It's easy to lose sight of the fact that agencies are in the service business. But consider that all agents sell the same product-insurance. Why do some agencies blossom while others wilt? Service and marketing are keys. Too often, getting new customers (through marketing) is emphasized at the expense of keeping customers (through service). You have to do a first-rate job at both to have first-rate growth and to control expenses

Ever since independent agencies were invented, their owners have wondered how to find, motivate, and keep good producers. But according to one consultant, most principals still aren't getting a good deal.

'Across the United States, more employee producers are overpaid yet underproduce,' says Jeffrey Wodicka. Wodicka is president of a consulting firm called Directions Agency Management Resources Limited of Rockville, New York, as well as principal of The Greystone Agency, also of Rockville.

It’s often difficult for an agency to hire an in-house PR specialist. And assigning PR responsibilities to an existing employee has its drawbacks. This document by Henry Stimpson examines the advantages and disadvantages to hiring an out-sourced PR consultant.

Help your top producers grow your agency & and their income!

Many of our clients find themselves the recipients of a decidedly mixed blessing. On one hand, they are successful because they employ many of the top producers in their community. On the other hand, since many of the community's top prospects already work in their agency, there's not much sales talent left to hire. They're ready, willing, and able to invest in future growth, but don't know quite how. If only they could find a way to replicate their top producers, their agency's market share would balloon.

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?”

You could be better off by acquiring a sales superstar than buying another agency.

Every year the numbers seem to get more outrageous. Pay levels for “impact player” athletes such as LeBron James and Tiger Woods continue to climb into the stratosphere. And it isn’t just athletes. You name the endeavor, whether it’s in the business, entertainment, or even the academic world, and there’s a near-universal phenomenon occurring: Impact player inflation. Despite the fact that it drives a lot of people crazy to hear that some people are making so much money, there’s a simple reason for the inflation: The impact players are worth it.

Here's a quick investment quiz: Which of the following investments will provide the best financial return over the next five years?
A.Microsoft stock
B.Coca-Cola stock
C.Citigroup stock
D.A newly hired Property & Casualty producer

The answer is D. No kidding.

Many agents tell me they're getting plenty of referrals and don't need to cold-call for new business. If you fall into this category, there's no need to read on. But if you want to grow beyond referral business, cold-call prospecting is a necessary means to that end. Yet there's a more effective (and honorable) way to do it than described above. It's all about your goal and your preparation for the call.

Open the way to sales success with these three keys to interacting with prospects.

Today, an insurance professional must be an information specialist. Access to information can be vital in all specialized areas of insurance. Every agency has numerous books, both those published professionally and those published as company manuals and promotional materials, which are reference tools enabling more effective decisions. But where are the materials when you need them? Ideally, in a library using a database program and an efficient cataloging system.