THE IMPACT OF CLUSTERS ON AGENCY VALUE by Chris Burand In this document, Chris Burand addresses the question of how an agencys value is affected when it doesnt own...

THE ONE-MINUTE MARKETER by Mike Manes 'I expect to pay more to get less.' You wouldnt expect to hear this from your customers that often. Yet Mike Manes manages to derive ...

We all know the value that cross-selling brings to agencies. According to industry statistics, profit margins on the second sale are two to three times higher than the first and retention is 60% higher. Yet the average independent agency’s number of policies per customer hasn’t changed in 20 years. How can such a vital, well-publicized goal remain so elusive for so long? It’s as if we all know how to become millionaires but ignore the facts. The truth is that cross-selling is a complex process that can fail for a number of reasons.

THE SERVICE CEILING: WHAT CAUSES IT, HOW TO RECOGNIZE IT, HOW TO BREAK THROUGH IT by E. Al Diamond We have a small Middle-Eastern restaurant in our neighborhood that is family ope...

THE SEVEN MOST DEADLY SINS COMMITTED BY AGENCY MANAGERS by Robert Westin This article has nothing to do with morals. I'm not in the business of saving souls but of helping others ...

THE SOFTENING MARKET: DON'T CHANGE HORSES by Rob Ekern Use these six proven ways to beat the soft market. Those of you who are historians will recall one of the grea...

Motivational speakers love to put the word “secret” in the title of their presentations. I’ve sat through many sessions, and I’ve always wondered what kind of “secret” you can tell on the stage of a packed auditorium?

THE WEB: A POTENT COMPETITOR by Chris Burand Internet sales of insurance hasnt conquered our industry, but it is a competitor. How do you combat it? At what price differ...

Use this proven technique to turn Commercial Lines prospects into clients.
Does this sound familiar? You go into a sales interview telling your prospect that you work for one of the best agencies in town. You tell them you give great service, represent 14 markets, and would like a chance to prove your value. As a result, they give you the chance to bid on their account, and you feel like you’ve got your first victory. Incidentally, when you asked if there were any problems that you should address, they said, no — they just wanted you to do what you could to keep their insurance costs low.

TRUST: ITS THE BOTTOM LINE by Chris Burand Do your customers trust you - and, if so, what for? Wal-Mart is known for low prices. A very young boy was heard ...