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PRODUCER EQUITY POSITIONS by Al Diamond Never offer equity in a producer's created book of business. Well, 'never' may be too absolute. Let me put it this way. Never offer equity only ...
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In the last decade, you may have heard the term 'program manager' or 'program administrator' being used frequently. They're often used interchangeably. This article will use 'program administrators,' or 'PAs.'
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“Moments of truth” occurs whenever CSRs and producers talk to a customer on the phone or in person. It’s important that each member of the agency be prepared for this contact. The impression left with the client or prospect will determine their future relationship with your agency. Because the ultimate goal of any business is to obtain and retain customers, it’s essential for you to create the proper image at the moment of truth. Some of the key factors in managing the moment of truth are:
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SECURE CONSISTENCY! PROTECT YOUR AGENCY! by Grace Bauer A year has passed since I began talking full-time to agencies nationwide. I found the main concern of 99.9% of the agencies to b...
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THE CUSTOMERS OF AN INDEPENDENT INSURANCE AGENCY by Gary Holgate As a consultant, the first questions I ask agency owners concern their customers. This provides me with a feel for the agency and...
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Over the years, there have been a host of surveys taken on consumer opinions about Personal Lines insurance. The major question is...
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Rarely will you get something for nothing. But how do you know if you’re getting what you should out of your marketing program? This document by John Graham provides you with the guidelines to properly evaluate your marketing efforts.
Getting something for nothing seems to be a universal human desire that extends into the business arena. For example, company owners and managers often ask, 'What should we expect to get out of our marketing program? How will our dollar investment translate into increased sales?
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MARKETING IS A BATTLE OF PERCEPTION - HAVE YOU LOST? by Chris Burand An agent asked me the other day how h...
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VALUING YOUR CUSTOMERS: PART I by Jack Burke As a person who deals in audio and video, as well as the printed word, Ive always been a bit backward and out-of-sync with my personal ...
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A JOINT VENTURE IN A SMALL TOWN by Ron Rensink The heated debate over bank activity in the insurance business has focused primarily on happenings in major metropolitan areas, where huge blocks of bu...