCTIVITY: HOW DO YOU MEASURE UP? by Judith Newman Is your agency overstaffed - or understaffed? How would you describe your agencys performance: Hi...

THE CUSTOMER LIFE CYCLE AND HOW IT INFLUENCES YOUR SUCCESS by Lynn Thomas Your customers have four distinct stages in their life cycle development with your agency. Lynn Thomas explain...

USE CROSS-SELLING TO INCREASE CLIENT RETENTION by Lynn Thomas The more products and services your clients buy from you, the closer your relationship with them. In this document, Lynn Th...