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...anged in organizational structure, technology utilization, compensation strate...entations: Your agency should provide technology tools, access to information, technical instruction (manuals, CDs, Int...

... a poor country boy lost in a high-tech world that carbon paper still impresse... tell me how wonderful this new “high tech” world is and is going to be. I us...

...ork in business (or for you “techies” — as long as humans wr...) 939-5944 (Cell), e-mail squareoneconsulting@cox.net, or visit www.squareoneconsulting.com.

...added services and products. These techniques can help you do the job: TIP #1:...

... agency's lifeblood, the people who handle their accounts should have the pretty, comfortable work areas, complete with windows. Agencies that have reorganized to use account managers (who can concentrate on the client-contact functions of service, placement, certificates, rounding, and so on) and account technicians (who specialize in policy-checking, correction-seeking, and follow-ups) realize that good physical placement increases their effectiveness. Account techs need quiet space to concentrate on technical detail. They must be out of any waiting client's sightline so that there's no pressure of courtesy-that is, so they won't have to interrupt their flow by getting up to help the client. The account techs must be situated close to each other so that they can back each other up comfortably during heavy work times (such as big renewal months) and ... to principals-to sketch office arrangements, write down ideas, recommend colors, design a desk arrangement, or express wish-list items. Create a master plan. Disregard the way you've always done things, and have some fun. You can make the place you work help achieve what you want in your work. Virginia M. Bates, LIA, is an educator on management and coverage topics and an independent consultant who advises insurance agencies and companies on E&O protection, successful technology usage, profitability, marketing, operations, and perpetuation. She can be reached at VMB Associates, Inc., 115 Ashland St., Melrose, MA 02176, (781) 665-0623, fax (781) 662-1288, E-mail [email protected] . Login or Register (for FREE) to gain ...

... they couldn't do for themselves, and provide the products, services, and qualities that this particular kind of buyer really values. The Property/Casualty insurance industry doesn't promote product differentiation or innovation, even in Commercial Lines; the core coverages are effectively the same. How and to whom can your agency be unique in providing these homogeneous products? Where can you most skillfully combine the advantages of high tech delivery with the personal dimension? Although you might use the same people and markets to sell new business and to service existing accounts, the marketing plans should differentiate the different types of focus. What you do to attract new accounts won't necessarily help you to keep them. Price has been and will continue to be a major factor in the new business arena (availability is now also critical and ... average independent agency still only has 1.4 policies per insured! Total account selling is also critical in Commercial Lines. And this includes the employee benefits area as well as Property/Casualty and surety business. To effectively service a client you must sell them every insurance product they need. The late Carol Hammes, principal of The Middleton Group, was one of the Independent Agency System's most widely respected management consultants. She will be sorely missed. Login or Register (for FREE) to gain access to thousands of other great articles. Need more reasons to join? Need insurance for you, your business or your family? Get quality appointments - Save yourself a whole lot of time & money when you use our directory of carriers, wholesalers and service providers. Negotiate lucrative contracts with carriers and wholesalers ...

...lly combine the advantages of high tech delivery with the personal dimension? ...