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... Sedgwick James of Washington , says that Personal Lines comprises 7% of his revenue but 20% of profit. "It will never be a significant portion of our business, but it is a significant profit center," he says. Check with your insurance companies; many provide professional help in the profit-center approach. 2. CHOOSE YOUR COMPANIES "It's just not efficient to place business with a large number of companies," says Sharon Cunningham, president of Business Management Group, the agency-consulting subsidiary of The Hartford. Her advice: Choose four or five carriers that make it easy for the agency to do business, offer some added value, are competitive in price, and are committed to the Personal Lines marketplace. There are more options for markets than you might think. As major agency ... his client base, and calls prospects in those areas to get x-dates. While telemarketing is mind-numbing, it's less expensive than direct mail, Platt insists. His producers divide their day into one hour of cold-calling for x-dates, two hours making appointments for those dates, three hours on appointments, and one hour responding to paperwork. Crawford recommends that agents go to fairs and trade shows (home, boat, etc.) . Raffle a television set, and on the raffle card, ask for x-dates. One agent got 2,000 x-dates at a boat show — all for a $300 TV. Fifteen to 30 days before renewal, Crawford says, agents should call their x-dates and ask to quote the business. This article is reproduced, with permission, from the VuPoint Newsletter of ...

...efficient to place business with a large number of companies,” says Sharon Cun...00 account,” he says. Platt says that larger agencies and brokers largely ignore these accounts. A typical...

...es trying to fight our way through larger ones. As we overcome a competitive h... he or she were a potentially new and large account? 4. Focus On Your Niche. ...

...t potential in personal lines. The larger agencies with most of their activity centered in larger commercial accounts are the ones tha...ssume that they are. If the agency is large enough and has access to the right...

...equency of client meetings depends largely on engineering reports from compani...ly, leases and other contracts create large exposures because of the responsib...

...ll-established, Jacobs has built a large library of commercials that are custo...message in pictures and sound. In large markets, the cost of air time is h...

... ? Do you have a central heating system? How do you heat your home? Have you had any insurance losses in the last five years? Do you or any household member smoke? Do you desire a $250 or $100 deductible? Do you own a dog? What breed? Do you own a boat, trailer or camper? Do you live near a pond, river or large body of water? Are you in a flood zone? Is your home under construction or being remodeled? Do you have any boarders that are not family members? Do you have tenants? Do you furnish any belongings in the part of the premises you rent? Would you like replacement cost on your contents? Would you be interested in an inflation guard built into your policy? Do you ... in your home? Do you have a woodstove? Has your woodstove been inspected? Do you have a central heating system? How do you heat your home? Have you had any insurance losses in the last five years? Do you or any household member smoke? Do you desire a $250 or $100 deductible? Do you own a dog? What breed? Do you own a boat, trailer or camper? Do you live near a pond, river or large body of water? Are you in a flood zone? Is your home under construction or being remodeled? Do you have any boarders that are not family members? Do you have tenants? Do you furnish any belongings in the part of the premises you rent? Would you like replacement cost on your contents? ...

... business brought them together. Aunt Judy's Personal Lines business has been through carrier purchases, automobile claims, jewelry losses, and premium increases. Her trust and loyalty never wavered. She knew it was inevitable that Marie would retire or the agency would be sold. Both happened. Like Jan and Bob, Aunt Judy received notice of the agency's sale. In this case, it was sold to a large regional broker. She was given the name of the new service agent who would be handling her account. Although there was no personal contact yet, at least she had a name. So far, so good. But when she called this CSR with a quick question, she was transferred to the CSR's voice mail (without her consent) . She chose to opt out, knowing that ... agencies that were sold. STORY #1 When Jan and Bob moved their family to Charlotte, they did what many people do to find good professional advisors. They asked neighbors, coworkers, and friends for referrals. Following the recommendation of a friend, they found an agent and were satisfied with that choice for 12 years. Their multi-line Personal insurance package includes Auto, Home, Umbrella, and Boat policies. Jan told me that she felt their business was valued and service was good. One day, Jan and Bob received a letter from their agent advising that he was selling his agency to another local agent and that the new agent would be in touch. No problem, they thought. Months went by without even a letter of introduction from the new agent. Then the renewal policies ...

...and-butter clients respond well to large display ads. TO BILLBOARD OR NOT TO B...

... in fact some companies are making large sums of money. My analysis suggests t...